November 15th, 2004
Report says ERP vendors off the mark
ERP vendors have been missing the point, and quite badly, according to META Group analyst Michael Doane. His scathing report (client reg. req.) explains that for the past decade vendors in all tiers have been flooding the market with products based on functionality tweaks while overlooking more salient issues, such as business process improvement and business benefits. They have also neglected to address the market shift by which decision makers for ERP adoption have moved from IT executives to business executives. Doane’s fix:
ERP vendors can add a new and compelling impetus to new license revenues by leading sales efforts using a consulting staff to directly address the market’s business executives. A credible and measurable value proposition must be used that can be fulfilled through deployment of the appropriate business software.
