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Enterprise Resource Planning (ERP): Vendor Strategies and Opportunities in the US Mid-Enterprise Market

Published by: AMI-Partners, Inc.

Published: Aug. 11, 2009 - 62 Pages


Table of Contents


Contents: Summary Findings

Summary Findings

Contents: Market Analysis

Enterprise Resource Planning (ERP) Definitions

ERP solutions enable organizations drive continuous improvement strategies by providing a global view into the enterprise

ERP has evolved in recent years beyond core accounting to touch all business functions

The market is highly concentrated among the top two players

Small- and mid-market ERP pure-plays are posting impressive revenue gains

The ERP industry is coming out of a four year period of high deal volumes and rapid consolidation

The large share of deals have been targeted, fill-in acquisitions of functional and industry applications

Sector capabilities tend to become more narrow and specialized within the second- and third- vendor tiers

Industry growth strategies emphasize three key themes - extend the base business, optimize execution, and launch new business models

Building depth in the portfolio and extending market reach top vendor priorities

Alternative product strategies have clear trade-offs in value to the market and upside potential for vendors

Adoption trends suggest that ERP is a maturing technology

category within the US mid-market

Firms invest in ERP to address a variety of business imperatives at all enterprise tiers

Inventory-intensive businesses lead the market in ERP deployments

ERP add-on modules have made solid inroads within the installed base particularly in non-service oriented sectors

Further up-sell potential for ERP add-ons exist in select industries in which the fit is high and penetration relatively low

Legacy ERP businesses and net-new buyers could provide an addressable market of ~48,000 US mid-market firms

Adding small businesses to the mix could expand the market opportunity by another 1.6 million enterprises

Contents: Appendix

SAP

Oracle

Infor

Sage Group

Microsoft

Lawson

Epicor

Activant

IFS

Exact Software

CDC Software

Deltek Systems

QAD

NetSuite

Glovia

Oracle’s Recent Acquisitions

SAP's Recent Acquisitions

Infor's Recent Acquisitions

Recent Acquisitions of Netsuite, Lawson and Epicor

Exact's Recent Acquisitions

Activant's Recent Acquisitions

CDC's Recent Acquisitions

QAD's Recent Acquisitions

Deltek's Recent Acquisitions

Sage's Recent Acquisitions

Abstract

The enterprise resource planning (ERP) software market has experienced rapid change over the past five years. Maturation at the high-end of the market is driving leading vendors to seek incremental growth in the lesser developed US enterprise mid-market. Many pure-plays have also entered the market with more focused solutions and channel coverage.

As ERP penetration rates settle in the 50-60% range, vendors are shifting their focus to strategies for selling more deeply into the installed base and capturing net-new business around the edges. Core to these efforts are significant investment in creating differentiation in the portfolio with sector-based capabilities and deeper/more robust functionality in under-developed niches.

In this report, we provide perspective on recent performance trends and consolidation in the ERP market and a point-of-view on those segments that could drive the most attractive growth for ERP vendors.

Key points of coverage include:
  1. Revenue concentration and recent performance of top ERP players
  2. Five year consolidation trends (acquisition/deal activity)
  3. Strategic themes driving vendor growth initiatives
  4. Evolving vendor focus on target industries and applications
  5. Mid-market ERP adoption trends
  6. Relative opportunity for incremental growth (penetration) within the small and medium business segments (legacy ERP and untapped firms)


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