In it to win it product & competitive positioning

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Information about In it to win it product & competitive positioning

Published on March 1, 2014

Author: DonaldGordonCPACA


Acumatica: In It to Win It Jean Gea Product Marketing Manager, Acumatica August 20, 2013

Subscriptions already 44% of all business software spending in 2013 44% Source: “Ten Myths and Realities of the Software Market in 2013”, Forrester, 2013 Subscription ERP to grow 21% annually through 2015 21% Source: “The State Of ERP In 2011: Customers Have More Options In Spite Of Market Consolidation”, Forrester, May 2011

Purpose Build a strong brand Beat the competition

Build a strong brand Beat the competition

Build a Strong Brand Build a strong brand Make a Promise Differentiate Deliver consistently

MM = Fragmentation • “Diversity of demand”1 • Fragmentation will persist • SMBs prefer smaller and more localized IT providers Whitepaper by McKinsey’s Tech, Media and Telecom Practice, Winning in the SMB Cloud (2011): 1

Battle for Attention 1 Pre-ERP 2 “The Newbies” “The Switchers” Excel QuickBooks Zoho Small Business Enterprise ERP SAP Oracle Dynamics AX Lower Mid-Market Upper Mid-Market Customer size Enterprise

ERP Branding Wars Dynamics NetSuite Intacct Acumatica • Old Tech • Cloud-only • Limited • Young • Ubiquitous • Highly driven • Specialized • Innovative • Established • Resourceful • Expertise • ?

Our Unique Advantage Adaptabl e Deployme nt Payment OnPremises Purchase Partner Relationsh ip Functionalit y Integration Customizati on Developmen t 100% Channel Model MultiChannel Model VAR In the Cloud Subscription Unlimited Users Internal ISV OEM External Hosting

Acumatica Cloud ERP • One solution, infinite possibilities • Adapts to your business • All the benefits of the cloud, with none of the drawbacks

Product Value Propositions Adaptable Cloud ERP Easy to use Custom fitted Deployment choice Payment flexibility

Easy to use

Deployment choice

Payment flexibility

Key Messaging By Value Prop, Audience & Features Value Prop • • 1) Easy to use • • • • • 2) Custom fitted By Audience Key Messaging • • Work from anywhere, on any device. Use 100% of the system’s capabilities in the browser, and enjoy the same performance of traditional ERPs. Collaborate real time with the latest data at your fingertips. Pull reports real-time and update customers immediately. Unlimited free users, so you can involve everybody in your ERP. • Protect your existing investments by integrating Acumatica with existing software. Integrate easily with third-party applications on the industry standard .NET platform. Extend your ERP with numerous ISV applications that integrate with Acumatica. Customize Acumatica to fit your business processes like a glove. • • • By Features BDM o Desktop-like performance, even in the cloud. o Access on the go. Intuitive user interface with browserbased access from anywhere, anytime. TDM o Lower TCO by moving to the cloud, with no escalating costs or lock-in. Lower maintenance costs with one centralized database. o Ease of administration. Rights-based access allow maximum control of user roles and access to read/write specific data. o Built-in security. Business logic and processing is done on a server in a secure location of your choice. Advanced data encryption. • • • • • • • • • • Easy navigation Easy data entry Quick search Real-time connectivity with Excel Parametric filtering in-browser Drag and drop attachments Mark your Favorites Rights based access 100% browser-based Tablets and mobile devices TDM o Save time. Rapidly convert your expertise into software programs that run on Cloud technology. o Integrate easily with existing software or third-party applications. Acumatica is built on the industry standard .NET platform. o Lower cost of development with resources familiar with the industry standard .NET platform. BDM • Minimize user disruption. Build workflow based on existing business processes and keep users productive. • With Acumatica Studio, create highly scalable cloud software that stand alone, or part of a larger offering Built-in functionality for financials, document management, and much more Pre-integrated accounting objects and modules Applications inherit multi-tenancy support for centralized management Built-in performance to help your applications run efficiently over unreliable Internet connections. Continued… • • • •

Key Messages By Value Prop, Audience & Features Value Prop By Audience Key Messaging By Features • Deploy Acumatica in the cloud or on-premises, and easily switch later. No matter which you choose, it’s the same powerful cloud ERP. • TDM o Own and retain control over your data. Export a clean copy of your data at anytime. o Never get locked-in. Switch easily between deployment options. Access your data and migration tools easily. • • • Deploy on-premises Deploy on Acumatica SaaS Select your own hosting provider • Choose a subscription plan, or buy the license. You can switch between both at any time. No guesswork and no hidden costs. Unlimited free users, so you are free to grow. Get everything you need for everyone in your company at one affordable price. • BDM o Lowest TCO. Choose the functionality, deployment method and licensing option that gives the lowest TCO. TDM o Easy cost planning. Cost planning is simplified as Acumatica includes unlimited free users. o Never get locked-in. Switch easily from subscription plan to license purchase. o No guesswork, no hidden fees. Priced by suite, not by module. Our application suites include all modules and takes the guesswork out of your purchase decision. • Licensing management functionality Subscription plans for SaaS and SOP 3) Deployment choice 4) Payment flexibility • • • • •

Acumatica Adapts to Your Business

Build a strong brand Beat the competition

Old World New World

Attack Points Attack Points Attack Points • GP “web-client” • SL core modules cannot be accessed from a web browser • CRM not included, requires “Connector” • GP built on Dexterity (1991) • SaaS deployment only • Per-user pricing • Customizations using proprietary NetSuite tools • SaaS deployment only • Per-user pricing • Financials only

Why Should I Bet on Acumatica? • • • • • Quality of technology Quality of business strategy Quality of partners Quality of customers Quality of team

Resources Build a strong brand Voice of our customers Product messaging Product data sheets Product videos Beat the competition Competitive battle cards Competitive data sheets Competitive pricing calculators

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