Outcome driven paths to 2014 software market growth opportunities insights from tbr’s sw benchmark

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The market for cloud services and cloud professional services is still in its infancy but is expected to double by 2018, and vendors providing cloud professional services are quickly developing resources, products and services to serve the growing demand. TBR’s landmark Software Vendor Benchmark examines the current front-runners in the market, how well they are doing and where their attention is focused. TBR’s Software Practice team recorded a webinar on Tuesday, Jan. 28, 2014, discussing the findings of this new report, which expounds upon topics such as software platforms extending partner and customer engagement, as well as business and vertical applications creating new customer discussions. This PDF is the deck used in that presentation. Matt Healey, director of TBR’s Software and Cloud Practice, and Enterprise Software Analyst Elizabeth Hedstrom Henlin shared their perspectives on market-making buyer trends within enterprise software and provided webinar attendees with strategic projections around vendor and customer activity across 2014 and into 2015. They then fielded questions from the audience. Questions for discussion included: • How are vendors using software development as a vehicle to engage new users and buyers? • How are line of business users consuming vendors' messaging as a path to new purchasing? • Where are the 2014 points of market engagement and opportunity around applications? For more information please call James McIlroy @ 603-929-1166 or email at mcilroy@tbri.com.

Text of Outcome driven paths to 2014 software market growth opportunities insights from tbr’s sw benchmark

  • 1. Outcome-driven Paths to 2014 Software Market Growth Opportunities Insights from TBRs 3Q13 Software Vendor Benchmark Technology Business Research Quarterly Webinar Series Jan. 28, 2014TBRT E C H N O L O G Y B U S I N E S S R ES E AR C H , I N C .

2. Insights from TBRs 3Q13 Software Vendor Benchmark: Webinar PresentersMatt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @Mhealey_TBRElizabeth Hedstrom Henlin Enterprise Software Analyst Email: elizabeth.hedstromhenlin@tbri.com Twitter: @EAHHTBR2TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc.TBR 3. Insights from TBRs 3Q13 Software Vendor Benchmark: Webinar AgendaCurrent Market State Insights from TBRs 3Q13 Software Vendor Benchmark2014 Market Outlook Insights from TBR software market coverage: Line-of-business (LOB) outreach End-user experience Solutions integration, streamlined execution 3TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc.TBR 4. TBRCurrent State of the Software Market Landscape4TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 5. Insights from TBRs 3Q13 Software Vendor Benchmark: Market OverviewTBR Distinct business value tied to efficient deployments sustains revenue gains for leaders in TBRs Software Vendor Benchmark As customers expand application deployments, infrastructure continues to improve cost efficiencies and help vendors solidify trusted advisor positionsSLIPPINGLEADERSLAGGARDSIMPROVINGNOTE: SPHERE SIZE REFLECTS VOLUME OF REVENUE.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES5TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 6. Insights from TBRs 3Q13 Software Vendor Benchmark: Key TrendsTBR Product integration and complementary acquisitions fuel net-new license revenue opportunities License revenue growth leaders monetize business value ties to core portfolio offerings, capitalizing on data growth needs for broad-based revenue growthSLIPPING LEADERS*LAGGARDSIMPROVING* ***NOTE: SPHERE SIZE REFLECTS VOLUME OF REVENUE.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES6TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 7. Insights from TBRs 3Q13 Software Vendor Benchmark: Key TrendsTBR Microsoft leads benchmark vendors in profitability, a result of its reliance on the channel, but competitors invest to catch up in 2014 3Q13 margin growth leaders rely on a single point product or tight narrative for growth, sustaining gains while minimizing relative investmentSLIPPINGLEADERSLAGGARDS IMPROVINGNOTE: SPHERE SIZE REFLECTS VOLUME OF REVENUE.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES7TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 8. TBRTBR Outlook for 2014: Software Vendor Analysis8TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 9. Insights from TBRs 3Q13 Software Business Quarterly Reports: Market OutlookTBR New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations Software Vendor Outlook for CY14Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES9TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 10. Insights from TBRs 3Q13 Software Business Quarterly Reports: Market OutlookTBR New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations Software Vendor Outlook for CY14Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES10TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 11. Insights from TBRs 3Q13 Software Vendor Benchmark: Covered Vendor Research HighlightsTBR LOB involvement in IT purchasing decisions requires vendors to broaden solution messaging and functionality to capture opportunity Highlighted Case Studies 3Q13 TBR Software Business Quarterly Vendor Reports With the emergence of LOB buyers and users of ITsolutions, vendor incorporation of simplified functionality and interfaces for traditional IT solutions will be crucial to closing contracts in 2014. IBM Software repackaged its Algo Credit Administrator product in 3Q13 to create IBM Signature Solution Risk Management, a solution tailored to the needs of CFOs. The solution provides CFOs and banks with simplified dashboards and reports for measuring risk and performing balance sheet stress tests, demonstrating IBMs ability to refresh the value proposition of its legacy analytics portfolio to meet the needs of C-level executives. SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES11TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 12. Insights from TBRs 3Q13 Software Business Quarterly Reports: Market OutlookTBR New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations Software Vendor Outlook for CY14Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES12TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 13. Insights from TBRs 3Q13 Software Vendor Benchmark: Covered Vendor Research HighlightsTBR Vendors focus increasingly on end-user experience, rather than devices and end points, to maintain long-term relevance Highlighted Case Studies 3Q13 TBR Software Business Quarterly Vendor Coverage One Microsoft encompasses the companysorganizational and product development shift to enhancing end-user experiences when interacting with Microsoft solutions, regardless of the end point (PC or mobile device) or environment (cloud or traditional). Vendors such as Citrix leverage desktop virtualization solutions to capitalize on this trend. Citrixs XenMobile and Receiver offerings enable end users to interact with desktop interfaces of their choosing (iOS or Windows), regardless of the device.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES13TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 14. Insights from TBRs 3Q13 Software Business Quarterly Reports: Market OutlookTBR New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations Software Vendor Outlook for CY14Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES14TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 15. Insights from TBRs 3Q13 Software Vendor Benchmark: Covered Vendor Research HighlightsTBR Integrated solutions enable vendors to more effectively deliver holistic end-user experiences and solidify customer relationships Highlighted Case Studies 3Q13 TBR Software Business Quarterly Vendor Reports Stemming from its corporate reorganization, Microsoftrealigned operating and support groups around key initiatives rather than point products, helping simplify the internal development process as well as the engagement points across its various offerings. Portfolio (expanding SAP Business Suite powered by SAP HANA) and organizational updates (consolidating development teams) announced in mid-2013 demonstrate SAP remains focused on cloud opportunities and seamless integration between on- and off-premises applications.SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES15TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 16. TBRProjections16TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 17. Insights from TBRs 3Q13 Software Vendor Benchmark: Market ProjectionsTBR Those vendors that can leverage spend and organizational changes to keep partners loyal will ensure 2014 success CY14 Buyers Market: Changing end-user needs that impact vendors and channel partnersChannel partners seeking vendor allies (and monetary support) to help them reinvent legacy business models17Vendors looking to the channel to expand midmarket (and overall) revenue growthTBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 18. TBRQuestions?18TBR Quarterly Webinar Series | 1.28.14 | www.tbri.com | 2014 Technology Business Research Inc. 19. Insights from TBRs 3Q13 Software Vendor Benchmark Webinar Contact InformationMatt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @Mhealey_TBRElizabeth Hedstrom Henlin Enterprise Software Analyst Email: elizabeth.hedstromhenlin@tbri.com Twitter: @EAHHTBRJames McIlroy Vice President of Sales Email: mcilroy@tbri.c