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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 [email protected].
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TBR
T EC H N O LO G Y B U S I N ES S R ES EAR C H , I N C .
Outcome-driven Paths to 2014 Software Market Growth Opportunities
Insights from TBR’s 3Q13 Software Vendor Benchmark Technology Business Research Quarterly Webinar Series
Jan. 28, 2014
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Insights from TBR’s 3Q13 Software Vendor Benchmark: Webinar Presenters
Matt Healey Principal Analyst Email: [email protected] Twitter: @Mhealey_TBR
Elizabeth Hedstrom Henlin Enterprise Software Analyst Email: [email protected] Twitter: @EAHHTBR
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Insights from TBR’s 3Q13 Software Vendor Benchmark: Webinar Agenda
• Insights from TBR’s 3Q13 Software Vendor Benchmark
Current Market State
• Insights from TBR software market coverage:
• Line-of-business (LOB) outreach
• End-user experience
• Solutions integration, streamlined execution
2014 Market Outlook
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Current State of the Software Market Landscape
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Distinct business value tied to efficient deployments sustains revenue gains for leaders in TBR’s Software Vendor Benchmark
Insights from TBR’s 3Q13 Software Vendor Benchmark: Market Overview
As customers expand application deployments, infrastructure continues to improve cost efficiencies — and help vendors solidify trusted advisor positions
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
SLIPPING
LAGGARDS
LEADERS
IMPROVING
NOTE: SPHERE SIZE REFLECTS VOLUME OF REVENUE.
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SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
Product integration and complementary acquisitions fuel net-new license revenue opportunities
Insights from TBR’s 3Q13 Software Vendor Benchmark: Key Trends
License revenue growth leaders monetize business value ties to core portfolio offerings, capitalizing on data growth needs for broad-based revenue growth
SLIPPING
LAGGARDS
LEADERS
IMPROVING
NOTE: SPHERE SIZE REFLECTS VOLUME OF REVENUE.
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Microsoft leads benchmark vendors in profitability, a result of its reliance on the channel, but competitors invest to catch up in 2014
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
Insights from TBR’s 3Q13 Software Vendor Benchmark: Key Trends
3Q13 margin growth leaders rely on a single point product or tight narrative for growth, sustaining gains while minimizing relative investment
NOTE: SPHERE SIZE REFLECTS VOLUME OF REVENUE.
SLIPPING
LAGGARDS
LEADERS
IMPROVING
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TBR Outlook for 2014: Software Vendor Analysis
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End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.
Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.
New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations
Insights from TBR’s 3Q13 Software Business Quarterly Reports: Market Outlook
Software Vendor Outlook for CY14
Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
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New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations
Insights from TBR’s 3Q13 Software Business Quarterly Reports: Market Outlook
Software Vendor Outlook for CY14
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.
Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.
Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.
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LOB involvement in IT purchasing decisions requires vendors to broaden solution messaging and functionality to capture opportunity
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
Insights from TBR’s 3Q13 Software Vendor Benchmark: Covered Vendor Research Highlights
• With the emergence of LOB buyers and users of IT solutions, 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 IBM’s ability to refresh the value proposition of its legacy analytics portfolio to meet the needs of C-level executives.
Highlighted Case Studies — 3Q13 TBR Software Business Quarterly Vendor Reports
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New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations
Insights from TBR’s 3Q13 Software Business Quarterly Reports: Market Outlook
Software Vendor Outlook for CY14
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.
Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.
Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.
TBR
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Vendors focus increasingly on end-user experience, rather than devices and end points, to maintain long-term relevance
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
Insights from TBR’s 3Q13 Software Vendor Benchmark: Covered Vendor Research Highlights
• “One Microsoft” encompasses the company’s organizational 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. Citrix’s XenMobile and Receiver offerings enable end users to interact with desktop interfaces of their choosing (iOS or Windows), regardless of the device.
Highlighted Case Studies — 3Q13 TBR Software Business Quarterly Vendor Coverage
TBR
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New buyer types and increased focus on end-user experiences prompt traditional vendors to simplify messaging and operations
Insights from TBR’s 3Q13 Software Business Quarterly Reports: Market Outlook
Software Vendor Outlook for CY14
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
End-user experience: Device-agnostic narrative and portfolio reaffirm user loyalty.
Solutions integration, streamlined execution: Consistent, simple sales and deployment defend from competitive threat.
Line-of-business (LOB) outreach: Satisfy IT loyalists and LOB management to ensure purchase.
TBR
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Integrated solutions enable vendors to more effectively deliver holistic end-user experiences and solidify customer relationships
SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES
Insights from TBR’s 3Q13 Software Vendor Benchmark: Covered Vendor Research Highlights
• Stemming from its corporate reorganization, Microsoft realigned 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.
Highlighted Case Studies — 3Q13 TBR Software Business Quarterly Vendor Reports
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Projections
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Those vendors that can leverage spend and organizational changes to keep partners loyal will ensure 2014 success
Channel partners seeking vendor allies
(and monetary support) to help them reinvent
legacy business models
Vendors looking to the channel to expand
midmarket (and overall) revenue growth
CY14 Buyers’ Market: Changing end-user needs that impact vendors and channel partners
Insights from TBR’s 3Q13 Software Vendor Benchmark: Market Projections
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Questions?
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Insights from TBR’s 3Q13 Software Vendor Benchmark Webinar Contact Information
James McIlroy Vice President of Sales Email: [email protected] Telephone: 603.929.1166
Twitter: @TBRinc SlideShare: www.slideshare.net/TBR_Market_Insight YouTube: www.youtube.com/user/TBRIChannel
Matt Healey Principal Analyst Email: [email protected] Twitter: @Mhealey_TBR
Elizabeth Hedstrom Henlin Enterprise Software Analyst Email: [email protected] Twitter: @EAHHTBR
TBR
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Syndicated Research Coverage by Vendor Segment
Software Vendor Reports (Software Business Quarterly)
Benchmarks and Market Landscapes (Benchmark XLS data is also available)
• CA Technologies • Dell Software* • HP Software • IBM Software • Microsoft Corp. • Oracle Corp. • Red Hat • SAP AG • SAS* • Symantec • VMware
• Software Vendor Benchmark The benchmark currently covers 29 firms, encompassing software license, maintenance and professional services revenue.
• Business Intelligence Software Vendor Benchmark* The benchmark includes BI business of select Software Business Quarterly vendors and additional pure-play firms (30 planned for CY4Q13).
TBR Software Practice Syndicated Coverage
*Semiannual publication; **Annual publication
SourceIT — IT Customer Segment Reports Insight and in-depth study results on N. American and large enterprise budgeting, buyers and competitors across workloads
• SourceIT Banking & Financial Services**
• SourceIT Healthcare**
• SourceIT Public Sector** • SourceIT Retail** • SourceIT Telecom**
About Us
Technology Business Research, Inc. is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, professional services, telecom and enterprise network vendors, and operators.
Serving a global clientele, TBR provides timely and actionable market research and business intelligence in formats that are tailored to clients’ needs. Our analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis. TBR has been empowering corporate decision makers since 1996. To learn how our analysts can address your unique business needs, please visit our website or contact us today.
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This report is based on information made available to the public by the vendor and other public sources. No representation is made that this information is accurate or complete. Technology Business Research will not be held liable or responsible for any decisions that are made based on this information. The information contained in this report and all other TBR products is not and should not be construed to be investment advice. TBR does not make any recommendations or provide any advice regarding the value, purchase, sale or retention of securities. This report is copyright-protected and supplied for the sole use of the recipient. Contact ©Technology Business Research, Inc. for permission to reproduce.
