Infor Compete. How to win against Infor. Monzer Tohme Epicor Software Corporation

Transcription

1 Infor Compete How to win against Infor Monzer Tohme 2017 Epicor Software Corporation

2 Infor Company Quick Facts 3 rd largest 2.8B 90, ,000 business applications company revenue customers globally countries & territories employees Geos 25,000 66M+ 2B Products US, Europe, IMEA & APAC suppliers in commerce cloud cloud users globally Invest in R&D in the past 5 years 2

3 Infor Product Portfolio Solution Market Segment Industries Platform SyteLine (ERP) Small to Mid Discrete Manufacturing Microsoft LN (Baan ERP) Mid to Enterprise Discrete Manufacturing Multi M3 (Lawson ERP) Mid to Enterprise Process Manufacturing Multi S3 (Lawson ERP) Mid to Enterprise Public Sector & Healthcare Multi System 21 (ERP) Mid to Enterprise General Business IBM iseries LX, SX, XA (ERP) Mid to Enterprise Distribution IBM iseries SunSystems Small to Mid OCFO & Hospitality Microsoft HCM Mid to Enterprise Cross Multi EAM Small to Mid Asset Intensive Industries Microsoft SCM / WMS Small to Mid Supply Chain, Logistic, WM Microsoft CRM (Saleslogix) Small to Mid Cross Microsoft ION, Ming.le, d/epm Existing Customers Cross Microsoft More than 73 product lines 3

4 Infor Acquisitions / Products 4

5 Infor Industry Focus Industry Solution Cross Sell Cloud Manufacturing Health Care Public Sector Hospitality Syteline LN M3 System21 S3 HCM CloverLeaf S3 Hansen Water Billing Sunsystems EAM RMS EAM, HCM, SCM CRM, PLM, CPQ, XM EAM WMS XM EAM, HCM Permits XM HCM CRM XM CloudSuite Corporate CloudSuite Industrial CloudSuite Business CloudSuite HealthCare CloudSuite Public Sector CloudSuite Financial CloudSuite Hospitality Technology: ION (MW), Ming.le (UI), Motion (Mobility), d/epm (BI, KPIs, Compliance) 5

6 Infor Product Pricing Solution Model / User Type On - Prem Cloud SyteLine Module / Named User $2,000 - $5,000 CS Bus $134 / CS Ind $145 LN Core Suite / Named User $3,500 $275 / Min 25 M3 Core Suite / Named User $4,000 $250 / min 50 S3 (HC & PS) Core Suite / Named User $4,000 $150 / min 50 SunSystems Hospitality Module / Named User $4,000 $17 / Room / Min 50 SunSystems - OCFO Module / Concurrent User $6,080 CS Fin $12 / Min 1000 HCM Module / Named User $150K/1000 Emp $15 / Emp / Min 1000 EAM (Named User Module / Named User $2,000 $125 SCP / SCE (WMS) Concurent User / CAR $60,000 / $3,187 NA ION Ming.le d/epm Pricing varies per region/country CPU Core / CAR Named User Modular / Named User $12K / $50K $20 / Min 25 $100K / 25 users $3,600 SC $34 / Min 100 $ / Min 20 Standard Maintenance is 20% of net price 6

7 How to Compete and WIN LN, M3, S3 & HCM Hardware Hungry Multi products installation multi platform requirements, (ION, Ming.le, ), no SS Implementation Timeframe Long Annual Maintenance Increase by 3 to 6% CloudSuite offering Single Tenant - AWS only CRM (Saleslogix) serious product bugs HCM & Payroll Cobol based Localization - Integration UpgradeX (Migration from on-prem to Cloud) Very costly / Re-implementation Gartner Magic Quadrant Infor is declining Declining license revenue (despite acquisitions) 7

8 Market Feedback on Infor As in previous years, customers report a significant lack of professional resource capacities and capabilities, which puts Infor-related projects (like upgrades or wider deployments) at risk. Infor says it has recognized these issues and is actively working on improving the situation. Customers report heavy price increases, pressure to switch contracts where new functionality is sought, and, in some regions, harsh auditing practices. Customers should prepare to protect themselves. There seems to be minimal adoption of ION beyond the core integration features. There also seems to be little customer confidence in ION's ability to handle complex, high-volume requirements. Customers trying ION report that they are struggling with strategic decisions to use ION or other third-party technologies for integration, BI and mobility platforms. To adopt ION, customers need to be on the latest releases, but many are on older releases of Baan IV and V, or even LN, and are struggling to gain any support to upgrade. LN was in need of operational reporting enhancements and risked falling behind the competition. Infor has released Operational Reporting and Analytics for Infor LN to address client concerns, but Gartner has not yet seen these enhancements used in life customer deployments. Ion, Sky Vault and other initiatives may help, but these are all in early stages of availability. Infor's UI framework Ming.le (formerly Workspace) does not change the internal transactional UI of their products, but delivers a "shell" inside which Infor products runs unchanged. The products UI offers very limited Personalization features for end users. Further modernization of the user experience for LN is planned, based on the HTML5 client released with version Infor Ming.le is in its very early stages, although Infor bets much of its innovation strategy on it, and Ming.le is the basis for a lot of LN's road map substance. If either ION, Ming.le or other Infor cross-product initiatives 8

9 Gartner on Infor We expect Infor to focus its efforts on a single leading core product for each target industry vertical, and then to minimize the number of supporting products needed to achieve a competitive solution. Over time, this will require the transfer of some functionality between current supporting products and core products, leaving the remaining products in maintenance-only mode. Although Infor has refinanced though a mix of acquisitions (primarily Lawson) and a debt restructure, it does not have the same financial reserves as its main competitors, SAP and Oracle. Focusing investments on the products/industries with the most potential will likely be a guiding principle and we expect some product/vertical road maps to be more developed than others. For this reason, we advise clients to make buying decisions based on the mix of products available today, published industry strategies and road maps for those products. Infor has a diverse product portfolio, with both best-of-breed products and some in need of modernization. As Infor executes on its vertical industry strategy, the challenge will be in integrating those products into seamless vertical solutions. 9

10 Backup Slides 10

11 Infor Strategy Cloud Architecture of the Internet Micro-verticals suites Beauty 11

12 Specialized by Industry 18 of top 20 aerospace companies 20 of top 20 auto suppliers 10 of top 10 pharmaceutical companies 31 of top 50 industrial distributors industrial machinery manufacturers 15 of top 20 largest global retailers 5 of the top 10 brewers 23 of the top 50 largest public US hospitals 12 of the top 13 high tech companies 90% of the Las Vegas strip use our hospitality solutions More than 5,500 industrial manufacturing customers state and local Governments use our solutions 12

13 13

14 Infor LN Pricing EMEA UK.FR.GR / US$ 14

15 Infor LN Pricing EMEA MEA.CEE / US$ 15

16 Infor LN Pricing APAC, Large Economies 16

17 Infor LN Pricing APAC, Small Economies 17

18 Thank You Monzer Tohme 2017 Epicor Software Corporation