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CEO & Principal Analyst of Constellation Research, Inc. , previously a founding partner at Altimeter Group where he led the Enterprise Strategy team.  Ray authors the  popular enterprise software blog "A Software Insider's Point of View"., and his point of view is frequently sought by publications such as The Wall Street Journal, Business Week, Fortune, Inc., The Associated Press, CIO Magazine, Information Week, ComputerWorld, Financial Times, eWeek, CRM Magazine, IDG News, ZDNet, TechTarget, and Managing Automation. In both 2008 and 2009, Ray was recognized by the prestigious Institute of Industry Analyst Relations (IIAR) as the Analyst of the Year and in 2009 he was recognized as one of the most important analysts for Enteprise, SMB, and Software.

3 responses to “Tuesday’s Tip: When To Go With A Two-Tier ERP Strategy”

  1. Are Suites Really Sour? The Best of Breed vs. Integrated Suite Debate.

    […] The company also learned the hard way that with business complexity (please note, I am not talking about Software, but Business complexity) comes a more difficult, stretched out sales process.  The fact is, as much as I am a fan of the click-to-try-click-to-buy pull model, the more business areas (and stakeholders) are involved, the less feasible the fully pull model becomes.  A Business Suite is not something you simply pick up from an App Store:-) So NetSuite experimented with more direct sales model first, gradually building towards a more channel-based model, to the recently announced SP100 program in which partner VARs get the entire first year subscription revenue.  Along the way they grew functional richness as well as market penetration, to the point that they often compete with Enterprise giant SAP directly.  Now, let’s quickly qualify that: NetSuite is not comparable to the SAP Business Suite, but it is often an ideal satellite solution for smaller divisions of large companies, many of which just got acquired and are facing the choice of a long SAP implementation vs. a SaaS solution from NetSuite (see Ray Wang’s post on two-tier ERP strategy) […]

  2. Are Suites Really Sour? The Best of Breed vs. Integrated Suite Debate. | CloudAve

    […] The company also learned the hard way that with business complexity (please note, I am not talking about Software, but Business complexity) comes a more difficult, stretched out sales process.  The fact is, as much as I am a fan of the click-to-try-click-to-buy pull model, the more business areas (and stakeholders) are involved, the less feasible the fully pull model becomes.  A Business Suite is not something you simply pick up from an App Store:-) So NetSuite experimented with more direct sales model first, gradually building towards a more channel-based model, to the recently announced SP100 program in which partner VARs get the entire first year subscription revenue.  Along the way they grew functional richness as well as market penetration, to the point that they often compete with Enterprise giant SAP directly.  Now, let’s quickly qualify that: NetSuite is not comparable to the SAP Business Suite, but it is often an ideal satellite solution for smaller divisions of large companies, many of which just got acquired and are facing the choice of a long SAP implementation vs. a SaaS solution from NetSuite (see Ray Wang’s post on two-tier ERP strategy) […]

  3. Are Suites Really Sour? The Best of Breed vs. Integrated Suite Debate. | Zoli's Blog

    […] The company also learned the hard way that with business complexity (please note, I am not talking about Software, but Business complexity) comes a more difficult, stretched out sales process.  The fact is, as much as I am a fan of the click-to-try-click-to-buy pull model, the more business areas (and stakeholders) are involved, the less feasible the fully pull model becomes.  A Business Suite is not something you simply pick up from an App Store:-) So NetSuite experimented with more direct sales model first, gradually building towards a more channel-based model, to the recently announced SP100 program in which partner VARs get the entire first year subscription revenue.  Along the way they grew functional richness as well as market penetration, to the point that they often compete with Enterprise giant SAP directly.  Now, let’s quickly qualify that: NetSuite is not comparable to the SAP Business Suite, but it is often an ideal satellite solution for smaller divisions of large companies, many of which just got acquired and are facing the choice of a long SAP implementation vs. a SaaS solution from NetSuite (see Ray Wang’s post on two-tier ERP strategy) […]