Tuesday’s Tip: Seven Universal Factors Why Technology Firms Fail

Hubris Drives Most Tech Firm Failures After observing the technology industry for two decades, one can’t help but identify a recurring theme – the beginning of the end of a technology vendor.   While most firms do not endure a mass failure and come back to life like Apple did with Steve Jobs or transform business […]

Posted by R "Ray" Wang on January 10, 2017


Quips: Oracle Open World 2014 – Day 1 The Larry Keynote #OOW14

Oracle Intends To Dominate Cloud From Silicon To Software Amidst a packed standing room only crowd at Moscone North, Founder, Executive Chairman, and CTO, Larry Ellison took to the stage to clarify Oracle’s company and cloud strategy.  Key points from his keynote include how Oracle is: Committing to full upward compatibility of all its database, […]

Posted by R "Ray" Wang on September 29, 2014


Event Report: Oracle Open World 2014 – Day 1 #OOW14

Oracle Doubles Down On Cloud Messaging Amidst A World Shifting To Digital Transformation Over 60,000 physical attendees from 145 countries gather in San Francisco for the 2014 Oracle Open World.  In addition, Oracle expects 7.1 million online attendees to join the live stream of one of the largest events in enterprise software.  Amidst the usual […]

Posted by R "Ray" Wang on September 28, 2014


Event Report: #AdobeSummit Celebrates Digital Marketing From Creative To Commerce

Market Leaders And Fast Followers Celebrate Over A Decade Of Digital Marketing Vision In 2004, Omniture founder Josh James, an avid skier, held the first Summit atop the Snowbird Ski Resort for 270 early adopters and converted.  Fast forward eleven years to 2014, an estimated 5600+ customers, partners, influencers, and prospects gathered at the Salt […]

Posted by R "Ray" Wang on March 31, 2014

1 Comment

Event Report: The Storify From #AdobeSummit

Market Leaders And Fast Followers Celebrate A Decade Of Digital Marketing Vision In 2004, Omniture founder Josh James, an avid skier, held the first Summit atop the Snowbird Ski Resort for 270 early adopters and converted.  Fast forward eleven years to 2014, an estimated 7000 customers, partners, influencers, and prospects gathered at the Salt Palace […]

Posted by R "Ray" Wang on March 28, 2014


News Analysis: Microsoft Dynamics CRM Acquires Parature For Customer Service Capabilities

Dynamics CRM Gains Key Technology and Team To Take Existing Customer Care Assets To Next Level On January 7th, 2014, The Microsoft Dynamics CRM team announced a definitive agreement to acquire Herndon, VA based Parature for an undisclosed sum.  This acquisition is Microsoft Dynamic’s CRM’s largest to date. Parature is an East Coast software start-up […]

Posted by R "Ray" Wang on January 6, 2014


Monday’s Musings: NSA PRISM Scandal Hurts US Cloud Companies And Hastens The Return Of On-Premises Software

Non-US Based Organizations And Even Some US Organizations Will Not Tolerate Snooping In A Post PRISM World Since the Edward Snowden PRISM revelations, Constellation has received a steady stream of inquiries on cloud strategy.   In fact, nervousness runs high among many non-US based companies using services from US based cloud companies across the cloud stack.  […]

Posted by R "Ray" Wang on August 12, 2013


Personal Log: The Sad State of The Industry Analyst Business And The Need For A Code Of Ethics

Unchecked Bad Behavior Plagues Both Vendors And Analysts. I’ve dreaded writing this post for a long time.  I normally think the best of everyone.  Yet, in the course of building our business at Constellation Research, I have to say I’ve seen everything that can go wrong with the industry analyst business.  I’m almost embarrassed to […]

Posted by R "Ray" Wang on August 9, 2013


News Analysis: Kana Express 13 Addresses Omni-Channel Customer Service for Mid-Market

Just 14 months after announcing the acquisition of Trinicom, Kana has revealed the latest release of its cloud customer service suite for the mid-market, Kana Express.   Released on June 27, 2013, the new product reflects the company’s mission “To provide leading customer service solutions that empower our customers to create experiences that count, for their […]

Posted by R "Ray" Wang on June 29, 2013


Tuesday’s Tip: Putting the Kibosh On ERP Vendor Sales Reps Who Troll For Indirect Access

Constellation Sees An Alarming Increase In Inquiries Constellation has received an alarming increase in inquiries about an unethical vendor sales practice coined as “trolling for indirect access”. Indirect access is when a vendor claims that a client is accessing their perpetually licensed software in an unintentional manner or inappropriately licensed manner. One vendor uses a […]

Posted by R "Ray" Wang on May 28, 2013


Research Summary: Constellation Cosmos – Cloud Bill of Rights for SaaS Apps, Actian and Netsuite Achieve Epic Status

Constellation Certifies Vendors On How Well They Perform To The Cloud Bill Of Rights The Enterprise Cloud Buyer’s Bill of Rights provides a tool for clients and vendors to change the tenor of contract negotiations from user subservience to an equal and collaborative long-term partnership.  This Constellation CosmosCertification for the Cloud Buyer’s Bill of Rights: […]

Posted by R "Ray" Wang on April 17, 2013


News Analysis: New SAP Customers Face Maintenance Hike

SAP Plans A Standard Support Maintenance Fees Hike Of 5.5%For New Customers For new customers, SAP announced its intent to raise its standard support maintenance fee from 18% to 19% effective July 15, 2013.  The standard support option was reintroduced in January 14, 2010, after much pressure from user groups.  A few key takeaways: Price […]

Posted by R "Ray" Wang on February 4, 2013

1 Comment

Monday’s Musings: Trends In The Top Software Insider Posts of 2012 (#softwareinsider)

Thank You For Your Support generated almost 10 million page views in 2012 (see Figure 1).  This does not include syndication through Constellation Research, Forbes (discontinued in 2012), Enterprise Irregulars, Computerworld UK, and other great media partners. Figure 1.  Software Insider Achieved 9.8M Page Views for 2012 Classic Posts Address The Key Fundamentals In […]

Posted by R "Ray" Wang on January 3, 2013


Market Maker 1:1: Steve Miranda, Oracle Fusion Applications Update – The Inside Story

The Inside Story On Oracle Fusion Apps At The End of 2012 Constellation sat down with Steve Miranda, Oracle’s Executive Vice President of Oracle Applications Product Development to discuss the state of Oracle Fusion Apps in a no-holds barred honest conversation about what’s working, what’s not, and what to look forward to in 2013. R […]

Posted by R "Ray" Wang on December 31, 2012


Event Report: Microsoft’s Worldwide Partner Conference 2012 #wpc12

Microsoft Provides The Passion And Products For Partners To Compete In A Post PC Era Microsoft kicked off its Worldwide Partner Conference in Toronto, Canada amidst 16,000 partners (See Figure 1).  Attendees caught the latest news and product announcements while sharing new business models and products for a post PC era.  Key announcements for Day […]

Posted by R "Ray" Wang on July 11, 2012


News Analysis: UsedSoft Vs Oracle Ruling Opens Up Monopolistic Practices By Software Vendors

Used Software Pioneers Gain A Small Victory In A Shrinking On-Premises Software World The surprise July 3rd, 2012 judgment by the Court of Justice of the European Union for UsedSoft GmbH v Oracle International Corp rules that “An author of software cannot oppose the resale of his ‘used’ licenses allowing the use of his programs […]

Posted by R "Ray" Wang on July 4, 2012


Event Report: Lithium Network Conference 2012 #LiNC

Lithium Technologies Shows Continued Customer Momentum And Success In Social Marketing And Support To the tune of over 500 customers and prospects, Lithium kicked off LiNC on May 2nd, 2012, at the always stunning Intercontinental Hotel in San Francisco.  Compared to previous years, the audience was not only bigger, but also more experienced and energized.  […]

Posted by R "Ray" Wang on May 9, 2012


Product Review: SAP’s Recalls Plus App – The Crossover From Enterprise To Consumer Begins

SAP’s First Consumer App Addresses A Key Consumer Concern At midnight pacific time, February 15th, SAP launched its first ever consumer app – Recalls Plus. This consumer app, downloadable for free on Apple’s app store, was developed from one of the world’s leading enterprise software companies (see Figure 1.)  SAP’s first foray into the consumer […]

Posted by R "Ray" Wang on February 15, 2012


Vendor Event: Avangate SkyCommerce – Selling Software and SaaS solutions in a World of Many Channels, Many Models

Title: SkyCommerce: Selling Software and SaaS solutions in a World of Many Channels, Many Models Start Date: 2011-12-08  11:30 am GMT End Date: 2011-12-08   2:00 pm GMT Location: The Hospital Club – 1st Floor Restaurant, 24 Endell St, Covent Garden, London, WC2H 9HQ Find Out the Latest Trends & Insights in Building Your Software […]

Posted by R "Ray" Wang on November 22, 2011


Research Summary: Market Overview – The Market For SAP Optimization Options

Forward And Commentary This market overview provides a starting point to SAP customers seeking optimization solutions.  The document delivers actionable advice and insights into a proven collection of software solutions.  As part of the full series, best practices documents will follow with in- depth case studies and a critical product evaluation of this growing market […]

Posted by R "Ray" Wang on May 15, 2011


Research Report: Constellation’s Research Outlook For 2011

Organizations Seek Measurable Results In Disruptive Tech, Next Gen Business, And Legacy Optimization Projects For 2011 Credits: Hugh MacLeod Enterprise leaders seek pragmatic, creative, and disruptive solutions that achieve both profitability and market differentiation.  Cutting through the hype and buzz of the latest consumer tech innovations and disruptive technologies, Constellation Research expects business value to […]

Posted by R "Ray" Wang on January 4, 2011


Polls And Surveys: Insider Insights™ – Customer Centric Cloud Agreements

Annual Evaluation On SaaS Satisfaction Begins This Fall The Software Insider Insights™ solution evaluation and buyer comparison tool will launch this Fall.  The first report focuses on Customer Centric Cloud Agreements – Software-as-a-Service (SaaS).  This evaluation will: Identify the leading seller/vendors delivering SaaS based applications that adhere to the spirit of the cloud Evaluate seller/vendors […]

Posted by R "Ray" Wang on August 26, 2010


Tuesday’s Tip: Dealing With Vendor Threats For “All Or Nothing” Maintenance Agreements

Recent Client Interactions Hint At Increasingly Aggressive Vendor Behavior Conversations with 11 enterprise apps customers in the past two months indicate stricter enforcement of vendor “All or Nothing” maintenance policies.  “All or Nothing” maintenance policies often require customers to put all licenses on maintenance or receive no maintenance from the vendor.  These policies also prevent […]

Posted by R "Ray" Wang on July 20, 2010


News Analysis: Lawson Puts Its Full ERP Suite In The Cloud

Lawson External Cloud Services Represents A Big Step In On Demand ERP Options On March 31, 2010, Lawson Software (Nasdaq: LWSN) announced the Lawson External Cloud Services offering.  The venerable St. Paul, Minnesota vendor plans to deliver the full ERP Suite including Lawson S3, Lawson M3, and Lawson Talent Management via Amazon’s Elastic Compute Cloud […]

Posted by R "Ray" Wang on April 22, 2010


Tuesday’s Tip: Dealing With Vendor Threats To Charge For Back Maintenance Fees

Four Common Customer Scenarios Will Trigger Vendors To Raise The Back Maintenance Fee Discussion Back maintenance fees describe the amount an organization would have paid for maintenance if they would have continued to pay the usual stream required to access support, bug fixes, patches, and upgrade rights.  As economic conditions have worsened, many organizations have […]

Posted by R "Ray" Wang on April 13, 2010


Quarterly Financial Tracker: Q4 CY 2009 SaaS Vendors Continue To Trump On Premises Vendors In YoY Growth

The Year Of SaaS Shows… And Yes, In This Economy. The recession continued to take its toll on software sales with a slight impact to the SaaS vendors.  Growth rates have come down from the high 30’s to the low 20’s.  But with “flat” the new growth metric in this down economy, SaaS vendor results […]

Posted by R "Ray" Wang on February 24, 2010


Monday’s Musings: Why Users Must Preserve Their Third Party Maintenance Rights

Apps Users Seek Third Party Maintenance For Cost, Value, and Service Updated surveys from inquiries, client conversations, and user group meetings show a 113.8% increase in interest in third party maintenance (3PM) services from Q3 2009 to Q1 2010 (see Figure 1).  Key factors stem from (see Figure 2.): Continuing cost pressures. Budgets continue to […]

Posted by R "Ray" Wang on February 22, 2010


Monday’s Musings: The Hidden Value In SaaS Deployments

Gains In SaaS Adoption Driven By Speed And Cost Savings… Preliminary data from Q4 earnings data show continued traction among SaaS solutions.  Expect SaaS deployments to gain steam in 2010 as organizations finalize their SaaS apps strategies to take advantage of 7 key benefits: Richer user experience – SaaS apps bring Web 2.0 usability to […]

Posted by R "Ray" Wang on January 25, 2010


News Analysis: SAP Revives Two-Tier Maintenance Options

Standard Support Returns After Much Deliberation

SAP announced today that they would be reintroducing their Standard Support offering. Customers now gain choice with a 2-tier maintenance offering. Here are the details between standard support and enterprise support.

* Standard Support Offering reintroduces at 18%. Customers seeking core bug fixes, support packages, risk mitigation, and related new functionality will have choice in staying on standard support. The program is designed for customers who seek to keep their systems up and running. Customers with CPI clauses in their contracts will want to take note – the first set of consumer price index (CPI) price increases will begin January 1st, 2012.
* Enterprise Support remains at 22%. SAP will continue to offer Enterprise Support at 22% for new customers and a ramp up for existing customers (see Figure 1). Enterprise support includes features such as best practices for IT operations, proactive monitoring and reporting, and transparency for business process performance. Customers who choose to go with Enterprise Support prior to March 15th, 2010 will be eligible for ramp up.
* Supplemental offerings still available. Other programs such as Max Attention, Safeguarding, and Product Support for Large Enterprises (PSLE) will continue to be available by choice and invitation.

Posted by R "Ray" Wang on January 14, 2010


News Analysis: Lawson Software Closes Healthvision Acquisition for $160M, Deepens Healthcare Specialization

Lawson Acquisition Brings Healthcare Focused ERP To Last-Mile Patient Management Solutions On January 11th, 2010, Lawson Software announced it had closed a $160M all cash offer for Healthvision, a healthcare software solution headquartered in Dallas, TX.  The deal continues Lawson’s deep commitment to industry verticalization and is notable because the deal: Expands Lawson’s vertical footprint […]

Posted by R "Ray" Wang on January 12, 2010


News Analysis: DSAG Project Team Members Resign Leadership of SUGEN KPI Working Group

DSAG project team and project leader departure could signal disagreement with methodology not SUGEN SAP embarked on an ambitious program to prove value in its Enterprise Support fee hike last year.   As planned, SAP should announce the results for the first set of SUGEN KPI’s in early December.  However, two key SUGEN KPI project […]

Posted by R "Ray" Wang on November 30, 2009


Quarterly Financial Tracker: Q3 CY 2009 SaaS Vendors Face Some Headwinds, On-Premise Still In The Tank

Purchasing in Q3 reflected both economic downturn and summer doldrums.  While on-premise vendors continued massive double digit declines in year-over-year new license revenue, SaaS vendors faced some pressures in keeping up with tremendous growth.  However, long term economic outlook still favor SaaS players and early indications on Q4 budget flush indicate that SaaS and Cloud […]

Posted by R "Ray" Wang on November 18, 2009


Best Practices: Lessons Learned In What SMB’s Want From Their ERP Provider

Competition Intensifies For The Small And Medium Organization’s Software Budget Software vendors such as Oracle and SAP can no longer rely on their large enterprise customers for double digit year-over-year growth.  In fact, their customers have not only reached a saturation point in being able to consume new solutions, but have also faced demands to […]

Posted by R "Ray" Wang on November 2, 2009


Product Review: Epicor 9 Delivers Next Generation Apps Capabilities Today

Epicor Succeeds On Delivering A Converged Product Line Epicor’s latest release, Epicor 9, provides a proof point that an acquisition intensive vendor can keep their promises to both acquire and deliver on innovation.  Under the themes of “Protect, Extend, and Converge”, the Irvine, CA based mid-market software provider committed to its customers to support prior […]

Posted by R "Ray" Wang on October 24, 2009


Research Report: Customer Bill of Rights – Software-as-a Service

Connect.  Collaborate.  Innovate. Welcome to the first of many Altimeter Group research reports.  Before you dive deep into the Customer Bill of Rights: Software-as-a-Service report, we wanted to share with you a bit about the research process and how we work within the community. Connect.  We strive to bring new people together and share our […]

Posted by R "Ray" Wang on October 12, 2009


Thursday’s Thanks: Customer Bill of Rights – Software-as-a Service

This post has been cross posted on the Enterprise Advocates blog A New Way Of Creating Research – Collaborative Input And Review Some time early next week, we (i.e. Altimeter Group’s Jeremiah Owyang and I) will be publishing a Customer Bill of Rights – Software-as-a-Service.  Through the generous input of 57 collaborators and organizations, this […]

Posted by R "Ray" Wang on October 8, 2009

1 Comment

Quarterly Financial Tracker: Q2 CY 2009 SaaS Vendors and Purpose Built Solutions Rack Up Big Wins

Most on-premise vendor continue to slip into significant YoY losses in license revenue and overall revenues.  Meanwhile, economic conditions continue to favor SaaS, best-of-breeds, and purpose built solutions. Major themes in the 2009 Calendar Year Q2 include: Economic conditions drive demand for best of breed and point solutions delivered by SaaS deployment.  Consequently, SaaS vendors […]

Posted by R "Ray" Wang on September 28, 2009


Monday’s Musings: 10 Essential Elements For Social Enterprise Apps

Convergent trends fuel the push for new business solutions and platforms The future of enterprise software is evolving from web-based apps, business process platforms, and service-enabled products; to a new class of more connected, social, and collaborative business software solutions.  This transformation comes from advances in the Web 2.0 world and a growing realization that […]

Posted by R "Ray" Wang on August 24, 2009


Monday’s Musings: Why On-Premise Vendors and SI’s Should Go on the Offense with SaaS

On-premise vendors still see SaaS as a loss leader due to huge ramp up and punishing revenue recognition rules When it comes to the topic of SaaS, many on-premise vendors appear to be living in denial, hoping that SaaS fails, and/or creating confusion in the market place.  These tactics have merit as a shift to […]

Posted by R "Ray" Wang on July 13, 2009


Monday’s Musings: Industry Vertical Pivot Points Still Matter Most

Pivot points represent a market segmentation approach used by many companies to determine market demand, define new products, assign sales territories, service customers, and put boundaries around customer sets.  Since September 2009, over 500 enterprise software decision makers were asked which one pivot point would they prefer their software vendor focus on.  The four key […]

Posted by R "Ray" Wang on July 6, 2009


News Analysis: Oracle Launches Fusion Middleware 11g

Oracle Fusion Middleware 11g launch starts countdown to 100 days of innovation until Oracle Open World In short, Oracle is putting forth a suite of middleware solutions that not only enable developers and software publishers to build their future solutions, but also deliver the middleware tools that will serve as the foundation for its go […]

Posted by R "Ray" Wang on July 1, 2009


News Analysis: Infor Flex Reflects Proactive Maintenance Policy

Infor announced two new maintenance options for its customers today. These actions represent a proactive approach to provide its customers with new ownership models.  The key offerings include: Flex Upgrade: customers move to the latest application version, no change to existing maintenance and support costs, little or no license fees POV: Support and maintenance fees […]

Posted by R "Ray" Wang on June 22, 2009


News Analysis: Infor Snags SoftBrands for $80M

Infor surprised many software industry veterans this morning with its acquisition of SoftBrands. Why?  Well, Infor competitors have been spreading FUD that the company was out of cash, the company was in severe debt, and the company could not execute any more acquisitions.  Well, this acquisition puts a kabash on such talk.  In fact, having […]

Posted by R "Ray" Wang on June 12, 2009


Tuesday’s Tip: Now’s The Time To Consider SaaS Software Escrows

With 2009 rapidly becoming the “Year of SaaS” and the tipping point for Cloud Computing, it’s hard not to notice the growing number of SaaS start ups (along with the legacy application vendors rushing to provide an “On-Demand”, but not really multi-tenant deployment option).  My snarky SaaS bigotry aside, we can expect hybrid deployment options […]

Posted by R "Ray" Wang on June 2, 2009


Quarterly Financial Tracker: Q1 CY 2009 Slowdown Impacts All Vendors, SaaS Still Experiencing Strong Double Digit Growth

Most software vendor license revenues took a beating this CY Q1 when compared to 2008.  SaaS vendors managed to post double digit gains while only a handful of on premise vendors eeked out a positive gain.  Major highlights in the 2009 Calendar Year Q1 include Big losses in YoY license revenue for on premise vendors […]

Posted by R "Ray" Wang on May 24, 2009


News Analysis: Rimini Street Launches Third Party Maintenance for SAP

(Photo: Rimini Street movable billboard outside SAPPHIRE 09.   Courtesy of Rimini Street.  All rights reserved) Almost one year after Rimini Street announced its intention to provide third party maintenance, on May 11th, 2009, the ground breaking support services provider announced that it had signed its first SAP clients and launched immediate availability of its […]

Posted by R "Ray" Wang on May 16, 2009


Event Report: Sapphire 09 Day 1 – ASUG Pre Conference Perceptions

(Photo: Sapphire 09 Outside the South Concourse of the Orange County Convention Center.  Copyright © 2009 R Wang. All rights reserved) Despite the unusual heat wave in Orlando, FL, the SAP faithful and prospects gathered for ASUG’s Pre-Conference Seminars.  These hard core users came to learn more from the detailed educational sessions and to network […]

Posted by R "Ray" Wang on May 12, 2009

1 Comment

News Analysis: Oracle Waives Fees On Extended Support Offerings

Oracle President Charles Phillips pleasantly surprised Oracle Applications User Group (OAUG) Collaborate 09 attendees this morning during his keynote with the decision to waive Extended Support fees for a number of product lines through 2010 and 2011. As customers and prospects face one of the worst global economic crises, proactive relief on support and maintenance […]

Posted by R "Ray" Wang on May 4, 2009


News Analysis: Details On The SUGEN KPI’s For SAP Enterprise Support

More details have emerged on the actual 10 or 11 KPI’s that SUGEN and SAP have agreed to as well as the SAP’s targets for showing value.  To start with, here are the main KPI’s for each category: SUGEN KPI’S Business Continuity Increased business solution availability Reduced amount of work related to all SAP incidents […]

Posted by R "Ray" Wang on April 29, 2009


News Analysis: SAP and SUGEN Make Progress on Enterprise Support

Since SAP’s announcement of its single tier Enterprise Support plan last July, customers have continued to express dissatisfaction.   In response to such complaints, the SAP User Group Executive Network (SUGEN) of 12 SAP user groups and SAP have been engaging in discussions around the value derived from this new offering.  This morning SAP and […]

Posted by R "Ray" Wang on April 28, 2009


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