Unlocking ERP Value

As resellers look to increase the value they can offer to clients and move up the value stack, they are looking more and more towards ERP software

Tags: Focus Softnet LimitedGartner IncorporationIFS (www.ifsworld.com/?bhcp=1)
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Unlocking ERP Value
By  Piers Ford Published  June 22, 2013

“We see maturity coming in the channels through emergence of partner ecosystems and third-party solution providers,” said Sunil Padmanabh, research director at Gartner.  “ERP Vendors are actively enabling channel partners in pre-sales scenarios, implementation, training and support.  Weaknesses continue to be around the partners not having a good understanding of the business needs of the clients for ERP investments.”

Key markets for ERP in the region

While the UAE is leading the way when it comes to cloud-based enterprise software sales, Saudi Arabia and Qatar are catching up fast, according to Focus Softnet CEO Ali Hyder, who believes there are opportunities to grow the ERP market in every vertical sector.

“There is a growing need for solutions that cover not only the back office functional areas, the traditional ground for ERPs, but also operational aspects of the business such as project management, maintenance management, strong links to engineering activities and document management,” said Ian Fleming, managing director, Middle East, Africa and South Africa at IFS.

“We expect a significant growth in asset-intensive industries like utilities, and oil and gas, requiring a total asset lifecycle management, and project-based industries like engineering, procurement, construction and installation: project-based manufacturers who need to increase the control over their cash and risk when executing major projects. We also foresee an increased emphasis on mobile functionality in warehousing, field services and maintenance activities.”

At Ramco, executive vice president Harsh Vardham agreed that these sectors look promising, together with aviation, trading, retail and equipment rental businesses. Company size will play a role in the extent of the opportunity.

“We see greater adoption in the mid-market for full-suite ERP, while the demand is more for add-on modules when it comes to large, established enterprises,” he said.

“This is primarily because they might already have a legacy system running across their organisation, and want to look at individual modules for cloud-based offerings before venturing into complete ERP.

“Most customers in the mid- and entry-level enterprise segments are first-time adopters of established products, who are looking to replace home-grown or other semi-automated systems.”

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