C/4HANA: Vision vs Reality
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C/4HANA is a comprehensive, end-to-end platform that brings together SAP Hybris with recent acquisitions - Gigya, CallidusCloud and Core Systems - with possibly more acquisitions to come. The strategy and (at least the) initial execution look sound and coherent. So, do we have the next winner from SAP? Not so fast! There are some significant roadblocks ahead. Let's take a look at a few. Check out https://www.linkedin.com/pulse/c4hana-next-jewel-saps-crown-rajendran-nair/ for a writeup.
C/4HANA: Vision vs Reality
- 1. C/4HANA: Vision and Reality Rajendran Nair
- 2. 2 1. This presentation is based on publicly available data 2. Opinions expressed here are mine
- 3. 3 CRM became the largest software market in 2017 ($39.5B vs $31B for ERP) and will be the fastest growing in 2018 The major vendors offering CRM suites covering sales, commerce and service are showing stronger than average growth and are successful at cross-selling additional modules to existing customers
- 4. 4 It's the customer's customer, it's mass customization at scale in a highly personalized wayand that requires a common data model, a common platform and an unbelievable end-to-end capability so that you can satisfy the perfect experience. That's the new CRM. That's the one SAP intends to take over.
- 7. 7
- 8. 8 S/4 Traditional products SuccessFactors Concur FieldGlass Ariba Etc. Back-office C/4 Hybris Gigya CallidusCloud Core Systems Future acquisitions Customer-facing There is a new SAP
- 9. 9 So, whats stopping C/4HANA?
- 10. 10 1. The market is very fragmented
- 11. 11 The Marketing Technology landscape is already huge
- 13. 13 2. Buyers are siloed. which makes suite sales challenging
- 14. 14 3. The competition is formidable and going for the same prize
- 15. 15 Everyone is Singing the Same Song but slightly different tunes platform! experience! ERP! Data! Office! Azure!
- 16. 16 4. The acquired products are true cloud and SAP is not quite there yet
- 17. 17 SAP does not have the incumbency advantage in CX ~70% of the CX market is on the cloud and growing faster than the overall market
- 18. 18 5. There are weaknesses in the product
- 19. 19 Commerce The Strongest Solutions for B2B and B2C
- 20. 20 Marketing Adobe Has The Strongest Suite CRM Lead Management Multichannel Marketing Hubs Digital Experience Paltforms
- 21. 21 Sales Better than Before With Callidus, But Not The Leader sales force automation sales performance management configure, price, quote
- 22. 22 and CallidusCloud Was About Sales Not The Customer
- 23. 23 Service Trailing Behind Market Leaders field service automation customer engagement center
- 24. 24 6. There remain missing pieces in the suite for everyone
- 25. 25 How Do You Measure, Manage and Monetize the Customer Experience? but none of the competitors do either
- 26. 26
Editor's Notes
- #4: https://www.gartner.com/newsroom/id/3871105 https://blogs.gartner.com/debbie_wilson/2018/08/10/the-erp-software-market-can-we-will-we-reach-34-billion-this-year-by-chris-pang/
- #5: https://www.forbes.com/sites/bobevans1/2018/05/31/crm-showdown-salesforce-booms-sap-looms-in-battle-for-120-billion-market/#69223694bfe5 https://www.forbes.com/sites/greatspeculations/2018/07/16/how-will-saps-expansion-in-the-crm-space-impact-its-value-in-the-near-term/#7d2de8bb4cb5 https://www.salesforce.com/blog/2017/10/salesforce-economy-idc-study-2022.html
- #6: https://blogs.sap.com/2018/08/08/what-is-sap-c4hana-and-why-should-you-care/
- #7: https://blogs.sap.com/2018/08/08/what-is-sap-c4hana-and-why-should-you-care/
- #16: https://www.salesforce.com/blog/2017/10/salesforce-economy-idc-study-2022.html
- #18: https://www.gartner.com/doc/reprints?id=1-5EV8OII&ct=180906&st=sb
- #23: https://www.calliduscloud.com/solutions/lead-to-money