GLG Network Survey: ERP VARs Market

SURVEY DETAILS

TARGET POPULATION

For this Network Survey, GLG surveyed 70 Value Added Resellers of ERP software such as Epicor, Infor, Iris, Xero, SAP, and Sage discussed the sales trends, cloud trends and service providers in the UK, Germany, France, Italy, and Spain.

What will you learn from this survey?

• Respondents discussed the ERP module and upselling opportunities during implementation.
• The survey covered insights into what factors and actions are important to retain ERP vendors.
• Lastly, the research gathered the concerns VARs are having surrounding customers purchasing SaaS ERP solutions directly.

Example of findings:

• Most ERP purchases are made by medium enterprises (1000 – 4999 employees), with over half of respondents reporting sales to this company size.
• Between 19 to 24 months is the average time that it takes to implement ERP modules, this applies to modules bought at the initial implementation stage as well as the add-ons bought after the implementation.
• Close to two-thirds placed data visualization products and services as one of the biggest upselling opportunities.

DELIVERABLES

The GLG Surveys team drafted the questionnaire with the support of GLG Network Member, John Pironti, President at IP Architects, LLC.

The standard deliverable includes:

• 1 x Individual responses (“raw data”) in Excel.
• 1 x PPT report with aggregated data.
• In-depth PowerPoint report of survey findings presented by the Council Member via webcast (optional).

SAMPLE QUESTIONS

• What is the typical customer size that you sell ERP products and services to?
• What kind of ERP implementations are you typically selling and integrating?
• How many ERP modules do your customers typically purchase as part of their initial purchase (i.e., Financials, Supply Chain Management, GRC, etc.)?
• What is the typical implementation time for your customer’s initial ERP implementation of purchased modules?
• Do ERP vendors offer you greater incentives for new customers vs. license renewals and additional modules?
• What percentage of your current ERP customers do you expect to migrate from a premise-based ERP solution to an Infrastructure as a Service (IaaS) hosted cloud solution?
• What are the key challenges in transitioning from an on-premises system to a cloud-based ERP system?

ACCESS

This survey is available to subscribers of the Technology, Media, and Telecom (TMT) sector (Limited subscriptions and above). This offer includes the raw data file and a high-level presentation through PowerPoint. Please contact your GLG representative for details on your firm’s access.

DISCLAIMER:

Please be advised that GLG Network Surveys operate differently than traditional GLG consultations, surveys, teleconferences, etc. and it is advisable that you consult with your firm’s legal and/or compliance department to review your use of the product and the payment for such work under your current subscription. 

By downloading this document and/or participating in the Network Survey, you understand and agree that the information and material provided by GLG, including survey results and survey proposal information, is provided for your own insight and informational purposes only. You further acknowledge and agree that this is a Network Survey for multiple GLG clients, and the results will be provided to all GLG clients that agree to participate in the Network Survey and GLG clients that agree to purchase the Survey results in the future. All survey results do not constitute investment advice or a recommendation. In using this Survey, you agree to hold Gerson Lehrman Group and the Survey respondents harmless and free of all liability as a result of your use of this Network Survey, other than liability resulting from the gross negligence or wilful misconduct of the protected party. You otherwise agree to be bound by Gerson Lehrman Group’s Usage Policies in your interactions with Gerson Lehrman Group and your receipt of services. These Survey results are for are for client’s own use and client shall not redistribute, disseminate, publish, or display the same, in whole or in part, to any third parties or publicly without the prior written permission of Gerson Lehrman Group, except explicitly set forth in your agreement with GLG. This survey will be double-blinded to both client and respondent. GLG reserves the right to restrict the number of clients that can pre-commit access. These Network Surveys are priced outside of standard GLG subscriptions but at a substantially reduced price to commissioning a fully proprietary GLG Network Survey. Upon finding these terms acceptable, please send an affirmative confirmation via email, which GLG will file in its records. Once confirmed, please note that the Client’s agreement to purchase the Network Survey is a legally binding and irrevocable commitment. If the survey is not included within your subscription, GLG will invoice Client for the fees due for the Network Survey. Please note that some respondents may not be Network Members, and the Terms and Conditions of Network Membership would not apply to such respondents and detailed records for them will not be available aside from the information that GLG capture in the Network Survey.