Robert Kugel's Analyst Perspectives

Oracle Plus NetSuite Equals More

Posted by Robert Kugel on Dec 16, 2016 11:17:28 PM

Oracle and NetSuite have completed their merger. The combination is likely to be positive for customers because NetSuite will have access to “more,” a word repeated many times over the course of Oracle’s post-acquisition webcast. Existing NetSuite customers will benefit from increased investment as well as economies of scale that Oracle can bring to R&D and sales and marketing. Oracle has stated that there’s little overlap between its target customer base and NetSuite’s. However, there is substantial overlap with NetSuite’s application partner network because of Oracle’s own broad application portfolio. As such, many of these partners are likely to shift their attention to NetSuite’s cloud-only competitors (for example, FinancialForce and Intacct), which will benefit those rivals’ sales and marketing efforts.

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Topics: Sales, Customer Experience, Human Capital Management, Marketing, Office of Finance, Continuous Planning, revenue recognition, Customer Service, HRMS, recurring revenue, Inventory Optimization

Intacct Advances Subscription Billing and Reporting

Posted by Robert Kugel on Nov 9, 2016 7:32:13 AM

Intacct, a cloud-based ERP vendor focused on midsize companies, recently held its annual user group meeting. Two of its products that were covered in the keynote are worth noting. One, already available, enables companies to manage their order-to-cash process in a continuous fashion, from the time a salesperson begins to engage with a prospect to the time funds are collected. The other is a custom report writer, to be available in the first quarter of 2017, that will provide business users with the ability to create even complex reports from any data that resides within Intacct in a straightforward, interactive fashion that is similar to building reports in a desktop spreadsheet. The company also presented modules that will facilitate compliance with the new revenue recognition standards.

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Topics: SaaS, Customer Engagement, ERP, Marketing, NetSuite, Billing, customer life cycle, reporting, revenue recognition, streaming, subscription, Customer Service, Accounting, billing software, invoicing, recurring revenue, sales

Aria Enables Effective Recurring Revenue Management

Posted by Robert Kugel on Feb 7, 2016 8:36:14 PM

Aria Systems provides companies with software for managing subscription or recurring revenue business models. A recurring revenue business models includes three types of selling and billing structures: a one-time transaction plus a periodic service charge; subscription-based services involving periodic charges; or a contractual relationship that charges periodically for goods and services. Aria’s cloud-based software addresses key requirements of users in the marketing, sales, operations and accounting functions in this type of business.

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Topics: SaaS, Sales, Customer Engagement, ERP, Marketing, NetSuite, Operational Performance Management (OPM), Recurring Revenue, Billing, customer life cycle, streaming, subscription, Business Analytics, Cloud Computing, Customer Service, Accounting, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management (SPM), Aria Systems, billing software, invoicing

Recurring Revenue Challenges Finance Departments

Posted by Ventana Research on Mar 13, 2015 8:44:05 AM

As I noted in a recent analyst perspective note the recurring revenue business model is gaining increasing use worldwide. Our recently completed recurring revenue benchmark research shows that companies are using this business approach because they find that it can convey a strategic advantage in creating additional sales opportunities, making future revenues more predictable, enhancing their customers’ experience  and increasing customer loyalty. However, recurring revenue businesses have unique challenges, especially in finance and accounting departments because most ERP systems (the ones that handle the accounting function) are not designed to manage the specific requirements of a recurring revenue businesses.

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Topics: SaaS, NetSuite, Operational Performance Management (OPM), Recurring Revenue, Zuora, Billing, streaming, Cloud Computing, Customer Service, Accounting, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management (SPM), Aria Systems, billing software, Intacct, invoicing

Recurring Revenue: An Increasingly Important Business Model

Posted by Ventana Research on Feb 19, 2015 4:47:53 AM

Recurring revenue is a term applied to business models that involve three types of selling and billing structures: a one-time transaction plus a periodic service charge; subscription-based services involving periodic charges; or a contractual relationship that charges periodically for goods and services. Telecommunications was the first major industry to use it, but recently the model has gained popularity in others. It is a major trend in information technology as an increasing number of companies offer software and hardware technology accessed as a service through cloud computing. Recurring revenue also has been transforming the entertainment business, as customers subscribe to rent movies, music and other creative digital products instead of owning them; this is part of the so-called “sharing economy” whose social impacts are wide-ranging.

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Topics: SaaS, NetSuite, Operational Performance Management (OPM), Recurring Revenue, Zuora, Billing, streaming, Cloud Computing, Customer Service, Accounting, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management (SPM), Aria Systems, billing software, Intacct, invoicing