in it to win it product & competitive positioning

Acumatica:In It to Win

ItJean Gea

Product Marketing Manager, Acumatica

August 20, 2013

Source: “The State Of ERP In 2011: Customers Have More Options In Spite Of Market

Consolidation”, Forrester, May 2011

21%

Subscription ERP to grow 21%

annually through 2015

Source: “Ten Myths and Realities of the Software Market in 2013

”, Forrester, 2013

44%

Subscriptions already

44% of all business software spending in

2013

Purpose

Build a strong brand

Beat the competition

Beat the competition

Build a strong brand

Build a Strong Brand

Make a PromiseDifferentiate

Deliver consistently

Build a strong brand

MM = Fragmentation

• “Diversity of demand”1

• Fragmentation will persist

• SMBs prefer smaller and more localized IT providers

1 Whitepaper by McKinsey’s Tech, Media and Telecom Practice, Winning in the SMB Cloud (2011): http://www.mckinsey.com/client_service/high_tech/latest_thinking/winning_in_the_smb_cloud

“The Switchers”

“The Newbies”

Battle for Attention

Enterprise ERP

SAPOracle

Dynamics AX

Pre-ERP

ExcelQuickBooks

Zoho

Small Business Upper Mid-Market Enterprise

1 2

Lower Mid-Market

Customer size

Acumatica

ERP Branding WarsNetSuite IntacctDynamics

• Old Tech

• Ubiquitous

• Established

• Cloud-only

• Highly driven

• Resourceful

• Limited

• Specialized

• Expertise

• Young

• Innovative

• ?

Adaptable

Deployment

On-Premises

In the Cloud

Payment

Purchase

Subscription

Unlimited Users

Functionality

Integration

Internal

External

Customization

Development

Partner Relations

hip100%

Channel Model

Multi-Channel Model

VAR

ISV

OEM

Hosting

Our Unique Advantage

Acumatica Cloud ERP

• One solution, infinite possibilities

• Adapts to your business

• All the benefits of the cloud, with none of the drawbacks

Adaptable Cloud ERP

Deployment choice

Easy to use

Payment flexibility

Custom fitted

Product Value Propositions

Easy to use

Custom fitted

Deployment choice

Payment flexibility

Value Prop Key Messaging By Audience By Features

1) Easy to use

• Work from anywhere, on any device.

• Use 100% of the system’s capabilities in the browser, and enjoy the same performance of traditional ERPs.

• Collaborate real time with the latest data at your fingertips.

• Pull reports real-time and update customers immediately.

• Unlimited free users, so you can involve everybody in your ERP.

• BDMo Desktop-like performance, even in the cloud.o Access on the go. Intuitive user interface with

browser-based access from anywhere, anytime.• TDM

o Lower TCO by moving to the cloud, with no escalating costs or lock-in. Lower maintenance costs with one centralized database.

o Ease of administration. Rights-based access allow maximum control of user roles and access to read/write specific data.

o Built-in security. Business logic and processing is done on a server in a secure location of your choice. Advanced data encryption.

• Easy navigation• Easy data entry• Quick search• Real-time connectivity with Excel• Parametric filtering in-browser• Drag and drop attachments• Mark your Favorites • Rights based access• 100% browser-based• Tablets and mobile devices

2) Custom fitted

• Protect your existing investments by integrating Acumatica with existing software.

• Integrate easily with third-party applications on the industry standard .NET platform.

• Extend your ERP with numerous ISV applications that integrate with Acumatica.

• Customize Acumatica to fit your business processes like a glove.

• TDMo Save time. Rapidly convert your expertise into

software programs that run on Cloud technology.o Integrate easily with existing software or third-

party applications. Acumatica is built on the industry standard .NET platform.

o Lower cost of development with resources familiar with the industry standard .NET platform.

• BDM• Minimize user disruption. Build workflow based

on existing business processes and keep users productive.

• With Acumatica Studio, create highly scalable cloud software that stand alone, or part of a larger offering

• Built-in functionality for financials, document management, and much more

• Pre-integrated accounting objects and modules

• Applications inherit multi-tenancy support for centralized management

• Built-in performance to help your applications run efficiently over unreliable Internet connections.

Continued…

Key Messaging By Value Prop, Audience & Features

Value Prop Key Messaging By Audience By Features

3) Deployment choice

• Deploy Acumatica in the cloud or on-premises, and easily switch later. No matter which you choose, it’s the same powerful cloud ERP.

• TDMo Own and retain control over your data. Export a clean

copy of your data at anytime.o Never get locked-in. Switch easily between deployment

options. Access your data and migration tools easily.

• Deploy on-premises• Deploy on Acumatica SaaS• Select your own hosting

provider

4) Payment flexibility

• Choose a subscription plan, or buy the license. You can switch between both at any time.

• No guesswork and no hidden costs.

• Unlimited free users, so you are free to grow.

• Get everything you need for everyone in your company at one affordable price.

• BDMo Lowest TCO. Choose the functionality, deployment

method and licensing option that gives the lowest TCO.• TDM

o Easy cost planning. Cost planning is simplified as Acumatica includes unlimited free users.

o Never get locked-in. Switch easily from subscription plan to license purchase.

o No guesswork, no hidden fees. Priced by suite, not by module. Our application suites include all modules and takes the guesswork out of your purchase decision.

• Licensing management functionality

• Subscription plans for SaaS and SOP

Key Messages By Value Prop, Audience & Features

Acumatica Adapts to Your Business

Beat the competition

Build a strong brand

Old World New World

Attack Points• GP “web-

client”• SL core

modules cannot be accessed from a web browser

• CRM not included, requires “Connector”

• GP built on Dexterity (1991)

Attack Points• SaaS

deployment only

• Per-user pricing• Customizations

using proprietary NetSuite tools

Attack Points• SaaS

deployment only

• Per-user pricing

• Financials only

Why Should I Bet on Acumatica?• Quality of technology• Quality of business strategy • Quality of partners • Quality of customers • Quality of team

Build a strong brandVoice of our customers

Product messaging Product data sheets

Product videos

Beat the competition

Competitive battle cardsCompetitive data sheets

Competitive pricing calculators

Resources

partner.acumatica.com