DISTRIBUTOR CHANNEL INFORMATION PACK

June 2017

CONTENTS

QAD PARTNER PORTAL 4

TRAINING NEWS 4

e-Learning 4

PRODUCT / MATERIALS ANNOUNCEMENT 5

QAD German Internationalization Extension 2.1 5

QAD India Internationalization Extension 2.0 5

Slovakia Internationalization Extension 2.0 6

QAD Document Library 6

QAD’s videos 6

SALES & MARKETING PRODUCTIVITY NEWS 6

Aberdeen: Thumbs Up on QAD Enterprise Platform 6

Swift Reaction to Merger Nets New Cloud DSCP 7

Well Worth the Wait to Get Trade Compliance Right 7

Quality Propelling Mercury 8

Three Wins in the Press 9

APICS Case Study on Metalsa 9

Get the Industry Diagram Pictures and Slides 9

Consumer Products and F&B Newsletter 10

Industrial & High Tech Newsletter 13

COMPETITIVE BITS 16

C-Bit: Oracle to Extend its Chinese Cloud Partnership for NetSuite 16

C-Bit: SAP Starts an Analytics Hub 16

C-Bit: Epicor Introduces New Version of Epicor ERP 16

C-Bit: Oracle Finally Crosses the Cloud Chasm - Maybe 17

USEFUL LINKS 172

DEALS FROM OUR PARTNERS 18

Daniella Ipari Park 18

Gastro-Haal 18

DEALS FROM THE WORLD 19

Shine Medical Technologies 19

ORAS 20

QAD PARTNER PORTAL

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QAD is proud to announce that a new Partner Portal is available on QAD website.

QAD Partner Portal is a place where you can find all the resources you need to be a successful QAD Partner.

QAD Web Account is required to access to the Partner Portal.

NEW Partner Portal: www.qad.com/partner-portal

TRAINING NEWS e-Learning

QAD encourages using e-learning portal where you can find a lot of trainings available. QAD Web Account is required to access and register on Certification Exams and Trainings.

 http://learning.qad.com

If you want to select Certification Exam or Training which will take place near to your area you have to select place in the search window:

PRODUCT / MATERIALS ANNOUNCEMENT

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QAD German Internationalization Extension 2.1The German Country Extension 2.1 for EE is now available. QAD's Enterprise Edition addresses the challenge of internationalization by maintaining a single generic product in which processes and systems are standardized, and functions optimized across the global company.  Country extensions complete the offering with specific functionality, typically in the area of reporting and data extraction, as such meeting all legal requirements. 

The GDPdU audit interface, eBilanz solution, and the ZM and ELSTER reports are now available from new menu numbers.

The GDPdU audit interface now includes selection criteria fields Include Open Year Postings and Include Close Year Postings, which allow you to print open and closed year postings and a new field, Replacement Characters, in the selection criteria that allows you to specify two characters with which to replace the " character within a field in the text output file.

The ZM Report and ELSTER Vat Declaration Report now allow you to specify whether the report is based on a tax period or GL period, or on a tax date or GL effective date range

QAD India Internationalization Extension 2.0

The India Country Extension 2.0 is the first India Internationalization package and it introduced the following Government forms and reports required by new India GST rules to be started on July 1st: 

- Purchase Order form Print- Purchase Return form Print- Customer Invoice form Print- Inventory Shipper form Print- Packing List form Print

 Also official reports are created to submit the information to the government:

- GSTR-1 Report- GSTR-2 Report- GSTR-3 Report

 To support the reports and new rules in India GST, it was also introduced new functionalities operational process including:

- New consumer field in Business Relation- New original reference field in purchase order returns- New document numbering in shippers.

 These additional functionalities will be covered within the next patches and not included in this package:

1. Advance Receipt Voucher2. Bill of Supply3. Inventory Transfer using SO/PO process4. India Advance Refund Voucher 5. India Advance Payment Voucher

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6. Interface with Cygnet

Slovakia Internationalization Extension 2.0

QAD's Enterprise Edition addresses the challenge of internationalization by maintaining a single generic product in which processes and systems are standardized, and functions optimized across the global company.  Country extensions complete the offering with specific functionality, typically in the area of reporting and data extraction, as such meeting all legal requirements.

The Slovakia Supplier Balance Statement Report, Inventory Valuation Report, Tax Check Statement Browse, Received Petty Cash - Slovakia, Paid Petty Cash - Slovakia, Slovakia Accounting Data Export, Slovakia FS - XML File Create, Slovakia TCHS Special Part Control File, Slovakia TCHS XML Reports Control File, Slovakia VAT XML Reports Control File, Slovakia VAT Declaration, Slovakia Tax Check Statement and Slovakia VIES Declaration solution are now available from new menu numbers.

Received Petty Cash - Slovakia and Paid Petty Cash - Slovakia now have a lookup button for the GL Account and Daybook fields. The GL Account lookup displays only cash GL accounts; the Daybook lookup displays only cash entry Daybooks.

Slovakia Supplier Balance Statement now prints all open amounts at the end of the selected period, including the invoice number, journal number, posting date, invoice date, invoice amount, and the open amount. Additionally, the report includes open prepayments.

Received Petty Cash – Slovakia and Paid Petty Cash – Slovakia reports now print Petty Cash documents when Petty Cash has an unallocated status.

QAD Document Library

New Documentation

QAD India Internationalization Extension   2.0

QAD QMS/CEBOS Quality Management Demo Guides

QAD’s videos

All QAD’s videos are available here: https://vimeo.com/qaderp

SALES & MARKETING PRODUCTIVITY NEWS Aberdeen: Thumbs Up on QAD Enterprise Platform

Nick Castellina, a VP at Aberdeen, expressed strong support for QAD Enterprise Platform in an analysis titled  QAD Explore 2017: Flexible ERP and the Effective Enterprise. Nick summarized the benefits of QAD Enterprise Platform by stating, “Traditionally, customization and bolt-ons were often barriers standing in the way of ERP evolution. The QAD Enterprise Platform will enable easier upgrades without halting the pace of change. In this way, extending

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apps won’t break, and the organization can continue to innovate. As a result of this approach, QAD customers will be able to take full advantage of flexibility in their solutions, a flexibility that is crucial in the modern manufacturing environment.” 

Nick provided relevant primary research to underscore the value of our platform approach, and concluded that “Building an effective organization is a job that’s never complete. The manufacturing environment is currently in a state of immense change. Inflexible ERP platforms only hold users back. QAD’s Enterprise Platform, on the other hand, can provide users with a tool that supports future innovation.” 

Feel free to share Nick’s article with customers and prospects.

Swift Reaction to Merger Nets New Cloud DSCP

IBA Molecular, the parent company of our customer Cis Bio International, and Mallinckrodt Nuclear Medicine LLC recently merged into one organization – Curium. We received a letter late last year alerting us to the upcoming change with the  encouraging words of, “As we embark on this exciting new journey, we look forward to sharing the considerable opportunities with you as a valued supplier partner in our business.” Curium was established on April 6, 2017.

CIS Bio, its full name is Cisbio Bioassays, is a privately held (now by Curium) life sciences company with over 3 decades of experience with in vitro diagnostics and drug discovery, and development of immunoassays for oncology and endocrinology. It operates facilities in France, the United States, China and Japan and distributes globally. 

Frédéric Fayasse used this “catalyst” to follow-up with Cis/IBA/Mallinckrodt, now Curium, for a new Demand Planning opportunity with Mallinckrodt. Frédéric actually helped the internal project sponsor develop a justification presentation. Frédéric also presented to executives in late 2016. Just after the new year, Frédéric provided a detailed quote. Competitively, our fast reaction preempted alternatives from being considered since we were the incumbent. Unfortunately, the deal went into a waiting pattern due to the pending merger. In a February follow-up the customer expressed the need for more time to synchronize their team.

Fortunately, as the merger became official the deal began to move again, and Frédéric with the support of the delivery team was able to close the low six-figure deal in late May. Congratulations to him and thanks to John Kyle, our cloud architect on the deal. Probably to speed up deployment, Mallinckrodt opted for cloud, so the deal is for Cloud DSCP though specifically for Demand Planning. Gartner has stated that cloud uptake for supply chain planning trails cloud uptake in ERP which means this again exemplifies how we are in front of the curve when it comes to cloud.

Well Worth the Wait to Get Trade Compliance Right

Novartis is the second largest life sciences company in the world with approximately 118,000 employees and $48.5 billion in revenue. With global headquarters in Basel, Switzerland and USA headquarters in Cambridge, MA, Novartis distributes its pharmaceuticals and medications to over 150 countries.

The Cambridge location handles administration, sales, and marketing for a vast product line of prescription

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drugs, vaccines, consumer medicines and veterinary products. Novartis also oversees the Novartis Institutes for Biomedical Research, headquartered in the USA, which focuses on new medicines to add to the company's ever-expanding pipeline. Novartis also operates dozens of other US business units, including Novartis Pharmaceuticals Corporation (NPC) and the US locations of Novartis' Alcon ophthalmics and the Sandoz generics businesses.

In early 2016, we received an RFP from Novartis USA who were looking for a global trade compliance solution that would help them easily manage desktop shipping. Novartis ships chemicals and dangerous goods. It also must ensure compliance with trade regulatory requirements including support for Denied/Restricted Party, Embargoed Country Screening and License determination – the USDA requires licensing for import/export.

The old system was a combination of manual and semi-automated processes including Excel. In the open bidding process, we made the short list in June, 2016. Our Trade Compliance solution could readily address the Novartis compliance needs and our Global Trade Management and the rest of the TMS/Precision offering rounded out the package. Discovery and planning sessions with an expanded Novartis team and passing a technical review in the summer of 2016 were critical steps to final selection. An executive overview in October, 2016 sealed our selection and we delivered contracts in November, 2016. 

Then it was time to hurry up and wait. Despite our team conducting weekly reviews, it took nearly six months to negotiate the contracts and work through Novartis legal. Finally on May 26th the contracts were signed and the PO processes began. Congratualations to the persistent and patient Mike Tew for the mid 6-figure win. Thanks in particular to lead solution consultant Jeff Flanagan and the extended team including Murli Shastri, Sean Sargent, Steve Gardner, Michael Fagan, Jason Pickering, Mike Weeks, Paul Murphy, Tim Dennis and Melanie Leung.

Quality Propelling Mercury

Mercury Marine, based in Fond du Lac, WI, USA has been making world-class outboards and sterndrives for more than 75 years. The company started in 1939 in a small machine shop in Wisconsin and has grown into the largest builder of marine propulsion systems in the world. Mercury Marine prides itself for raising the marine propulsion bar for reliable, trouble-free performance with superior power and torque yet low emission and low fuel consumption. Mercury Marine’s $2.3 billion in revenue accounts for roughly half of the revenue of its parent company, Brunswick Corporation, which acquired Mercury Marine in 1961.  

Even billion dollar manufacturers still use home grown and semi-manual quality management systems. Fortunately, Mercury decided it was time to automate. CEBOS Elements Cloud (aka QAD Cloud QMS) went up against three other best of breed quality systems: Master Control, ETQ, and QSI Compliant Pro.  

Thanks to the breadth of our solution and the expertise of our team, Mercury Marine selected CEBOS to replace its home grown systems which will automate their quality management processes and enable them to meet ISO 9001 quality standards. In phase one, Mercury will implement the Audit Management, NC/CAPA and Integration modules. They will then connect CEBOS Elements Cloud with their in-house ERP and Workday apps using our built-in APIs that simplify integration. Mercury Marine then plans to roll out additional modules over the next 1 to 2 years.

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Congratulations to the David Rendel, Mark Langia and Craig Rozelle for the nearly 7-figure win. Special thanks to Mike Fagan, Jason Pickering and Tom Seadler for their help on the deal. What is our next opportunity? Brunswick’s other divisions, Boston Whaler and LifeFitness, have already reached out to CEBOS to discuss using our quality solution.

Three Wins in the Press

Three recent deals were highlighted in press releases, all published this past week. First,  Focal, a high fi audio system manufacturer, selected DynaSys Ready to Plan – the relatively new rapid adoption package DynaSys now offers. Next, QAD announced that a manufacturer of polyolefin foam and bubble products,  Jiffy Packaging, upgraded to the latest version of QAD Enterprise Applications. Finally, Snell Advanced Media selected QAD Automation Solutions. Snell is a media/production technology provider based in the UK.

APICS Case Study on Metalsa

The most recent version of APICS magazine included a case study about Metalsa, a Nuevo León, Mexico based component manufacturer in the automotive industry and also a longstanding QAD customer. Titled, Aligning Facilities Around the World, the article delves into how Metalsa successful dealt with inventory control challenges associated with rapid growth to now 200 locations around the world. The study highlighted QAD ERP and stated that, “The ERP supplier also advised Metalsa to set parameters for raw materials purchasing and, as a result, the manufacturer improved the efficiency of its planning process and reduced its raw materials usage by 20 percent.” Great work by Lorena Ramos for getting this article placed!

Get the Industry Diagram Pictures and Slides

Perhaps you saw the QAD daily news announcing access to the now finished Industry diagrams. Each diagram shows how our customers supply products and components for a specific industry scenario or product. Since many of you often use Powerpoint, the team has also created Powerpoint slides using the standard template containing the Industry diagrams.

Get the slides here on Sales Resources.

The diagrams resulted from an extensive effort and a close partnership between marketing and sales. First we want to thank the many salespeople, too many to list, who contributed suggestions and helped obtain clearance with their customers. The diagrams were displayed at Sales Workshop and Explore, and Sales provided input for suggested customers. Sales jotted down the customer name(s) on post-it notes and marketing followed up with all those customers. This process was repeated at Explore.

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On the marketing side, Travis Hardy was the mastermind behind the design for each graphic. Kristin Poulton coordinated the communications with customers and did a great job handling the extensive logistics. The vertical marketing team provided expert feedback early on in the concept for each graphic and whether it was a good fit. They also helped refine the list used for the email campaign to solicit customer approvals. Every customer listed on the five graphics — excluding Auto — gave permission. On the Auto front, Jay Pena and Terry Onica developed the list of customers for the Chevy Bolt. Jay had the complicated task of determining which QAD customers made parts specific to the Bolt. They say a picture is worth a thousand words. These vertical diagrams provide a compelling and creative way of sending the message about our depth in our six verticals.

Consumer Products and F&B NewsletterJune 2017

In this Newsletter:

Key Vertical Wins

New Case Studies and Customer Showcase Videos

Explore 2017 : A Successful Event for CP and F&B Customers

In the News: IoT’s Role in Optimizing Food Supply Chains, Preventing Recalls

In the News: Survey: 1 in 3 Shoppers Will Order Groceries Online in 2017

DSCP for Consumer Products Campaign: Supply Chain Management Critical for Success

Vertical Segment Spotlight: Consumer Electronics

 

  

Key Vertical Wins 

Industrias Notesa – Net New Textile Win   Talk about breaking news!  As this newsletter was going to press, a net new deal with Industrias Notesa, a family owned textile company in Mexico was being completed. This is a fantastic deal for QAD’s continued presence in the Textile industry in Mexico and Latin America. Read more... 

Sinbad Sweets – Net New Deal   Sinbad Foods LLC manufactures, sells and markets hand crafted European pastries, baklava, macaroons, strudels, filo shells and doughs. They sell through all retail and food service channels such as supermarkets, club stores, bakery outlets, specialty stores, pharmacies, catalogues, on-line and food service distributors. They also market through food brokers in North America. Read more... 

Bakkersland - Upgrade      

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Congratulations to Freesje Vos & the QAD Team on an Upgrade Order Worth $550K from Bakkersland! Bakkersland is a dynamic group of companies in which love for the baking trade is combined in a natural manner with professional enterprise and an eye for what people want.  In 1999 ten progressive family companies came together to form Bakkersland. Since that time, the company has expanded significantly. Read more... 

 

  

New Case Studies and Customer Showcase Videos 

One of the best tools to use in a sales engagement is the ability to prove to potential customers that QAD has solved similar problems and issues for other companies.  References, case studies, customer testimonials all drive that point across clearly and effectively.  Recently, the marketing team along with a number of satisfied QAD customers has added a number of case studies and showcase videos to illustrate how QAD is the partner of choice for Consumer Products and Food & Beverage manufacturers. Read more and watch the videos... 

  

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Explore 2017: The Motor City Was NOT Just for Gear Heads!! 

Another Explore is in the books and the 2017 version held in Detroit was one of the best ever. Obviously, it was a terrific venue for our Auto customers; however, it was a successful event for all of QAD’s verticals. 45 attendees were from Consumer Products and Food & Beverage customers and all found the event to be extremely informative and beneficial.  The agenda was packed with a number of sessions focused on the issues facing these companies today. Read more...  

 

 

 

In the News: IoT’s Role in Optimizing Food Supply Chains, Preventing Recalls 

The Internet of Things (IoT) along with Big Data is everywhere. It’s the buzzword that is deemed to be the next big thing, and will affect the way we communicate, travel, work, equip our homes and take care of our health. While we are well aware of the cool new IoT technologies affecting our daily life such as wearable devices, smart watches, activity trackers and smart home appliances, there are less visible, less talked about IoT-related tech solutions for businesses that could prove to have significant impact. Read more...   

In the News: Survey: 1 in 3 Shoppers Will Order Groceries Online in 2017 

A recent article in Refrigerated and Frozen Foods discusses data compiled by, Unata, a Canada-based provider of 1:1 digital solutions for grocers.  Unata reveals the top findings from its Annual 2017 Grocery eCommerce Forecast. The report, completed in partnership with Brick Meets Click, Barrington, Ill., surveyed over 500 U.S. consumers about online grocery shopping habits, intent and barriers in order to help retailers understand where to focus their efforts in 2017. Read more...  

  

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DSCP for Consumer Products Campaign: Supply Chain Management Critical for Success 

For Consumer Product companies, never before have supply chains become more difficult to manage. Brands are changing hands, companies are being bought and sold and the end consumer is more demanding as ever. Technologies impact on product changes and designs have shrunken product life-cycles and severely complicated the supply chain. The value chain is expanding and consumers are looking for not only innovative products but innovative ways to purchase those products. Managing the supply chain from Item/Location demand through supplier agreements is one of the most critical and complex business processes. QAD has a solution to help Consumer Products companies manage this process with Demand and Supply Chain Planning (DSCP). Read more...  

  

Vertical Segment Spotlight

Consumer Products: Consumer Electronics 

The Consumer Electronics segment consists of manufacturers in any geographic location that produce any consumer electronics product(s) that contains a power supply. Consumer electronics manufacturers utilize multiple manufacturing processes often combining automated and hands-on assembly processes. Read more...   

Need help with anything related to the Consumer Products or the Food & Beverage Industries?I am always interested in how I can help in the support of your efforts with our Consumer

Products and Food & Beverage customers. Please drop me notes with any ideas about how

QAD could better support these existing customers or how we could help uncover new prospects

that align with our strong focus in these industries.

Thanks

Steve DombroskiSr. Manager Consumer and Food & Beverage

Industrial & High Tech Newsletter

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June 2017

Industrial / High Tech Coolness ContinuesWe are nearly half-way through 2017 but my cup is more than half full of cool. The Industrial and

High Tech verticals remain the coolest of all the verticals. What continues to make Industrial and

High Tech so cool is the diversity of the customers and their associated challenges. This group

of customers spans the entire spectrum of manufacturing orientation and supply chain

complexities.   

If “Data is the new oil,” how do manufacturers find Data Wildcatters? 

Big Data has been a buzzword for at least 10 years but it seems that there is still more “buzz” than understanding. Everyone that uses or owns a database has some sort of viewpoint on Big Data. QAD’s customers are well aware of the value of their data and correspondingly its underlying reliability. Most would admit there is still much that can be done to fully utilize the benefits that may be derived from their data. Read more...  

  

Industrial & High Tech Customers Shine at Explore 2017 

Over 30% of the customers and prospects that attended Explore 2017 were from the Industrial and High Tech verticals. Only the Automotive vertical which clearly had the Detroit home team advantage delivered more attendees. Industrial customers did dominate the awards categories with ANCA, MiTek, CoorsTek and DS Smith all being recognized during the main stage ceremony. 

The Industrial & High Tech kickoff session was on the big stage this year and featured Professor Alexander Pflaum of Fraunhofer. Fraunhofer is the largest independent European consultant on all things Industry 4.0 and the coming advent of Cyber Physical Systems. Although the majority of QAD customers are still at the early stages of their Industry 4.0 journeys, there was real interest and QAD is gearing up to assist all that are ready to get started. Don’t forget to check out this presentation and the other Explore presentations on-line.  

  

Have you binge watched the Explore 2017 customer videos? 

QAD uses Explore as a delivery point for customer success videos and this year was no exception. Although there were quite a number of videos created, the two Industrial customer videos were by far the coolest. My opinion is that they compare favorably with any series that you might see on HBO or Netflix and without the monthly fee. Please watch as many times as you would like and don’t forget to share the Explore video page link with QAD customers and prospects (share link only - do not forward this email)! Read more... 

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Key QAD Wins in Industrial & High Tech VerticalIndustrial customer benefits from QAD cloud and deep QAD Automotive expertise 

Anteryon Optical Solutions is a manufacturing company that provides

innovative optical solutions from idea to mass production for industrial

markets. Anteryon was a spin-off of Phillips Electronics and had been

running an older version of QAD technology and had drifted off of maintenance. The QAD team

re-engaged with Anteryon by solving some pressing problems. Upon further review it became

clear that a move of their instance to the QAD cloud and an upgrade plan could solve many of

their problems. Read more... 

  

Hardly in a “jiffy” but QAD persistence drives upgrade commitment by Jiffy Packaging 

Jiffy Packaging Europe is a leading manufacturer of polyolefin foam and

bubble film products for a wide variety of end-applications in various

market segments including protective packaging, automotive, building

and construction. Jiffy first deployed QAD in 1996 but had not invested in the system. The

situation was not helped by the succession of multiple different corporate owners that the group

had over the years. Change in ownership often delays upgrade and infrastructure

decisions. Read more...  

  

New Whitepapers Available for Industry 4.0 and Remanufacturing 

You certainly didn't need yet another reason to visit the swanky and recently improved  QAD sales resource tool . However, you can now find two newly published whitepapers there that can be used to build credibility with QAD customers and prospects. 

No Matter What You Call It: Industry 4.0 Means Manufacturing in Transition – provides an Industry 4.0 definition for our customers but most importantly provides examples of how QAD technology aligns

Addressing the Challenges of Modern Remanufacturing – provides an overview of the remanufacturing industry, business models and associated challenges that can be

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addressed by advanced manufacturing business solutions

  

You Can Be Cool Too...I am always interested in how I can help in the support of your efforts with the customers within

the coolest two verticals: Industrial and High Tech. Please drop me a note with any ideas about

how QAD could better supports these existing customers or how we could help uncover new

prospects that align with our strong manufacturing focus.

Thanks. 

Glenn Graney Senior Marketing Manager, Industrial & High Tech

COMPETITIVE BITS C-Bit: Oracle to Extend its Chinese Cloud Partnership for NetSuite

Apprarenty Oracle will leverage an existing partnership with Tencent Holdings to distribute NetSuite into China's growing SaaS market.Oracle’s expansion in China has been prioritized by executive leadership, with CEO Mark Hurd noting that the company has already invested in facilities and employees in China, saying “We have a development center in Beijing that does a lot of localization for our products, and we’ve doubled our sales force in China over the past year.” Oracle partnered with Tencent last year to meet the Chinese government's restrictions on foreign cloud companies selling in China. Now, Tencent is likely to distribute NetSuite products as well in the near term.

Last year, QAD partnered with Softspeed in a similar arrangement where Softspeed provides cloud services for QAD’s solutions. 

C-Bit: SAP Starts an Analytics Hub

Quietly by SAP standards, SAP unveiled an Analytics Hub which “is in essence a catalog that allows your users to browse any analytical assets as made available through your enterprise.” Part of the SAP Analytics Cloud, what the hub is not is a sharing facility for data scientists. Rather, it is a cloud service to provide users with metadata driven access to analytics assets and insights. Here is a YouTube video describing the service.

C-Bit: Epicor Introduces New Version of Epicor ERP

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Epicor recently unveiled a new version of its ERP solution at its annual user conference, Insights. See the official Epicor press release here. This release includes new deployment options, updated out-of-the-box functionality and integration of the recently acquired DocStar for content management within the ERP. Highlights include: 

“Dedicated Tenancy Cloud Option” that is “Available for North American customers now,” and “can be ideal for organizations needing to adhere to specific regulatory compliance regulations.” Sounds like Epicor would like to compete better vs. QAD Cloud ERP in Life Sciences.

Expanded International Financial and Compliance Capabilities that provide “New functionality localized for specific geographic regions supports compliance and reporting, tax and payment processing, and international trade requirements.” Sounds like Epicor is trying to do more business outside of North America and replicate what we do with QAD Internationalization and trade compliance capabilities (see Win of the Week at the top of this newsletter). It claims it now supports 36 languages.

Despite the release, Epicor’s long-term debt remains roughly double its annual revenue, and a tiny minority of customers have moved to its cloud offering. The latest Epicor ERP runs on Windows 10 and uses Internet Explorer 11 and Azure for cloud. That means customers of the newer generation Epicor ERP get locked into the Microsoft stack. Remember that Epicor was acquired a year ago by KKR for $3.3 billion after struggling to make a profit for many years. There is no public evidence of a turnaround.

C-Bit: Oracle Finally Crosses the Cloud Chasm - Maybe

Oracle released Q4 and FY17 annual results beating expectations and causing a spike in their share price. 

Specifics include:

Q4 revenues were $10.9B up 3%, net income was $3.2B, up 15% from last year  Q4 cloud revenues were $1.36B, up 58% from last year

For FY17:  

Revenues of $37.7B were up 2% from last year Net income was $9.3B, up 5% over FY16 Cloud revenue of $4.6B up 60% from last year, accounting for 12% of the business 

Looks good on the cloud front and Oracle spun it that way with Co-CEO Safra Katz saying, "the cloud has become our predominant growth vehicle." Most analysts agreed, though some saw through the Oracle smokescreen. Two important items to consider regarding Oracle’s positive results: 

The NetSuite acquisition has not yet cycled a full year through Oracle’s financials, so much of the cloud growth is simply due to NetSuite, which was running around $200M per quarter in terms of subscription revenue at acquisition – this inflates the cloud growth percentage. 

Oracle changed the way it reports cloud. Even in Q3 they split cloud into one category consisting of SaaS + PaaS and a second category just for IaaS. In Q4, Oracle combined IaaS + PaaS and put SaaS off on its own. NetSuite’s subscription revenues fall into SaaS. 

Customers who express interest in Oracle due to the big cloud growth should be reminded of the impact of NetSuite and Oracle reporting change. Technically Oracle didn’t cook the books, but they subtly changed the optics on their cloud business – which still trails QAD on a % of revenue basis.

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Have some competitive insight that would benefit others in Sales? Kindly email the info to Evan Quinn at eiq@qad.com or Alex Killian at ak9@qad.com.

USEFUL LINKS NEW Partner Portal: www.qad.com/partner-portal

Sales Resources   QAD Corporate Overview CustomerNews   

QAD Document Library: http://documentlibrary.qad.com

QAD Videos: All QAD videos are available here: https://vimeo.com/qaderp

DEALS FROM OUR PARTNERS

Daniella Ipari ParkSigned by ISYS-ON, Hungary

(www.daniella.hu)

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Daniella is a wholesaler of electrical products for home and commercial use.

Gastro-HaalSigned by Minerva Czech

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(www. gastrohaal.sk )

GASTRO-HAAL, s.r.o. was established in 1993. The company was founded by Ondrej Hanko, Sr. and Ondrej Hanko, Jr.

Its core activity is the in-house development and MANUFACTURE OF TECHNOLOGY (SERIES 900 and 700, ovens, etc.) for heat treatment of FOOD at hotel kitchens, restaurants and other places that serve food such as health care facilities, schools and army bases.

Progressive construction and purposeful design, along with high quality custom products come from many years of practical experience by the company’s skilled technical staff and knowledge of catering facility operators.

This can especially be seen in the wide range (more than 24 types) of BOILING PANS we produce. Manufacturing the BOILING PANS themselves places very high demands on their construction, which is produced by a highly qualified team of engineers and advanced production technology (lasers, nibbling, trimming, rolling, pressing, etc.), other staff (50 employees), space options (4,000 square meters of production area) and others.

The portfolio of products manufactured by GASTRO-HAAL includes, in addition to boiling pans, ELECTRIC STOVES (one-, two-and three-oven sets), cooking ranges, stoves, tilting pans, warming tables, hot counters and other products.

DEALS FROM THE WORLD

Shine Medical Technologies

THE COMPANY: Based in Janesville, WI., SHINE Medical Technologies™ is dedicated to being the world leader in the safe, clean, and affordable production of medical tracers and cancer treatment elements. SHINE’s products fit seamlessly into the existing medical tracer supply chains, and their production does not rely on a nuclear reactor. Their advanced accelerator technology enables a safer, cleaner, and more efficient production process, resulting in a high yield of  high-purity product in a more environmentally friendly manner. These benefits give SHINE a competitive advantage over traditional producers.

THE DEAL: Net New Cloud Deal!

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THE COMPETITION: Microsoft Dynamics 365

WHY WE WON: 1. Enterprise Financials functionality with full ERP scalability to meet their growth plans2. Solid customer reference3. Great experience at QAD Explore New New Prospect Day

ORAS

Vertical: CPG

Project: Upgrade Order

Location: Rauma, Finland

Customer since: 1993

Oras Group is a significant European provider of sanitary fittings: the market leader in the Nordics and a leading company in Continental Europe. The company's mission is to make the use of water easy and sustainable and its vision is to become the European leader of advanced sanitary fittings. The Group has two strong brands, Oras and Hansa. Oras Group is owned by Oras Invest, a family company and an industrial owner.  

The head office of the Group is located in Rauma, Finland, and the Group has four manufacturing sites: Burglengenfeld (Germany), Kralovice (Czech Republic), Olesno (Poland) and Rauma (Finland). The Group operates with their own staff in 20 markets. Oras Group net sales were 245 million euros in 2015 and at the end of the period the company employed 1370 people.

Oras opted to move their QAD solution to the Cloud in June 2016 but decided to stay on their existing SE version as a move to the Cloud coupled with an EE upgrade was considered too much for the business in one step. However, Oras remained committed to migrating to the latest iteration of QAD once the dust had settled on the Cloud move.

After significant investigation and planning work Oras have opted to proceed with the migration from QAD 2007 SE to QAD 2017 EE. The project will cover 13 sites across Europe.

Special kudos to the Oras Business Consulting team and Linda for their 5 site road trip across Europe working with each of the major Oras sites to catalogue their individual requirements (three countries in five days!).

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After the excellent work by our Business Consulting, Services and Interop teams we received the signed paper work earlier this week for the upgrade.

What's Next: The preliminary project work will begin almost immediately on signature as Oras want to get moving on the upgrade. Additional revenue will be delivered via additional phases of the project covering areas s such as our Interop 3PL module, a rearchitecting of Oras' EDI set up as well as additional customisation support revenue once Oras and the QAD team understand how many of their existing customisations will be needed for the new EE solution. Stay tuned for more news soon!

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