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Keynote Presented by
Eduard Hagens, Chief Executive Officer
Mr. Hagens described the vision that
has lead to a rapid transition from two companies with two very different
solutions to a unified organization with a single shared database.
Some of his key points:
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The mid-market does not have a
market leader. He supported this statement with the fact that “No
global package has been installed over 1000 times in multiple
countries.”
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The struggle to gain market share
has “nothing to do with marketing” Satisfaction of the
customer matters most. Tier 1 has no VAR channel and is
not solutions oriented.
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“If the company with the most
developers wins, then India would have the best software. But they have not produced a
single software package.”
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“It is all about the design
experience.” Know-how is the critical factor. If the design is
right you will save. The simpler the design the better.
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Number of users, not number of
licenses are key.
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More features don’t sell.
Cost savings do. Resellers must inform their customers they can
start saving tomorrow. People are still trying to apply the old
rules to a changed market.
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ROI has to be calculated.
Resellers must be able to show the value to a customer.
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His prediction: in the next 3 years, there will be no
installation of software. Will use workflow rather than entry
screens. VAR channel will have expertise in an industry sector.
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