I have been excerpting here from the book’s case studies. They profile 12 strategies across four groupings of customers A) Un-adopters B) Diversifiers C) Pragmatists and D) Committed.
The customers profiled below are part of the second group which has four strategies in the book:
In the 1980s, as AS/400s and LANs matured, many multinationals adopted two- or three-tier application strategies — a mainframe-based application for corporate and domestic subsidiaries and regional hubs, with decentralized versions for international subsidiaries. J.D. Edwards (now part of Oracle), Platinum (now Epicor), Sage, and other vendors were beneficiaries of such tiering. Things have evolved quite a bit since — now companies can go with SaaS systems for smaller subsidiaries, and as a result not even need local IT support.
Procter & Gamble, a major SAP shop, rolled out NetSuite to its major distributors in the Philippines. Conversely, ABS-CBN Global, a Filipino company, kept SAP at its headquarters, but adopted NetSuite for global operations.
Lexmark is a major SAP customer using BusinessObjects, HANA and many other SAP products. It is also an SAP partner helping its customers with print solutions. In 2010, it acquired Perceptive Software, a leading
provider of Enterprise Content Management solutions. Perceptive was using, and has continued to use Professional Services Automation functionality from FinancialForce.
The Würth Group, a German distributor of a variety of furniture and construction fittings, has more than three million customers across 400 subsidiaries in over 80 countries with global revenues of over €10 billion. The Würth Phoenix Group, the company’s IT sub, developed Trade+, a template based on Microsoft Dynamics AX with customized inventory functionality and reporting. The template has been deployed in 65 of those subsidiaries so far (55 running AX, ten running CRM). The distributed architecture allows efficient local handling of low-value, high-volume customer orders with centralized finance and materials management on the SAP system in Germany. The CIO has asserted that they now can “integrate new businesses into the group practically at the touch of a button.”