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Craig Schiff

I am very excited about this opportunity to share my perspectives and experience in my BeyeNETWORK Blog. For those of you who may not have read my articles and newsletters over the past few years, I hope you will appreciate a vendor-independent perspective on all things related to Business Performance Management (BPM). I focus on key topics organizations should consider throughout their BPM project lifecycle, from early stage requirements definition and justification, key measure development, vendor selection and finally, successful deployment and rollout. Of course, market trends and vendor updates will also be part of the mix. Please stop by on a regular basis to see what's new, and to make this interactive, please share your opinions. If you have a specific question, contact me directly at cschiff@bpmpartners.com.

About the author >

Craig, President and CEO of BPM Partners, is a pioneer in business performance management (BPM). Craig helped create and define the field as it evolved from business intelligence and analytic applications into BPM. He has worked with BPM and related technologies for more than 20 years, first as a founding member at IMRS/Hyperion Software (now Hyperion Solutions) and later cofounded OutlookSoft where he was President and CEO.

Craig is a frequent author on BPM topics and monthly columnist for the BeyeNETWORK. He has led several jointly produced webcasts with Business Finance Magazine including "Beyond the Hype: The Truth about BPM Vendors," the three-part vendor review entitled "BPM Xpo" and "BPM 101: Navigating the Treacherous Waters of Business Performance Management." He is a recipient of the prestigious Ernst & Young Entrepreneur of the Year award. BPM Partners is a vendor-independent professional services firm focused exclusively on BPM, providing expertise that helps companies successfully evaluate and deploy BPM systems. Craig can be reached at cschiff@bpmpartners.com.

Editor's Note: More articles and resources are available in Craig's BeyeNETWORK Expert Channel. Be sure to visit today!

Cartesis is a French BPM vendor that had achieved significant success in the area of complex, multi-national, statutory consolidation. They had two problems however - consolidation has been one of the slower growth areas of BPM, and their North American operation was stagnating. Clearly a change was in order. That change started with new investors, a new CEO in France, and a revamp of the U.S.-based executive team. We recently met with members of that team and were impressed with their execution to date and plans for the future.

The new President of North America came from Business Objects, as did the new head of marketing. We met with them at their offices in Norwalk, CT to get the lay of the land. They shared with us their two-pronged strategy for success in this highly-competitive market: reduce time to market by quickly acquiring the weak or missing pieces (budgeting, information delivery), and hire a proven BPM-experienced sales staff. Cartesis has been executing on this strategy already. In June they acquired INEA, a small BPM player, for their budgeting and forecasting capabilities. More recently they picked up a small consulting company that had developed products around information delivery. On the sales front they have been hiring ex-Hyperion and OutlookSoft reps. The strategy seems to be working. In the last quarter they closed a $ 3 million+ deal. I think they are on track to become a key player in North America. Comments welcome.


Posted August 26, 2005 7:08 AM
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