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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!

July 2010 Archives

As the performance management space continues to pick up steam (both in terms of new customers and new vendors), some established vendors seem to be struggling a bit. One of the larger vendors appears to have a serious disconnect between its marketing group and its sales team. The marketing people see this vendor as a premiere provider of packaged application solutions for the business performance management market. This isn't just hype, they have a solid product set to back up this claim. It's also good news because this is exactly what the market wants, especially if finance is leading the charge. The problem is that sales and especially pre-sales are presenting a different face to prospects. Their demo typically starts and ends with a blank Excel screen and a pitch that claims you can make the product do whatever you want. For the most part they do not show the pre-built applications. At this point in time very few people are looking for a set of tools to build a performance management solution from the ground-up. The sales presentation though is leaving prospects with the impression that is in fact what this vendor is offering, when that is not really the case. We have observed this situation first-hand in the field and have seen the vendor lose deals because of it.

A smaller vendor also seems to be going through some rough times. In their case the problems appear to be with the product. We have not had a chance to review the product itself recently, but that is what leads us to believe there are issues. This vendor has refused to allow an independent third-party to review their product. Since that is one of the main ways you get written up in buyer's guides, analyst reports, and recommended to analyst clients it strikes us as very odd. As a matter of fact this is the only vendor in the performance management space that we know of taking this stance. We can only assume that like a movie studio that doesn't preview its latest film for the critics they must have something to hide. Unlike a bad movie, which can still be entertaining, there is nothing entertaining about a bad product. For that reason we no longer suggest to our clients that they consider evaluating this vendor.


Posted July 19, 2010 12:52 PM
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