1

Vendor Landscape: Mid-Market ERP
Cloud ERP dominates this market.
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Vendor Landscape: Mid-Market ERP © 1997-2014 Info-Tech Research Group Inc. Info-Tech Research Group 1
Introduction
The mid-market is filled with innovative and vertical-focused ERP solutions.
This Research Is Designed For: This Research Will Help You:
 Enterprises seeking to select a solution for  Understand what‟s new in the ERP market.
financial management and efficient planning
of operations.  Evaluate ERP vendors and products for your
enterprise needs.
 Their ERP use case may include:
 Determine which products are most appropriate
• Geographically distributed organizations for particular use cases and scenarios.
with complex resourcing.
• Organizations that need to quickly gain
control of their resourcing.
• Organizations with volatile resources (i.e.
perishable, difficult to move).
Vendor Landscape: Mid-Market ERP Info-Tech Research Group 2

Executive summary
Info-Tech evaluated ten products in the ERP market, Info-Tech Insight

including the following notable performers:
Champions:
• Sage 300. Sage provides top-notch support on a product that‟s 1. Focus on data management tools:
intuitive and well designed. ERP as a whole has stayed static in the mid-
• NetSuite has a wide variety of additional tools for sharing and market. The real differentiator is how data
analyzing data. can be analyzed and protected.
• Sage 500 provides small IT shops with process controls that
2. Long-term value will be in the analytics:
include an updated and clean UI.
• Infor. The ION and Infor Ming.le front-end add-ons provide ERP is moving beyond traditional recording
of transactional data to include analytics and
unparalleled long-term flexibility and ease of use.
workflow automation.
• Epicor offers a very good core offering that is highly extensible.
3. Ease of use is becoming important:
Value Award:
Role-based configuration is the fastest, most
• Epicor. The feature set and additional tools are above average for cost effective way to see real benefits from a
the price point. new ERP system. Vendors are finally
providing the tools to configure user views
Trend Setter Award: rather than customize processes.
• Infor. The strategy to target micro-verticals with discrete products
gives Infor the best user experience and focused resource planning
suite.

How to use this Vendor Landscape
There are multiple ways you can use this Info-Tech Vendor Landscape in
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Landscape Implementation
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the Vendor Landscape with a
Use this Vendor Landscape to help
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decision. The slides in this Vendor At no additional cost to you*, our
Landscape will walk you through our expert analysts will provide
recommended evaluated vendors in telephone assistance to you and
this market space with supporting your team at key milestones in the
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our methodologies.
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Guided Implementation points in the Mid-Market ERP
Vendor Landscape
Book a Guided Implementation Today: Info-Tech is just a phone call away and can assist you with your
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Here are the suggested Guided Implementation points for the Mid-Market ERP Vendor Landscape:
Section 1: Shortlist Assistance and Requirements
Get off to a productive start: Discuss the market space and how vendors are evaluated.
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Market overview
How it got here Where it’s going

• ERP started in the sixties as mainframe tools to • ERP has become the latest enterprise application to be
automate repetitive manufacturing schedules. available as a cloud SaaS. SaaS has eased the
adoption of ERP and the extensibility of existing
• The standardization of databases by Oracle and deployments.
Microsoft allowed for greater integration of enterprise
modules, such as CRM and industry-specific • ERP is moving from merely a record of transactions to
functionality. The key to success became the the main data repository for the organization. The
capabilities of the channel partners. incorporation of analytics and workflow management is
becoming increasingly important.
• Enterprises were presented with the challenge of
managing and effectively using an ever-increasing • Large vendors are easing customization challenges with
volume of data. UI improvements and different deployment options.
Their approach potentially diminishes the need for ISVs
• The advent of web-based software offerings (SaaS) and VARs for large segments of the market.
decreased the initial cost of deploying an ERP system,
furthering SME market adoption. Integration and
industry specialization remain a challenge.
As the market evolves, capabilities that were once cutting edge become default and new functionality
becomes differentiating. The ability to support multiple sites has become a Table Stakes capability and should
no longer be used to differentiate solutions. Instead focus on usability and data visualization to get the best fit
for your requirements.

ERP vendor selection / knock-out criteria: market share, mind
share, and platform coverage
• The regulatory complexity and need to increase margins in a wide set of industries has fueled a renewed interest in ERP
applications. The increased functionality and ease-of-deployment for SaaS products have made ERP a realistic option
for the whole mid-market.
• For this Vendor Landscape, Info-Tech focused on those vendors that offer broad capabilities across multiple platforms
and that have a strong market presence and/or reputational presence among mid and large-sized enterprises.
Included in this Vendor Landscape:
• Sage. Provides two products for this space: 500 (formerly MAS 500) for the mid to large-sized segment, and 300 ERP
(formerly ERP Accpac) for the small to mid-sized segment.
• SAP. The gold standard in ERP, particularly for large enterprises. Business One is SAP‟s mid-market offering.
• Oracle. Provides the database architecture for many of these vendors. JD Edwards EnterpriseOne is the elder
statesman of the mid-market ERP market.
• Microsoft. The Dynamics line contains solutions that cover the whole of the mid-market space. Info-Tech reviewed GP
and NAV for this Vendor Landscape.
• NetSuite. The most established SaaS offering has seen tremendous growth in the last five years.
• Epicor. An established vendor that primarily serves the manufacturing, distribution, and retail markets.
• UNIT4. An emerging vendor that is known for its post-implementation agility (i.e. the ability to respond to business
change scenarios in an efficient way).
• Infor. Focuses on line-of-business applications with a product portfolio focused on micro-verticals.

ERP criteria & weighting factors
Product Evaluation Criteria Criteria Weighting
The solution provides basic and advanced

Features feature/functionality. Features 30%
The end-user and administrative interfaces are 50% Usability

Usability intuitive and offer streamlined workflow.
Implementing and operating the solution is Architecture 15%

Affordability affordable given the technology. 5%
Affordability
Multiple deployment options and extensive Product
Architecture integration capabilities are available. 60%
Vendor Evaluation Criteria
Vendor is profitable, knowledgeable, and will be

Viability around for the long term. 40%
Vendor is committed to the space and has a Vendor

Strategy future product and portfolio roadmap.
Viability
10%
Vendor offers global coverage and is able to sell
Reach and provide post-sales support. 40% Strategy
Channel 30%
Vendor channel strategy is appropriate and the
Channel channels themselves are strong.
20%
Reach

The Info-Tech ERP Vendor Landscape
The zones of the Landscape The Info-Tech ERP Vendor Landscape

Champions receive high scores for most evaluation
criteria and offer excellent value. They have a strong
market presence and are usually the trend setters
for the industry.
Market Pillars are established players with very Infor

strong vendor credentials, but with more average
product scores. Epicor
Sage 300
Innovators have demonstrated innovative product
strengths that act as their competitive advantage in
Sage 500
appealing to niche segments of the market. NetSuite
Emerging Players are comparatively newer

vendors who are starting to gain a foothold in the Microsoft
marketplace. They balance product and vendor NAV
attributes, though score lower relative to market
Champions. Oracle UNIT4
SAP
Microsoft
GP
For an explanation of how the Info-Tech Vendor Landscape is created, see Information Presentation – Vendor Landscape in the Appendix.

Balance individual strengths to find the best fit for your
enterprise
Product Vendor 1234
Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel
Epicor
Infor*
Microsoft (GP)
Microsoft
(NAV)
NetSuite
Oracle*
Sage (300)
Sage (500)
SAP*
UNIT4*
Legend =Exemplary =Good =Adequate =Inadequate =Poor

*The vendor declined to provide pricing and publicly available pricing could not be found.
For an explanation of how the Info-Tech Harvey Balls are calculated, see Information Presentation – Criteria Scores (Harvey Balls) in the Appendix.

The Info-Tech ERP Value Index
What is a Value Score? Champion On a relative basis, Epicor maintained

the highest Info-Tech Value ScoreTM of
The Value Score indexes each the vendor group. Vendors were indexed
vendor‟s product offering and against Epicor‟s performance to provide
business strength relative to its a complete, relative view of their product
price point. It does not indicate offerings.
vendor ranking.
Vendors that score high offer more

bang-for-the-buck (e.g. features, 70 Average Score: 61.8
usability, stability, etc.) than the
average vendor, while the inverse is 100
true for those that score lower.
74 69
Price-conscious enterprises may 90 62
56
wish to give the Value Score more 80
consideration than those who are
more focused on specific 60
vendor/product attributes. 10 50 0 0 0 0
40
30
20
10
*The vendor declined to provide pricing and

publicly available pricing could not be found.
For an explanation of how Price is determined, see Information Presentation – Price Evaluation in the Appendix.
For an explanation of how the Info-Tech Value Index is calculated, see Information Presentation – Value Index in the Appendix.

Table Stakes represent the minimum standard; without these,
a product doesn’t even get reviewed
The Table Stakes What Does This Mean?
Feature Description The products assessed in this Vendor
LandscapeTM meet, at the very least, the
Financial management (general ledger, requirements outlined as Table Stakes.
Reconcile-to-Report
PO reconciliation, tax rationalization).
Many of the vendors go above and beyond
Order-to-Cash Basic CRM and order management. the outlined Table Stakes, some even do so
in multiple categories. This section aims to
highlight the products‟ capabilities in excess
Basic asset management and accounts of the criteria listed here.
Procure-to-Pay
payable.
Basic human resources information and

Hire-to-Retire (HR)
management.
A technical architecture that supports

Technical Architecture add-ons and integration with common
reporting tools.
If Table Stakes are all you need from your ERP solution, the only true differentiator for the organization is
price. Otherwise, extend your search to find the best price and value for your needs.

Advanced Features are the capabilities that allow for granular
market differentiation
Scoring Methodology Advanced Features
Info-Tech scored each vendor‟s features
offering as a summation of its individual scores Feature What we looked for:
across the listed advanced features. Vendors
were given one point for each feature the Analytics and In-application statistics and data visualization for
product inherently provided. Some categories reporting reporting to internal and external stakeholders.
were scored on a more granular scale with
vendors receiving half points.
Mobile Mobile-specific application that is functional on a
applications tablet or HTML5/responsive design browser.
Multi-site ERP Rationalization of the financial statements and

functionality budgeting needs across multiple locations.
Integration with Connectors to support productivity in a regulated

end-user tools manner within the corporate environment.
Exception The mechanisms for managing exceptions to

management normal processes.
For an explanation of how Advanced Features are determined, see Information Presentation – Feature Ranks (Stoplights) in the Appendix.

Advanced Features are the capabilities that allow for granular
market differentiation
Scoring Methodology Advanced Features
Info-Tech scored each vendor‟s features
offering as a summation of its individual scores Feature What we looked for:
across the listed advanced features. Vendors The number of industries out of these ten large
were given one point for each feature the categories: pharmaceuticals, insurance,
product inherently provided. Some categories Industry-
healthcare, manufacturing, retail, distribution,
were scored on a more granular scale with specific communication, real estate, government, higher
vendors receiving half points. modules education, that have specific modules across all
ERP uses.
Support for typical ERP centric activities such as
Horizontal accounts payable, HR, supplier management,
support customer orders (SKUs, POS, etc.), and partner
payments.
Support for more expansive business processes

BPM support that require additional application or information
sources other than only the ERP system.
Document Documents related to a ERP process are stored,

management accessed, and integrated into processes.
Application Dev. Platform for customizing branding and business

Platform critical unique processes.

Each vendor offers a different feature set; concentrate on what
your organization needs
Evaluated Features
Analytics Multi-site Integration Industry
Mobile Exception Horizontal BPM App. Dev.
and ERP with end- specific Doc. mgmt.
applications mgmt. support support platform
reporting functionality user tools modules
Epicor
Infor
Microsoft (GP)
Microsoft
(NAV)
NetSuite
Oracle
Sage (300)
Sage (500)
SAP
UNIT4
Legend =Feature fully present =Feature partially present/pending =Feature absent


Shortlist Assistance & Requirements
Arrange a call now: email GuidedImplementations@InfoTech.com or call

1-888-670-8889 and ask for the Guided Implementation Coordinator.
Prior to the Guided During the Guided
Value & Outcome
Implementation Implementation
1. Have reasoning as to why a new An Info-Tech Consulting Analyst will At the conclusion of the Guided
solution is being discussed. discuss with you: Implementation call, you will have:
2. Compile list of incompetencies and • Reviewing the market and • An understanding of the market
gaps. understanding the rationale behind situation.
the evaluation. • A narrowed list of vendors with the
• Deciding on a deployment method. customized evaluation tool.
• Feature analysis. • An RFP template to distribute to
vendors.

Mid-sized organizations with multiple locations still require
visibility into the processes and financials of each site
All vendors can manage financial consolidation; organizations centrally
managing resourcing need deeper tools.
1 Distributed resourcing
Best suited for professional services
2 300 GP
3
Why Scenarios? Best suited for distributors

In reviewing the products included
in each Vendor LandscapeTM,
certain use cases come to the NAV
forefront. Whether those use cases
are defined by applicability in
certain locations, relevance for Best suited for manufacturers
certain industries, or as strengths in
delivering a specific capability, Info-
Tech recognizes those use cases
as Scenarios, and calls attention to 500 ERP
them where they exist.
For an explanation of how Scenarios are determined, see Information Presentation – Scenarios in the Appendix.

Enterprise-wide budgeting and revenue forecasting requires
clear analytics and information presentation
Move away from Excel for managing the long-term growth and planning
exercises with an ERP system that provides clear data visualization tools.
1 Best suited for professional services
2 Budgeting and
forecasting
300
3
Best suited for volatile industries
Why Scenarios?
certain use cases come to the NAV
certain locations, relevance for Best suited for HCM-focused organizations
as Scenarios, and calls attention to

Large enterprise players in niche verticals need systems that
understand their needs
All products in this landscape can handle the financial and general
resourcing planning. The differentiator will be in the add-on modules.
1 Best suited for higher education
2
3 Complex niche markets
Best suited for pharmaceutical

Why Scenarios?
certain use cases come to the
certain locations, relevance for Best suited for mining, oil, and gas
as Scenarios, and calls attention to 300

RFP & Budget Review

Value & Outcome
1. Collect RFPs from vendors based on An Info-Tech Consulting Analyst will At the conclusion of the Guided
the template provided. discuss with you: Implementation call, you will have:
• Reviewing price benchmarking. • A narrow list of vendors.
• Reviewing returned RFPs. • A clear understanding of the
capabilities of the solutions on the
shortlist.
• A demo script to use during
presentations with the final list of
vendors.

Infor provides a strong platform built for long-
term growth
Champion Overview
• Infor M3 is a comprehensive, centralized ERP solution with a
Product: Infor M3 focus on specific industries and has industry-specific suites for
Employees: 12,700 Food & Beverage, Fashion, Chemicals, Equipment Dealers &
Headquarters: New York, NY Service, and Distribution.
Website: Infor.com
Founded: 2002
Presence: Privately held Strengths
• The Infor Ming.le UI is very visually appealing. It can also provide
a consolidated UI for managers taking advantage of the micro-
vertical strategy that Infor is using for the ERP systems.
• Infor ION provides a workflow engine that can be used across
Infor products.
• Infor‟s policy of yearly contract re-evaluation is a key aspect of
ensuring that organizations only license software they are using.
• Innovation within Infor M3 includes Infor M3 Fresh Food Planner,
Infor M3 Counter Sales for Distribution, and Infor CloudSuite.
The vendor declined to provide pricing, and
publicly available pricing could not be found Challenges
• The narrow marketing of each of Infor‟s product lines can be
confusing for organizations that do not fit within the target
verticals.
• Infor ION more than replaces any deficits in the Infor M3 workflow.
• The latest innovations from Infor are some of the best pieces of
$1 $1M+ the ERP: Infor ION, Infor HCM, Infor Ming.le, and Infor Fashion
PLM. Unfortunately they require additional modules with the
purchase of Infor M3.

The value of Infor M3 is based on your alignment with the
micro-verticals that it is designed to serve
Vendor Landscape Product Vendor
Usability
Better than average Administration End user

Not a defining feature
Ease of administration Social tools (process
Not a strength follow, integrated
Role-based controls messaging)
Process management User-configurable view

X Public
Value Index X Private Ease of update Intuitive workflow-
building GUI
X Vendor
N/A Analytics and Mobile Multi-site ERP Integration with

Features
Industry specific Horizontal App. Dev.
Exception mgmt. BPM support Doc. mgmt.
The vendor declined to provide pricing, Reporting Applications functionality end-user tools modules support platform
and publicly available pricing
could not be found.
Info-Tech Recommends:
Evaluate Infor separately from M3. Most mid-sized organizations can find value in Infor‟s family of
offerings, but very few will fit Infor M3‟s narrow set of verticals.

Extensible, single interface for supporting worker
needs that extend beyond just ERP
Champion Overview
• Epicor is a comprehensive upper mid-market ERP platform,
Product: Epicor ERP version 10 primarily for manufacturing, distribution, and retail.
Employees: 4,800 • Epicor is innovative in its adoption of social tools for real business
Headquarters: Austin, TX scenarios.
Website: Epicor.com
Founded: 1972
Presence: Privately held Strengths
• Flexible Service-Oriented Architecture (SOA) allows enterprises
to model business rules and minimize customization.
• Strong and consistent UI for non-IT users.
• Excellent integration for linking a wide range of content into the
data warehouse.
• Embedded functionality reduces integration costs.
5 year TCO for this solution falls into pricing

tier 6, between $50,000 and $100,000
Challenges
• Early adopters reported some challenges with core modules.
Request references for your specific industry use.
• Epicor‟s channel of consultants and implementers is smaller than
that of competitors.
• Epicor has limited industry modules, but many industry-specific
$1 $1M+ customizations can be handled through the BPM and social
modules.
Pricing provided by vendor

Epicor provides a strong mobile platform for sales-focused
organizations
Testing Capabilities
Usability


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building GUI
X Vendor
100
1st out of 10
Analytics and
Reporting
Mobile
Applications
Multi-site ERP
functionality
Integration with
end-user tools
Features
Exception mgmt.
Industry specific
modules
Horizontal
support
BPM support Doc. mgmt.
App. Dev.
platform
Distributed organizations looking for a single platform for sales, manufacturing, and business processes
will find great value in Epicor.

Sage maintains strong partner relationships across all of
its products
Champion Overview
• Sage 300 ERP is widely deployed across geographies and
Product: Sage 300 industries.
Employees: 13,600
Headquarters: Newcastle, UK
Website: Sage.com
Founded: 1981
Presence: LSE: SGE Strengths
• Sage has focused on providing partners with better data to ensure
that customers are maximizing their Sage investment. This
initiative will also provide Sage with a one-of-a-kind best practices
and KPI network to empower clients and partners.
• The UI of both the desktop and web client are intuitive and flexible
enough for all potential users from C-suite to front-line users.

tier 7, between $100,000 and $250,000
Challenges
• Sage has introduced dashboarding and analytics capabilities more
slowly than many competitors in this space. Expect a robust
experience in the next round of updates.
• Many social and extended features are only available through
Sage CRM and Microsoft.
$1 $1M+

Sage 300 will require strong relationships with the
implementer to assure long-term value
Usability


X Public
building GUI
Vendor
62
4th out of 10
Analytics and
Reporting
Mobile
Applications
Multi-site ERP
functionality
Integration with
end-user tools
Features
Exception mgmt.
Industry specific
modules
Horizontal
support
App. Dev.
platform
Sage 300 provides a robust, customizable product for the mid-market.

NetSuite provides a data-driven platform to manage
business decisions
Champion Overview
• NetSuite is the pioneer of SaaS and cloud ERP software
Product: NetSuite ERP applications.
Employees: 2,400 • Grew out of NetLedger with the financial backing of Larry Ellison
Headquarters: San Mateo, CA to fill the ERP need of small and mid-sized businesses.
Website: NetSuite.com
Founded: 1998
Presence: NYSE: N Strengths
• Has highly configurable views. There is simple navigation through
any ERP defined item or the global search function.
• Has clear simple data visualizations and reporting elements that
can be expanded as use case and role demands change.
• Is the only vendor in this space to provide an expandable KPI
library across all processes and data points.

tier 7, between $100,000 and $250,000
Challenges
• Although the data visualizations are clear, the linkage to the
custom KPIs and analytics can require many steps to set up.
• Excellent product for small to mid-market, but limited to service
and retail verticals for high growth mid-market organizations.
• While NetSuite has a mobile app, the lack of support for non-iOS
$1 $1M+ platforms is disappointing given the cloud and web-based
platform.
Pricing solicited from public sources

NetSuite has the largest library of KPIs to ensure clear
reporting
Usability


Public
Value Index Private Ease of update Intuitive workflow-
building GUI
X Vendor
10
6th out of 10
Analytics and
Reporting
Mobile
Applications
Multi-site ERP
functionality
Integration with
end-user tools
Features
Exception mgmt.
Industry specific
modules
Horizontal
support
App. Dev.
platform
Customer service and distributors will find top value in NetSuite‟s platform.

Strong solution for organizations that need to automate
complex processes
Champion Overview
• Sage 500 ERP is an open platform focused on the mid-large
Product: 500 ERP market for the service and manufacturing verticals.
Employees: 13,600
Headquarters: Newcastle, UK
Website: Sage.com
Founded: 1981
Presence: LSE: SGE Strengths
• The visual process UI is easy, clear, and directive. Organizations
with high turnover in front-line process workers will find significant
value in Sage 500 ERP.
• Very intelligent mobile app can be directly linked into mapping
functions for iOS (Android is coming) allowing for both routing
information and sales analytics for mid-market organizations.
• The use of hover text and logical icons provide a very easy user
5 year TCO for this solution falls into pricing experience for both administrators and end users.
tier 7, between $100,000 and $250,000
Challenges
• Very step heavy. Most processes will require a high level of user
intervention. The Office connector will ease some of the process
issues.
• The speed at which Sage has updated 500 is slow compared to
many of its competitors when it comes to mobile and cloud.
$1 $1M+

Easy, straightforward process mapping will ease Sage 500
implementation and maintence
Usability


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Vendor
69
3rd out of 10
Analytics and
Reporting
Mobile
Applications
Multi-site ERP
functionality
Integration with
end-user tools
Features
Exception mgmt.
Industry specific
modules
Horizontal
support
App. Dev.
platform
Service and manufacturing organizations should look at Sage 500 as a key ERP system.

UNIT4 Agresso provides strong reporting and analytics for
planning activities
Market Pillar Overview
• UNIT4 Agresso was designed for dynamic, service-centric
Product: UNIT4 Agresso organizations.
Employees: 4,230 • UNIT4 Business Software merged with Agresso in 2000 to build
Headquarters: Sliedrecht, Netherlands an integrated ERP platform.
Website: UNIT4.com
Founded: 1980
Presence: NYSE Euronext Amst: U4AGR Strengths
• Changes to reporting and analytics, as well as workflow, can be
enabled by business users without IT assistance.
• The role-based features provide a simplified and highly
customizable view to users while maintaining audit ability.
• Excellent control for budget monitoring and portioning across
departments and physical units of the enterprise.

• There is a limited number of VARs and ISVs in many regions of
North America and Asia.
• UNIT4 Business Software Intelligence is relatively new in North
America. Support is limited outside of the EU.
$1 $1M+

UNIT4 provides an analytical platform for organizations to
standardize their resourcing processes
Usability


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Features
could not be found.
UNIT4 Agresso is a strong platform for higher education and service-orientated organizations.

Business One is primarily a second tier solution for multi-site
organizations
Market Pillar Overview
• Business One was developed out of SAP‟s TopManage
Product: SAP Business One acquisition, and is a distinct product from SAP‟s enterprise
Employees: 66,000 offerings.
Headquarters: Walldorf, DEU
Website: SAP.com
Founded: 1972
Presence: NYSE: SAP Strengths
• Business One offers strong mobile support with an iPhone app
that helps sales teams stay connected and informed.
• Supports global operations with multi-language and multi-
currency capabilities, country-specific allocation, and reporting
requirements.
• Business One‟s highly capable CRM is integral to its solution.

• Business One is built on client/server architecture and is not
browser-based, limiting the extensibility of the solution for fast
growing enterprises.
• Business One relies on add-on modules to manage and
consolidate financial data, limiting its use for mid-market multi-
$1 $1M+ nationals.

Take advantage of Business One on HANA to get full value of
the platform
Usability


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Features
could not be found.
Strong platform for mid-sized businesses that are partnered with SAP shops or need the HANA analytics
platform.

Highly customizable system with a huge share of several small
niches
Emerging Player Overview
• Dynamics NAV (formerly Navision) serves more than 82,000 mid-
Product: Dynamics NAV sized enterprises in 150 countries, and is available in a licensed
Employees: 89,000 or hosted deployment.
Headquarters: Redmond, WA
Website: Microsoft.com
Founded: 1975
Presence: NASDAQ: MSFT Strengths
• Dynamics NAV has high flexibility to serve a broad array of
enterprises. It is very popular with VARs that serve niche markets
such as food distribution or fisheries.
• Dynamics NAV provides an Office-like environment and allows for
integration with other parts of the Microsoft stack.
• The licensing model provides customers with a very price
conscious ERP system.
tier 6, between $50,000 and $100,000
Challenges
• Dynamics NAV customization and development is difficult without
highly skilled ISVs. This customization makes NAV painful to
maintain and upgrade.
• The value of the NAV platform comes from the VAR and SI
community not the product itself.
$1 $1M+

NAV requires a strong industry partner to implement the
system
Usability


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building GUI
Vendor
74
2nd out of 10
Analytics and
Reporting
Mobile
Applications
Multi-site ERP
functionality
Integration with
end-user tools
Features
Exception mgmt.
Industry specific
modules
Horizontal
support
App. Dev.
platform
Choose NAV based on the implementer skill in your industry, not for overall features.

Solid, flexible ERP system for any industry

• JDE came into Oracle‟s possession in 2005 as a part of the
Product: JDE EnterpriseOne PeopleSoft acquisition.
Employees: 108,000 • JDE EnterpriseOne is a solution best fit for upper mid-market
Headquarters: Redwood Shores, CA enterprises.
Website: Oracle.com
Founded: 1977
Presence: NASDAQ: ORCL Strengths
• JDE EnterpriseOne has the depth to serve the needs of even the
most complex mid-market enterprises.
• JDE EnterpriseOne has configurations – including the choice of
database, operating system, and hardware – to provide extensive
flexibility and scalability.

• The UI and reporting features are lagging behind competitors,
leading to end-user uncertainty.
• JDE EnterpriseOne is a mature product and has not seen its
advanced features upgraded to compete with other vendors.
$1 $1M+

JD Edwards still has few rivals at the core ERP processes
Usability


Public
building GUI
X Vendor

Features
could not be found.
The slow move of Oracle to clarify the marketing surrounding the ERP products and the cloud roadmap
is an ongoing concern for those choosing JD Edwards.

Basic product that provides financials at a low cost

• Dynamics GP (formerly Great Plains) is widely used as the
Product: Dynamics GP financial add-on for many specialty products.
Employees: 89,000 • Dynamics GP came from Microsoft‟s 2001 acquisition of Great
Headquarters: Redmond, WA Plains Software.
Website: Microsoft.com
Founded: 1975
Presence: NASDAQ: MSFT Strengths
• The core ERP financial modules provide excellent functionality
for the small to mid-market enterprises.
• Dynamics GP provides an Office-like UI and integrates with
Microsoft Office to enhance the efficiency of users.
• Microsoft has greatly enhanced the product in 2013 with a
cleaner UI and better use of CSS to customize the UI.

tier 6, between $50,000 and $100,000
Challenges
• Dynamics GP lacks many features available in competitive
offerings.
• Microsoft‟s overall message on the Dynamics platform has lead
to confusion on GP‟s long-term future. Currently the roadmap
notes GP „14 will be delivered in 2015-16. However, there is no
$1 $1M+ indication if Microsoft will directly offer GP as a cloud
subscription.

Mature product that provides basic process and financial
control for Microsoft shops
Usability


X Public
building GUI
Vendor
56
5th out of 10
Analytics and
Reporting
Mobile
Applications
Multi-site ERP
functionality
Integration with
end-user tools
Features
Exception mgmt.
Industry specific
modules
Horizontal
support
App. Dev.
platform
Non-profits and small enterprises should look at GP as a good starting point for ERP.

Contract Review and Negotiation Tactics

Value & Outcome
1. Bring final contracts received from An Info-Tech Consulting Analyst will At the conclusion of the Guided
vendors on shortlist. discuss with you: Implementation call, you will have:
• Reviewing your contracts to ensure • Tactics on how to get a better price
the contract is fair and in line with on your solution.
industry standards.
• Confidence in the solution you are
• The best negotiation tactics to get
purchasing.
the best value for your purchase.

Identify leading candidates with the Mid-Market ERP Vendor
Shortlist & Detailed Feature Analysis Tool
The Info-Tech Mid-Market ERP Vendor Shortlist & Detailed Feature Analysis
Tool is designed to generate a customized shortlist of vendors based on your
key priorities.
This tool offers the ability to modify:
Overall Vendor vs. Product Weightings
• Individual product criteria weightings:

 Features
 Usability
 Affordability
 Architecture
• Individual vendor criteria weightings:
 Viability
 Strategy
 Reach
 Channel

Issue an RFP to ensure that the vendor fits your needs,
not the other way around
Use Info-Tech’s ERP Solution Specification Template to conduct this critical
step in your vendor selection process.
Info-Tech’s ERP Solution Specification

Template is populated with critical elements
including:
• Prioritization Grid
• Relevant Assessment Approach
• Project Concerns
• Operating Unit Specific Requirements
• Horizontal Requirements
• Operating Characteristics
• Desired Metrics
• Technical Environment

Take charge of vendor finalist demos with a Vendor
Demonstration Script
A product demo, using Info-Tech’s ERP Vendor Demonstration Script, helps
enterprise decision makers better understand the capabilities and
constraints of various solutions.
The ERP Vendor Demonstration

Script will:
• Provide vendors with a consistent set of

instructions for key scenarios from the
perspective of IT and departmental
managers.
• Outline solution capabilities and processes
around your organizational needs.
• Establish common rules of engagement for
conducting vendor demonstrations.

Appendix
1. Description of Usability Graphic
2. Vendor Landscape Methodology: Overview
3. Vendor Landscape Methodology: Product Selection & Information Gathering
4. Vendor Landscape Methodology: Scoring
5. Vendor Landscape Methodology: Information Presentation
6. Vendor Landscape Methodology: Fact Check & Publication
7. Product Pricing Scenario

Description of Usability Graphic
Usability of the system is a key criteria
in the decision of purchase a ERP.
Better than average The features described below are the
basis for the Usability Harvey Ball.
Not a strength
Usability
Administration End user
Ease of administration Social tools (process follow,

integrated messaging)
Role-based controls
The rapid expansion of cloud User-configurable view
infrastructure and mobile Process management
workers has increased the Public Intuitive workflow-building GUI
need for cloud deployment Ease of update
Private
options.
Vendor
Public refers to the
customer‟s ability to
provision their on-cloud
services. The ease with which the system can The consumerization of IT has
be administered is key to the long- set user expectations for what
Private refers to the closed term value of an ERP system to the tools and functionality should
systems, including data enterprise. be available in their work life.
centers and virtualized
infrastructure. ERP administration is not just The greater the ability to push
updates and patches, but is also configuration to end users, the
Vendor refers to the ability to putting the right information at end more usable the system will be
provision ERP from the users‟ fingertips when they need it. for end users.
vendor as a cloud SaaS.

Vendor Landscape Methodology:
Overview
Info-Tech‟s Vendor Landscapes are research materials that review a particular IT market space, evaluating the strengths and abilities of both
the products available in that space, as well as the vendors of those products. These materials are created by a team of dedicated analysts
operating under the direction of a senior subject matter expert over a period of six weeks.
Evaluations weigh selected vendors and their products (collectively “solutions”) on the following eight criteria to determine overall standing:
• Features: The presence of advanced and market-differentiating capabilities.
• Usability: The intuitiveness, power, and integrated nature of administrative consoles and client software components.
• Affordability: The three-year total cost of ownership of the solution.
• Architecture: The degree of integration with the vendor‟s other tools, flexibility of deployment, and breadth of platform applicability.
• Viability: The stability of the company as measured by its history in the market, the size of its client base, and its financial performance.
• Strategy: The commitment to both the market-space, as well as to the various sized clients (small, mid-sized, and enterprise clients).
• Reach: The ability of the vendor to support its products on a global scale.
• Channel: The measure of the size of the vendor‟s channel partner program, as well as any channel strengthening strategies.
Evaluated solutions are plotted on a standard two by two matrix:
• Champions: Both the product and the vendor receive scores that are above the average score for the evaluated group.
• Innovators: The product receives a score that is above the average score for the evaluated group, but the vendor receives a score that is
below the average score for the evaluated group.
• Market Pillars: The product receives a score that is below the average score for the evaluated group, but the vendor receives a score that
is above the average score for the evaluated group.
• Emerging Players: Both the product and the vendor receive scores that are below the average score for the evaluated group.
Info-Tech‟s Vendor Landscapes are researched and produced according to a strictly adhered to process that includes the following steps:
• Vendor/product selection
• Information gathering
• Vendor/product scoring
• Information presentation
• Fact checking
• Publication
This document outlines how each of these steps is conducted.

Vendor/Product Selection & Information Gathering
Info-Tech works closely with its client base to solicit guidance in terms of understanding the vendors with whom clients wish to work and the
products that they wish evaluated; this demand pool forms the basis of the vendor selection process for Vendor Landscapes. Balancing this
demand, Info-Tech also relies upon the deep subject matter expertise and market awareness of its Senior, Lead, and Principle Research
Analysts to ensure that appropriate solutions are included in the evaluation. As an aspect of that expertise and awareness, Info-Tech‟s
analysts may, at their discretion, determine the specific capabilities that are required of the products under evaluation, and include in the
Vendor Landscape only those solutions that meet all specified requirements.
Information on vendors and products is gathered in a number of ways via a number of channels.
Initially, a request package is submitted to vendors to solicit information on a broad range of topics. The request package includes:
• A detailed survey.
• A pricing scenario (see Vendor Landscape Methodology: Price Evaluation and Pricing Scenario, below).
• A request for reference clients.
• A request for a briefing and, where applicable, guided product demonstration.
These request packages are distributed approximately twelve weeks prior to the initiation of the actual research project to allow vendors ample
time to consolidate the required information and schedule appropriate resources.
During the course of the research project, briefings and demonstrations are scheduled (generally for one hour each session, though more time
is scheduled as required) to allow the analyst team to discuss the information provided in the survey, validate vendor claims, and gain direct
exposure to the evaluated products. Additionally, an end-user survey is circulated to Info-Tech‟s client base and vendor-supplied reference
accounts are interviewed to solicit their feedback on their experiences with the evaluated solutions and with the vendors of those solutions.
These materials are supplemented by a thorough review of all product briefs, technical manuals, and publicly available marketing materials
about the product, as well as about the vendor itself.
Refusal by a vendor to supply completed surveys or submit to participation in briefings and demonstrations does not eliminate a vendor from
inclusion in the evaluation. Where analyst and client input has determined that a vendor belongs in a particular evaluation, it will be evaluated
as best as possible based on publicly available materials only. As these materials are not as comprehensive as a survey, briefing, and
demonstration, the possibility exists that the evaluation may not be as thorough or accurate. Since Info-Tech includes vendors regardless of
vendor participation, it is always in the vendor‟s best interest to participate fully.
All information is recorded and catalogued, as required, to facilitate scoring and for future reference.

Scoring
Once all information has been gathered and evaluated for all vendors and products, the analyst team moves to scoring. All scoring is
performed at the same time so as to ensure as much consistency as possible. Each criterion is scored on a ten point scale, though the manner
of scoring for criteria differs slightly:
• Features is scored via Cumulative Scoring
• Affordability is scored via Scalar Scoring
• All other criteria are scored via Base5 Scoring
In Cumulative Scoring, a single point is assigned to each evaluated feature that is regarded as being fully present, partial points to each
feature that is partially present, and zero points to features that are deemed to be absent or unsatisfactory. The assigned points are summed
and normalized to a value out of ten. For example, if a particular Vendor Landscape evaluates eight specific features in the Feature Criteria,
the summed score out of eight for each evaluated product would be multiplied by 1.25 to yield a value out of ten.
In Scalar Scoring, a score of ten is assigned to the lowest cost solution, and a score of one is assigned to the highest cost solution. All other
solutions are assigned a mathematically determined score based on their proximity to / distance from these two endpoints. For example, in an
evaluation of three solutions, where the middle cost solution is closer to the low end of the pricing scale it will receive a higher score, and
where it is closer to the high end of the pricing scale it will receive a lower score; depending on proximity to the high or low price it is entirely
possible that it could receive either ten points (if it is very close to the lowest price) or one point (if it is very close to the highest price). Where
pricing cannot be determined (vendor does not supply price and public sources do not exist), a score of 0 is automatically assigned.
In Base5 scoring a number of sub-criteria are specified for each criterion (for example, Longevity, Market Presence, and Financials are sub-
criteria of the Viability criterion), and each one is scored on the following scale:
5 - The product/vendor is exemplary in this area (nothing could be done to improve the status).
4 - The product/vendor is good in this area (small changes could be made that would move things to the next level).
3 - The product/vendor is adequate in this area (small changes would make it good, more significant changes required to be exemplary).
2 - The product/vendor is poor in this area (this is a notable weakness and significant work is required).
1 - The product/vendor is terrible/fails in this area (this is a glaring oversight and a serious impediment to adoption).
The assigned points are summed and normalized to a value out of ten as explained in Cumulative Scoring above.
Scores out of ten, known as Raw scores, are transposed as-is into Info-Tech‟s Vendor Landscape Shortlist Tool, which automatically
determines Vendor Landscape positioning (see Vendor Landscape Methodology: Information Presentation - Vendor Landscape, below),
Criteria Score (see Vendor Landscape Methodology: Information Presentation - Criteria Score, below), and Value Index (see Vendor
Landscape Methodology: Information Presentation - Value Index, below).

Information Presentation – Vendor Landscape
Info-Tech‟s Vendor Landscape is a two-by-two matrix that plots solutions based on the
Vendor Landscape
combination of Product score and Vendor score. Placement is not determined by
absolute score, but instead by relative score. Relative scores are used to ensure a Innovators: Champions:
consistent view of information and to minimize dispersion in nascent markets, while solutions with below solutions with above
enhancing dispersion in commodity markets to allow for quick visual analysis by clients. average Vendor average Vendor
scores and above scores and above
Relative scores are calculated as follows: average Product average Product
1. Raw scores are transposed into the Info-Tech Vendor Landscape Shortlist Tool scores. scores.
(for information on how Raw scores are determined, see Vendor Landscape
Methodology: Scoring, above).
2. Each individual criterion Raw score is multiplied by the pre-assigned weighting
factor for the Vendor Landscape in question. Weighting factors are determined
prior to the evaluation process to eliminate any possibility of bias. Weighting
factors are expressed as a percentage such that the sum of the weighting factors
for the Vendor criteria (Viability, Strategy, Reach, Channel) is 100% and the sum
of the Product criteria (Features, Usability, Affordability, Architecture) is 100%.
3. A sum-product of the weighted Vendor criteria scores and of the weighted Product
criteria scores is calculated to yield an overall Vendor score and an overall Product
score.
4. Overall Vendor scores are then normalized to a 20-point scale by calculating the
arithmetic mean and standard deviation of the pool of Vendor scores. Vendors for
whom their overall Vendor score is higher than the arithmetic mean will receive a
normalized Vendor score of 11-20 (exact value determined by how much higher
than the arithmetic mean their overall Vendor score is), while vendors for whom
their overall Vendor score is lower than the arithmetic mean will receive a Emerging Players: Market Pillars:
normalized Vendor score of between one and ten (exact value determined by how solutions with below solutions with above
much lower than the arithmetic mean their overall Vendor score is). average Vendor average Vendor
5. Overall Product score is normalized to a 20-point scale according to the same scores and below scores and below
process. average Product average Product
6. Normalized scores are plotted on the matrix, with Vendor score being used as the scores. scores.
x-axis, and Product score being used as the y-axis.

Information Presentation – Criteria Scores (Harvey Balls)
Info-Tech‟s criteria scores are visual representations of the absolute score assigned to each individual criterion, as well as of the calculated
overall vendor and product scores. The visual representation used is Harvey Balls.
Harvey Balls are calculated as follows:
1. Raw scores are transposed into the Info-Tech Vendor Landscape Shortlist Tool (for information on how raw scores are determined, see
Vendor Landscape Methodology: Scoring, above).
2. Each individual criterion raw score is multiplied by a pre-assigned weighting factor for the Vendor Landscape in question. Weighting
factors are determined prior to the evaluation process, based on the expertise of the Senior or Lead Research Analyst, to eliminate any
possibility of bias. Weighting factors are expressed as a percentage, such that the sum of the weighting factors for the vendor criteria
(Viability, Strategy, Reach, Channel) is 100%, and the sum of the product criteria (Features, Usability, Affordability, Architecture) is 100%.
3. A sum-product of the weighted vendor criteria scores and of the weighted product criteria scores is calculated to yield an overall vendor
score and an overall product score.
4. Both overall vendor score / overall product score, as well as individual criterion raw scores are converted from a scale of one to ten to
Harvey Ball scores on a scale of zero to four, where exceptional performance results in a score of four and poor performance results in a
score of zero.
5. Harvey Ball scores are converted to Harvey Balls as follows:
• A score of four becomes a full Harvey Ball.
• A score of three becomes a three-quarter full Harvey Ball.
• A score of two becomes a half-full Harvey Ball.
• A score of one becomes a one-quarter full Harvey Ball.
• A score of zero becomes an empty Harvey Ball.
6. Harvey Balls are plotted by solution in a chart where rows represent individual solutions and columns represent overall vendor / overall
product, as well as individual criteria. Solutions are ordered in the chart alphabetically by vendor name.
Harvey Balls
Overall Harvey Criteria Harvey
Balls represent Product Vendor Balls represent
weighted Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel individual raw
aggregates. scores.

Information Presentation – Feature Ranks (Stoplights)
Info-Tech‟s Feature Ranks are visual representations of the presence/availability of individual features that collectively comprise the Features‟
criteria. The visual representation used is stoplights.
Stoplights are determined as follows:
1. A single point is assigned to each evaluated feature that is regarded as being fully present, partial points to each feature that is partially
present, and zero points to features that are deemed to be fully absent or unsatisfactory.
• Fully present means all aspects and capabilities of the feature as described are in evidence.
• Fully absent means all aspects and capabilities of the feature as described are missing or lacking.
• Partially present means some, but not all, aspects and capabilities of the feature as described are in evidence, OR all aspects and
capabilities of the feature as described are in evidence, but only for some models in a line.
2. Feature scores are converted to stoplights as follows:
• Full points become a green light.
• Partial points become a yellow light.
• Zero points become a red light.
3. Stoplights are plotted by solution in a chart where rows represent individual solutions and columns represent individual features.
Solutions are ordered in the chart alphabetically by vendor name.
For example, a set of applications is being reviewed and a feature of “Integration with Mobile Devices” that is defined as “availability of
dedicated mobile device applications for iOS, Android, and BlackBerry devices” is specified. Solution A provides such apps for all listed
platforms and scores “green,” solution B provides apps for iOS and Android only and scores “yellow,” while solution C provides mobile device
functionality through browser extensions, has no dedicated apps, and so scores “red.”
Stoplights
Green means a Features Yellow shows

feature is fully partial availability
Feature 1 Feature 2 Feature 3 Feature 4 Feature 5 Feature 6 Feature 7 Feature 8
present; red, (such as in some
fully absent. models in a line).

Information Presentation – Value Index
Info-Tech‟s Value Index is an indexed ranking of solution value per dollar as determined
Value Index
by the raw scores assigned to each criteria (for information on how raw scores are
determined, see Vendor Landscape Methodology: Scoring, above). Vendors are arranged in order of Value Score.
The Value Score each solution achieved is
Value scores are calculated as follows: displayed, and so is the average score.
1. The Affordability criterion is removed from the overall product score and the
remaining product score criteria (Features, Usability, Architecture) are reweighted
so as to retain the same weightings relative to one another, while still summing to
100%. For example, if all four product criteria were assigned base weightings of
25%, for the determination of the Value Score, Features, Usability, and
Architecture would be reweighted to 33.3% each to retain the same relative
weightings while still summing to 100%.
2. A sum-product of the weighted vendor criteria scores and of the reweighted
product criteria scores is calculated to yield an overall vendor score and a
reweighted overall Product score. Average Score: 52
100
3. The overall vendor score and the reweighted overall product score are then
80
summed, and this sum is multiplied by the Affordability raw score to yield an
interim Value Score for each solution.
4. All interim Value Scores are then indexed to the highest performing solution by 40
dividing each interim Value Score by the highest interim Value Score. This results 30
in a Value Score of 100 for the top solution and an indexed Value Score relative to 10
the 100 for each alternate solution.
5. Solutions are plotted according to Value Score, with the highest score plotted first, A B C D E
and all remaining scores plotted in descending numerical order.
Where pricing is not provided by the vendor and public sources of information cannot be
Those solutions that are ranked as
found, an Affordability raw score of zero is assigned. Since multiplication by zero results
Champions are differentiated for point of
in a product of zero, those solutions for which pricing cannot be determined receive a
reference.
Value Score of zero. Since Info-Tech assigns a score of zero where pricing is not
available, it is always in the vendor‟s best interest to provide accurate and up to date
pricing. In the event that insufficient pricing is available to accurately calculate a Value
Index, Info-Tech will omit it from the Vendor Landscape.

Information Presentation – Price Evaluation: Mid-Market
Info-Tech‟s Price Evaluation is a tiered representation of the three-year Total Cost of
Price Evaluation
Ownership (TCO) of a proposed solution. Info-Tech uses this method of communicating
pricing information to provide high-level budgetary guidance to its end-user clients while Call-out bubble indicates within which price
respecting the privacy of the vendors with whom it works. The solution TCO is calculated tier the three-year TCO for the solution falls,
and then represented as belonging to one of ten pricing tiers. provides the brackets of that price tier, and
links to the graphical representation.
Pricing tiers are as follows:
1. Between $1 and $2,500
2. Between $2,500 and $10,000
3. Between $10,000 and $25,000
4. Between $25,000 and $50,000 tier 6, between $100,000 and $250,000
5. Between $50,000 and $100,000
6. Between $100,000 and $250,000
7. Between $250,000 and $500,000
8. Between $500,000 and $1,000,000
9. Between $1,000,000 and $2,500,000
10. Greater than $2,500,000
Where pricing is not provided, Info-Tech makes use of publicly available sources of
information to determine a price. As these sources are not official price lists, the $1 $2.5M+
possibility exists that they may be inaccurate or outdated, and so the source of the Pricing solicited from public sources
pricing information is provided. Since Info-Tech publishes pricing information regardless
of vendor participation, it is always in the vendor‟s best interest to supply accurate and
up to date information.
Info-Tech‟s Price Evaluations are based on pre-defined pricing scenarios (see Product Scale along the bottom indicates that the
Pricing Scenario, below) to ensure a comparison that is as close as possible between graphic as a whole represents a price scale
evaluated solutions. Pricing scenarios describe a sample business and solicit guidance with a range of $1 to $2.5M+, while the notation
as to the appropriate product/service mix required to deliver the specified functionality, indicates whether the pricing was supplied by
the list price for those tools/services, as well as three full years of maintenance and the vendor or derived from public sources.
support.

Information Presentation – Scenarios
Info-Tech‟s Scenarios highlight specific use cases for the evaluated solution to provide as complete (when taken in conjunction with the
individual written review, Vendor Landscape, Criteria Scores, Feature Ranks, and Value Index) a basis for comparison by end-user clients as
possible.
Scenarios are designed to reflect tiered capability in a particular set of circumstances. Determination of the Scenarios in question is at the
discretion of the analyst team assigned to the research project. Where possible, Scenarios are designed to be mutually exclusive and
collectively exhaustive, or at the very least, hierarchical such that the tiers within the Scenario represent a progressively greater or broader
capability.
Scenario ranking is determined as follows:
1. The analyst team determines an appropriate use case.
For example:
• Clients that have multinational presence and require vendors to provide four-hour onsite support.
2. The analyst team establishes the various tiers of capability.
For example:
• Presence in Americas
• Presence in EMEA
• Presence in APAC
3. The analyst team reviews all evaluated solutions and determines which ones meet which tiers of capability.
For example:
• Presence in Americas – Vendor A, Vendor C, Vendor E
• Presence in EMEA – Vendor A, Vendor B, Vendor C
• Presence in APAC – Vendor B, Vendor D, Vendor E
4. Solutions are plotted on a grid alphabetically by vendor by tier. Where one vendor is deemed to be stronger in a tier than other vendors in
the same tier, they may be plotted non-alphabetically.
For example:
• Vendor C is able to provide four-hour onsite support to 12 countries in EMEA while Vendors A and B are only able to provide four-hour
onsite support to eight countries in EMEA; Vendor C would be plotted first, followed by Vendor A, then Vendor B.
Analysts may also elect to list only the most Exemplary Performers for a given use case. One to three vendors will appear for each of these
purchasing scenarios with a brief explanation as to why we selected them as top-of-class.

Information Presentation – Vendor Awards
At the conclusion of all analyses, Info-Tech presents awards to exceptional solutions in
Vendor Awards
three distinct categories. Award presentation is discretionary; not all awards are
extended subsequent to each Vendor Landscape and it is entirely possible, though
unlikely, that no awards may be presented.
Info-Tech‟s Champion
Awards categories are as follows: Award is presented to
• Champion Awards are presented to those solutions, and only those solutions, that solutions in the Champion
land in the Champion zone of the Info-Tech Vendor Landscape (see Vendor zone of the Vendor
Landscape Methodology: Information Presentation - Vendor Landscape, above). If Landscape.
no solutions land in the Champion zone, no Champion Awards are presented.
Similarly, if multiple solutions land in the Champion zone, multiple Champion Awards
are presented.
• Trend Setter Awards are presented to those solutions, and only those solutions,
that are deemed to include the most original/inventive product/service, or the most
original/inventive feature/capability of a product/service. If no solution is deemed to Info-Tech‟s Trend Setter
be markedly or sufficiently original/inventive, either as a product/service on the Award is presented to the
whole or by feature/capability specifically, no Trend Setter Award is presented. Only most original/inventive
one Trend Setter Award is available for each Vendor Landscape. solution evaluated.
• Best Overall Value Awards are presented to those solutions, and only those
solutions, that are ranked highest on the Info-Tech Value Index (see Vendor
Landscape Methodology: Information Presentation – Value Index, above). If
insufficient pricing information is made available for the evaluated solutions, such
that a Value Index cannot be calculated, no Best Overall Value Award will be
presented. Only one Best Overall Value Award is available for each Vendor
Info-Tech‟s Best Overall
Landscape.
Value Award is
presented to the solution
with the highest Value
Index score.

Fact Check & Publication
Info-Tech takes the factual accuracy of its Vendor Landscapes, and indeed of all of its published content, very seriously. To ensure the utmost
accuracy in its Vendor Landscapes, we invite all vendors of evaluated solutions (whether the vendor elected to provide a survey and/or
participate in a briefing or not) to participate in a process of fact check.
Once the research project is complete and the materials are deemed to be in a publication ready state, excerpts of the material specific to each
vendor‟s solution are provided to the vendor. Info-Tech only provides material specific to the individual vendor‟s solution for review
encompassing the following:
• All written review materials of the vendor and the vendor‟s product that comprise the evaluated solution.
• Info-Tech‟s Criteria Scores / Harvey Balls detailing the individual and overall vendor / product scores assigned.
• Info-Tech‟s Feature Rank / stoplights detailing the individual feature scores of the evaluated product.
• Info-Tech‟s Raw Pricing for the vendor either as received from the vendor or as collected from publicly available sources.
• Info-Tech‟s Scenario ranking for all considered scenarios for the evaluated solution.
Info-Tech does not provide the following:
• Info-Tech‟s Vendor Landscape placement of the evaluated solution.
• Info-Tech‟s Value Score for the evaluated solution.
• End-user feedback gathered during the research project.
• Info-Tech‟s overall recommendation in regard to the evaluated solution.
Info-Tech provides a one-week window for each vendor to provide written feedback. Feedback must be corroborated (be provided with
supporting evidence), and where it does, feedback that addresses factual errors or omissions is adopted fully, while feedback that addresses
opinions is taken under consideration. The assigned analyst team makes all appropriate edits and supplies an edited copy of the materials to
the vendor within one week for final review.
Should a vendor still have concerns or objections at that time, they are invited to a conversation, initially via email, but as required and deemed
appropriate by Info-Tech, subsequently via telephone, to ensure common understanding of the concerns. Where concerns relate to ongoing
factual errors or omissions, they are corrected under the supervision of Info-Tech‟s Vendor Relations personnel. Where concerns relate to
ongoing differences of opinion, they are again taken under consideration with neither explicit not implicit indication of adoption.
Publication of materials is scheduled to occur within the six weeks immediately following the completion of the research project, but does not
occur until the fact check process has come to conclusion, and under no circumstances are “pre-publication” copies of any materials made
available to any client.

Product Pricing Scenario
• Info-Tech Research Group is providing each vendor with a common pricing scenario to enable normalized scoring of
Affordability, calculation of Value Index rankings, and identification of the appropriate solution pricing tier as displayed on
each vendor scorecard.
• Vendors are asked to provide list costs for ERP licensing and support to address the needs of a reference organization
described in the pricing scenario. Please price out the lowest possible five-year Total Cost of Ownership (TCO) including
list prices for software, licensing fees, and maintenance terms to meet the requirements of the following scenario.
• Three-year total acquisition costs will be normalized to produce the Affordability raw scores and calculate Value Index
ratings for each solution.
The pricing scenario:

• An organization is looking to implement a new ERP system. The organization would like to have only the basic financial
management module. The organization has 350 employees with $90 million in revenue. It is a manufacturer of precision
industrial equipment. The organization operates in North America with four manufacturing facilities in the mid-west of the
United States. The organization also has one sales office located in Dover, Delaware.
The expected solution capabilities are as follows:
• The system must provide best business process practices:
◦ Record-to-report (AP, AR, GL, Report Generation)
• Please note that this is a net new procurement scenario for ERP.

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Vendor Landscape: Mid-Market ERP

Cloud ERP dominates this market.

The mid-market is filled with innovative and vertical-focused ERP solutions.

This Research Is Designed For: This Research Will Help You:

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 2

Info-Tech evaluated ten products in the ERP market, Info-Tech Insight

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 3

Vendor Free Guided

Do-It-Yourself We recommend that you supplement

*Guided Implementations are included in most

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 4

2. Book your analyst meetings

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 5

Section 1: Shortlist Assistance and Requirements

Section 2: RFP and Budget Review

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 6

How it got here Where it’s going

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 7

• Infor. Focuses on line-of-business applications with a product portfolio focused on micro-verticals.

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 8

Product Evaluation Criteria Criteria Weighting

The solution provides basic and advanced

The end-user and administrative interfaces are 50% Usability

Implementing and operating the solution is Architecture 15%

Vendor Evaluation Criteria

Vendor is profitable, knowledgeable, and will be

Vendor is committed to the space and has a Vendor

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 9

The zones of the Landscape The Info-Tech ERP Vendor Landscape

Market Pillars are established players with very Infor

Emerging Players are comparatively newer

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 10

Legend =Exemplary =Good =Adequate =Inadequate =Poor

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 11

What is a Value Score? Champion On a relative basis, Epicor maintained

Vendors that score high offer more

*The vendor declined to provide pricing and

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 12

Basic human resources information and

A technical architecture that supports

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 13

Multi-site ERP Rationalization of the financial statements and

Integration with Connectors to support productivity in a regulated

Exception The mechanisms for managing exceptions to

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 14

Support for more expansive business processes

Document Documents related to a ERP process are stored,

Application Dev. Platform for customizing branding and business

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 15

Legend =Feature fully present =Feature partially present/pending =Feature absent

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 16

Arrange a call now: email GuidedImplementations@InfoTech.com or call

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 17

Why Scenarios? Best suited for distributors

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 18

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 19

3 Complex niche markets

Best suited for pharmaceutical

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 20

Arrange a call now: email GuidedImplementations@InfoTech.com or call

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 21

Vendor Landscape: Mid-Market ERP Info-Tech Research Group 22

Better than average Administration End user

Process management User-configurable view