EXPERT SPEAK could look to focus on creating modules that streamline workflows specific to certain industries . For example , given the importance of ERP technology to the regional manufacturing sector , channel partners could build an ERP package that includes modules for production planning , shop floor control , and quality control . Healthcare , another high-growth industry in the region , could benefit from patient management , medical records , and insurance claims modules .
Apart from functional modules , industry-specific data analytics and reporting tools will also be of value to businesses . Insights on operations and performance are a significant value add . While channel partners may have to onboard specialised talent , or , at the very least , invest in the reskilling of existing staff to verticalize and configure their solutions
ERP market dynamics , tips for success
in the ways described , the investment is worth it . Industry-specific modules , once developed , can be offered to multiple customers , and may even serve as a means to acquire new accounts .
Keep it simple
The road ahead is not without challenges . There is undeniable complexity in a business model that specialises in integration and configuration of solutions , not to mention the necessary investment in skilling initiatives . But customers want what they want . If they know their digital transformation can be done to 100 % requirements fit with a competitor , those who cannot meet those standards may be left out in the cold .
Too many ERP deployments fail because they are not well enough integrated into a customer ’ s broader ecosystem , which
• ERP rollouts are high-value projects and not every business uses the technology .
• ERP customers are going to be rarer to come by .
• Some providers are focusing on SMEs and others on larger enterprises .
• Workflows and data requirements , influenced by regulations or customer needs , call for expertise in implementation .
• The channel player that enables an enterprise to integrate new technologies into its ERP system , ensures their customer remains competitive .
• Each customer that the channel partner can help will become a staunch ambassador for the channel partner ’ s brand .
• Partners can focus on creating modules that streamline workflows specific to certain industries .
• While channel partners may have to onboard specialised talent , the investment is worth it .
• Industry-specific modules , once developed , can be offered to multiple customers , and may even serve as a means to acquire new accounts .
• Too many ERP deployments fail because they are not well enough integrated into a customer ’ s broader ecosystem .
• Customers , despite being in search of a 100 % fit , remain dedicated to simplicity .
• Channel partners must build ERP offerings with simplicity in mind .
• Channel partners must seek out platforms that have native APIs for ease of integration .
• Channel partners should look for ERP platforms that follow a modular approach . today may include CRM , e-commerce , analytics , logistics , HR , and a range of others . Customers , despite being in search of a 100 % fit , remain dedicated to simplicity . That means channel partners must build their ERP offerings with simplicity in mind . They must therefore seek out platforms that have native APIs for ease of integration with a wide array of third-party applications .
The partner ’ s goal will be to meet individual customer needs without having to expend too many resources and person-hours . They should therefore also look for ERP platforms that follow a modular approach . This will enable them to customise and build their verticalspecific solutions and gradually build out their portfolio , leading to an expansion of their business .
Make yourself famous
Opportunity may be everywhere , but that does not mean opportunities for everyone . Throughout the pandemic , the channel proved itself over and over . Collaboration has won the day before , and a cloud-first message has rung true in a world now irreversibly enmeshed in multiple clouds . If the channel continues to work as a unit and makes the moves here described towards integration and configuration , I foresee great gains ahead for all those working in the ERP solutions space .
Partners must keep on engaging with channel managers to execute flawlessly in every area , from marketing to sales . We have proven our strengths and built new capabilities to mitigate our weaknesses . Now it is time to look at the massive CAGR for ERP in the region over the next decade and decide how we will share in that prosperity .
Will we retain old habits , or will we do what is hard , yet necessary , and engage in integration and configuration for the good of our customers and the longevity of our brands ? •
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