Small App Vendors: Optimize Business Results

Instead of competing head-to-head-with Oracle, SAP, and other large application suite vendors, small process app vendors now have another option — develop vertically focused solutions that combine analytics with the core competency of their process app modules to help firms achieve optimal business results. Pioneering vendors like Accruent, I-many, Model N, and TradeStone Software have commanded prices of $1 million or more for these optimized business results apps — double or more the price garnered by similar general process apps. Other small process app vendors should take the same route. But be cautious! Vendors need to make sure that they have the right stuff to succeed with these opportunities, as well as prepare an expansion plan to move into other vertical industries once they succeed in one.