Big news in the information management world today – Autonomy announced it will acquire Interwoven for $775 million.
Since 2005, Autonomy has acquired technology for search (Verity), archiving (ZANTAZ), and records management (Meridio). With Interwoven, Autonomy gains a technology foothold where it was previously weakest -- at the point where digital content gets created, captured, and managed. Yet knowing Autonomy, it’s likely after Interwoven’s solid customer base in several niche market segments: law firms and customer-facing media, entertainment, and commerce Web sites. All of these Interwoven customers had better prepare for a knock on the door from Autonomy reps prepared to sell them on the virtues of extracting “meaning” from their digital information (using Autonomy IDOL, of course).
Enterprise search and enterprise content management are two sides of a coin. Both are necessary to create, manage, store, find and analyze information. Yet information workers still generate an enormous amount of content in word processing applications and distribute it via email. Content created in this way is difficult to manage and control as well as difficult to find. The high price Microsoft paid for FAST Search and Transfer last year was based in part on the expected value of combining the two sides of the coin — to tightly integrate search and classification capabilities at the point where content is created and accessed. Autonomy brings more sophisticated — and much needed — archiving and records management capabilities to this picture.
Many years ago as I started researching and analyzing the differences between major BI vendors, one criterion that I always used was whether these vendors ate their own dog food. In other words, did a vendor executive team use the same solutions for data collection, building metrics and dashboards to run their own companies that they also tried to sell to their clients? Those who did tended to score higher in my evaluations.
The same guiding principle is applicable to Forrester: you have to eat your own dog food in order to convince the clients to buy your products and services. Hence, our methodologies, such as Forrester Waves are completely open and transparent (thank you, Doug Henschen, for recognizing this in your recent blog), and we encourage our clients to challenge us on every point made in our Waves.
After about 8 weeks of research (some of which occurred from China while I was overseas for a client project!) I am very pleased to announce that Forrester's latest Wave evaluating search marketing agencies is now live on our site.
I would encourage you to access the full report for a detailed exploration of each of 7 vendors: 360i, icrossing, iProspect, IMPAQT, OneUpWeb, Razorfish, and Reprise Media. Here are a few snapshots from my analysis:
This study found search vendors deliberate in their strategy and technology developments, more secure in their definition from competitors, and outlining a future vision that aligns with changing consumer behavior and marketer needs. This is a startk contrast to the immature landscape we evaluated at the end of 2006.
Business says it wants to be more involved with technology decision-making – taking a more leadership role especially when it comes to solutions with direct business benefit. And if business acts on this desire by working with IT the way we’ve wanted, this is all to the good. But we have to recognize that the more they care – for example if they are in product development or sales – the less likely they are going to want to work with us in the way we wanted – via steering committees, architecture review boards, and formalized project proposal processes. To them, it might appear easier to use SAAS offerings, or contract for or develop their own solutions – and they may have a point. Many of the efficiencies centralized IT can provide count less when using cloud-based services and newer, more end-user friendly tools. And if IT won’t support them because they are off the ‘approved technology’ ranch – well, they have alternatives.
Two things before I start: 1) A big "Thank You' to everyone who commented on my blog posts, emailed me, or spoke to me by phone about the research called "How To Avoid B2B Marketing Obsolescence", and 2) No, I really don't believe B2B marketers will become obsolete. That was just a title that would get you to read further!
As we enter a new year, business process & applications professionals who want to stay ahead of the pack need to know what to expect in 2009. Uncertain economic times lie ahead, and those professionals who know what is on the horizon will best weather the storm. Here are some key trends in key process and app areas that our analysts predict for 2009:
Financial Performance Management: Financial management professionals stand in the spotlight as the economic downturn continues and companies cope with weaker demand, price pressures, rising costs, and credit constraints. Technology and process strategies in 2009 will focus on improving planning, budgeting and forecasting, and cash and risk management while under the cloud of a very uncertain and unfavorable tax environment.
1) Get the general economy back on its feet. Tech spending correlates closely with GDP growth.
2) Take government action that increases competition in tech markets. Nixon charged IBM with anti-trust -- ushering in the independent software and plug-compatible hardware businesses. Reagan presided over the breakup of AT&T -- setting the stage for massive innovation in telecommunications.
I spoke recently with Stephen Cho, the product manager for the new Google Apps Reseller Program. It's quite clear that Google has learned from its Postini reseller program, from partners like Appirio and Cap Gemini, and from Microsoft's Exchange Online reseller program.
First, the details:
Resellers own the customer. That means billing, first line support, the works.This is in distinct contrast to Microsoft's program for Exchange Online, where partners can sell and benefit from the business, but the Exchange customer would write checks to Redmond.
Resellers get 20% margin. That's in the US, anyway. That means $10/user/year. Period. Have you ever seen such price transparency (and low points) in any reseller program? I haven't. The entire term sheet would fit on a 1/3rd of a page.
Enterprises can't be their own reseller. They have to sell to at least someone other than themselves. Otherwise, this would be a simple way for a enterprise to whack 20% off the already low $50/user/year cost.
Google will provide technical admin support if requested. They won't provide end user support. though. That's one of the value-added services that a VAR can provide.
Yahoo! announced today that Carol Bartz would become its new CEO effective immediately. Read the press release here. For some of the history leading up to this announcement read my past posts and those of my colleague David Card.