Quantcast
Channel: spend analysis – Enterprise Irregulars
Viewing all articles
Browse latest Browse all 27

An Emptoris Summer Update: Customer Intimacy, Growth and Partnering Driving Strategy (Part 1)

0
0

I recently caught up with Emptoris for a spring/summer briefing and update. From the discussion, I’m impressed by the level of transformation in the organization since Patrick Quirk, Emptoris’ CEO, took the helm last fall. Emptoris has done a 180-degree turn from its past engineering/innovation-focused. Currently, it’s strategy now places the customer — and their requirements — at the forefront of everything they do, from solution planning to partnering. This change in philosophy and the level of commitment that Quirk has shown in getting to know existing customers — which I have gotten feedback on from numerous user and partner sources — is in marked contrast to Emptoris’ largest competitor, Ariba, which seems often to be moving toward a one-sized fits most (if not all) approach with how it goes to market focused on SaaS. Time will tell if this is the right strategy, but for now, judging from recent growth numbers, the investment in customer intimacy and planning appears to be working for Emptoris.

From a partnering perspective, Emptoris continues to win channel-led business over others by working flexibly with partners. Accenture, IBM and Deloitte have each accounted for a number of deals and current pipeline, many of which have been/are quite large in size and scope. New customer wins span multiple sectors, including financial services, retail, transportation, manufacturing and healthcare. Overall, Emptoris grew year-over-year bookings by 24% in Q409 and a remarkable 122% in Q110. In the most recent quarter, sourcing accounted for 42% of bookings, while contract management accounted for 28%, services procurement for 9% and spend analysis for 21%…

An Emptoris Summer Update: Customer Intimacy, Growth and Partnering Driving Strategy (Part 1) is copyrighted by Jason Busch. If you are reading this outside your feed reader or email, you are likely witnessing illegal content theft.

Enterprise Irregulars is sponsored by Salesforce and Zoho.


Viewing all articles
Browse latest Browse all 27

Latest Images

Trending Articles





Latest Images