Siebel-SAP+Comparision

第三方分析机构对于产品的评价“NucleusResearch”2005年5月对CRM产品的评测得分OverallDeploymentAdoptionSupportVendorBusinessImpactSiebelMicrosoftGreatPlainsOracleMicrosoftCRMPeopleSoftmySAPCRMSource:NucleusResearchScorecard,May2005Scaleindicatesfromhigh5=,4=,3=,2=,1=,tolowrating4.04.03.83.22.84.244445Guidetotheratings:Overallscoreisacompositescoreindicatingthesolution’sabilitytodeliverROIbasedonthefollowingfactors:Deploymentishoweasilyandquicklythesolutioncanbedeployed.Adoptionisbasedonusabilityandthepotentialscalabilityofadoption.Supportisbasedontheabilityofthesolutiontofunctionwithlimitedinternalsupportcosts.Businessimpactmeasuresthepotentialofthesolutiontodeliverreturnsthroughclearandrepeatablebenefits.Vendoristhevendor’strackrecordandabilitytohelpthecustomerMaximizeROI.Productswererankedbyparticipantsineachcategoryfromahighof5toalowof1.Gartner对于CRM厂商的评价——本项目关键的客户服务与支持和现场服务两个领域，Siebel产品远远领先于SAP现场服务-2005B2BCRM客户服务与支持-2005B2CCRMSalesForresterWave:EnterpriseCRMSuites,Q205“Siebelcontinuestoleadthepack.Siebelcontinuestoofferthemostcomprehensivesolutionsetforenterprise-classorganizations.Thecompanyoffersthelargestarrayoffront-officesolutionstailoredtospecificindustrychallengesandopportunities.Siebeltoutsanewapproachtoworkingcollaborativelywithcustomers,withtheaimofdelivering“solutions,notjustsoftware”tocustomers.Thisclaimissupportedbythecompany’sCRMBlueprintstrategyapproachtohelpclientsaddressbothtechnicalandnon-technicalrequirementsforCRMsuccess.Forbuyersthatwantthemostcompletefeaturesetandafront-officeplatformthatcanbeleveragedandscaledacrossallfunctionsandgeographies,Siebelremainsthepacesetter.”METAEvaluationofCRMSuites–March2005Source:METAGroup,CRMApplicationSuitesMETAspecturmEvaluation,September2004.Siebelextendsleadershippositionin2004-2005CRMSuiteEvaluationCriteria•VisionandStrategy•Partners•Reputation•GeographicCoverage•BusinessDrivers•IndustryFocus•Investments•MarketShare•Technology•Services•Pricing•Execution•Agility•Personnel•Financials总体拥有成本（TCO）的比较客户常常被误导而仅仅关心软件许可费用和项目的TCO,而忽视未来的运营、升级、维护费用CRMApplicationLicenses(15%)SystemIntegration,FutureUpgrades(25%)ServerHardware(10%)ServerDB,OS(3%)ClientHardware(25%)ClientSoftware(8%)Training(5%)Support(3%)Telecom(5%)0%10%20%30%40%50%60%70%80%90%100%ImplementationCostsYear1Year2Year3Year4LicenseCostTotalCostOfOwnershipMaintenance&EnhancementLicensecostsaccountforasmallportionoftheoverallcostsandcapabilitiesthatshoulddrivetheITinvestmentdecisionImplementationCostAnalysisSAP的一份案例研究：CJCorporation(Korea):CRM硬件的费用居然是软件费用的67倍?1.SAP’scasestudyforCJCorpisclaimingthattheCRMsoftwarewasalmost“free”,yetrelatedhardwarecostover$1.9M2.CJCorpwascoveredinarecentpressreleasebuttheyhavenotbeenanactiveSAPCRMreferenceGartner对SAP软件引擎的策略的分析“SAPiscreatingsoftwareenginesatanalarmingrate.ThismeansthatSAPcustomersareunabletopredictorcontrollicensefees.Forexample,somecompaniesboughtCRM,bundledwiththeBusinessSuite,andtheindustrysolutionforconsumerproducts.BecauseTPMisintegraltoCRMintheCPGindustry,customersanticipatedthatthiswouldbeincludedintheCRMandCPGbundle.ButSAPintroducedaseparateengineforTPM,whichhasalicensingmodelbasedonannualrevenue,andalistpricethatstartsat$1M(euros).ThesecompaniesarenowbeingaskedtopayforTPMseparately.”NEWSOFTWAREENGINEFEESREPRESENTFUTURE“HIDDENCOSTS”Gartner,“DodgetheLicensingPitfallsinmySAP’sProductBundles,”12/03“[Softwareenginepricingunits],whicharearbitrarilyassignedbySAP,canbechangedatanypoint,makingcostsveryunpredictable.Businessesshouldensurethatalllicensingunitsormetricsareclearlydefinedandmeasurable.Manybusinessesfinditincreasinglydifficulttomanagesomanydifferentlicensingmodels.Theyarealsoconcernedbytheemergenceofsomeofthebroadlicensingmetrics,likeannualrevenueorfreightcosts,astheystruggletocorrelatethesewithvaluederivedfromSAPsoftware.”SAPCUSTOMERSHAVENOCONTROLOVERFUTUREENGINEFEES独立分析机构警告客户注意SAP的价格策略Gartner,“SAPPlanstoMineMoreRevenueFromItsInstalledBase,”4/03“BottomLine:SAP'slicensingmodelsandbundlingstrategiesarebecomingincreasinglycomplex,andarefrustratingitscustomers.Informalclientsurveysonthelicensing,pricingandassociatedbusinesspracticesofdominantsoftwarevendorsrevealthatusersseeSAPasmorerapacious,lesstrustworthyandlessabletosatisfytheirneeds.”SAPNOTORIOUSFOREXPLOITINGCUSTOMERSTHROUGHPRICING“SAP'sbiggestareaofvulnerabilityisitsByzantinepricingmodel,whichoffersabewilderingnumberofuser,engine,andotheroptionsthatdifferbyindustryandgeography.AsSAPaskslongtimeR/3customersto‘re-buy’theirSAPapplicationstomovetoNetWeaverandESA….”SAPCRITICIZEDFOR“BYZANTINE”PRICINGRELATIVETOOTHERVENDORSForrester,“Oracle-PeopleSoftPart2,”4/05Gartner’sSAPTCOStudy2004:需要的资源ThelatestGartnerSAPdatabaseshowsthattheannualSAPoperationscostis$16,424perconcurrentuser,onaverage.--GartnerGroup–BenchmarktheCostofYourSAPApplicationsFebruary2004SAP‘sOngoingSupportCostexceedanyPossibleLicenseCostAdvantage众多的SAPERP客户选择了SiebelCRMSAP最大的ERP客户选择了SiebelCRMSAPLargestERPReferencesSiebelGlobalCRMReferencesSAPLargestERPReferences部分Siebel客户名单--SAPERP客户