Neochange® (www.neochange.com),
the leader in “Effective User Adoption”
and “Software-Driven”
Business Transformations and the Sand Hill Group (www.sandhill.com),
an investment, research, and advisory firm have announced the results of
a survey they jointly conducted earlier this year.
In late 2007, Neochange and Sand Hill Group set out to discover the
meaning of enterprise software success. And as a leading consultancy in
software adoption, Neochange well understands the challenges faced by
software buyers after solutions are bought and installed. As the parent
for the most popular online resource for software business strategy,
Sand Hill Group is familiar with the challenges facing software vendors.
When asked how to best define “enterprise
software success,” both providers and buyers
agreed that the top indication is value realization for the company. 70%
of buyers and providers believe that “effective
user adoption” is the primary driver to
realize the full business value.
“Many software buyers are struggling to
achieve a level of effective software usage that delivers promised
business results,” said Chris Dowse, Founder
and CEO of Neochange. “As visibility into
software utilization continues to increase, many software providers will
find their license and maintenance revenues under immense pressure.
While posing a significant risk, proactive software providers can turn
this challenge into a new revenue opportunity.”
While survey respondents agree that solving adoption will provide
competitive advantage, the survey underscored that buyers expect far
more than just products from their providers. 95% said they are looking
for “value enablement”
and “process alignment”
from software providers. Considering the existing rates of “effective
user adoption”, and buyers stated willingness
to pay for services that deliver effective usage, there is a significant
vector of growth for progressive providers that can deliver this
assistance or shepherd their partner eco-system to drive value
realization for their customers.
"The survey showed that there is a crying need for vendors to work with
customers in partnership," said M.R. Rangaswami, co-founder the Sand
Hill Group. "It used to be that customers would buy stuff and that would
be followed by a lot of euphoria. When things would begin to fall apart
and there would be finger pointing. Vendors and buyers need to sit down,
get metrics, and be in agreement."
To receive a copy of the survey results or listen to the podcast where
Chris Dowse and M.R. Rangaswami discuss the outcomes of this ground
breaking survey, visit www.neochange.com.
About Neochange, Inc.
Neochange is the leading management consulting firm focused exclusively
on the complex challenge of “Effective User
Adoption”. Neochange’s
innovative AdoptIT™ methodology mitigates
adoption risk and drives “Effective User
Adoption” to accelerate business
transformations. Global 100 companies and industry leaders have engaged
Neochange as a trusted advisor to design and deploy their strategic
business transformation initiatives and adoption centers of excellence.
Headquartered in San Francisco, Neochange enables executive management
to implement their toughest strategic initiatives with innovation,
impact, and integrity. For more information, visit www.neochange.com.
About the Sand Hill Group
Sand Hill Group serves the $600 billion plus software, services and
solutions market. Sand Hill Group provides investments and management
advice to emerging enterprise technology leaders. Sand Hill also owns
Sandhill.com the premier destination site and resource center for CEOs,
VPs, Entrepreneurs, and VCs and for members of the software industry
eco-system. Its weekly electronic newsletter is read by thousands of
executives. Sand Hill produces the "Enterprise" and “Software”
conferences for CEOs and high-level executives in the industry and
creates high-impact research reports for its constituents. For more
information, visit www.sandhill.com.
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