Lawson-Intentia value-based deals and rapid implementation catch on

Lawson vice president Alun Baker, who is responsible for the business across north west Europe (and comes from the Intentia side of the company), believes the industry likes what it sees – and that’s both the system technology and the implementation methodology. “We’ve recruited 50 people since May – the exact opposite of what you’d expect from a merger situation,” says Baker. “The market is tired of long, drawn out complex ERP applications on proprietary technologies. With our open Java suite and ability to implement with value- and ROI-driven implementation methodologies in less than six months and with ongoing flexibility post go-live, we believe the market is waking up to Intentia. “Our logo is keep it simple – and because of our flexibility around Java and integration technology like Websphere, we can pre-configure 75—80% of processes and drive very rapid implementation with option of changing and developing those after go live without compromising the functionality or the system, and getting value quicker.” He cites companies like sugar and gum products producer Monkhill Confectionery, part of Cadbury Trebor Bassett, which is implementing Lawson M3 (Intentia Movex) applications across its four manufacturing sites – despite the latter being an SAP house. He also talks about substantial contracts for M3 with construction equipment rental firms like Hewden Stuart – some based on Lawson’s value-based contract, which offers license fees and implementation services at a claimed approximate 40% discount on the going rate, with the potential for huge bonuses on delivering contracted business improvement against agreed and independently verified KPIs by, for example, analyst ARC Advisory Services. “We’ve been doing value based deals using our Opportunity Analyser tool, which is different to any other ROI tool,” says Baker. “It looks at statistical KPIs that you as a user want, and compares you to SCOR models from the supply chain council with average and best in class for the sector to show the differences you could make and the impact that would have on cost and revenue streams,” he explains. “Opportunity Analyser is defining our IT and our business strategy for next five years. We want to get to the stage where we can prove the point on value-based deals. Customers so far are keen to look in more detail at their KPIs and are simply delighted that we’re focused on value this way. “The deal is very sound commercially for us. It’s not just the bonus: it means we get buy-in from everybody because the whole implementation becomes focused on delivering value. Delighted customers at the end of the period are delighted to write the cheque because they’re getting huge agreed value.” And he adds: “We’re about to sign another 400-user deal for a company in the UK currently on SAP that has to come off the parent company system in the next few months. The whole market wants rapid implementation and guarantees of value, and we can show that it’s possible.” And he claims top be talking about big, multi million euro projects with many thousands of users. “We are very happy with our progress against what are very aggressive targets. We are looking at 25% [growth] and we believe we will comfortably achieve that in our region.”