Activity 1.1 - the competitive marketplace

[a] Describe the nature of competition and how it has changed over the past 5-10 years

[b] Identify the critical issues which management must address to enable it to survive in this competitive marketplace

AMANDA'S GROUP (Amanda, Jay, Mick, Tony)

5-10 years ago

departmental/silo

small competition base - known; feature/function; differentiated on methodologies, customer care processes, etc

Now

enterprise sales

broad competition - standard CRMs; web developers; verticals

compete on organisation strength, longevity, upgradeability of product

all ASI developed product - minimum customisation + 3rd party products

Future + Key Challenges

move to community based model - generating community involvement; internal communications/education; support for shared development

responsiveness to market

software as a service

better managed channel partners - particularly developers

JASON, JULIE, LIZA, MARTIN, PAUL GROUP

[a] Nature and change in competition

custom (past) vs. packaged systems (now)

competitors are now smaller org's

expanding customer requirements better suit our solution now

more functional (niche) competitors now (eg. education, events, web)

worldwide online delivery now without requiring local infrastructure (inc software as a service)

direct now vs. indirect in past

[b] Critical issues

finding new markets

maintaining skills across broader product (our own plus customer skills)

customer self management

resourcing

stop customers doing stupid things

cross functional management issues (local to AP)

Inside ASI-AP