There a couple product launches from technology providers over the next couple of weeks, starting with the Focus launch of their 360 system. At these launches I always try and take away just 2 or 3 key messages to help me position the solution for future reference. Usually this is hard as companies dilute messages with minor features and functions rather than focusing on their big differentiators but in Focus’ case 3 key areas leapt out:
First they are clearly positioning 360 as a ‘Whole of Office’ solution – covering back, middle and front. While this is not unique with companies such as 1st, Distribution Technology and IntelliFlo aiming in this space as well, true competitors are few. It should be noted however, this is a vision and not currently a reality, with significant functionality needing to be added to reach the end goal. Nevertheless it remains a valid aspiration, and with development underway as well as no back-office legacy, it is one they are well placed to achieve in the medium term.
The second message was their delivery track record with a claim of 75 individual bespoke sales solutions delivered since inception with some big names including Openwork, HSBC and Barclays. Although having successful reference sites is again not a unique claim, this is a big number with some sizable market leaders. Reference calls with suppliers are an important validation of the technology and the attitude of the company when working together. It is important to look for references that are close to your own organisation type and solution requirements that you are looking for.
The third message was the need for ‘Agile’ computing – systems that can change rapidly as the market changes. Never before has this need been more apparent than in today’s market, but yet again this claim is not unique. Distributors procuring solutions from those claiming such ‘Agility’ must probe hard. Focus’ claim is supported by a culture and legacy of building solutions from toolkits that leads to fast changing solutions and having a whole of office solution rather than a series of disparate solutions loosely tied together also adds credibility to the claim but the proof of the pudding still remains in the eating. These days it is not unreasonable for distributors to ask potential suppliers for a proof of concept to be built; illustrating some set challenges to change the systems to see how agile the various companies’ solutions are. I would recommend such an approach before any major investment in systems in today’s market.
I will watch with interest as 360 develops. It promises much, but the vision needs converting to reality and the race is on to do this while the systems market is still buoyant.
