Look for Infor to roll out a new strategy. The new strategy is “vertical industry focus”.
The recent Lawson acquisition has solidified the company’s new management’s belief that a vertical industry focus for its products and consulting services makes the most sense to grab a larger share of the ERP mid market.
The Lawson organization already has a vertical industry focus in healthcare, fashion, food, and equipment sales, service, and rental. Its M3 and S3 products will be the core ERP solutions for the vertical industries. Lawson’s R&D group will add more headcount to incorporate Infor’s technology and drive a three year development plan faster.
Expect to see Infor reorganizing its sales organization to focus on vertical industries. The many ERP solutions will become fewer with management aiming the best ERP solutions in their portfolio toward the vertical industry where they have the best presence and fit. Infor R&D will blend these ERP vertical industry solutions with a common technology, user interface, and BI system.
A vertical industry strategy is becoming more common in the ERP market. SAP and Oracle have rolled out vertical industry “configurations” of their core ERP systems. Microsoft’s partner strategy is driven by a need to have partners develop an industry solution using their core Microsoft Dynamics solutions. All of this is being driven by the customer. ERP buyers today are demanding that their ERP partner understands their business and can demonstrate an industry configuration.