Geert Kruiter VP Continental Europe The role and impact of M&A on innovation IBT@DMSEXPO M&A Perceived as controversial Significant impact on operations Traditional M&A Growth Improved efficiencies Creating synergies Risk reduction Increasing market share Regional expansion Access.
Download ReportTranscript Geert Kruiter VP Continental Europe The role and impact of M&A on innovation IBT@DMSEXPO M&A Perceived as controversial Significant impact on operations Traditional M&A Growth Improved efficiencies Creating synergies Risk reduction Increasing market share Regional expansion Access.
Slide 1
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 2
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 3
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 4
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 5
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 6
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 7
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 8
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 9
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 10
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 2
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 3
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 4
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 5
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 6
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 7
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 8
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 9
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase
Slide 10
Geert Kruiter
VP Continental Europe
The role and
impact of M&A
on innovation
IBT@DMSEXPO
M&A
Perceived as controversial
Significant impact on
operations
Traditional M&A
Growth
Improved efficiencies
Creating synergies
Risk reduction
Increasing market share
Regional expansion
Access to new customers
War game
Undervalued motive for M&A
Driver for increased innovation
- Greater value creation
- Patents
- Faster introduction of Innov. post-merger
- Registration of patents
- Positive announcements
- Long term stock performance
IT SW industry
Database industry ERP industry
-
ECM/BPM
-
3 major vendors dominating market
Major consolidation during last 10 yrs
stabilized, top20 active globally
remaining; niche vendors
Highly fragmented
No clear leadership role
Many local hero/vendors
Only few globally active
Dynamics
Move to Cloud based solutions
Mobile
Multi – Everything (channel-Integr.-Functions)
Lower cost of ownership
Faster implementation and operational
Fast ROI
User requirements
-
Risk free purchase
Future proof
Easy integration
One party to deal with
Speed, price, Flexibility
- INNOVATION COMES FROM SMALL TECH
COMPANIES
Small and innovative tech firms
Inadequate to articulate the benefits of their
innovations
Only of interest for “Innovators”
Unable to “cross the chasm”
Targeting the wrong buyers
Users/buyers of technology
Be aware of the background and type of project
you undertake
Q – Can we gain competitive advantage by
deploying latest and new innovations?
- High risk, Green field, use tech innovators
Q - Business critical infrastructure
Can’t afford risk, continuity – Est. vendors
Buyers behaviour can stimulate
innovation
Be aware of the impact you as buyer has
on the impact of the ECM/BPM sector
where the pace of innovation will only
increase