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The senior executives who are for the most part from engineering, are taking a wait-and-see approach to how effective the use of a 3rd party is for porting the Cincom applications to the cloud-based platforms from Salesforce.com. The group of leaders who are in charge of the transition of specific piloted applications are concentrating on creating a dashboard of metrics to show how effectively the move to a more scalable and cost-effective platform is. Resistance to change is being dealt with through testing, which is consistent with the change transition curve.
Conclusion
The search aspects of the change transition curve have led to the decision to standardize on the Salesforce.com platform, specifically Force.com given its use of technologies compatible with legacy Cincom applications. The integration aspects of the change transition curve however have been more...
The reliance on the legacy applications is so great nearly 70% of all revenue is attributable to them. Further, the metrics associated with SaaS application performance point to their ability to scale further, support more global customers and be more profitable over time as well. The re-aligning of the political landscape in Cincom however is what is holding the company back. The engineering senior management sees their power base, and potentially their jobs, going away. This is forcing them to be very suspect of the metrics associated with the SaaS pilots, often creating reasons and factors not originally defined in the first project goal set to further force greater analysis. From the outside it looks like they are prolonging the inevitable, which is the erosion of their 70% revenue base as SaaS becomes more mainstream.
Managing Organizational Change Cincom and Accountability of Sales Representative for Results Cincom is a 43-year-old developer of enterprise software applications and by virtue of the designed-in nature of their applications, has been able to literally coast on a comfortable wave of recurring revenue for a decade. This recurring revenue stream is comprised of license payments, maintenance fees, and the continual need for updates to mission-critical systems the company sold, in some cases,
These dealers have high levels of credibility with their customers due to their backgrounds, yet do not have the experience or interest in learning the depths of a quoting system. Cincom has created an quoting, pricing and product configuration system that allows for uploading of images directly from smartphones as a result. Another factor is the optimization of pricing (Bilek, 2010) and the use of the Cincom Acquire suite of
Systems Design Project Change is integral to the survival of any commercial enterprise in today's globalized, technologically advanced business environment. This requires stakeholders to have personal and organizational transition skills to attain the desired change for future success (Hughes, 2006). Strategizing drives organizational change giving it direction through activities (Thornhill, Lewis, Millmore and Saunders, 2000). Internal and external environmental considerations are both relevant; along with change management required to align with
In siding with the marketing and sales teams, my position was that accuracy and speed of the development was more critical to meeting and exceeding customer expectations. The transformational power of leadership is kin changing a culture and making it more agile, market-driven and aggressively focused on customer needs. The argument of speed and accuracy for the customer, and more importantly to hold onto them as a client, overshadowed
A change management strategy that concentrates on getting the feedback of the sales teams, who will be the primary uses of the CRM system, and also the engineering team who will want to evaluate it, are both critical. This focus on shared ownership will overcome the political factors and forces that will push for the SaaS-based CRM system to be not installed and used. The sales teams however will
These are the two most powerful factors that anchor the Force Field Model analysis of the enterprise software industry. With the driving and restraining forces in continual interaction and at times conflict, productivity shifts drastically across the continuums of industries based on the impact of driving and restraining forces (Paquin, Koplyay, 2007). Cincom is being affected by the disruptive driving forces of CAPEX and OPEX most severely as competitors are