Software company Solit SA has unveiled its strategy for the Lawson enterprise business solution and e-business software suite, designed to ensure the company can fulfil its potential in the local market.
Solit was appointed late last year to manage the business distribution, marketing, sales, application, implementation services and support rights of Lawson in South Africa.
"Lawson is one of the most successful software companies in the world, continuing to grow and attract new customers where other enterprise software vendors have stumbled," says Vanessa Nutter, Lawson sales and marketing director at Solit SA. "We are certain it will find similar success here now, with distribution and technical skills residing in the same company."
This is particularly relevant given the increasing momentum in the market after the Y2K-driven slowdown last year. All indications are that there is new life in a market which had been written off by analysts and market commentators.
"There are many new customers on the market, and much replacement business," says Nutter.
With headquarters in Saint Paul, Minnesota, privately held Lawson has staff of 2 000 and more than 3 000 customers worldwide. It recorded revenues of more than $313 million in fiscal 2000.
There are three pillars to Solit SA's plans for Lawson in 2001:
A solutions-driven approach. "Most enterprise software systems are at parity from a feature and functionality perspective, so the key differential will be how we deliver the solution," says Nutter. "It might seem a cliche to say we will adopt a solutions-centric approach, but that is precisely what will set us apart and ensure Lawson's success. The blend of product development and implementation skills in Solit add to our ability to be solutions-centric."
Defining and going after certain vertical markets. Lawson is strong in some vertical markets, such as healthcare, retail, financial services, telcos, professional services and the public sector, Nutter notes, and accordingly it makes sense to focus on these areas in South Africa.
The broadening and deepening of its channel to include new implementation and technology and business skills partners, specifically those which support its new client sector focus.
Solit SA's solution-centric strategy will see it assume a fundamentally different approach to traditional marketing, sales and implementation, says Nutter. "Selling a solution implies getting to know your client's business intimately, spending a good deal of time with them, and letting the appropriate software solution flow from this understanding."
Solit SA, together with its channel of implementation partners, is supporting over a dozen customers, while the sales pipeline is looking "very healthy", concludes Nutter. "Our channel is important to us, and we will be investing the appropriate resources to ensure it is developed and maintained."
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