CRM市场将向ASP转向
作者：
西岸
责任编辑：阚智
来源：
《电脑商情报》
时间：2003-06-27 03:04
关键字：
CRM ASP 软件
The market for CRM software will grow at an average annual rate of 6.7 percent between 2002 and 2006, according to a recent report by Aberdeen Group. However, the way software vendors take in their revenue will change dramatically, report author Hugh Bishop said.
"We think that outright license sales will decline," he said. "But they will be more than overtaken by sales on an ASP (application service provider) or subscription-based model."
The ASP model benefits both enterprises and software vendors, according to Aberdeen. Companies like the lower risk associated with pay-as-you-go pricing. And vendors can depend on more predictable, renewable revenues. Aberdeen predicts that license revenues will decline at an average annual rate of 4.8 percent through 2006, while subscription revenues will grow to US$2.8 billion.
SMBs, U.S. Lead Way
CRM spending by small and medium-sized businesses is expected to exceed that of larger enterprises, Bishop pointed out, partly as a result of the new pricing and software architecture models now available.
Many mid-market companies that have shied away from large enterprise (news - web sites)-software installations will take the risk if they do not have to manage technical infrastructure details themselves, noted Bishop. For example, Mark Federle, CIO of construction firm Weitz, told CRMDaily that his company started its implementation of J.D. Edwards (Nasdaq: JDEC - news) by selecting a hosting provider so that it would have only application-configuration issues to address.
The report notes that the U.S. will continue to be the dominant market for CRM, while its share will drop slightly over time as a result of increasing global adoption. In 2002, the U.S. accounted for $7.14 billion (or 52.2 percent) of the overall market. By 2006, that share is expected to be 51.9 percent.
Challenges of Change
The switch to subscription-based software provision will be a real challenge for many vendors, Bishop said. The major hurdles, however, will be related to business models and not technology. "Clearly you have to be able to host your application at one data center and provide access to it over the Web with full functionality," Bishop noted. "But the changed required is really about the pricing and financial model."
Vendors will need to make the transition to stay competitive, says Bishop. "The majority of them recognize the challenge, but failing to move to the new model will be like having a gun in your holster with three bullets instead of six."
Sales Automation Tops Specialties
Among the sub-categories of CRM software, the sales-automation segment is growing the fastest, according to Aberdeen estimates. The market for sales-automation software will grow at an annual rate of 6.6 percent, to reach $3.39 billion in 2006.
Field-service management will lag behind the pack with a slower growth rate. Aberdeen estimates that the market for this category of software will grow to from $181 million in 2002 to $218 million in 2006.
"We think that outright license sales will decline," he said. "But they will be more than overtaken by sales on an ASP (application service provider) or subscription-based model."
The ASP model benefits both enterprises and software vendors, according to Aberdeen. Companies like the lower risk associated with pay-as-you-go pricing. And vendors can depend on more predictable, renewable revenues. Aberdeen predicts that license revenues will decline at an average annual rate of 4.8 percent through 2006, while subscription revenues will grow to US$2.8 billion.
SMBs, U.S. Lead Way
CRM spending by small and medium-sized businesses is expected to exceed that of larger enterprises, Bishop pointed out, partly as a result of the new pricing and software architecture models now available.
Many mid-market companies that have shied away from large enterprise (news - web sites)-software installations will take the risk if they do not have to manage technical infrastructure details themselves, noted Bishop. For example, Mark Federle, CIO of construction firm Weitz, told CRMDaily that his company started its implementation of J.D. Edwards (Nasdaq: JDEC - news) by selecting a hosting provider so that it would have only application-configuration issues to address.
The report notes that the U.S. will continue to be the dominant market for CRM, while its share will drop slightly over time as a result of increasing global adoption. In 2002, the U.S. accounted for $7.14 billion (or 52.2 percent) of the overall market. By 2006, that share is expected to be 51.9 percent.
Challenges of Change
The switch to subscription-based software provision will be a real challenge for many vendors, Bishop said. The major hurdles, however, will be related to business models and not technology. "Clearly you have to be able to host your application at one data center and provide access to it over the Web with full functionality," Bishop noted. "But the changed required is really about the pricing and financial model."
Vendors will need to make the transition to stay competitive, says Bishop. "The majority of them recognize the challenge, but failing to move to the new model will be like having a gun in your holster with three bullets instead of six."
Sales Automation Tops Specialties
Among the sub-categories of CRM software, the sales-automation segment is growing the fastest, according to Aberdeen estimates. The market for sales-automation software will grow at an annual rate of 6.6 percent, to reach $3.39 billion in 2006.
Field-service management will lag behind the pack with a slower growth rate. Aberdeen estimates that the market for this category of software will grow to from $181 million in 2002 to $218 million in 2006.
