SAP Spends Big on SuccessFactors for Cloud Computing and Talent Management

In a move to invigorate adoption of its cloud computing and talent management applications, SAP has announced its intent to acquire SuccessFactors – a deal valued at US$3.4 billion . SAP’s years of development and business efforts have produced only mediocre results in customer growth and revenue in cloud computing for human capital management comparably to its expectations and others in the market. In a teleconference SAP and SuccessFactors executives hyped the potential of the combined organizations. SAP co-CEO Bill McDermott said that it will become a “Cloud Powerhouse” and a “Unbeatable Force” and “will become the number-one cloud computing HCM solution in the cloud – period.” This may overstate the case: SuccessFactors is unproven as a power in cloud computing beyond the appeal of its own applications for human capital and HR. It can’t compare, for example, to the reach of and its and application ecosystems like that in salesmarketing and other people-related application areas nor provide a platform and tools supporting collaboration and mobility.

I was surprised that SAP spokespeople did not spend much time in this announcement discussing the substance and value SuccessFactors will add to its offerings in human capital management, an area where SAP has struggled to gain market share over the last five years. It was a surprise when executives stated it already had a partnership with SuccessFactors for product integration; there is nothing about this on the partnership pages of either SuccessFactors or SAP. One indication of SAP’s low standing in this people-focused application market was shown at the recent HR Technology Conference trade show where SAP booth was barely visible in communicating with its customers or pursuing new business opportunities. SAP claims that there is only a 14% overlap in HCM customers between it and SuccessFactors, which will provide opportunities to expand its customer base; however, this will depend to some extent on how many customers aligned with other suppliers of cloud-based applications will want to shift after choosing beyond SuccessFactors.

And speaking of overlap, it appears to be significant between the on-premises applications in SAP Human Capital Management and SuccessFactors’ Business Execution Suite. When we actually assess the applications, it appears that there will be challenges ahead.  For the basics of talent management, SAP has been pushing its on-premises SAP ERP HCM, which includes recruiting, performance assessment, competency, learning, succession, compensation and analytics. For the cloud it offers the SAP BusinessByDesign suite, which is basically ERP in the cloud with HR capabilities added; both of these lack some of the functional depth of products from SumTotal Systems and Workday who have HRMS and talent management applications in the cloud today and they’re sufficient to meet the needs of many customers already.

Workforce Analytics is an increasingly important aspect of HCM; we have completed benchmark research on it. SuccessFactors has taken steps in this area with two acquisitions (of YouCalc and Inform) that it recently rationalized into its own application architecture and product. Here SAP has a complete and competitive offering that it recently energized with a better interactive tool set and capabilities for workforce planning. There’s another overlap in collaboration where SuccessFactors purchased Jambok and Cubetree to createJam, which directly intersects with SAP Streamwork. The list of product overlap continues in mobile computing with SuccessFactors BizX Mobile and SAP Sybase. Unless SAP plans to discontinue a significant number of applications and products, it faces plenty of work to rationalize the two portfolios or face internal competition of cloud computing vs. on-premises product lines; it also poses a task to avoid confusing customers and prospects.

SAP of course prefers to spin this situation as synergy for collaboration, including with the experienced SuccessFactors sales force, but a channel conflict appears more likely. We expect SAP’s account management to try to protect the existing license and maintenance upgrades and sales of the on-premises systems, while SuccessFactors is good at marketing the rental of its software as a service (SaaS). SAP is not as fully engaged in marketing and selling to HR organizations as SuccessFactors, which helps it gain access to global companies. The point here is that SAP will need to make significant changes to how and where it markets and sells and how compensates its sales people as the portfolio evolves after the acquisition.

This new deal occurs just as SuccessFactors is completing integration of products acquired from Plateau to boost its learning management system (LMS) – efforts that I recently assessed. SuccessFactors likely has learned some lessons about dealing with overlap of applications here, although on a much less complex scale, as well as communicating with customers about the changes. SAP of course has long experience in developing policies for continuity of support and migration of customers, which it will need as it makes decisions on the fate of its own applications that may have to be put on maintenance life-support as it goes forward with the SuccessFactors offerings. SAP and SuccessFactors also need to address further gaps in areas like leveraging social media with recruiting that our firm recently benchmarked and is a major priority to increase the access to talent across the Internet.

Integrating HRMS and talent management applications and data from cloud-based to on-premises systems is just beginning, and automation of migration, synchronization, integration and single mastering of key data assets (such as regarding people) is immature at best. SAP will have a complex task to provide application and data integration that span its existing cloud-based applications and those of SuccessFactors to SAP’s on-premises suite, which users will want to happen as quickly as possible. Currently this technology gap is addressed by competitors in information management software including Dell Boomi, IBM, Informatica, Information Builders, Pervasive and SnapLogic. Our recent benchmark on business data in the cloud finds significant need and opportunity to help organizations automate their data related needs.

SAP should be realistic in its expectations on what it can achieve with SuccessFactors in the human capital management market. While SuccessFactors is a major player, there are others providing midsize to very large HR organizations with access to cloud-based applications; they include but are not limited to these that our firm has assessed: ADP, Cornerstone OnDemand, Halogen Software, Infor Lawson, Kenexa, Kronos,OraclePeopleFluentSabaSumTotal SystemsTalent TechnologyTaleo, Ultimate Software and Workday. In fact Taleo already has 20 million users on its platform and SumTotal has almost 15 million, which are basically in the same range of adoption or more as SuccessFactors. Also remember that SAP is not as prevalent in the growing workforce management market where human capital management is provided mostly to hourly workers where providers like Kronos, Infor, Workforce Software, SumTotal Systems Ceridian with acquisition of DayForce, Empower Software and others are dominating this segment of HCM applications. All of this means that SAP acquiring SuccessFactors does not immediately make them a powerhouse or leader immediately as we need to holistically at applications that support all the people and human capital in an organization and not just the salaried workers.

SAP executives said that SuccessFactors will be leading its cloud computing strategy, and it will make SuccessFactors CEO Lars Dalgaard head of its cloud business and add him to its executive board, but so far the company’s success has been in building point applications for HR that do not have the volume and velocity of major transactional applications, which SAP had been addressing in its SAP BusinessByDesign. But SAP had been slow to advance its HCM in the cloud, as I assessed so this is an opportunity for them to provide a robust offering to companies using SAP ERP. With Lars moving to a larger role, it will be challenging for him to provide the current level of cycles on the core business which could have an impact to not letting the integration into SAP policies and procedures impact the potential of the SuccessFactors investment.

For companies using or planning to use SAP for HCM in any of its flavors, from SAP ERP HCM to the HR part of SAP BusinessByDesign to the new HCM applications, we advise waiting on new deployments as this acquisition throws their future into question. Organizations using SuccessFactors can continue business as usual for their core application suite, but they should carefully examine new areas like analytics, collaboration and mobility to determine whether the integration of the companies and overlapping technology strategies will slow down the pace of delivery. We expect this announcement by SAP and previous ones in 2011 to provoke more acquisitions in the talent management market. That will require even further due diligence by buyers to determine if what they choose will be part of the future or left in the past. I have seen some really bad analysis of this announcement in the last 48 hours missing any depth on the details of the applications and implications of the overlap and the future of organizations current use of SAP or SuccessFactors. Remain pessimistic on all of these changes and the impact to the future but remain confident that these applications will make a significant difference to the value of your human capital.

SAP needed help in both talent management and cloud computing, but it will take time for customers and the organizations to determine what will be possible as they integrate the business portfolio of applications. Until then, stay focused, and be wary of any fast movement by either company to get you to make a commitment until the transaction is complete and the roadmap is clear.


Mark Smith – CEO & Chief Research Officer

SumTotal Systems Optimizes The Use of Human Capital

I just attended the first-ever analyst summit (Twitter #SumAS11) of SumTotal Systems to learn more about the company’s people and products since my in-depth analysis from earlier in the year. This key player in the business applications market offers a portfolio of applications in HRMS, workforce management and talent management, pieced together over several years with financing from its owner, Vista Equity Partners. This has been a busy year, as SumTotal acquired GeoLearning, Accero and CyberShift to gain entry into the expense and workforce management application markets.

The SumTotal Systems portfolio now covers the range of applications required to manage operations and people from contingent and hourly to salaried workers. At the summit, the company discussed its ability to meet a range of companies’ needs. It featured presentations about deployments of its global and domestic customers including  Praxair and the University of Wollongong, among others. SumTotal’s executive team personally demonstrated its applications in a context of business scenarios covering a dozen applications in a little more than 20 minutes: Strategic Workforce Management, Social Learning, Learning Management, Mobile Learning, Workforce Management, Compensation, Expense Management and Payroll, Talent Profile, Succession Planning, Performance Management, and Recruiting. Most impressive was the continuity of roles across each of its applications – it’s no easy feat to maintain such consistency.

SumTotal is positioned to keep growing its portfolio and gain more customers thanks to its common application platform and architecture, which provide integration of applications, processes and information. This is something the company does not currently market, but analysts and customers see it as a key component of the portfolio’s value. This platform has been a strong foundation since SumTotal acquired it from Softscape, and has helped the organization unify applications in a common process and information model.

In addition, many of SumTotal’s key applications are built to operate natively on mobile platforms, including the leaders Apple, Android and RIM, to take advantage of each one’s unique user experience. SumTotal Mobile, released this year, also allows offline access to content for learning. SumTotal also has tightly integrated its user framework with Microsoft SharePoint, so it can be embedded within an organization’s corporate portal environment.

SumTotal Systems has made a commitment to deliver upgrades to its software multiple times a year and in 2011 has delivered a series of improvements in social learning and strategic workforce analytics. It has smartly built its workforce analytics portfolio on top of the IBM Cognos technology so it can focus on business users’ and process needs, including the mobility capabilities that I recently reviewed and the version 10 release that my colleague has assessed. In addition, the newly released Talent Explorer makes it easy to navigate and review information about people in an organization for a range of ad-hoc and strategic decision-making.

The company has integrated workforce management applications acquired from CyberShift with the SumTotal HRMS and talent management environment. It looks at schedules and competencies and treats the talent pool as one group of workers not divided into hourly and salaried. A new time clock offers integrated learning and other capabilities to provide workers with more direct access to their information, including work schedules but could use a larger and brighter display. SumTotal should expand further into social recruiting, on which we will soon publish our benchmark research, as it is doing in the social learning areas.

The SumTotal Systems analyst summit showcased the depth and dynamics of the company’s team and products. It was clear from the event that there is more going on than I realized, from the software’s level of user and process integration to support of mobility platforms and workforce analytics. The company’s aggressive product roadmap aims to attract a global customer base with languages and currencies not offered by many in the industry. In fact only a few providers have  this breadth and depth. Infor, with its acquisition of Lawson, is one, and we are waiting to see how its application portfolios will work together and to some extent with Oracle and SAP, which has HRMS and new talent management offerings. Another is Workday, which has develop a new HRMS and talent management suite and is partnering to fill its missing components in the short term, as I recently pointed out.

SumTotal Systems has more than double digit revenue growth and has a significant application portfolio that is advancing readily. It also is finding that its customers are using its applications more specifically in lines of business like sales and customer service. If you have not looked at a unified set of applications for leveraging your human capital, you should consider a demonstration of how SumTotal software works together to see for yourself.


Mark Smith – CEO & Chief Research Officer