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"TEC's solutions, which include research comparison reports selection tools
consulting services are driven by its powerful analysis engine, eBestMatchTM
Source: Technology Evaluation Centers
Case Study: Pronto Software, ERP Vendor
Pronto ERP Software
is also known as :
ERP Software Vendor
Enterprise Software Vendor
Buy ERP Software
ERP Software Sales
Business ERP Software
ERP Software Companies
ERP Software from Pronto
TEC ERP Software Selection,
Shop ERP Software,
ERP Software Providers,
Pronto Software ERP,
Pronto Web Site,
Pronto ERP Software Whitepaper,
ERP Software Download,
ERP Software Rankings,
Popular ERP Software,
Top ERP Software Vendor,
Search for Pronto,
Pronto-XI ERP System,
Benefit to Pronto,
Define ERP Software,
Reliable ERP System.
PRONTO-Xi enterprise management system (EMS), with solutions and modules for the
following business needs and industries:
- engineer-to-order (ETO), discrete, process, make-to-order, assemble-to-order, and
- computerized maintenance management system (CMMS) and enterprise asset
- point of sale (POS) and Web commerce
- retail and customer relationship management (CRM)
- supply chain management (SCM), with warehouse and inventory management, sales
orders, purchase orders, electronic data interchange (EDI), advanced forecasting,
distribution, and other functionalities
- Head office: Melbourne (Australia)
- Value-added resellers (VARs): in Canada, Mauritius, Malaysia, Sri Lanka, India, Singapore,
Vietnam, Australia, New Zealand, and the United States (US)
- To continue its steady and profitable growth by consolidating its position in established
markets and selectively expanding into new markets.
- To increase its number of VARs in North America, and to expand into Western Europe.
- To leverage its lean, value-based engagement model to grow against the trend during
the global economic downturn.
Benefits of Using TEC:
- "TEC Certified" status helps Pronto create a credible brand in the minds of both VARs and
- TEC helps Pronto acquire additional VARs around the world, but particularly in the North
- TEC increases awareness of company brand and product via presence on Web sites, as
well as in weekly and daily newsletters.
- Pronto solution data in ebestmatchTM allow prospects to see how well the feature/function
set compares with other solutions in the market; ebestmatch also helps decision makers
to cement decisions, or helps them sell their decisions internally.
Leading the ERP Pack
Pronto's Web site describes the company as "Australia's
most successful domestic enterprise resource planning
(ERP) software vendor." In business for over 30 years
and headquartered in Melbourne (Australia), Pronto
offers solutions for manufacturing and distribution, as
well as support for business intelligence (BI), customer
relationship management (CRM), and more. Its flagship
product, PRONTO-Xi, serves clients in a wide range of
verticals, including automotive and aerospace, high tech
and electronics, retail, building and industrial supply
manufacturing, food and beverage, and professional
Having attained sales of $48,000,000 (AUD) last year, won
multiple Dunn & Bradstreet "Business of the Year" awards,
and continued annual revenue growth at 15 percent, the
description "most successful" seems plausible. Although
it may be hard to determine the precise reasons for a
company's success, Terry Leister, Vice President North
America, believes there are two main elements that
have contributed greatly. The first is having a dedication
to partnering with customers to solve real business
problems. The other crucial element is the ability to create
partnerships with value-added resellers (VARs), which
generate and provide valuable leads. In both instances, the
key is developing relationships: people like dealing with
people with whom they have an affinity.
TEC has not only helped Pronto acquire VARs, but also
works with those VARs in creating business opportunities
(details below). But Pronto benefits from exposure on TEC's
Web sites in several other ways too.
To Be Certified, or Not to
Be Certified: The Benefits
of TEC Certification
Visit the TEC Vendor Showcase site and search for Pronto.
Beside each of its eight solution sets, you'll see a black,
white, and red "TEC Certified" symbol (for example, on
Pronto's page in the ERP – Distribution section). This
means Pronto has requested TEC to certify its products-
an impartial process in which TEC verifies that PRONTO-Xi
does what Pronto says it does.
Hunkering over a TEC boardroom table during an interview
in March 2009, Leister-his Blundstone-clad feet firmly
planted on the floor-confirms that Pronto's status as TEC
Certified is beneficial. "Being TEC Certified helps boost the
credibility of our product, and our brand, in a market where
we are not well known. Clients and prospects know that we
can live up to our claims, because TEC has independently
certified that what we say about our product's features and
functionalities is true."
There are other benefits of going through the TEC
certification process for vendors such as Pronto:
- Efficiency: Pronto can save time when responding to
client requests for information (RFIs) because the TECcertified
data gives Pronto a head start in responding
to successive client projects.
- Increased exposure: products like PRONTO-Xi are
more likely to be mentioned in select TEC publications
written by TEC analysts, as they are assured the
product data is accurate and reliable.
- Positive perception: the "TEC Certified" label prompts
top-of-mind presence for the decision makers and
consultants who regularly use TEC's services for
evaluating and selecting enterprise software.
With ebestmatch, Pronto
Can Show Clients How Its
Solution Best Fits Their
Leister also sees that presence in TEC's ebestmatch decision
support system (DSS) is another benefit to Pronto during
the sales process. Because ebestmatch can highlight a
solution's features and functions, showing clients the
profile in ebestmatch can be a good starting point for a sale:
"We have had a couple of situations where we've pointed
people in the direction of the TEC site, knowing what result
they would get if they ran a comparison between our
solution and another given vendor. It can help you take
charge of the sale."
Leister observes that TEC's Discrete Manufacturing
Evaluation Center has provided the most value to Pronto
so far, but that he expects the Distribution and Point of Sale
(POS) Evaluation Centers to soon surpass it. When asked
why discrete manufacturing has come out ahead of others,
Leister says it's because most of Pronto's competitors are
also in discrete.
To explain further, Leister says that often, the other
solutions in discrete manufacturing have "a disconnect
between back-end and front-end functionality." Pronto,
Leister claims, has solid functionality for both back and
front end-a claim that can be backed up when Pronto's
solution is evaluated online in TEC's Evaluation Centers.
It is also possible that ebestmatch can help vendors'
clients move the decision-making process forward to
implementation. Leister reports that Pronto's VAR, Business
Solutions Alliance (BSA), "made a couple of sales where the
comparison information in ebestmatch helped the decision
maker sell his decision internally, or helped cement
decisions that were essentially already made."
"Baby, You Can Drive My VAR …"
Leister is enthusiastic when asked about TEC's role in acquiring VARs. "TEC was instrumental
in our acquiring a VAR partner in Vietnam," he declares, adding that the Vietnamese reseller
simply found TEC's Web site, discovered Pronto's products in the Vendor Showcase, and
then contacted Pronto. "TEC can continue to help us with acquiring North American VARs
as well. When a VAR approaches us to find out how well our feature/functionality sets
compared with other vendors, we can show them in ebestmatch how we stand up."
Leister says that Pronto's aim is to develop a relatively small, cooperative VAR network
across North America, with a split between geographical and vertical markets. "If we can
have 10 to 12 strategically placed VAR partners focusing on a geographical region or a
specific industry segment, we think we can avoid channel conflict and foster a level of
cooperation that allows our partners to leverage each others' resources." Using TEC, these
VARs can find vital leads in regions or areas that haven't yet been explored, while VARs
focusing on a vertical can provide leads in that particular industry. As an example, Pronto
has two VARs in the city of Perth (Australia), and Leister says that the leads they provide
are usually different enough that it is as though one VAR were focused on mining and the
other on manufacturing and distribution.
Pronto has established relationships with four VARs in North America-BSA, Business
Computer Technologies (BCT), SHS, and Xonitek. Each of these VARs works closely with
TEC to provide those vital leads. The VARs access TEC's VAR Zone and are able to choose
from amongst the high-quality leads generated by TEC's white paper programs and
other methods. Then the VARs, such as the Whitby, Ontario (Canada)-based BSA, use
those leads to promote PRONTO-Xi in new markets-and ultimately, to make sales.
Maximizing Exposure to Prospects
Leister concedes that Pronto could be doing much more to take advantage of TEC's services
to vendors. For example, Pronto has participated in only one of TEC's popular Vendor
Showdowns, in which two or three vendors are analyzed in ebestmatch to determine the
solution that offers the best functionality in a module or grouping of modules.
Leister also says that the company is thinking about running white papers in TEC's newsletters,
another valuable method of leads generation. The weekly newsletter, as well as the
white paper newsletters, can help provide a company such as Pronto with visibility-at
the crucial point when prospects are "thinking about buying software," when Leister believes
it's best to get to know prospects and their requirements.
For more information about Pronto and PRONTO-Xi, visit TEC's Vendor Showcase pages
for these categories:
- discrete manufacturing
- ERP - distribution
- mining industry (ERP and CMMS)
- mixed-mode manufacturing
- process manufacturing
- point of sale
- CMMS - EAM
For more information about TEC's services for vendors and VARs, visit
Technology Evaluation Centers
740 St. Maurice, 4th Floor
Canada, H3C 1L5
Phone: +1 514-954-3665, ext. 254
Toll free: 1-800-496-1303
Fax: +1 514-954-9739