Great Plains ASP - Evolution, Revolution, Innovation

  • Written By: A. Turner
  • Published: October 4 2000

Great Plains ASP - Evolution, Revolution, Innovation
A. Turner - October 4, 2000


This is the second of three articles about Great Plains resulting from TEC analysts attending the Great Plains partners' meeting, Stampede 2000, in September. The meeting provided the opportunity for in-depth research on how Siebel and Great Plains operate. The TEC analysts were able to interview both Great Plains managers and partners.

Event Summary

On September 18, 2000, Great Plains (Nasdaq: GPSI), announced the expansion of its Application Service Provider (ASP) initiative. Great Plains has evolved its ASP partner program to better meet the diverse needs of its ASP partners and their customers.

Great Plains now has three relationship partner tracks for ASPs that host its solutions: strategic ASP partners, approved ASP partners and approved data centers.

Organizations attain the strategic ASP partner designation because of their brand recognition, significant channel focus and demand generation investments in Great Plains' channel strategies. Strategic ASP partners work with Great Plains' channel to deliver ASP services and programs and offer hosted Great Plains eEnterprise, Solomon or Dynamics e-business solutions. Each strategic ASP partner has unique strengths, and collaborating with them allows Great Plains to meet the various application deployment needs of its customers and partners. Great Plains' strategic ASP partners include Agiliti, Digex, FutureLink, IBM Global Services,, PSINet Consulting Solutions, RSM McGladrey, Inc./ASP Solutions and Winstar.

Approved ASP partners are members of Great Plains' partner channel that have allocated significant resources to deliver hosted solutions. These ASP partners either self-host or contract a Great Plains approved data center to host applications. Many approved ASP partners also work with Great Plains solution developers and other channel members to offer highly specialized, hosted vertical applications. Great Plains presently has 29 approved ASP partners.

Approved data centers deliver ASP infrastructure services to customers. They host applications and work with authorized Great Plains partners to sell and implement Great Plains solutions.

Market Impact

The Great Plains ASP initiative represents a focused approach to outsourcing. Leveraging relationships, techniques and business strategy refined within their channel sales architecture, they are making solutions available via the Internet. By working closely with their sales partners, continually refining their offerings and maintaining high "customer touch points" they are providing different delivery options.

As the upper market players like Peoplesoft, Oracle, and SAP struggle with comprehensive solutions, pricing architectures, compatible versions and limiting channel sales conflict, Great Plains is embracing their sales network. The company's recent Stampede event is testament to their dedication to partners for mutual success.

Endorsing partners such as who deliver rapid deployment and "gold standard" efficiencies benefits both companies. In an evolving market, which is estimated to reach 22 billion dollars, this focused delivery solution helps customers select applications and utilize Internet delivery methods. (For more information on see - 13 Years and 93,000 Square Feet.)

User Recommendations

If you are considering a Great Plains solution, we recommend evaluating their latest 6.0 Release. If your organization does not have the time or resources to host the application(s) internally, we suggest you explore delivery options available through their ASP network. The Great Plains ASP program is over a year old and through the evolution of their offerings they are helping to innovate their partners business models. The business strategy is not necessarily revolutionary, but the results may very well be.

For more information on Great Plains see the following articles:

Siebel: Great Plans for Great Plains

Great Plains - An SME Leader, But At What Cost?


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