Edwards - Creating OneWorld of Mid-sized ERP Users
Edwards & Company is a leading global provider of enterprise business software
for distribution, finance, human resources, manufacturing and supply chain management.
Founded in 1977, with headquarters in Denver, CO, J.D. Edwards is the fourth-ranked
ERP vendor with $934 million in revenue in 1998 (approx. 6% of the global ERP
market). The Company has a history of solid growth, with an average of 45% annual
growth since its inception (see J.D. Edwards & Company Annual Results chart).
J.D. Edwards began by customizing accounting and other business software for
companies using IBM mid-range computers, particularly the IBM AS/400 platform.
The WorldSoftware version of application suites for use on the AS/400 first
shipped in 1988, and accounted for substantially all of the Company's revenue
until the most recent two fiscal years. As IBM began de-emphasizing its mid-range
systems, J.D. Edwards, after three years of development, released in 1996 an
object-based, cross-platform ERP product called OneWorld, which is regarded
as one of the technologically most advanced ERP products. The Company has successfully
transformed itself from a supplier of host-centric mainframe software to a supplier
of open systems, which operate in multiple computing environments and are Java
and HTML enabled. J.D. Edwards enables its Idea to Action concept (an
ease with which customers can put their idea into action) with ActivEra,
a collection of tools and technologies that extend J.D. Edwards SCOREX and AIMX
supply chain solutions, and OneWorld and WorldSoftware ERP software.
The Company distributes, implements and supports its products worldwide through
50 offices and more than 270 third-party business partners, with approx. 35%
of its revenue coming from the international market. By the end of 1998, the
Company had more than 5,000 customers with sites in over 100 countries. J.D.
Edwards & Co. went public in 1997 and currently trades on NASDAQ.
leading global position in Small-to-Medium Enterprises (SME) and lower-end
top-tier segments of ERP market, with large customer base and developed
channel; Strong long-term track record and very good reputation for honest
and fair treatment of customers, and for prudent acquisitions and/or true
strategic partnerships with other leading vendors.
is regarded as one of the best and the most comprehensive core ERP products
for SME market segment at this stage, particularly in terms of functionality,
total cost of ownership and product architecture that promotes flexibility
and ongoing post-implementation system agility.
focus on product quality and customer satisfaction, very efficient R&D
and service departments in terms of their respective average revenues per
employee (see enclosed charts).
competitive and shrinking market caused the Company to stumble in the first
half of fiscal 1999 and to post $10.4 million loss in the last quarter.
J.D. Edwards revenue growth in 1Q99 and 2Q99 has been driven primarily by
maintenance, with significant deceleration in license revenue (down 12%)
and only slight increase of total revenue (11%) compared to the second quarter
of the last year (see J.D. Edwards & Company Quarterly Results Chart).
to its late expansion into the UNIX and Windows NT world, and because its
product portfolio is not scalable for mega-user environments (2000 users
and more), the company is still struggling for recognition beyond its own
customer base and is often overlooked in discussions of top-tier ERP suppliers.
entry into CRM, business intelligence and E-Commerce markets, with a narrow
offering of internally developed modules in these areas. The Company has
developed partnership agreements to resell respective third party products
(Siebel, Ariba, etc.),which will demand integration efforts and not necessarily
result in desired revenue growth (Siebel is also in similar partnerships
with SAP and Great Plains).
will be challenging; We predict significantly reduced annual revenue growth
(15-30%). While overthrowing PeopleSoft from the 3rd position in ERP market
share is not a likely scenario within 1999 (20% probability), it is achievable
within the next 2 years (65% probability).
major acquisitions are expected in the foreseeable future (80% probability);
The focus will be on integrating recently acquired Numetrix and Premisys
products and on interfacing Siebel's and Ariba's respective applications,
as well as on expanding its own product functionality and offering new vertical
industry solutions (see Vendor Recommendations).
AS/400 products will contribute 50% of total license revenue within the
next 2 years (70% probability); At the same time, 30% of total software
revenue will be generated through indirect channel distribution (75% probability).
entrench leading position in Small-to-Medium Enterprises (SME) market segment
in following ways:
direct sales force to expand business in existing customer base, by
upgrading older versions of software and by offering enterprise applications
beyond core ERP solutions (Front-Office, Business Intelligence, Supply
Chain, E-Commerce) and Vertical Industry-Specific products.
further into SME market, particularly into its lower-end that is still
out of reach of the other Big 5 ERP vendors, by offering "Small
Business Solutions (SBS)" and "Genesis Channel", either
by leveraging strong indirect channel network or through "Network
Application Services (NAS)" outsourcing option.
attend to resolution of system instability and missing functionality issues
that some early users of OneWorld software have experienced (see "J.D.
Edwards ERP not all-in-one", Computerworld, 5/24/99).
committed to new product features/enhancements introduction (e.g. transportation
and project module) and to new industry solution offerings (e.g. communications,
paper and wood, etc.), as well as to enhancing CRM, Business Intelligence
and E-Commerce offerings. These articulated endeavors are very ambitious,
and the current R&D workforce percentage of 18% of total workforce should
be increased to at least the industry average level of 22%.
generally recommend that J.D. Edwards be included on an enterprise application
selection long list for mid-market and low end tier 1 companies (with $100M-$2B
in revenue), based on its broad product portfolio and very good service
Edwards should always be included in the long list of an application selection
within following industries: automotive; consumer packaged goods; electronics;
manufacturing & distribution.
Edwards should be included on the selection short list within SME market
where manufacturing, logistics and financial modules are the main pillars
of an enterprise application.
organization evaluating J.D. Edwards should consider existing functionality
only, and, in case of final selection, should negotiate incorporation of
new applications components now at negotiated license fees, in expectation
of J.D. Edwards increase in new product introductions.