Will Glovia Glow Again Through Its Hub And VARs?
Glovia Glow Again Through Its Hub And VARs?
- September 9, 2002
espoused its strategy to extend its ERP heritage into becoming a provider
of wide-ranging B2B solutions to enable enterprises to create collaborative
processes, on August 8, Glovia International, an e-business applications
provider and a subsidiary of Fujitsu Limited (TSE:6702) with headquarters
in El Segundo, CA, announced that MSI Solutions, Inc. / APCO
Technologies, S.A. de C.V. has been selected as the latest
value-added reseller (VAR) in the new Glovia Affiliate Program
that was launched in February. The program's idea has been to include
member companies who will augment the efforts of Glovia direct sales and
professional services teams by extending its ERP solutions into high-density
manufacturing markets. The affiliate program members will specifically
sell to electronics, telecommunications, automotive, and industrial customers
in the Mid-Atlantic, Mid-West, Pacific Northwest, South Central and South
that regard, MSI Solutions / APCO Technologies will sell Glovia's ERP,
glovia.com and glovia.e products to customers in the U.S.
southern tier region of Southern California, Arizona, New Mexico, Texas,
Louisiana and Florida. It also covers Mexico, concentrating on the key
manufacturing centers surrounding Monterrey, Mexico City, Guadalajara
and the U.S. / Mexico border. The company plans to extend its Glovia practice
to the rest of Central and South America over the next 18 months.
Glovia announced that CAE Northwest was the first company to be
selected as a value-added reseller in the new Glovia Affiliate Program.
The new affiliate will sell Glovia ERP solutions, glovia.com and glovia.e
to customers in the Northwest region, which includes the metropolitan
areas of Boise, Portland, Seattle, and Spokane, and in the Southwest region
of Canada, Vancouver and Edmonton. Another VAR, e-Ventus Corporation,
was selected in April as a value-added reseller in the new Glovia Affiliate
and will serve the Midwest and Southeast regions with Glovia ERP solutions,
glovia.com and glovia.e. Specifically, e-Ventus will service customers
in Ohio, Kentucky, Tennessee, Alabama, Mississippi and South Carolina.
July, Glovia International announced that its Board of Directors named
Dennis Michalis acting CEO and president, following the resignation of
Matt O'Malley as Glovia's CEO and president. Michalis joined Glovia in
2000. Before being named acting CEO and president, he served as Glovia's
COO and continues to hold that position. Michalis is an enterprise technology
veteran, with nearly 20 years' experience in management consulting, solutions
practice development, product management, sales and professional services.
Prior to Glovia, he worked in technology consulting at PricewaterhouseCoopers,
the world's largest professional services firm.
company cited O'Malley's desire to spend more time with his family as
the former CEO's reason for leaving Glovia. O'Malley, a member of the
Board since its formation in 1997 served as the company's head for the
last two critical years. O'Malley continues with the company in the role
of an Executive Consultant.
Part One of a two-part analysis of recent announcements by Glovia. Part
Two will discuss Glovia's Challenges and make User Recommendations.
remains to be seen whether yet another executive change means Glovia will
continue to drag through an already extended period of transitions and
restructurings that culminated in its acquisition from the UK-based former
McDonnell Information Systems (MDIS) (now Northgate)
in February 2000 by major shareholder Fujitsu (see GLOVIA
to be Resuscitated (Hopefully)). Lately though, the market's perception
has begun to slant towards the notion that Glovia was indeed past its
restructuring and change of ownership difficulties and now has verifiable
and clear manufacturing extended-ERP product and services and e-business
strategies to execute.
several years of focusing on the manufacturing and service mid-market
as the Chess division of MDIS, Govia as a part of Fujitsu has since
produced a plan for launching its comeback attempt, which is built on
its sharp focus and expertise within certain industries, improved new
product interconnectivity, and quick and inexpensive e-business enablement.
has long been offering a versatile manufacturing-focused ERP system, renamed
in 1999 into glovia.com to further reflect the idea of globalization,
optimization, and visualization, as Glovia stands for GLObal Value Integrated
Applications, while the addition of the .com' suffix reflected not only
the product's Java-based thin client interface, but also advancements
in its object-oriented component architecture and key e-commerce-oriented
functional enhancements. To that end, with the help of the parent's company's
deep pockets and technology infrastructure products, Glovia can now boast
Web-based software capabilities and domain expertise in business-to-business
(B2B) collaboration, as it now offers a fully Web enabled B2B transaction
applications suite including:
its traditional ERP system devised to provide a functional back-office
system to companies utilizing software for mixed-mode manufacturing
(Engineer-to-order (ETO) through repetitive), projects and contract
management, service management and integrated financials.
a global collaborative B2C/B2B e-Commerce framework that includes
a Global Order Management system which is composed of eOrder,
eStatus and eQuote modules. Also, it includes eConfigure
solution, which is designed to allow the configuration and ordering
of complex engineered products, while eCRM provides customer,
prospect, and opportunity management, and the eService product delivers
instant access to vital customer and product information anytime, anywhere.
a closed-loop B2B collaboration solution that enables suppliers, trading
partners and customers to share and jointly run applications across
multiple, disparate systems, and is not limited to only exchanging XML-based
documents. It features the following components: vendor managed inventory
(VMI), demand planning and replenishment (DPR), order fulfillment and
ASN (OFA), outsourced order management (OOM), sourcing and procurement
management (SPM), and self service invoicing (SSI).
a comprehensive integrated technology solution for implementing and
operating private digital exchange (PTX) designed to take the pain out
of global e-business by seamlessly linking market-makers to suppliers
and customers regardless of language, currency or operating system.
glovia.hub combines three key elements believed to be necessary for
successful hub deployment, 1) a strong back office suite of highly scalable
ERP technology, combined with 2) multi-language e-commerce buy- and
sell-side technology and 3) high performance secure message routing
Interstage technology from Fujitsu. To that end, the solution
unites proven platform technologies from Fujitsu, global B2B collaborative
e-commerce applications based on Glovia.com, adaptable B2B integration
capabilities, and robust functionality required to manage a digital
marketplace. Glovia.hub leverages common standards and technologies
such as J2EE, CORBA, XML, http, EDI, RosettaNet, ebXML, SOAP, and UDDI,
and is available in three common solutions that comprise selected, pre-configured
Glovia.com components aimed at solving common business problems: 1)
Enterprise Selling Hub, 2) Enterprise Procurement Hub
and 3) Enterprise Integration Hub.
future could therefore bode well for Glovia given the backing from the
~$50bn Fujitsu parent, blue chip customers like Caterpillar, Dell
Computer, Panasonic, Eaton Semiconductor and Ericsson,
its functionally solid and also scaleable ERP system, and its new push
with e-business collaboration enabling products. The company's vision
appears to become the leader in B2B e-commerce for the global digital
marketplaces/exchanges, responding first pragmatically to 'business globalization'
with the current multi-national capabilities of glovia.hub. Next step
will supposedly be to enable 'business visualization', i.e. executive
'dashboards' providing meaningful and user-tailored visual representations
of what is going on with business health. As a final step should come
business optimization', i.e., the ability of a manager to know and understand
where the cheapest location to build a product is, given, e.g., inventory
on hand, available capacity to build and logistics network information.
close to 50 ERP modules, Glovia.com still has much to offer to many manufacturing
and service environments. The Kanban and Seiban (an identifying
number attached to all parts, materials, purchase orders and manufacturing
orders that identify them as belonging to a particular customer, job,
product or product line, resulting in having separate MRPs within the
overall MRP process) lean manufacturing approaches, both that enable manufacturers
to handle configured items in batches of one aimed at inventory optimization
and waste management, and the support for serial effectivity have yet
to be emulated by many competitors. Also, Glovia's virtual manufacturing
capabilities still give it a functional edge over many other products
for the mid-market. Further, remote inventory tracking (e.g., parts stored
on service trucks) and tracking inventory by projects make Glovia a strong
fit for project-based and service industries.
Glovia.com had not initially been strong in distribution and transportation
modules nor in so called white-collar' corporate functionality such as
global financial consolidation or human resources. Recently though, Glovia
has added much-needed functionality in its Financials module, specifically
in the areas of General Ledger, Cash Management, Budgeting, and Financial
Reporting, to help increase its win rate within enterprises with complex
organization, beyond its stronghold of the four walls of a single plant.
v. 6.1 was recently launched as a 'demand-focused' offering aimed
at manufacturers wanting to use the Internet to collaborate with suppliers
and other trading partners, and thus re-engineer their supply chains.
One of its key new modules is intelligent order management, which takes
projected inventory from the system's APS (advanced planning & scheduling)
system or a third-party APS system and allows users to plan accordingly
by visualizing best possible shipment date for any order, whether standard
or configured product, from any of its facilities. It further includes
advice on product substitutions and alternative configurations, with accompanying
costs and delivery information, also including costs per plant, and system
prompts for the best solution.
enhancements would be the APS module re-written in Java and shop-floor
data collection (SFDC) module with bar code scanning support for high
volume manufacturing and complex industry requirements, in particular
now featuring manufacturing execution monitoring through a browser interface.
Glovia may also make great play of its web-based configuration tool, which
allows users to configure bills of material (BOMs) and routings in a visual
graphical environment, and of its CRM functionality specifically designed
for its target industries.
also runs with its Global Access methodology for rapid and incremental
deployment on the e-business side, and its business modeling, implementation
and change management engine on the conventional ERP side. As for technology,
a wide range of platforms covers Unix, Linux, and Windows 9x/2000/NT,
but there is only support for the Oracle database. The product
is also Java and XML-enabled.
Umbrella of e-Business Offerings
the above-mentioned growing umbrella of new e-business offerings, especially
its Global Order Management Suite, with multi-site, multi-currency, complex
pricing, and 20 concurrent languages capabilities, and its modules for
collaborative buying, selling and logistics, could offer a wealth of new
sales opportunities, both within and outside its customer base. As a matter
of fact, the firm is still in the throes of transforming itself into a
B2B e-business solutions provider with its glovia.hub solution aimed at
enabling enterprises to build 'business process networks' (BPNs), in other
words — providing PTXs with a brain. This might possibly give a new lease
of life to manufacturers' existing ERP and legacy back-office systems,
utilizing the concept of 'loose integration'.
experience for companies with multiple ERP and legacy business systems,
all tightly integrated has so far largely been an expensive failure because
of the scale of its rigidity and complication of any new tweaking. One
of the main obstacles facing users wanting to launch collaborative initiatives
has indeed been achieving seamless links between their multiple back office
systems and those of their suppliers. As deploying XML document exchanges
is not a panacea, Glovia addresses it with its intelligent tools that
transmit and translate at both the business document and business application
levels so that, in principle, multiple disparate applications can all
talk. Doing it this way, with a virtual multi-site, multi-national company
getting its data to and from the existing setting of multiple ERP systems,
with the appropriate presentations via web hub portals might not only
be elegant and easier to achieve but might also be pragmatic and compelling
value proposition for multi-system inter-enterprise-wide supply chain
notable feat is that glovia.hub is targeted at companies attempting to
execute their business globally. Up until now the language of commerce
has defaulted to English. With glovia.hub's real time translation technology,
orders can be entered in one language and seen in any other language.
Other benefits include the ability to aggregate sales and demand within
a single organization, to merge products and services as one offering,
and to generate quotations that reflect multi-plant collaboration. glovia.hub
to date comprises of five groups of technologies (i.e., hub platform,
hub integration management, hub e-commerce, hub collaboration, content
management) covering many bases from the platform itself to integration,
content and collaboration management. All are based on standards like
J2EE, CORBA and XML, and all apparently geared to rapid deployment, flexibility,
high performance, high availability and scalability along with security.
And all provide multi-currency, multi-language, multi-location operational
support out of the box.
beneficial for Glovia is the availability of underlying technologies,
from infrastructure up, provided by Fujitsu. As companies increase their
global exposure, particularly through online channels, language is an
obvious, but important barrier to overcome. Therefore, adding a real-time
multi-lingual translation capability, such as enabling customers to enter
orders on a Web site in their native tongue, has a tremendous benefit,
and has not been offered by many at this stage. Global Order Management
System, which allows companies to manage pricing, ordering, scheduling,
and delivery with multi-language, multi-currency, and multi-location,
as well as tax and tariff regulation, may offer lots of bang for a buck
and give competitors run for their money. Many increasingly realize that
conducting meaningful B2B e-commerce involves far more than just posting
a product catalog and taking orders from domestic customers.
concludes Part One of a two-part note analyzing recent announcements by
Glovia. Part Two will cover the Challenges Glovia faces and make User