Going for a Global Reach






How far-flung is your company today?  And how many new boundaries will it likely cross over the next decade? And how might these questions influence your choice of a software application provider?  This was a question we studied in the new Talent Management Systems: 2013 report that was recently released (see the report for more details).

The “reach” of a provider with its talent management solutions is informative if you are seeking solutions across geographies. Where do you or will you be conducting business: North America only? Or Asia/Pacific, Europe, the Middle East, Africa, or Latin America?  You need to know where the providers you may choose do business – not only what countries their product supports, but where they actively sell.  So to help on this front we looked at where today’s major human capital management software companies derive their revenue.

•Some companies derive the majority of their revenue from North America today: for example, ADP (90 percent), Halogen, (95 percent) and Kronos (89%).
•HCM application providers with 50 percent or more of their revenue from other than North America include Lumesse, Oracle’s PeopleSoft, Fusion, Taleo and E-Business product suites, SAP and SAP SuccessFactors.
•Providers with 20 percent or more of their 2012 revenues from Asia/Pacific include Oracle (again across all ERP product lines), SAP, and SuccessFactors.
•Cornerstone OnDemand, Saba, and SumTotal all have at least 10 percent of their revenue stemming from Asia-Pacific.
•Not surprisingly, Australia’s PageUp People receives 96 percent of its revenue from Asia-Pacific, and Belgium’s Progreso is totally European in sales today.

Many of the companies that have traditionally been North America-centric are rapidly extending into other geographies, often adapting their products to support local payrolls, taxation, employment regulations, and other compliance issues.  Many more provide multi-lingual and multi-currency support; a very good start, but you need to know more.  When you are selecting a software provider, look where they sell, ascertain where they have the support and service you may need, and ask for references in those locations.  If the solutions the vendors provider are Software-as-Service, ask where the supporting data centers are located, and ensure you know the employee data privacy regulations of the countries you plan to enter!

“Going Global” will be much easier with a solution provider who has “gone global” before you!

Christa Degnan Manning

Christa Degnan Manning leads Bersin by Deloitte’s solution provider research. In this role, she collaborates with Bersin and Deloitte colleagues across practices to identify and analyze software and service providers that support and sustain success in human resources, workforce enablement, and organizational effectiveness. Christa’s research and advisory work helps businesses align their workforce support strategies with the right third-party partners and governance models to deliver functional capabilities and employee experiences that support productivity, engagement, and workforce efficiency. She also helps solution providers map their capabilities and go-to-market activities with solution buyers’ and users’ critical needs. Christa draws on more than two decades of business-to-business market research, operational leadership, and global workforce experience. She holds a Master's degree from the University of Massachusetts, and a Bachelor of Arts degree from Barnard College, Columbia University, including studies at University College, University of London.

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