from a new AMR report on Enterprise applications.
"...Ross & Roll: Ross Systems Continues Profitable Track Record
After a couple of rocky years, Ross Systems is establishing
a positive track record with its third profitable quarter in
a row. This continued improvement has much to do with Ross'
focus on key markets in the Process manufacturing arena. On
average, 85% of new business for the company comes from the
Process space. Most of Ross' installed base is in the Food,
Pharmaceutical, and Chemical industries. But, in recent
quarters, the company has made substantial inroads with
Metals and Pulp and Paper manufacturers, where it finds it
can demand higher deal sizes.
The company has formed strategic partnerships with Andersen
Consulting, Deloitte & Touche, and, more recently, McGladrey
& Pullen. In 1998, Ross nailed down a preferred vendor role
with the Metals practice of Andersen's Natural Resources
Group. The Deloitte & Touche relationship provides Ross
support in the mid-market for a variety of Process verticals
while the McGladrey & Pullen addition strengthens Ross' mid-
market presence in its traditional verticals.
With its focus on Process manufacturing, Ross competes with
other ERP vendors, such as SCT and Marcam, in this space.
However, Ross is also seeing a lot more of SAP these days.
At the end of 1998, the company ramped up its development
efforts with the addition of an SQL Server 7.0 offering, Sun
Solaris support, functional enhancements for EMU support,
and a Web-based self-service product for employees--the HR
Kiosk. While Ross has a viable message as a full ERP
solution for midrange Process manufacturers, this market
space is currently experiencing a reshuffling of the top
Process ERP players. SCT seems to be in every Process deal
lately, Marcam has recently slipped, and Oracle is
determined to play aggressively with Release 11 of its
Oracle Process Manufacturing product. Can Ross leverage
this reshuffling to its own advantage? The road thus far
has shown that deep focus on key subverticals within Process
as key to Ross' market presence. Sticking with this model
seems to be the right prescription..."
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