It’s a new year and a new decade. Recognizing this tends to spur talk of transformation and the commitment real transformation requires.
For software businesses like ours, that commitment takes the form of reflecting on what’s working for our customers, large and small and in every industry, and what we can do to make it work even better.
And with more than 4,500 active customer deployments, we’ve learned a lot. For instance, we’ve learned that while organizations of all sizes and in every industry need easy-to-use, automated planning solutions to speed adoption across the enterprise, some capabilities and features are more important to companies of certain sizes or in certain industries.
Medium and large enterprises demand virtually unlimited scalability and high degrees of configurability. In contrast, small and medium-sized businesses (SMBs) tend to prioritize easy implementation and KPIs designed for their specific use case, in part because they lack the large teams that enterprises can devote to deployment.
Requirements differ across industries as well. Large manufacturers recognize and manage revenue and expenses differently than software startups that derive revenue from subscriptions, or universities and nonprofits that must ensure income from grants is applied to designated programs. Every one of these organizations deserves a modern planning solution that’s continuous, comprehensive, and collaborative—and that works in a way that makes sense to them.
Committed to every customer
So in 2020, we’re continuing our commitment to meeting the needs of all of our customers. Foundational to that commitment is our partner ecosystem that for years has successfully served our critical SMB customer segment. Whether they focus on specific industries or companies in specific regions, these partners know their markets better than anyone. They know these customers’ challenges, and they’ve proven over many years that they’re exceptionally equipped to create solutions that address them. They’re local, dedicated, and an integral part of the Adaptive Insights team.
In fact, for years these partners have successfully managed 100% of Adaptive Insights SMB implementations—while helping us identify prospects and convert them into customers. They’ve proven they can deliver faster time to value. It’s a model that works for customers, for partners, and for us.
Based on this success, we’re further investing in our partner program. Along with proven, longtime partners, we’re broadening our partner ecosystem globally with a select group of new high-quality partners that have a history of proven customer success. They’ve been carefully chosen for their expertise and track record of addressing the short sales cycles and rapid deployment favored by customers in the SMB segment.
These partners will build on their already extensive investments in consulting and customer success resources devoted to implementing our solutions. We’ll continue to work closely with them on new sales leads development, on specialized demonstrations, and on engaging the end-to-end, prospect-to-customer experience. They’ll provide their unique vertical and regional expertise, develop packaged solutions that address vertical market demands, and continue to drive exceptional time-to-value implementations while delivering superior levels of customer satisfaction and success.
Large or small, we’ve got you covered
While these partners play a crucial role in growing our SMB presence, we absolutely recognize that we own the customer experience for every single customer. As a result, we’ve also invested in our customer success team for SMB to ensure all customers receive the same great experience and to uphold our distinction as a November 2019 Gartner Peer Insights Customers’ Choice for Cloud Financial Planning and Analysis Solutions.
We’re excited at the growth we’ve seen across all of our customer base. We believe it’s a reflection of our belief that organizations of all size need to operate with agility, and that implementing a modern planning solution is the key to achieving that goal. We know customers are responding to our platform-agnostic approach to ERP and other back-end systems, ensuring that no matter what system you run your business on, you can plan with Adaptive Insights. In fact, since we became a Workday company, we’ve added significantly to our installed base of Oracle NetSuite customers—a sign that customers continue to recognize the value in Adaptive Insights, no matter what ERP system they use.
Sixteen months ago, I assured our customer base that large or small, we’ve got you covered. By continuing our commitment to every customer, we’re ensuring that this is truer today than ever.