- Is Brightwork Research & Analysis smarter than other analytical sources on SAP & Oracle?
- How does one measure and prove being smarter?
- Focusing on the outcomes of the analysis.
All of the sources of information on enterprise software consider themselves intelligent. Gartner and Forrester have analysts who graduated from the most prestigious schools. The major consulting companies talk up their large amount of experience in implementing SAP and Oracle. So why is their analysis of such low quality? In this article, we will discuss why, and why we are able to produce so much better work with much lower resources than the common companies.
Research Versus Sales Orientation
Even if most of the people that worked at Deloitte or Gartner came from CalTech, it would not make that much difference, because these companies are entirely sales oriented. That is people with a sales background run these companies, and they run them for profit-maximizing purposes.
Does honest research go together well with high sales quotas? We don’t think so. Yet the major providers of information in the IT space have extraordinarily high quotas.
In the book Gartner and the Magic Quadrant, we covered how Gartner, which pretends to be a research firm, actually follows no research rules, and for this it is necessary to understand their business model which we covered in the article How to Understand Gartner’s Business Model. This sales orientation causes these entities to focus on telling their clients what is profit maximizing rather than what is true. For example, the only interest that any of the SAP and Oracle consulting companies have is billing hours for implementing SAP or Oracle. Anything that contradicts this objective, will not be disclosed to the client.
Lack of Writing and Analytical Detail
Brightwork focuses on detailed analysis. None of the SAP or Oracle consulting firms we have seen, nor Gartner or Forrester get to a sufficient level of detail in any of their analysis to base decisions off of their material. Gartner and Forrester are filled with people who have in most cases never been on either and SAP or Oracle project. This means that they are writing without the authentic knowledge that project experience brings and are quite commonly entranced by marketing statements from these two vendors.
We consider implementation experience necessary to researching IT topics. However, Gartner and Forrester do not agree and are perfectly willing to take strategy consultants with not software background to serve as analysts. This lack of technical expertise (along with the money they are paid by vendors) is how both Gartner and Forrester were so easily fooled on SAP HANA. Forrester created an estimated for HANA’s lower TCO before HANA had even been implemented. Impressive!
Should All Information Provided to Clients be Promotional in Nature?
If one looks at the material produced by the SAP and Oracle consulting firms, there is rarely any critical information included so that nearly everything is stated in positive terms. The consulting companies are very careful to not include any negative experienced they encountered from previous projects, and in general, the consulting firms tend to operate internally as competing fiefdoms and are unable to leverage their collective knowledge. For instance, if a partner in Kansas helps a partner in California close a deal, it does not much help the partner in Kansas, therefore their incentive for internal cooperation is not promoted by the organizational structure of these firms.
Much of the “analysis” of the IT analyst firms are not only financially biased, but it is also rigged and manipulated by sales types before it is ever seen by clients.
In each case, the adjustments to any content are based upon marketability. Against this backdrop, it is not at all difficult to excel past the low bar set by the SAP and Oracle firms and the IT analyst firms. And we are able to do so even though we have a tiny fraction of the manpower that they have. The more access we get to the materials provided by Gartner and the consulting firms to our clients, the weaker the advise ends up looking.
So yes, based upon our research quality and the outcomes for our clients, we are quite a bit smarter than what is available in the market. And even better than being smarter, we put our client’s interests at the top of the list, and we don’t simply perform analytics projects to rig the results to pickup implementation business. And that is a massive differentiator.