PeopleSoft Canada has now built its Global Services team up to 220, but, says Stephan Scholl, vice-president of PeopleSoft Global Services, "As a consulting business, the last thing I can be is all things to all people."
explains, it's vital to know the market, a market that's been growing very briskly, his
unit having doubled its business every year for the past three and a half years.
Gone are the days of failed ERP projects and finger pointing, Mr. Scholl
says, much of which was a result of having too many cooks in the kitchen, he
itself touches in at least some manner 95 per cent of all projects its consultants are involved with.
It has stripped many of the partners out of the mix and gone to more of a 'single throat to choke' approach.
The realities of the new economy, where there is far more accountability, have necessitated this type of approach, Mr. Scholl
But that doesn't mean it's not still a lucrative business for PeopleSoft
estimates a one-to-one service drag, meaning there's a dollar of services to be earned for every dollar of software sold.
One of the reasons the services business is more profitable now is that whereas five years ago PeopleSoft simply did "body management," now it's much more a full-service shop, Mr. Scholl
This has translated into faster projects - sales cycles of as little as 12 months, he
says - which is an obvious advantage for customers.
recently created a Solutions Centre Lab where it can offer customers pre-fit solutions for projects where customization is not a necessity, Mr. Scholl
Customers availing of this Centre have experienced savings of 35- to 40-per-cent per project, he
is now offering hosting, a segment of its business that's growing nicely.
It has 90 customers worldwide and offers the hosting services through server hosting partners SureBridge and Hewlett-Packard
(through HP's data centre in Miami).
says this new service is providing PeopleSoft
with a recurring stream of revenue, which is the Holy Grail in high tech.
has taken a more active role in training customers in Canada, Mr. Scholl
While "Education is always the poor orphan in any project," Mr. Scholl
says PeopleSoft Canada
is doing virtually all the training itself, with 95 per cent of all Canadian training going through his
also says it's not a factor.
made about 15 calls to C-level
executives in the past few weeks and no one said no because of the pending Oracle situation.
"No one is in the wait-and-see mode," he