Liz Herbert

Vice President, Principal Analyst

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What SAP Customers Should Know About The $8B Qualtrics Buy

Liz Herbert November 16, 2018
SAP has been on an acquisition binge in recent years (SuccessFactors, Hybris, Ariba, Concur, Fieldglass, CallidusCloud, Gigya, and others) — a marked departure from SAP’s build-it-all strategy of the past. Qualtrics is the latest — and largest — in this shopping spree. Like many of the other acquisitions, Qualtrics will roll up into the Cloud Business Group headed […]
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Industry Ecosystems Will Be The Next Frontier In SaaS

Liz Herbert October 11, 2018
Nearly 20 years after SaaS giants such as Salesforce and NetSuite made their foray into the world of enterprise applications, we still see SaaS disrupting the traditional software world at a fast pace. SaaS growth remains high — with legacy software vendors pivoting to more (or all) SaaS and new disruptive vendors entering markets as primarily […]
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Three Key Questions And Answers About How To Make Digital Transformation Go Right

Liz Herbert July 26, 2017
We recently hosted a complimentary webinar titled Your Digital Transformation Is Not Bold Enough — Five Actions To Take Now. Forrester clients can also access the associated report here. The webinar and the report outline five common mistakes and key fixes for them, but these are only a starting point. Here are three common questions […]
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Introducing The New NTT DATA

Liz Herbert March 3, 2017
This week, NTT DATA brought together a select community of industry and financial analysts to introduce the new NTT DATA, following the recent acquisition of Dell Services. Though not a well-known brand to most, NTT DATA wants to change that and has launched a series of new campaigns to run on TV and in major […]
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Stop Chasing Unlimited Liability In SaaS Deals

Liz Herbert April 15, 2016
Clients tell us they are resistant to SaaS because of SaaS vendors’ unwillingness to offer unlimited liability. Sound familiar? It’s time to stop holding SaaS vendors to a higher standard than the alternative. Consider this:  In-house systems do not offer unlimited liability. Very few non-SaaS vendors offer unlimited liability.   Say what? You did get […]
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Link Pricing To Business Drivers To Take Services Partnerships To The Next Level

Liz Herbert April 1, 2016
Clients and services partners have talked for years about linking services partner pricing to business goals. However, traditional pricing models such as time and materials and fixed fee still dominate in services partnerships; examples of truly innovative pricing models are rare. Despite the rarity of these outcome-oriented pricing models, interest remains high. Clients frequently ask […]
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Salesforce Announces New Pricing And Packaging — What It Means To You

Liz Herbert February 2, 2016
After more than a decade of keeping its published pricing largely unchanged, Salesforce today announced new pricing and packaging for its core products. What you need to know: Pricing will go up for core editions. New Sales and Service Cloud Lightning Editions will come in three flavors: Professional Edition (PE) — $75; Enterprise Edition (EE) […]
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As Salesforce, The SaaS Behemoth Grows, So Does Pressure On Deals

Liz Herbert October 6, 2015
This is the second post in a series on strategies and tactics for negotiating your licensing agreements with software companies including SAP, Salesforce, and Workday. Salesforce is coming off of another banner H1 and monumental customer event, Dreamforce ’15. The SaaS giant continues its meteoric rise — now into full-blown CRM, Internet of Things (IoT), […]
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Five Unique Customer Benefits Of The SaaS Model: Learnings From Workday Customers

Liz Herbert October 3, 2014
Clients tell us they are turning to SaaS not so much for cost savings but primarily for greater business results: greater business agility and improved collaboration inside and outside the enterprise. But, what can SaaS applications provide that traditional, single tenant applications cannot?   At last week’s Workday Technology Summit, we heard firsthand from some […]
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Strategies For Negotiating With Salesforce.com In The Wake Of Its Growing Product Set And New Editions

Liz Herbert March 4, 2014
Despite an increasingly crowded market of cloud applications, salesforce.com is still very much the “darling” of the SaaS world. Some evidence of the provider’s continued fast-paced growth? 1)      Strong stock market performance. On June 12, 2013, when salesforce.com announced the completion of its acquisition of ExactTarget, salesforce.com stock (CRM) was trading at $37.58. On February […]
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IBM SaaS: Heavy On Choice – But Light On “Plug and Play”

Liz Herbert February 28, 2014
IBM is making a big push into the SaaS space – boasting 100+ SaaS offerings and $1 billion plus in targeted investments. The good news for buyers is that the strategy is broad, flexible, and open. But, the downside is that the current landscape is fragmented and inconsistent across its different offerings; buyers do not […]
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Salesforce.com’s Private AppExchange Can Streamline Multi-SaaS Sourcing

Liz Herbert November 27, 2013
salesforce.com’s 100,000+ customers now have a new option for streamlining SaaS sourcing across the enterprise: Private AppExchange. And, the price is right at $0. Free? Yes, free(!) but, don't assume this won't impact your costs. Last week at salesforce.com's massive Dreamforce event, Forrester had the opportunity to learn more about some of salesforce.com's recent announcements — including […]
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What Factors Can Make A Complex SAP Project More Likely To Succeed?

Liz Herbert September 16, 2013
At a recent SAP customer event on Business Transformation, Alexander Budzier from the Said Business School at the University of Oxford presented findings on IT project outcomes and their correlations with various project factors. When determining project success rates, the researchers considered business benefits, adherence to budget, and on-time delivery. Interesting findings from this research include: Project success […]
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Sourcing Strategies To Drive Digital Disruption: Early And Fast-Evolving

Liz Herbert March 22, 2013
Leading-edge executives at organizations drive growth, innovate, and disrupt industries through emerging technologies: social, mobile, cloud, analytics, sensors, GIS and others. 85% of executives in a recent survey shared that “the need to drive innovation and growth” would have a moderate or high impact on IT services spending. But, today’s technology buyers face a fragmented, […]
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SAP Rapid Deployment Solutions (RDS) Address Cost And Speed Of SAP Deployment

Liz Herbert May 21, 2012
At SAP SAPPHIRE (SAP’s biggest user conference, May 14–16), SAP announced that it has deployed more than 1,400 instances of Rapid Deployment Solutions (RDS) at more than 1,000 unique customers. These solutions help customers deploy SAP modules in as short as a few weeks at a reduced price point by productizing typical configurations. SAP boasts […]
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Clients Demand Business Innovation From Services Partners

Liz Herbert May 14, 2012
Innovation is again the hot topic for clients, as it was before the economic downturn. Clients have a renewed interest in innovation and business growth, and they seek services partners who can help. But what is innovation in this context? In this context, clients seek business innovation. They want a provider who delivers new ideas […]
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Deloitte To Acquire Workday Implementation Specialist Aggressor

Liz Herbert March 29, 2012
Deloitte continues to ramp up its software-as-a-service (SaaS) consulting practice, both through organic growth as well as acquisition. Today, Deloitte announced plans to acquire Workday implementation specialist Aggressor. Aggressor has been one of a very small set of Workday integrators (along with Deloitte), which means Deloitte now further boosts its already-impressive Workday practice. This move […]
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Clients Say Big Data Is Now An Imperative (Not Just An Initiative) At IBM’s Smarter Analytics Event

Liz Herbert March 22, 2012
At IBM's Smarter Analytics event this week, clients and partners presented success stories about how organizations are driving business value out of big data, analytics, and IBM Watson technology. Examples included: – City of Dublin, Ireland using thousands of data points from local transportation and traffic signals to optimize public transit and deliver information to riders. – Seton Healthcare mining through vast amounts […]
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SAP Buys SuccessFactors, Accelerates Cloud Strategy with Addition of Leading HCM Cloud App

Liz Herbert December 3, 2011
Today, SAP announced plans to acquire SuccessFactors, a leading human capital management (HCM) cloud platform with more than 15 million subscribers. This greatly accelerates SAP’s move into the cloud and makes it a provider of one of the world’s leading cloud solutions. SAP plans to operate SuccessFactors as a separate company. For SuccessFactors customers, this […]
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Buyers Scrutinize SaaS Contracts More in H1 2011, As Deal Sizes Grow

Liz Herbert August 26, 2011
The growing realization for SaaS buyers is that if they overlook the details of their SaaS contracts, chances are they’ll pay for it later. Forrester analyzed the thousands of inquiries we receive every quarter to understand the hot button topics in the SaaS space for the first half of 2011. When it comes to on-demand services, we found that people paid […]
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