Sage Plus Sage Intacct “Lead The Future”
Sage Intacct describes itself as a “best in class cloud financial management software company, 100% invested in meeting the needs of financial professionals.” Bringing cloud computing to finance and accounting, Sage Intacct’s applications are the preferred financial applications recommended by the American Institute of Certified Public Accountants (AICPA) and are used by more than 11,000 organizations from startups to public companies. The solution has evolved over time and today the company has a broader impact on its customers than just transactional accounting, bringing not only governance and control, but also insights necessary for effective tactical and strategic decision-making.
The theme of its most recent user conference, Sage Intacct Advantage 2017, is reflective of this evolution of both the company and its solutions. The theme: “Lead the future.” Let’s take a look at what this means for Sage Intacct, its customers, and the finance leaders in those organizations.
Leaders Are in For the Long Haul
Intacct was acquired by Sage in July 2017, becoming Sage Intacct. All the top executives from Intacct remain in place post-acquisition. They are led by Rob Reid, former Intacct Chief Executive Officer (CEO) and current Executive Vice President (EVP) and Managing Director (MD) of Sage Intacct. Mr. Reid and his direct reports remain commited to leading the company, not just through the transition, but for the longer term, providing stability and continuity. But not content with the status quo, Mr. Reid is inspired by Abraham Lincoln’s famous quote, “The best way to predict the future is to create it.”
It would appear that both Intacct and Sage gained from the acquisition. According to Sage President Blair Crump, Sage was attracted to Intacct because of its leadership, not only in terms of the people, but also in terms of growth within North America and in customer satisfaction. It was also a good strategic fit with respect to Sage’s commitment to being “cloud 1st.” Born in the cloud and offered exclusively as a multi-tenant software as a service (SaaS) solution, Intacct’s portfolio of products makes a nice addition to the newly announced Sage Business Cloud. While Sage itself is already strong at the low end of the small to medium size business (SMB) market, with its Sage 50 and Sage Live products for small businesses, Sage Intacct’s cloud financial management solutions are complementary. With very little overlap in target companies, Intacct should help Sage be stronger up market. While it is quite easy to outgrow those low-end solutions, it is much harder for companies to outgrow Sage Intacct. Together Sage and Sage Intacct intend to offer the “only financial management solutions a company will ever need.”
Good for Intacct = Good for Its Customers
Obviously Sage benefits tremendously from this acquisition. But can the same be said for Intacct? We believe so, if for no other reason that it paves the way for global expansion. Expansion into new global markets means customers must deal with the complexities of new tax, regulatory and compliance requirements, and potentially new accounting standards. With its focus on finance, this is not entirely new territory for Sage Intacct. Yet it has mostly been successful in North America, while Sage is more global, bringing both functional experience as well as global reach, including expanded local support.
And a side benefit to Sage: While it has become almost a household name in the United Kingdom and parts of Europe, it does not enjoy that level of brand awareness in North America. So the strengths of Sage and Sage Intacct are complementary.
As part of Sage, Intacct also has access to more resources and technology. For example, Sage Intacct can benefit from the experience gained by Sage in natural language processing (NLP) through the development and introduction of its virtual assistant (chatbot) Pegg.
However, this type of technology transfer is hardly a one-way street. Intacct appears to have been far ahead of its (now) parent company in developing artificial intelligence (AI) through deep machine learning. But because Sage can also benefit from this effort, Intacct will likely be able to draw on more resources than it could afford on its own.
The third component in terms of “leading the future” is helping people evolve as leaders. More specifically, helping the finance leaders that are playing key roles in the companies that are Sage Intacct customers. Sage Intacct is not stopping at just streamlining and automating tasks in the accounting department. Those are table stakes in today’s financial management applications. Mr. Reid feels, “Our job is to transform the way people think and work, removing barriers to achieve success and lifting them up so they can achieve more.” A lofty goal indeed, but what does that really mean?
Mr. Reid acknowledges three different styles of leadership within the community of finance leaders: the historian, the business analyst and the data scientist. The historian relies on traditional reporting, while the business analyst leverages data and analytics to drive decisionmaking. The data scientist takes that analysis to a whole new level in terms of cognitive, predictive and prescriptive analysis.
Mint Jutras takes a slightly different view, looking at these, not so much as styles of leadership, but rather skills sets that must grow and evolve progressively. The business analyst can’t afford not to be a historian. And the data scientist can’t afford not to be a business analyst. Can finance leaders today be all three? Not without the right set of tools. While analytical skills might be a common trait amongst good finance leaders, they are not data scientists. Which is why Sage Intacct must build business analysis and data science into the solution. That takes aggressive innovation.
Leading with Innovation
As the pace of change accelerates today, the need for more features and better functionality doesn’t stop once you get a new solution up and running. We live in an age of disruption. As a result, the pace of innovation must accelerate. We asked participants in our 2017 Enterprise Solution Study how the pace of innovation had changed since they had first implemented (Figure 1). Indeed, 39% report that upgrades are now delivered more frequently.
Figure 1: Change in Pace of Innovation Since Implementing?
Source: Mint Jutras 2017 Enterprise Solution Study
However, it is one thing to deliver innovation more frequently, but quite another to consume it. If we average the frequency of delivery across all our respondents, we find upgrades being delivered just about every 6 months. We also asked our participants how often they upgraded and found they consumed those upgrades about once every 13 months. If we contrast SaaS deployments to those licensed, we found upgrades consumed far more frequently (Figure 2) when delivered through SaaS. And yet we know this can vary quite significantly from vendor to vendor.
Figure 2: How frequently are these upgrades “consumed?”
Source: Mint Jutras 2017 Enterprise Solution Study
Delivering more innovation through more frequent (and robust) updates not only delivers more value, but is also one of the most differentiating factors in comparing cloud solutions. While some of the potential benefits of a cloud-based solution are inherent in the cloud itself, the cadence and method of delivery of innovation are not among them, varying significantly from one solution provider to another.
With four releases a year, including about 30 enhancements in each, Sage Intacct is keeping pace with the top SaaS solution providers. Below are some highlights by industry of the 150 product enhancements that have been delivered over the past year.
Sage Intacct, along with new partner GuideStar, introduced the Sage Intacct Nonprofit Financial Board Book. The concept of a “guide book” or “Intacct Digital Board Book” was introduced back in 2015. They are designed as vehicles of communication , making enterprise data easier to consume, with instant access organized for action.
These Digital Board Books are very industry-specific and the first one off the shelf was designed for software businesses that, like Intacct, deliver software as a service (SaaS). This new one is designed specifically for nonprofits along with the assistance of GuideStar, the world’s largest source of nonprofit information.
The Nonprofit Financial Board Book is based on the framework developed by GuideStar to monitor the financial performance of nonprofit organizations. It uses real-time transactional data from the system of record in Sage Intacct to automate the calculation of key financial and operational metrics that GuideStar uses to not only demonstrate the financial health of nonprofit organizations, but also ensure the organization is on track in accomplishing its mission – a key element in attracting donors for funding.
Professional Services and Project-based Businesses
Sage Intacct also recently unveiled its new Project Manager Digital Board Book, which also includes new project budgeting capabilities. It is designed to empower project managers with better insight into project status and performance, keep projects on track so resources are available for the next highest priority, and uncover key insights to eliminate waste and improve productivity.
Software and SaaS Businesses
For software and SaaS companies, the contract is at the core of managing the lifecycle of the relationship with their customers. Sage Intacct recognizes the transition to the new ASC 606 revenue recognition guidelines is making the contract the new “unit” of Accounting. Back in May 2016 Sage Intacct Contract and Revenue Management was one of the first solutions to address the new complexities in revenue recognition created by the upcoming changes. Further enhancements were announced to enable companies to more fully integrate and automate the entire sales and finance process.
These are are just some highlights from the 150 product enhancements delivered over the past year by Sage Intacct via four quarterly releases. While these continue to supply Sage Intacct customers with a steady stream of useful and consumable enhancements, it was a preview of the future that was perhaps the most innovative and the most exciting of all.
Vision of the Future: Taking Intelligence to the Next Level
To sweeten the pot even more, Sage Intacct introduced its vision for a new digital assistant to the CFO. Its name is Pacioli. Think of it as a Siri or Alexa for enterprise applications. Pacioli will dramatically change the way the user interacts and interfaces with the software.
What’s in a Name? Pacioli
“Fra Luca Bartolomeo de Pacioli (sometimes Paccioli or Paciolo; c. 1447–1517) was an Italian mathematician, Franciscan friar, collaborator with Leonardo da Vinci, and a seminal contributor to the field now known as accounting. He is referred to as “The Father of Accounting and Bookkeeping” in Europe and he was the first person to publish a work on the double-entry system of book-keeping in this continent.”
Like da Vinci, Pacioli was a polymath.
On the surface, Pacioli might look a lot like some other “virtual assistants” offered by other vendors recently, including Sage’s Pegg. Sage calls Pegg “the world’s first and only accounting chatbot,” but it’s not the only virtual assistant that can capture expenses from your mobile device and give you some visibility into cash flow.
While Pacioli is not yet ready for prime time and Sage Intacct may very well leverage Sage’s work with NLP, it is far ahead in terms of true AI – a good example of how the acquisition could have mutual benefits to both parties.
Although Pacioli makes use of advanced new technology, including deep machine learning, Sage Intacct doesn’t want to deliver it as a general technology tool, but instead will look for problems to solve and develop specific solutions to solve them. This is smart since its typical customers will not seek out or purchase technology for technology’s sake. Other vendors, far bigger than Sage Intacct, have struggled to gain traction when they released elegant new technology in search of a problem. Current and future Sage Intacct customers start with a problem and search for a solution.
Pacioli will have to start out with fairly simple questions, much like Siri, Alexa and even IBM Watson do. All these digital assistants must be trained to answer anticipated questions. Current AI technology isn’t good at coming up with brand new answers to questions nobody has thought of before. It is good at recognizing the question as one with a (stored) answer. Even with current limitations it can add tremendous value because we’re not talking about a few questions and answers; we’re talking thousands or more.
While many today have begun to fear that AI will take jobs away, much like the automation that occurred in the latter part of the 20th century, one Sage Intacct customer, Meals on Wheels doesn’t fear it. The nonprofit’s chief financial and administrative officer, Don Miller welcomes it, “If it saves us time and gives us more time to work strategically, that is useful progress. Some might worry about job security. But if it takes five hours to pull data together and AI can do it in minutes, I’m all for it.” This is consistent with the objective Mr. Miller had when he came on board: It’s all about eliminating “stupid work.”
For Intacct, it’s all about delivering a tool that will maximize the human potential. It has the potential of automating and eliminating the tedious, time-consuming tasks that keep a knowledge worker from working efficiently and effectively, without wasting time searching for data, policies or processes.
But… Is Intacct Getting Too Far Ahead of its Customers?
Sometimes software companies must take a leadership role in terms of innovation, inspiring customers and prospects to apply leading edge technologies in new and creative ways to create a competitive advantage. Without this push, many (most?) companies can become complacent. If the software that runs the business isn’t broken, there’s no need to fix it.
Eighty-four percent (84%) of survey respondents participating in the 2016 Mint Jutras Enterprise Solution Study agree that digital technologies of today (those that serve to connect operations, people and processes through the power of the Internet) have the potential to fundamentally change the way we all do business. Furthermore, 88% understand that embracing digital technologies is necessary for survival. And yet, we found the vast majority still coasting or riding the brakes when it comes to digital transformation.
Last year we also found that while 58% of participants felt they were well prepared for the digital economy, in peeling back the onion, we concluded that many were perhaps over-confident in their progress, often held back by old ways of thinking and a lack of understanding and appreciation of what is possible today.
So in our 2017 study we dug a little deeper to assess how well companies understand these technologies, and the potential they hold for their businesses. We selected 14 different kinds of technology and asked respondents to assess their level of familiarity with each in terms of how they relate (or not) to their business. The technologies that Pacioli might utilize are shown in Table 1 (in no particular order).
With the exception of predictive analytics and IoT, those that are unfamiliar, only somewhat familiar and/or don’t perceive the value outnumber those that have embraced these technologies. And yet these technologies have actually insinuated themselves into the lives of many consumers. And most of us don’t even realize it.
Table 1: How familiar are you with these technologies as they relate (or not) to your business?
Source: Mint Jutras 2017 Enterprise Solution Study
Anyone using Siri, Alexa or Cortana has used a virtual assistant and natural language processing. Google, Spotify and Pandora all employ “deep learning” (aka machine learning) to create a better play list for you. Did you ever notice that your GPS seems to get smarter over time, suggesting the routes you actually prefer? And the more you use any of these “apps”, the smarter they get.
These technologies are no longer science fiction. They are woven into the fabric of our lives. Apple, Amazon and Microsoft didn’t require you to buy something extra. They just made it part of what you got with your new device. And didn’t those features make you want the latest and greatest device?
That is exactly what Sage Intacct is setting out to do: take the lead in weaving these technologies into the fabric of the software we use to run our businesses.
Sage Intacct, with the backing of its new owner, Sage, has indeed set its sights on “leading the future.” The global reach and resources of Sage, combined with the stability and continuity of a strong leadership team positions it quite well. It will need to continue to aggressively provide innovation, continue to listen to its customers, while also leading them in new and innovative directions. It must continue to support the historians, while making them better business analysts. If it can deliver on its vision of the future, effectively incorporating artificial intelligence into decision-making, it can bring data science into the world of finance, without requiring its customers to be data scientists.