Over the last 25 years or so, the talk around the virtual ComTech water cooler will occasionally turn to the topic of “which vendor or vendors, if any, will emerge as the big fish in the ETRM/CTRM pond?” Many years ago, we saw Caminus making moves in that direction via a string of acquisitions of various competing products, only to ultimately be acquired itself by Sungard, who was then positioned to virtually own the market…but, that never happened. The difficulties of acquiring so many overlapping products and trying to make coherent sense of it all was simply too much for the company, and a not insignificant number of customers of the various acquired products. Unable to consolidate the various competing products to gain operational efficiencies and present a coherent product message to their client base, Sungard eventually stumbled and fell back – providing a handful of vendors the opportunity to gain market share by filling the resultant void, particularly OpenLink, Triple Point and Allegro. At ComTech, we usually talk of a group of the top 5 vendors, those that combined account for more than 50% of the total revenue of the space; but, despite any individual company making that list,… continue reading
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