Strategic Focus: IWMS Solutions For The Mid-Market

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Executive Summary

Integrated workplace management system (IWMS) vendors with a heritage of targeting large enterprise buyers are sizing up the opportunity to expand into the mid-sized market, where firms have annual revenues between $25 million and $500 million. These vendors are seeking access to a larger market that is currently less covered by IWMS propositions. This report analyses the attractiveness of the mid-market for IWMS propositions by sub-segment and analyses buyers’ software requirements. IWMS executives should use this report to review their business plans for the mid-market and get a view into the likely evolution of real estate software propositions in this sector. This report is also relevant for other firms competing in the IWMS ecosystem, such as vendors of software for CAFM, CMMS, space management and workplace management.

Table of contents

Strategic Focus: IWMS Solutions For The Mid-Market
IWMS Vendors Are Sizing Up The Mid-Market As They Look For New Growth 
The Attractiveness Of The Mid-Market Varies Significantly By Sub-Segment 
The Challenge: Mid-Market Firms Often Have Tight Budgets, Short-Term Mindsets And A Significant Choice Of Solutions 
Vendors Are Pursuing Four Core Strategies To Swoop In On The Mid-Market 

Three Types Of Real Estate And Facilities Software Will Emerge For The Mid-Market

Table of figures

Figure 1. The Attractiveness Of The Mid-Market For IWMS Propositions Varies By Sub-Segment
Figure 2. Mid-Market Use Of Software To Support Real Estate And Facilities Processes
Figure 3. Mid-Market Real Estate And Facilities Optimization Software Strategies For The Next Five Years
Figure 4. Three Types Of Real Estate And Facilities Management Software Will Emerge For The Mid-Market

Organisations mentioned

Accruent, Aconex, ARCHIBUS, Axxerion, Bank of Bahrain, Bay Area Hospital, Big Fish Games, Cadapult FM, Collectiveview, Elogbooks, eTASK, European Union, Fiix Software, FM:Systems, FSI, GEBman, Granlund, Gravicon, Hamilton Apps, Honest Burgers, IBM, IMSWARE, iOFFICE, KeyLogic, Kona Grill, Lluís Companys Olympic Stadium, Malthouse Theatre, Marketo, NerdWallet, Nuvolo, Planon, Rapal, ROSMIMAN, Scudo Solutions, SmartSpace, sMOTIVE, SpaceIQ, Spacewell, speedikon FM, Tango, Trackplan, Trimble, UpKeep, Yardi

About the authors

Susan Clarke

Principal Analyst

Susan is a Principal Analyst in the Verdantix Smart Buildings practice. Her current research agenda focuses on software solutions for real estate management including integrated workplace management systems and IoT platforms for buildings. Her research expertise also includes a broad range of energy management technologies and energy services. Susan has eight years of experience in technology research. She holds a MSc from the University of London in Sustainable Development.

Rodolphe d’Arjuzon

Managing Director

Rodolphe leads the Verdantix Smart Buildings practice. His current agenda is focused on the convergence of real estate and building software solutions and how to harness the IoT in smart buildings. Rodolphe has over twenty years of experience in technology research and strategy consulting. He co-founded Verdantix in 2008 and previously worked for Barclays Bank and L.E.K. Consulting. Rodolphe holds a PhD in Physics from Cambridge University.

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