IBM – Checking in with Pete Sinisgalli
You’ve heard the road from Casablanca: “Round up the usual suspects.” Within the provide chain execution software program area, there have been a handful of standard suspects within the best-of-breed and ERP area. Anybody who’s been across the business for any size of time is aware of who they’re, and so they do a terrific job. In any other case, they wouldn’t be family names.
In latest interviews, I’ve come throughout new or as a minimum less-familiar names in our area, particularly associated to retail and e-commerce provide chain administration. One is IBM Sterling, a longtime identify for certain, however one I’m coming throughout extra typically with the rise in distributed order administration, or DOM. As an example, final summer season I wrote about JOANN, one in every of IBM’s prospects. JOANN was additionally utilizing Salesforce.com. And, talking of Salesforce, simply final week, I had an opportunity to speak to Mount Adams Fruit. A number one grower of apples, pears and cherries, Mount Adams not too long ago constructed a highly-automated distribution middle to retailer its fruit earlier than cargo, and is utilizing Salesforce as its system of file. The answer tracks information from growers within the discipline all the best way to circumstances packed for cargo within the DC. I must be taught extra.
And, let’s add Aptos to the listing of options I must study. The corporate got here throughout my radar when it employed Pete Sinisgalli as its new CEO. I acquired to know Pete when he was president and CEO of Manhattan Associates– a type of standard suspects – the place he spent a few decade. Extra not too long ago, he was Chairman of the Board of LLamasoft, which was acquired by Coupa Software program in November.
I had an opportunity to speak to Sinisgalli in late November. First a little bit about Aptos.
The corporate payments itself as a frontrunner in retail expertise options. It’s a participant in an area I’m unfamiliar with – however wish to be taught extra about – dubbed “Unified Commerce” by the analysis agency IHL, which forecasts the market to develop 78% to $83 billion by 2024. That’s in line with Jerry Sheldon, an IHL analyst quoted within the Aptos press launch. Sheldon goes on to say that there are “5 important pillars of Unified Commerce — Retailer Programs, E-Commerce, Merchandising and Provide Chain, Gross sales and Advertising and marketing, and Enterprise Intelligence/Analytics.” Sheldon provides that Aptos is one in every of solely two distributors that may assist retailers throughout the total spectrum of Unified Commerce, together with provide chain. “With notable investments in talent…accelerated product innovation, expanded geographic coverage and strategic acquisitions…Aptos is making all the right moves to support its customers on their Unified Commerce journeys and pandemic-related recoveries,” Sheldon concluded.
That’s an extended introduction to my dialog with Sinisgalli. I used to be fascinated with catching up with the availability chain veteran due to his expertise with Manhattan and LLamasoft, and maybe his perspective on how the availability chain software program area is altering.
I began by asking: Why Aptos? He mentioned that after his decade at Manhattan, adopted by one other 5 years at an enterprise firm outdoors the availability chain area, he needed his subsequent place to be Atlanta-centric, the place his household is positioned; wanted to have first rate revenues; and wanted to be supported by a powerful sponsor. “Together with an Atlanta headquarters, Aptos has a number of hundred million in revenues, and it was purchased by Goldman Sachs Personal Fairness this 12 months,” he mentioned. “The other thing I found intriguing is that with the pandemic, retail is dealing with a lot of material changes, even more than they were dealing with prior to the pandemic. When there are material changes, that’s a time for a solution provider to make hay.”
That concentrate on retail was one other plus. “We’re the leading solution provider specifically focused on retail in the world,” he mentioned. “There are bigger suppliers with retail solutions, like Oracle, but we’re retail specific, and I think that leverages my experience at Manhattan, especially on the distribution side.”
Aptos’s core competency is retail level of sale, or POS. However that has been expanded to incorporate merchandise lifecycle administration – that helps retailers allocate product within the retailer by attributes like model, colour and dimension; options for rising processes like purchase on-line/pickup in retailer and returns; and a few planning and execution, reminiscent of WMS.
“We’re focused on the store experience, the web experience and the universal commerce experience,” Sinisgalli mentioned. He added that Aptos is growing an enterprise order administration answer, just like the DOM answer you may get from IBM Sterling, Manhattan or Softeon, that’s integrtated with Aptos’ POS system. “However, we’re not as far alongside. Proper now, our answer would take the order after which move it alongside to an IBM Sterling to allocate the stock and the order. We’re on the entrance finish of that course of,” he mentioned. The corporate not too long ago went to market with a retailer success app for ship from retailer, pickup in retailer and curbside pickup orders.
As a final query, I requested Sinisgalli to step again and supply a high-level perspective on what’s taking place within the provide chain software program area. “Big picture, I think the industry is moving in the same direction it has been since the 1990’s when I entered the field,” he mentioned. “The target continues to be the right order – the best product on the proper place on the proper time to please the shopper. The entire nice applied sciences we’re conversant in, like PLM, CRM and WMS, proceed to evolve. New applied sciences, like synthetic intelligence, additional advance that trigger. They’re permitting us to channel information collectively to get a greater image of the shopper’s want and ship the right order to optimize the shopper expertise. Aptos does that.”
In regards to the Writer
Bob Trebilcock, editorial director, has lined supplies dealing with, expertise, logistics and provide chain subjects for practically 30 years. Along with Provide Chain Administration Evaluation, he’s additionally Government Editor of Trendy Supplies Dealing with. A graduate of Bowling Inexperienced State College, Trebilcock lives in Keene, NH. He will be reached at 603-357-0484.