Workday Service Partners – Overview of European Market

Workday Service Partners Europe

The Workday Rising Europe 2015 roadshow is kicking off in Dublin this week – a melting pot of existing customers, prospects and Workday partners.  One things for sure there will be plenty of HR Technology craic.

This article looks at the European Workday Service Partner ecosystem, provides some independent analysis of the market and some useful links for those thinking of moving to Workday.

So, why am I writing this article?  I have been involved in over 20 transformation programmes in the last 15 years, and nearly all of them involved HR Technology.  My particular focus is to help organisations develop smarter HR Operating Models aligned to business goals.  New waves of technological innovation has meant for the first time business needs are lagging technological capabilities.  See my article for HR Tech Europe Blog – “HR in a Time of Brilliant Technologies”, however when assessing the impact of new technology on HR, we sometimes get dazzled by the ‘glare’.  Workday has been a real catalyst for transforming HR.  One feature of selecting Workday as your HR technology system is that you have to work with an authorised Workday Service Provide, although there are good reasons for this, we think “how you implement” and “who with” should be a major consideration when selecting HR software.

To start with, we should say, we like Workday and what it has achieved in helping to transform HR. However, it’s role as a HR transformer is not because the functionality of the software blows away earlier generations, but also because it has risen on the wave of technological changes such as mobile, cloud and better integration.

There are three other reasons, we think why Workday is a true HR transformer.

1 – Workday’s main success has been to pitch successfully to the C-Suite.  By raising enthusiasm for great people management, HR has had another go at making the case for workforce transformation after some patchy results in the last 20 years.

2 – Implementing major new software usually requires a business case to the Board, and this has led to HR having to provide assurance that HR has an operating model that is fit for the future.  A new system has often triggered a review of what we do in HR to support the business, the structures, skills and ways of working. 

3 – Every Workday customer gets the same software, and this has forced HR to simplify and streamline processes.  The upshot has been that after making the case to invest in our people management infrastructure, HR has been able to focus more on business priorities whether that is developing talent, sales effectiveness or productivity.

 

In going through the process of choosing the best HR system to suit the requirements of your business, you will have considered some of Workday’s competitors :- SuccessFactors, Cornerstone, Meta4, Fairsail, FinancialForce.com, ADP, Ceridian, Oracle and MS Excel (joking!)

Whichever software you select, a key consideration is choosing the right implementation partner, in terms of cost, quality and risk management and ultimately successful business outcomes.   In our post, How to Earn your HR Cloud Tattoo, I shared some tips to consider when implementing your cloud-based HR system.  This included “Make sure you check out suitable partners before you select the software as this will significantly influence the pricing for your project.”

Once the HR Technology selection decision has been made, the next step is to find an authorised Workday Service Partner.  This is not necessarily a problem, but buyers should line up their preferred partner before signing the Workday contract.  This is important as the success of your Workday implementation will depend on the quality of the service partner, and it is worth thinking about this before you sign the contract.  We have also noticed it is harder to get good independent advice for buyers.  Analysts, well they analyse…Consultants provide advice, but also have big Workday practices – they know the product but have a clear vested interest, and Workday themselves are trying to create a healthy service partner ecosystem.  This involves supporting new entrants into the market and ensuring the quality of deployment is high. 

Anyone who has earnt their “HR Cloud Tattoo”, knows “putting in a HR system” doesn’t “transform HR” or improve the “workforce capability” despite some of the sales pitches I have come across.  Improving workforce capability will only start once the system is stabilised, the new operating model is working and leaders confidently empower managers to manage effectively.  This can take years, not a few months.

A view on the European Workday Service Partner market

For those who have selected Workday, your next step will be to choose one of the official Service Partners.

For customers, this is generally good news.  On the one hand you can be assured that service partners work to a stringent standard, that the software will be deployed using consistent service standards and every consultant is Workday certified.

On the flipside, you have a more limited group of service partners to choose from.  Also, although each partner is reputable, it is more difficult to get independent advice within this context on scope, commercials, programme management issues with Workday. To be blunt, some of the service partners, as you will see below, rely 100% on Workday for their revenues – they are not going to bite the hand that feeds them.

The market for certified Workday consultants is hot!  There is high demand from customers, but a low supply of experienced certified Workday consultants.  As the Workday sales machine does its thing, competition for consultants will increase and so will salaries – potentially pushing up the implementation bill for customers.

Workday is growing fast, but is still not profitable.  The cost per employee per year will not be going down, even if the competition mentioned above come snapping at their heels.  

The market is changing all the time and will evolve in the next few years which is very important for Workday’s long-term success.  As you can see the Workday European Service Provider market has some familiar names, and some more you will not have heard of.  We have characterised the 17 European providers into 5 different sections :- from the Big 4 and Tech Titans, HR Heritage providers, to the general Cloud experts and Workday specialists.  We will continue to see M&A activity in this space.   The Big 4 and Tech Titans (and outsourcers) will make a move for their smaller competitors as the best way to acquire certified Workday consultants and buy a chunk of market share.

I would also expect one or two of the US focused providers to enter the European market. For example, one of the largest Workday Service Providers in the US, OneSource Virtual, has recently opened a centre in Derry, Northern Ireland, so will be growing its capability in Europe.

I could plot the Workday partners on a 2 by 2 matrix with ‘completion of vision’ against ‘ability to execute’ and show you how many certified consultants each provider has, but I not sure this will help you find the right partner given your requirements and the maturity of this market.  Instead, I would characterise the market into 5 segments.

The Big 4

Well I am not sure if its Big 4 or 5 these days, it doesn’t look like Ernst & Young are a major player in this space for now anyway…

Accenture – 2nd largest service partner globally according to HfS, in terms of certified consultants.  Can take on the larger, more complex programmes

Deloitte – with 120 Workday customers, it is probably the largest service partner globally

KPMG –  showed ambition by buying Towers Watson’s Workday practice this year

PwC – have over 200 Workday professionals globally

Pros – they have big pockets and seem committed to this market.  They have a breadth of offerings in technology and consulting, and their Account Manager probably plays golf with your CIO and CFO.

Cons – they can turn any project into a massive industry fuelled by an expensive army of fresh-faced analysts.  Relatively expensive, and unless you are Unilever you will not be at the top of the queue for the best consultants.

Question to Service Partner – “Your sales director is *very nice*, but please can I interview the actual team I will be working with?”

The Tech Titans

Like the Big 4, the Tech Titans are well known and survivors. They can work on a mega scale and all keen to develop longer-term outsourcing solutions. (not sure whether Accenture fits in here or Big 4…)

Cap Gemini – European tech giant with HQ in Paris

CSC – A global leader in providing technology enabled business solutions and services

HPE – Hewlett Packard Enterprise, who recently split with HP Inc

IBM – recently bought Meteorix, probably the 3rd biggest SP in terms of Global Workday certified consultants

Pros – they will be on your short-list if they already run some of your tech infrastructure, so you will know how they work to some extent.  If you are thinking of implementing Workday then outsourcing or considering BPaaS then I am sure the tech titan will be interested in negotiating.  (see my article for CIPD on Will the Cloud have a Silver Lining for HR Outsourcing? )

Cons – not usually a great fit for smaller organisations as you will be down their pecking order, but some are trying to build up their practice quickly so worth considering if they are keen. 

Question to Service Partner – “What do you mean you can’t come to a meeting in Berlin because of your Q4 travel freeze!?”

 

HR Heritage

So these guys have been doing your pension and benefits admin since 1953 and know everything about HR and have some very good consultants.

AON – showed their commitment to this market by buying Kloud this year, also big player in HR Outsourcing

Mercer – one of the smaller Workday SPs, with a wealth of knowledge in pensions, investment and workforce

Pros – depth and breadth of HR knowledge.

Cons – Towers Watson had their Workday practice bought by KPMG…wonder whether Mercer can compete with the Big 4 and Tech Titans?

Question to Service Partner – “Can we talk about your Benefits plans? (only joking!)”

 

The Cloud Specialists

These two are regarded as expert at cloud implementations.

Appirio – very experienced with 900+ enterprises moved to the cloud with Salesforce.com, Google and Workday

Kainos – 750 staff with 150 global customers

Pros – both have good reputations and know their cloud deployment techniques

Cons – will have less breadth of offerings as Big 4 and Heritage HR

Question to Service Partner – “How do you stop your team being poached by the Big 4 and Tech Titans?”

 

The Workday Specialists

These service partners live and breathe Workday and have a symbiotic relationship with the mother lode.  Some have local payroll expertise.

Ataraxis – based in Belgium and know European payroll

Cloudator – A cloud-based multi-country payroll system for the Nordics

DayNine Consulting – European clients include Cambridge University Press, TIP Trailer Services and Global Blue

EverBe – Based in Paris.  HR and local payrolls for France, Benelux, Italy and Spain

Realright – specialist with focus on the German market

Pros – might fit your niche perfectly e.g. German/Nordic payroll and probably cheaper than the Big 4.

Cons – they are specialists so less able to provide broader technology and consulting services, also good candidates for takeover by bigger fish.

Question to Service Partner – “So tell me, how many share options do you have then?”  

This was a short overview of the main players which you might find useful, and some tips and to consider before choosing your Workday Service Partner, but if you have decided to use Workday here are some of the considerations when selecting a Workday Service Partner:-

– Consider the fit with your organisation and team – if you have 1,700 employees you will be way down the pecking order for the Big 4 and Tech Titans who might send their intern down to meet you for scoping meetings!

– Are you considering outsourcing, or BPaaS as an option?  Then it’s worth sticking with the same partner through the whole process if you can and evaluating the vendors outsourcing capability up front.

– It’s important to consider and see their proprietary Tools and Methods developed.  The winners in this market will develop the best tools that consultants want to work with and give best results and customer satisfaction.

– Workday will often recommend a particular service partner to work with, this is worth listening to, but their interests (keeping the ecosystem healthy) might be different to yours, so also prepare a shortlist to evaluate.

– It’s crucial that the consultants working on your project have a good understanding of the particular regulations in your geographies.  This could mean for your organisation, the 20 deployments in France and Belgium are more important than the 200 deployments in the US.

– Make sure you meet the actual implementation team.  As well as Workday experience, look for broader HR/consulting experience.  Will they get on with your team?

– Sector experience – Workday is building up its credentials in different sectors in Europe but isn’t there yet….check the Service Partners understand your industry?

– A general point, from our experience the cloud service partner can probably get the system up and running quicker than your organisation can make the required business decision and adapt to the change.  Make sure you have good governance, programme management and excellent change and communications skills in your team.

– Ask to speak to at least 2 or 3 customers in your industry/geography for references.

If you have already earnt your HR Cloud Tattoo, then please share your experience in selecting a Service Partner.  I would also welcome any tips and suggestions from Service Providers themselves, directly or on Twitter @AndySpence.

If you would like this article in a nice PDF format, then let us know and we promise not to charge you $1,295!  And enjoy Dublin if you are at Workday Rising this week!

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