vendor spotlight: login case study:


IBS Journal Supplement September 2015


Paris, Fance © Mauricio Lima, flickr


confirms Login director, Arielle Delay, with no proactive sales activity by Login itself at present. Those leads are either for new Flexcube opportunities or from within the existing customer base (three users in Kenya came from the latter, for instance). Login has a mainly good relationship with Oracle EMEA, she says, but one issue is that Oracle sales staff do not gain commis- sion on Acumen sales, so there is a lack of


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incentive to push the solution. Another issue has been a gradual loss of customers, typically via natural wastage, with on aver- age one new customer per year coming the other way. Whether Login ever breaks free from


the shackles of Oracle remains to be seen – there were concerns at one point that its partner would develop its own pre-trade functionality for Flexcube. Clearly, the rela-


© IBS Intelligence 2015 www.ibsintelligence.com


tionship is both a strength and an inhib- itor, with today’s relatively conservative stance perhaps a reflection of the compa- ny’s experiences during its troubled few years. For the timebeing, it seems Acumen is a useful add-on to Flexcube for custom- ers that have a treasury requirement but it is only going to be relevant to a small subset of the overall market while that remains the case.


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