Are MYOB getting screwed in their desire to go direct?
For those following along at home, MYOB announced in May the:
establishment of a direct organisation, MYOB will begin to sell, service and support MYOB Advanced customers
Extract from Partner email dated May 20 2021
Hybrid channel/direct models have become common place in Enterprise software. Salesforce, NetSuite, Sage and others use both channel direct sales and support in their go to market strategies.
MYOB have themselves been here a couple of times before:
MYOB Enterprise – a history of direct
First, in the early 2000s,?MYOB were shareholders in NetReturn , the original exclusive partner of NetSuite in Australia… Ironically it was NetSuite terminating NetReturn’s exclusivity and coming direct to Australia, that led MYOB down the path to white-labelling Acumatica and launching MYOB Advanced.
Then, after?buying back Exonet ?(which they had sold after acquiring Solution6), they set-up a direct MYOB Exo division around 2009… which didn’t last long, with the 20 odd direct clients sold, given to partners within about a year.
This time they are serious…
The?acquisition of two established partners ?announced earlier this month (Axsys and Exobiz ), shows just how serious MYOB are this time around. Ironically, one of those partners, Exobiz was actually set-up as a direct Exonet division in the mid 2000s, before MYOB bought Exonet back!
So, where we are today is MYOB, now owned by KKR, have set-up a direct division and acquired two partner businesses with broad Australian coverage. Ultimately there’s two ways to read this:
Enprise – what’s doing NZ RegCo?
Now, with this in mind, I want to shift focus to MYOB’s largest enterprise partner, NZ stock exchange listed Enprise ($ENS.nz).
Best case scenario, there’s two possibilities with for Enprise shareholders:
The market has already decided… MYOB is going to buy them and will pay overs in the process.
Enprise’s share price is up 264% in 2021 so far.?After starting the year at $1.00 neat, they hit $3.64 on Friday. Check out this timeline and share price movement and draw your own conclusions before I do:
Enprise have still made no official statement about discussions with MYOB or the impact MYOB’s direct division has on their future.
On May 4, Enprise published its response to a price query from NZ RegCo…nothing to see here:
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16 days later, MYOB announce a direct division – an announcement that in all logic should have?negatively?impacted Enprise’s share price. The share price has basically tripled since then, with no further queries from NZ RegCo.
On share price movement alone, there is zero doubt in my mind that MYOB have been talking to Enprise about a take over.
At what price?
Let’s compare the share prices of Enprise to JCurve (a similar sized, ASX listed ERP sales and support competitor) since March (we can only speculate that conversations between MYOB and Enprise started around April). They are both?primarily?mid-market ERP, professional services firms. Enprise MYOB Exo and Advanced, JCurve NetSuite.
JCurve had a big start to 2021 but since March have gone backwards, but Enprise have been on an absolute tear:
With a Market Cap of nearly $60m (~4X Revenue), Enprise is now an expensive acquisition… What premium to the market value would MYOB need to buy at to get Enprise shareholders to agree? 5X Rev.? Whatever the price it will be a massive number for a professional services firm, with substantial marginal labour costs.
The big questions (other than a continual disclosure enquiry)
So the big questions remain:
Are MYOB effectively being played because they will buy Enprise, in spite of the cost?
OR is this share price movement going to have a counter consequence? Here’s 2 scenario’s that could play out:
Normally in a battle between retail investors and Private Equity, I’d always bet on PE… where’s the popcorn, let’s see what the next few weeks bring!
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braeside.com.au
3 年buying back the farm is one way to display revenue growth Matt - the transaction and the result are two very different reporting metrics ... Going to see a lot more of this are margins get squeezed by the competitive price madness in the mid-market Interesting times ahead
ATOmate is leading the way in which accounting practices automate their ATO document processing. I am excited to be part of the ATOmate team, Reach out to learn more. ??
3 年Seems to be the trend - The Access Group - buying Attache, followed very closely by the entire Attache channel. Yes, Interesting times!!!!
Compliance Product Manager, Workforce Solutions ReadyTech
3 年Circa 2000 MYOB did something similar with it's Australian Accountants Office channel. Acquired some partners and terminated partnerships with others.
Helping businesses design a better future | Castaway Forecasting Founder & CEO - Premium SaaS tool for SMEs and their Advisors | Growth Architect | Business Advisor| Speaker | Tour de Cure volunteer and fundraiser
3 年Great analysis as always Matt Paff. We definitely live in interesting times