Actually, I agree with him ... to an extent. Particularly in the CRM market, where it's overcrowded with competitors. It's darned near impossible to do a feature/function/benefit analysis of over 200 vendors' solutions. So, you start with someone you know who uses a CRM solution. If they're happy with the solution they're using, the vendor's feature list overlaps your corporate needs, and the price is right, they end up on a short list of companies to research further.
I don't necessarily agree that the "bet your job" scenario is as prevalent as he suggested, but that does happen in some cases. There's an old industry adage ... IBM is a safe decision. So, that effect is out there. Not so much in CRM, but in other Enterprise level offerings. In CRM, it's the acknowledged industry leader, Siebel. That's changing, though, with the recent successes of the ASP vendors. They're cheap to try, so why not?
If you don't think FSTW brought on the latest board member to increase their sales, you and I disagree a bunch. Whether or not that ploy will be effective remains to be seen.
Volume is light again today, and price eroding. As low as 12.30 so far. Sigh ...
TED |
