One of my beefs with the enterprise software industry is the pretense that a particular app vendor “owns” a customer and, by implication, has a footprint at said customer all the way from the C-suite to cubicle-land. Reality, for the most part, is quite different. Most companies in the upper midmarket and above have large portfolios of products run by distinct groups that have little or no interconnection. While there may be a first among equals vendor at the company, it’s more common that vendors have special relationships with the CIO or a line of business exec, but no one “owns” a customer any more than the local grocery store owns you or me.
eaconsult
Enterprise Applications Consulting – Josh Greenbaum