Summary
The potential market for first-time enterprise resource planning (ERP) purchases among US medium-size businesses (MBs) in 2007 is about 7,300 companies. Identifying these first-time buyers is challenging because they are spread across many industries, and they represent only 4% to 6% of MBs. With 77% of MBs preferring a solution from either Microsoft or small niche players, other vendors face a significant challenge in growing their market share. To narrow the task of identifying new opportunities and to keep business development costs under control, vendors should focus their efforts on selected industries that represent the best opportunity.
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