How On Demand Is Radically Changing the Enterprise Software Industry

Neil Singhal and Bill McBeath

Published on Nov 1, 2004

There is an end-user revolution going on. Enterprise Software customers are fed up with over-promising and under-delivering byvendors -- key functionality that was in the sales deck or demo but never showed up in the product or was delayed for years; vendors that "take the money and run", once initial installation is completed;and ROI that never materialized. Of course, there have been many success stories as well, but the reality is that the traditional technology sales model never did a particularly good job of facilitating an alignment of goals between the customer and the vendor. As a result, vendors who focused almost exclusively on sales as theonly goal often did not stick around to insure that the value of their product was realized for their customers.