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What percentage of companies seek out new ERP solutions versus being approached by vendors?
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2 Answers
Hi Brian, that's a great question, and one to which we'll probably never get an accurate answer. In most cases of apparent vendor cold calling, a prospective buyer has probably taken some kind of action that identifies it as a prospect. That action could be a simple download of a whitepaper.
Today, many companies tend to do some preliminary research on their own by web browsing and asking their business network. In addition, ERP vendors will try to find prospects in their target market, just like any company would do, and then market to that company.
Having said the above the marketing efforts by each ERP vendor will be different as well as the brand recognition/reputation of each ERP company, so I think the %s would also vary significantly as well.
Obviously, marketing is key as driving potential customers to one's website is a much more efficient, scales much better, and more cost effective then "cold calling" prospects. For Expandable, I would say it probably is a 50/50 mix. It is hard to nail down, because we do "drip" market over time so we can't always determine what really drove someone to us in the first place.
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