Customer Core Competency

Abstract

Corporations that need technology must make a decision. They can solve the problem themselves or purchase an outside product or service. Their core capabilities influence this decision and affect the value of the supplier’s product. It is probably difficult to sell ice to Eskimos. It is always hard to sell anything to someone who already has what you have, or can make it inexpensively. Despite this, many enterprise software companies depend on being successful in this manner.