Gartner Research

How Large Middle-Aged ERP Providers Can Avert a Midlife Crisis

Published: 08 April 2019

ID: G00383550

Analyst(s): Paul Saunders , Chris Pang


Built over three decades, large middle-aged ERP providers enjoy sizable revenue, brand equity and market share, but this is not a guarantee for future success. Technology general managers need to raise their appeal to avoid selling solely to a dwindling installed base.

Table Of Contents
  • Key Challenges



  • Build Emotional and Positive Connections by Focusing on Customer Outcomes
  • Improve Customer Advocacy by Fixing Underlying Product Issues
  • Innovate Pragmatically by Asking “Why Should the Customer Care?”
  • Improve Customer/Vendor Relationships by Making Customer Referenceability the Heart of Sales and Support Strategies

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