Achieving Growth: New Accounts versus Up-selling to Existing Accounts
Olin Thompson and P.J. Jakovljevic - April 21, 2005

Observation of Recent Events

The enterprise application software industry has historically been characterized by the quest for new accounts. However, as market penetration increased, opportunities for new accounts lessened. Now many vendors are betting on "the replacement market" to serve as their new account vehicle. But do companies want to replace their existing application software?..