To continue to be healthy, an enterprise software vendor either needs a defendable niche or a large market share. For the latter, acquisitions are often required to grow and prosper. With revenue streams shifting from new accounts to up- and cross-sales to existing customers, software support and services, a large customer base is the key to continued health.
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or independent service providers. Examples of these markets can be industrial (e.g., fresh meats, jewelry retailers, dentist offices, law offices, etc.) or regional (e.g., Albuquerque, Boise, New Orleans, etc.) focus. Some of the Boutique Vendors will actually be conglomerates of smaller divisions or vendors with a common owner. These might be a current mid-range vendor who specializes in a series of smaller markets or even a sub-segment of a Big Five vendor. Recommendations Vendors - Vendors need to