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Market Timing

Many argue that Microsoft's market timing couldn't have been better. The dot-com bust has beaten down existing small and midmarket CRM players just after those vendors have expended significant resources educating prospective buyers on CRM. At the same time, the all-too-common stories of CRM failure and cost overruns have convinced businesses of the need for a low-cost solution backed by a vendor they know will be around for a while.

Another area where Microsoft's timing was right has to do with its philosophy toward partnership. The hundreds to thousands of small to mid-sized consulting and systems integration firms in the market are always looking for additional products and services to offer to their customers. In recent years, firms such as these have been run off by existing CRM vendors who've had to reclaim every potential revenue source; especially professional services.


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