Interestingly, they did not go after a vertical market. Instead they focused their segmentation along the following lines: • They targeted salespeople and their managers only—not customer service, not marketing. • They targeted mid-market companies, big enough to need systems to compete with market leaders in their category, small enough to be unable to afford the IT investment required. • They focused on the United States only, in part to stay close to the customer, in part because the United States has always been the early-adopting country in enterprise software. • They focused
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