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What did Documentum learn from its experience with the first two customers Boeing and Syntax?
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Sandra van der Bilt MBA-Fulltime What did Documentum learn from its experience with the first two customers? The first two customers, Boeing and Syntax, were challenging customers. Documentum learned that although their application was functional, it needed to be reworked to completely satisfy each customers needs. Documentum was selling more than just an application; they were selling a process to enhance efficiency. In addition, for each customer, Documentum had to work with partners to complete the solution. Documentum needed technology partners to fill in the product holes, and system integrators that could put together the multiple pieces of software and help customers integrate this into their business processes. Should Documentum accept the Marsh & McLennan deal? Based on the criteria identified in the Chasm Group study for potential target industries, Marsh & McLennan would fit within the five identified groups. Although Jeffrey Miller went through the exercise with Chasm Group to focus first on one industry...
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