MAPICS, one of the leading mid-market ERP vendors, has significantly expanded its product offering during 2000. On June 15, MAPICS announced the release of XA 6.0, the latest version of its flagship AS/400-based Extended Enterprise Application (EEA). Earlier, on May 9, MAPICS announced the delivery of its second flagship product, the Point.Man Extended Enterprise Edition, which enables customers, suppliers, distributors and partners to collaborate via the Internet. We express our view regarding its latest announcements and strategic direction.
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its sales strategy of how to optimize the sales of two product lines with somewhat overlapping functionality and avoid a likely internal competition, not to mention the need to show 'one face' to customers. Segmenting the market into AS/400 and NT territories may not be very practical since deciding which product to present in a new opportunity may happen to be arbitrary. One solution to this problem would be to reorganize the company into vertical business units. However, what to do in a situation