2. CCB as a Commodity
• Little or no product differentiation
– Gartner, Frost, Yankee, Providers
• All vendors have good references
• All vendors have rapid installs
• Buyer’s Market Decision Factors
– Total price
– Company stability
– Penalties
– Product features are fait accompli
3. A Level Playing Field?
• Negative Perceptions
– Less Efficient
• Many people, no direction
– Longer Installations
• Forced acceptance followed
by long clean-up period
– Lack of Knowledge
• Operator business models
and process flows
• Products are feature rich and
navigation poor
– Higher Costs
• Travel and Time
4. Can We Survive?
• Commodity businesses can be very
successful (ala WalMart)
• Change in mindset is required
• Change in perceptions is essential
• Two Keys to Success
– Increase Volume
– Reduce Costs
