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Project Galaxy 4 – e-Sourcing Strategy
2011: Round 1
Phil Willcot thought about his meeting with the MD team of directors on his train back to
the big city. MD is a prospective entrant into the e-sourcing space, looking to acquire
market share from the dominant players by taking advantage of the best of today’s cloud
computing technology. The analogy they used was that they seek to do to Oracle, SAP and
Ariba what Salesforce and subsequently Zoho has done in the CRM space to Act and
Goldmine, or what Google has done in the application space to Microsoft.
At first he thought they were crazy, trying to take on the mature e-sourcing market
swamped by numerous players that already had at least a ten year head-start. How could
there possibly be room in the market for yet another entrant? How on earth could they
convince their potential customers to adopt their offering, particularly as customers were
increasi
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