Comment by dragonwriter

> The problem is ERP needs to be incredibly tightly integrated into the whole business from end-to-end.

So you target firms that are not yet at the scale where they likely have or need ERP with something that does something they do need that would be integrated into an ERP when they get to that scale and build out from there.

No one is buying an ERP from a firm that doesn't either already have a deep relationship with the buyer or a track record in the ERP space or a track record in an ERP-adjacent space, and more than one of those is desirable, so be in the position that when you start trying to sell an ERP you have at least the last plus a stable of firms for which you also have the first.