Costs Factors of Major Businesses

Q:When was cost a determining factor for major businesses? If it will save (more) money in the long run, any up front investment (huge or small) is not a factor for major businesses. Also you made a reference to the model not being too diferent from your own...which one is this exactly?

A:They are using a model not too different from our own. I've been following the fortunes of Portera Systems for the last several months. If you're not familiar with this company, they offer various 'features' involving outsourcing business infrastructure -- document/knowledge management is one part of the functionality, but also web-hosted pre-built intranet and project tracking, accounting services, etc. While I have been watching this company make a rapid move up the food chain, signing huge deals with companies like Baan and Epiphany etc., now they have entered into a relationship with Concentric Networks through which, Concentric will offer Portera's services to it's SMALL-business users. I don't see how Portera can continue to make a value proposition to major companies when the same product is available (at pretty low cost, evidently) to small businesses. With any corporate pitch, don't you always have to make the argument that your product will help that company lead the pack - set them apart?