Commentary on the recent study by Jim Farmer on what it costs Blackboard to gain a new customer. "This sounds a bit like the business strategy of another well-known company: Oracle. One major reason that Oracle acquired Peoplesoft and Seibel is that it's much cheaper to sell more stuff to the same customers than to find new customers." Actually - now that I think of it - I wonder what the WebCT acquisition cost per customer. Hmmmm. Also note some commentary in my discussion area, including a note by the study's author, Jim Farmer.
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