... target industry would be the Pharmaceutical NDA, not only do they rate the highest, it would be an easy transition as they had just completed work for Syntax off of which they could build easily. At the same time, the sales team is skeptical of the new vertical approach; the Marsh McLennan deal came through their horizontal sales efforts. In essence the product does not change, just the name and focus its being given. Obviously the fact that Marsh McLennan is interested is a strong factor for consideration. It is a company that is in the mainstream and could generate the "buzz" that Jeffery Miller is looking for. Although ranking fourth on the Scenario Ranking Worksheet, the insurance industry is one of the targets that Documentum plans to focus on. Change cannot occur overnight. Employees need time to adjust to the new focus in order to embrace it. For the sales representatives ...

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