Dilbert®
Acknowledgments .................................. vi
Foreword ................................................. vii

Chapter 1 - Industry Overview

The Near Future ..................................... 1.3
Custom Packages ................................. 1.4
Platform Options .................................... 1.4
Summary of Industry Statistics......…...... 1.6
    Market by User Type
New System Revenues by Market
New System Sales by Market
    Market by Platform Type
Company Revenues
        Industry Revenues
        Value of Distributor Markups
        Number of Sales Transactions
    Markets by Application
        Units Sold by Application
        New System Revenues by Application
Markets by Distribution Channels

Conclusions ................................…....... 1.17

Chapter 2 - United States Markets

PC Software: Single-User/Single-Site ..... 2.2
    Revenues and Unit Sales by User Market
    Company Revenues - Ranked Groups
    Industry Revenues - Ranked Groups
    Value of Distributor Markup
    Number of Sales Transactions
    Average Dollars per Sale
    Concentration of Unit Sales
    Maintenance Revenues
    Units Sold by Channel

PC Software: Single-User/Multi-Site .... 2.16
    Revenues and Unit Sales by User Market
    Company Revenues - Ranked Groups
    Industry Revenues - Ranked Groups
    Value of Distributor Markup
    Number of Sales Transactions
    Average Dollars per Sale
    Concentration of Unit Sales
    Maintenance Revenues
    Units Sold by Channel

LAN & Client/Server Systems ............... 2.29
    Revenues and Unit Sales by User Market
    Company Revenues - Ranked Groups
    Industry Revenues - Ranked Groups
    Value of Distributor Markup
    Number of Sales Transactions
    Average Dollars per Sale
    Concentration of Unit Sales
    Maintenance Revenues
    Units Sold by Channel

Large Systems ........................................ 2.43
Company Revenues - Ranked Groups
Industry Revenues - Ranked Groups
Value of Distributor Markup
Number of Sales Transactions
Maintenance Revenues

Service Bureaus ...................................... 2.50
Revenues and Unit Sales by User Market
Revenues
Base of Business

Stand-Alone (Proprietary) Systems ........ 2.55
Revenues and Unit Sales by User Market
Company Revenues - Ranked Groups
Industry Revenues - Ranked Groups

Specialized Hardware ............................ 2.59
Revenues and Unit Sales by User Market
Company Revenues - Ranked Groups
Industry Revenues - Ranked Groups
Units Sold by Type of Device

Chapter 3 - Canada Markets

List of Canada-Based firms ....................... 3.3
Combined Industry Statistics .................... 3.4
Company Revenues
Industry Revenues
Value of Distributor Markup
Number of Sales Transactions

Single-User Systems ................................. 3.8
Company Revenues
Industry Revenues
Value of Distributor Markup
Average Dollars per Sale
Maintenance Revenues

Multi-User Systems .....…........................ 3.14
Company Revenues - Ranked Groups
Industry Revenues - Ranked Groups
Value of Distributor Markup
Average Dollars per Sale
Maintenance Revenues

Service Bureaus ...................................... 3.20

Specialized Hardware ............................ 3.21

Chapter 4 - Marketing Trends and Issues

User Markets ............................................ 4.2
Hotel Industry
Enterprise Telemanagement
General Commercial
Specialized Applications
Very Small Systems

Sales and Distribution Strategies ........... 4.14

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