Abstract
ITCom is an international telecommunications organization that began but did not complete the purchase of a proposed US$10 million packaged ERP solution (international billing system). Ten individuals participated on ITCom’s Acquisition Team, the five principals of which were interviewed for this case. From its initiation to its cessation, the acquisition process took approximately 9 months. Data for this case was collected in August and September 1997, just weeks after the decision was made to halt the process owing to an impasse on issues of code ownership and cost. The ERP acquisition process that the organization went through was, nevertheless, quite rigorous and presents some interesting insights and lessons that would be of value to other organizations, among them, the influence of new management on the overall process.
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