Sales cycle for middleware

What does the sales cycle look like for middleware? How do end users/customers decide to implement a solution? Do they go to the middleware vendors first and make that choice, or do they go to system integrators who then choose necessary applications and decide on middleware based on that?
Yes. Middleware is like just about all software components: people acquire it in all different ways. Major vendors all have support staffs that they are happy to rent out to provide soup-to-nuts implementation solutions. Integrators and in-house IT staffs often work from a vendor-neutral set of requirements. Because the marketplace is standards-based, it is relatively easy to mix and match components once a working architecture is established. The main challenge for most companies is moving from proprietary legacy architectures to this structure.
This was first published in July 2001

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