I meant locally(Kenyan maybe) developed applications.

Here's where I don't get; if KEMSA was to buy an ERP software, do they really care whether its local or not? Do they not look at the features offered by the said software, compare it to the list of features they want and make a decision?

In such a scenario, a local ISV would only be short-changing themselves if they do not provide sufficient info to the potential buyer, whilst other competitors are doing the same.

Guess then you neither expect trials from Erick or another local developer unless they have broken away from this 'fear factor'  .

Exactly! If i was buying a software and the local ISV was more than willing to provide a trial version, I would take that as a sign that they are supremely confident in the quality of their software, and in that regard, I would probably buy it even if it was missing a feature or two.

As Martin has pointed out, some local ISVs are indeed overcoming this fear factor!

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