OK, hear me out. Yes, I am the Practice Manager for Microsoft Dynamics 365 for Finance and Operations at Fusion5, so at first glance, it seems evident that we do sell and implement ERPs. But there's more to it.
If you ask me what I did five years ago, I'd tell you that I helped respond to a lot of RFPs. Our sales team was busy identifying and nurturing leads as part of the 'normal' sales process. It was a very traditional approach, and the typical customer premise was "I've got 1. an ageing ERP system or 2. a basic financial package which we've outgrown. But I'm definitely not interested in anything else."
The emphasis was very much on retaining line-of-business applications and investing in integration if and where deemed necessary.
So, we'd work our way through the RFP and answer hundreds of questions focussed on financials. “Do you have a chart of accounts?” Yes. “Can you do dimensions?” Yes. “Do you have warehouses?” Yes. And so on. Nearly every opportunity that walked in the door was along the same lines.