>
>I don't know much about Bulgaria's economic situation, but don't you have the same sort of problems we might have here: that many of your clients can't (or don't want to) upgrade to the required hardware?
>
>I mean, any new machine someone buys here will fulfill the specifications; but there are many machines that are 3-4 years old, or more.

Hi Hilmar,
we have 3 types clients
- subsidiares of big international companies - they buy only hardware from representatives of HP, IBM, Dell, etc. They use the same software as in their HQ and bulgarian firms offer only support services(like localizations, installation, administration, etc). As example: subsidiary of Solvay(Belgium chemical concern) use SAP & Compaq, if you are player in this market you can make a good commisions.
- Bulgarian companies, which work for export in EC or get a large shere on the domestic market - mainly profitable midsize companies. They use software services and software from different vendors - we play on this market :-) and sometimes compete with SAP, Navision(MS), Maconomy, etc. in offering more productive solution.
- small companies or state owned midsize companies(they are still state owned, because generate losses and nobody see profitable future for them), they are on the level what you explain. They have not money for investments or don't like to implement new technologies. For them is easy to keep 15 accountants making all in XLS sheets, instead of to buy ERP system and to reduce administration a few times. Here is our future market, if firms are live after 2-3 years :-(

Third group I always advise - do not use new software, don't buy latest version, if you couldn't afford to buy new equipment. It is better for them to stay with their old DOS software and to buy second hand old PC for $20 than to buy my newest VFP9.0 HR or .Net invoicing and to claim that it do not work fast with P166 old PC.