Re: Informix Directions

On Sun, 8 Feb 1998 11:01:46 -0500, "Garrett Sienkiewicz" <garrett@data-design.com> wrote: +Sales are usually approved by upper level management with input from the +trenches. I don't know Garrett, I've seen plenty of deals where the "trenches" did all but threaten to quit if Informix wasn't chosen, and the big boys went with someone else. I NEVER saw one where the trenches got a decision reversed. Most commonly, developers were TOLD what they would use. Once exception was where the developers were allowed to dick around for months with meaningless benchmarks. The vendor with the most patience won those. Don't get me wrong: I firmly believe in taking care of the developers. But that is a post-sales issue. Without upper-management favorable toward you, the deal ain't gonna close, no matter what the trenches say. Sales reps only have so much time, so they have to expend their efforts where they will reap the most rewards. I for one can't blame them. Dave "been there, done that, got a whole wardrobe of T-shirts"