SPAM

Posted in 2008

IBM Employee — 29 Aug 2008 16:52:35 -0700 — source: Usenet: comp.databases.informix

In article <mailman.1625.1220017200.20610.informix-list@iiug.org>, Ian Michael Gumby says... > > >Ok=2C > >To be fair=2C if a business partner like Ron or Lester or Paul (Art too)=2C= > IDS becomes a viable option because the BP will tend to lead the sale. > >In situations where its an IBM sales team lead deal and a database is requi= >red=2C the story gets a bit cloudy. > >If the customer asks about Oracle=2C Oracle is presented. Otherwise DB2. If= > all else fails=2C then maybe mention IDS. > >This isn't by accident=2C but by design. > >Remember=2C IBM sells Oracle and Oracle services=2C so IBM's client rep sti= >ll wins the deal and makes money. The sales critter likes to take the path = >of least resistance so if the customer asks about a product=2C that will be= > the path of least resistance.=20 > >DB2 is next=2C because the local sales team has DB2 skills. All of the IT S= >pecialists are certified (or should be certified) on DB2. There are very fe= >w IT Specialists that know IDS.=20 > >Local sales teams like to count on their local resources. >If there isn't a local resource=2C then there is risk. Having to fly someon= >e in from another city=2C or they have a 4 hour drive=2C means that there i= >s a gap in customer support. Client teams know that there is a risk and the= > customer becomes skeptical of the deal. Read that this increases the resis= >tance level of the deal. AND SALES CRITTERS LIKE THE PATH OF LEAST RESISTAN= >CE. Bottom line=2C unless you have a local resource that you can count on t= >o support the customer. Don't push the product. > >To put it in terms that you may understand... > >Would you buy a car that you had to drive 6 hours each way to the *only* au= >thorized repair center in your area=2C or would you purchase a car from an = >authorized dealer who is within 30 miles (1/2 hour) drive from your house? = >=20 > >So=2C how do you get a local IDS certified IT Specialist in your neck of th= >e woods? You incent the FLMs by writing it in to their PBCs. > >Jerry K=2C et al=2C have known this for a couple of years now. Yet it has n= >ever happened. Maybe it slipped through the cracks because Jerry K. doesn't= > control the S&D team's PBCs and Alyse P hasn't found the time=2C or forgot= > to write it down on a "todo" list while she's globe trotting. > >Ya see=2C there is no single silver bullet. Just a lot of "little" things t= >hat need to get done. > >But this is hard to do at IBM. For every request=2C you meet a lot of resis= >tance because you're asking for change. IBMers don't like change. They like= > their 9-5 life that doesn't change. They like being a cog in the wheel. Ne= >ver having to think for themselves. > >(OF course I'm talking about sales support=2C and middle management. I'm no= >t talking about R&D and product development.) > >But hey! What do I know? Its not like I experienced this first hand or anyt= >hing. > > >-G > > >_________________________________________________________________ >See what people are saying about Windows Live. Check out featured posts. >http://www.windowslive.com/connect?ocid=3DTXT_TAGLM_WL_connect2_082008= > ><html> ><head> ><style> >.hmmessage P >{ >margin:0px=3B >padding:0px >} >body.hmmessage >{ >FONT-SIZE: 10pt=3B >FONT-FAMILY:Tahoma >} ></style> ></head> ><body class=3D'hmmessage'> >Ok=2C To be fair=2C if a business partner like Ron or Lester or Paul= > (Art too)=2C IDS becomes a viable option because the BP will tend to lead = >the sale. In situations where its an IBM sales team lead deal and a = >database is required=2C the story gets a bit cloudy. If the customer= > asks about Oracle=2C Oracle is presented. Otherwise DB2. If all else fails= >=2C then maybe mention IDS. This isn't by accident=2C but by design.= > Remember=2C IBM sells Oracle and Oracle services=2C so IBM's client= > rep still wins the deal and makes money. The sales critter likes to take t= >he path of least resistance so if the customer asks about a product=2C that= > will be the path of least resistance. DB2 is next=2C because the l= >ocal sales team has DB2 skills. All of the IT Specialists are certified (or= > should be certified) on DB2. There are very few IT Specialists that know I= >DS. Local sales teams like to count on their local resources. If= > there isn't a local resource=2C then there is risk. Having to fly someone = >in from another city=2C or they have a 4 hour drive=2C means that there is = >a gap in customer support. Client teams know that there is a risk and the c= >ustomer becomes skeptical of the deal. Read that this increases the resista= >nce level of the deal. AND SALES CRITTERS LIKE THE PATH OF LEAST RESISTANCE= >. Bottom line=2C unless you have a local resource that you can count on to = >support the customer. Don't push the product. To put it in terms tha= >t you may understand... Would you buy a car that you had to drive 6 = >hours each way to the *only* authorized repair center in your area=2C or wo= >uld you purchase a car from an authorized dealer who is within 30 miles (1/= >2 hour) drive from your house?&nbsp=3B So=2C how do you get a local= > IDS certified IT Specialist in your neck of the woods? You incent the FLMs= > by writing it in to their PBCs. Jerry K=2C et al=2C have known this= > for a couple of years now. Yet it has never happened. Maybe it slipped thr= >ough the cracks because Jerry K. doesn't control the S&amp=3BD team's PBCs = >and Alyse P hasn't found the time=2C or forgot to write it down on a "todo"= > list while she's globe trotting. Ya see=2C there is no single silve= >r bullet. Just a lot of "little" things that need to get done. But t= >his is hard to do at IBM. For every request=2C you meet a lot of resistance= > because you're asking for change. IBMers don't like change. They like thei= >r 9-5 life that doesn't change. They like being a cog in the wheel. Never h= >aving to think for themselves. (OF course I'm talking about sales su= >pport=2C and middle management. I'm not talking about R&amp=3BD and product= > development.) But hey! What do I know? Its not like I experienced t= >his first hand or anything. -G <hr />See what peopl= >e are saying about Windows Live. Check out featured posts. <a href=3D'http= >://www.windowslive.com/connect?ocid=3DTXT_TAGLM_WL_connect2_082008' target= >=3D'_new'>Check It Out!</a></body> ></html>= >