Observations from a sales guy,
It seems like the best or most advanced technical solution does not always
come out on top when the public votes, for marketing reasons or
whatever(i.e. MAC->PC, BETA->VHS, NetWare->NT). From the customers I have
spoken to, it seems more often than not that the people with the ability to
do a valid technical analysis and cost benefit of the options are not the
ones who recommend or deire to leave the platform.
Too often it is a non-technical executive that saw a sexy presentation at a
trade show and has to be the first on the block to have one. I think the
front line in this battle has to be the internal sale. I know that
engineers don't like to play salesman (or talk to them for that matter), but
I am amazed at how often I speak to the person that will actually bear the
pain of the transition and hear "if I had my say we'd stay on the 3000
forever, it's a great, robust, reliable platform".
Somehow logic is filtered out and only smoke and mirrors gets through to the
decision makers. I hope that in HP's plans to breathe new life into the
HP3000 they allocate marketing funds for CIO magazine and other publications
that executive decision makers read. I don't think they need to expend much
effort on the people in the trenches, that would be "preachin' to the
choir".
Thanks for listening,
Allen Cintron
Quest Software
949-718-2454 direct
800-306-9329 X2454
-----Original Message-----
From: patrick mullen [mailto:[log in to unmask]]
Sent: Thursday, August 27, 1998 2:35 PM
To: [log in to unmask]
Subject: Re: Pusing the HP3000: mindshare
Duane Percox wrote:
>
> There have been a number of interesting comments lately
> about applications, application vendors, bumperstickers, body paints, etc.
> that can be used to 'push the HP3000'.
>
> Assuming the HP3000 as a solution has what it takes (and we know it does,
> then what it boils down to is mindshare. And how do you get a bigger piece
> of the mindshare pie?
>
Today I encountered a long-time (still runs a series 52) HP3000 user who is
dangerously close to abandoning the 3000. The user would like to move to a
new Series 9xx box but, due to application upgrade costs that are 2 to 3
times that of the new system, they are investigating Unix, NT, etc.
I have seen a lot of traffic on this list about enticing new users to the
HP3000, and the efforts that will entail. At the same time, we are
losing existing sites due to certain vendors' myopic financial agendas. I
estimate the cost of attracting new business to be orders of magnitude
greater than what it takes to retain existing customers.
As our (the HP3000-L devotees) interest in furthering the platform
continues to grow perhaps we, in the software solutions business, should
adopt a more global view to not only attract new business to the HP3000 but
to also help retain those already on the HP3000.
_______________
| |
| |
| r | Patrick mailto:[log in to unmask]
| e | http://www.adager.com
| g | Patrick Mullen Tel 208 726-9100
| a | Technical Support Fax 208 726-2822
| d | Adager Corporation
| A | Sun Valley, Idaho 83353-3000 U.S.A.
| |
|_______________|
_______________
| |
| |
| r | Patrick mailto:[log in to unmask]
| e | http://www.adager.com
| g | Patrick Mullen Tel 208 726-9100
| a | Technical Support Fax 208 726-2822
| d | Adager Corporation
| A | Sun Valley, Idaho 83353-3000 U.S.A.
| |
|_______________|
|
