IBM is suffering from having a weak marketing and sales strategy. Go to a CIO networking event in Houston, Microsoft salespeople are there at every meeting, IBM ZIP! I think that episodes like this are happening everywhere, IBM just doesn't get out of their office till they are called! I know, we had to call!
A Story I like to tell, my Uncle a salesman software and hardware, outsold the entire staff(20+ people) by himself. He was NEVER in the office, was at every event, including non-IT events, just went everywhere. I've learned a lot from him about Sales. His response, IBM a great company, Sales and Marketing, well, they just don't know how to do it. How do you do it, you make the customer feel like they are being taken care of, that you'll be there and show up even when they don't call (he found out more on these than any other time). Get to know your customers by name and watch their business and offer help all the time to make them successful. IBM does this only when they are about to lose a customer and then, most of the time it's too late. IBM needs to build customer confidence because customers are not confident in IBM, it's not the software, it's the relationship, it is always the relationship. IBM's software is better, but MS$ makes much better relationships! Just a fact that IBM can't seem to learn and we who love Notes/Domino pay for!
IBM is suffering from having a weak marketing and sales strategy. Go to a CIO networking event in Houston, Microsoft salespeople are there at every meeting, IBM ZIP! I think that episodes like this are happening everywhere, IBM just doesn't get out of their office till they are called! I know, we had to call!
A Story I like to tell, my Uncle a salesman software and hardware, outsold the entire staff(20+ people) by himself. He was NEVER in the office, was at every event, including non-IT events, just went everywhere. I've learned a lot from him about Sales. His response, IBM a great company, Sales and Marketing, well, they just don't know how to do it. How do you do it, you make the customer feel like they are being taken care of, that you'll be there and show up even when they don't call (he found out more on these than any other time). Get to know your customers by name and watch their business and offer help all the time to make them successful. IBM does this only when they are about to lose a customer and then, most of the time it's too late. IBM needs to build customer confidence because customers are not confident in IBM, it's not the software, it's the relationship, it is always the relationship. IBM's software is better, but MS$ makes much better relationships! Just a fact that IBM can't seem to learn and we who love Notes/Domino pay for!