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To: RockyMtnMan
Most sales folks bypass techies and go straight to the check writer only to learn later the techies killed the deal because it didn't match their requirements.

Not the good ones.

But, I'm not going to argue with you. I'm confident in my career. Products are largely commodities in today's market. "Check-writers" buy value, ROI, perception, and company reliability and viability.

I've moved from one company to another, both selling performance management software, and displaced the product I sold previously.

The decision-maker trusted me; he could care less what I was selling.

61 posted on 07/31/2003 8:47:49 AM PDT by sinkspur ("Boy, watch that knife!'" Rev. Capt. Samuel Johnston Clayton in "The Searchers")
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To: sinkspur
Sounds like my company could use a guy like you. Our software has a significant ROI and the industry analysts are fawning over our value proposition.
62 posted on 07/31/2003 8:50:29 AM PDT by RockyMtnMan
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To: sinkspur
The decision-maker trusted me; he could care less what I was selling.

BINGO! You just said the magic word, "trust." Great book called "The Internet Weather" that talks about the reality of today. There are basically four value propositions: Time, Truth, Privacy and Trust, that basically remain the same no matter what happens. Time, truth and privacy can all be purchased and managed by individual effort. Trust, on the other hand can only be built over time. In a world where it is increasingly easier to get quick access to information (and disinformation) and knowledge, and those barriers to entry are quicker knocked down, the people and businesses that will succeed in the long run are not going to be the smartest or the most innovative, they are the ones that can build the most trust.

And in my opinion, that is where offshoring is most vulnerable, in the trust factor. Who is coding your mission -critical applications? Could they actually be Al-Qaeda agents masquerading as software developers intentionally placing "trojan horses" in the application? Eventually the offshore companies are going to get called on this. Can they reassure the companies that indeed they screen their employees?

74 posted on 07/31/2003 10:18:50 AM PDT by dfwgator
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