I’m getting back to one of my favorite targets in the IT world… Salespeople for companies. It seems that I always have issues with them.. even thought I am certainly used to dealing with them. My continual issue with them is that they take such a stance against you as a IT company. If I were a end user client they would fall all over me, especially if I was a large end client company. They would tell me this and that to woo me to purchase their product. Sometimes they even give you really good information.
But not for my type of company today. I run a small but technically proficient software and consulting company. Been doing this for the past 12 years now in this company version. I’m usually calm and used to the ways of IT selling and its lies and truths. But my blood really boils when I talk to software sales people, especially for companies that I’m thinking of using for my clients. My latest skirmish was the other day.
The conversation went something like this…
Me: I’d like to get some basic information on the end user pricing concepts for your product. I’m in the process of evaluating a number of products in your space (business intelligence reporting) and trying to see if your products would fit into what I see working for my clients.
Salesman: So you want to re-sell and support our products?
Me: Yes. But first I’m trying to learn more about your products and their price points so I can judge the usefulness in my business.
Salesman: Well… Let me be frank.. We have lots of companies wanting to sell our product as a partner. You need to come in with accounts and revenue that will make us want to have you.
Me: Can’t sell you products and will not unless I know more about your pricing and products. I do have clients in both the Fortune 100 space as well as much smaller companies.
Salesman: Give me an example of your clients.
Me: I have XXXXX, a large Fortune 100
Salesman: That’s nice… But before we can even talk to you about a partnership you will need to send me a list of your clients and indicate where you see XXXXXX fitting into their IT planning.
Me: Sure.. and I terminated the call. And I never, never, never was going to give him my client list just to (maybe) buy my way into a partnership.
So Mr. Salesman wanted me to give him my clients just to get him to answer some pricing questions. Apparently the software business was soooooo good last year that they don’t need any more partners trying to sell their products. They only want, never give. They have no clue as to the meaning of partnership.. Partnerships only work when both parties win and gain a benefit from it. Works in personal areas, works in business.
I have a long memory when it comes to these types of companies and the people who work for them. I just will never do business with them, ever. And I will talk others out of using them as well. So MicroStrategy don’t look for me to recommend you anywhere to anyone.