Conference kacie::sbu

49.0. "Intel server credit rules question" by TROOA::MSCHNEIDER ([email protected]) Fri Feb 07 1997 22:12

    Harry, I'd like to understand why the simple message that SBU reps will
    get credit for Intel server sales translated into "you get credit only
    for the system part numbers and then only if it is an enterprise
    account?
    
    My initial reaction to the announcement last July that SBU reps would
    receive credit for Intel server sales was very positive.  Finally we
    would be able to come to the table with the full arsenal of NT capable
    hardware that our excellent engineering/manufacturing capabilities
    provide us!
    
    However, the final translation of the message leaves me puzzled.  In my
    specific geography we really aren't that much better off in terms of
    ability to sell and get credit for those hot Prioris servers.
    
    Here is how the rules translated to in the field in the Americas:
    
    - Only SBU Enterprise reps get credit for Intel servers
    - They only get credit for the system part number on the order
    - They do not get credit for items like add-on memory, disks, tape, etc. 
      that make up a complete server solution
    
    Reality is that many of the accounts reps I support are territory reps
    or have both types of accounts.  Before I go into an account we still
    often discuss whether it's ok to talk about both Intel and Alpha.  Life
    being what it is, people tend to sell what they get credit for.  Also
    since they get credit for only a small percentage of a total system
    sale since add-on memory and storage is not included, even enterprise
    account managers are not particularly interested in the Intel server
    sale.  We also get into the games such as ensuring that SBU storage is
    sold in place of PCBU storage to get additional credit.
    
    

If I can suggest that you check out note 19.* in this notesfile, and check out
the first 30 or so replies in note 5005 of HUMANE::DIGITAL.

This topic has been covered before, and IMHO has never been substantively
addressed by senior management.  To his credit, Harry Copperman did reply
to some of our queries in note 19, but as I said then and continue to say
now, stating that this is in line with our strategy simply scares people
because of what it says about Digital's commitment to some of our products.

-- Ken Moreau