Conference ilbbak::us_sales_service

48.0. "OEM vs Digital End User rep - who should make the sale?" by THKSNW::MCCOWAN () Tue Nov 05 1991 18:01

I thought the new management system would take care of the infamous conflict 
between our OEMs and the Digital End User sales rep for the hardware sale!  
I thought (notice I didn't say "ass-u-me") the New Mgmt System would encourage 
our sales reps to pursue high margin business such as services and software,
and encourage our OEMs to resell the hardware.  Two indicators tell me this 
is not what is really happening:  (1) I am copied on a note from the OEM
Volume rep pleading to the End User rep to give the OEM the hardware sale...

	"I only ask that you work with [customer] and recommend that they 
	purchase the total solution from [OEM] in a turn-key solution. Please 
	make sure that they understand that DEC will support them, and that 
	the purchase will continue to aggregate to their Digital DBA."

(2) I am told by someone now working for a new IBU in a function we're 
calling "Accounts Marketing" in the Manufacturing Cluster that he will only 
be measured on End User rep direct sales to the account and not on sales 
through CSOs.

The problem that I see with this conflict is that this OEM has turned out 
to be an excellent channel for our products but because of the conflict he
continues to run into with our End User sales reps, he is considering
getting out of the OEM program.  By the way, his customer base and primary
target are the same accounts that we have assigned End User sales reps to.

Any suggestions?

    I really think this confusion and conflict should be elevated to Bob
    Hughes and Jay Atlas.  If you don't want to do it yourself, I'll do it
    for you anonymously.  Send me e-mail @MRO or FSOA::CMCMAHON