| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 575.1 | Ask them what's wrong | MAIL::DUNCANG | Gerry Duncan @KCO - DTN 452-3445 | Mon Feb 19 1990 18:22 | 10 |
| Let's see. You have won the database but now suspect that Rdb is about
to be displaced. Why don't you ask the customer to sit down and list
the areas of concern with Rdb and what factors are causing them to
look at other products. Then ask for time to position Rdb's advantages
over other VMS databases. This conference contains many instances (by
competitor) where Rdb achieves a distinct advantage. If you know your
competitors, the job is much easier. Booth or Therrien can provide
many pages of details about our strength.
-- gerry
|
| 575.2 | Not enough time | ODIXIE::BONE | Osteopath | Mon Feb 19 1990 19:15 | 9 |
| You're right, we do want to know exactly what their concerns are with
Rdb vs. our competition. That's the next step. However, we don't have
much time. What we need is for what you described to happen in one
sitting, much like an A.C.T. demonstation. The time to position Rdb,
learn Rdb's advantages, etc. is not available in this instance. Your
suggestion, though would be the track that I would recommend for other
instances.
Bo
|
| 575.3 | | TRCO01::SANDHU | | Mon Feb 19 1990 19:51 | 9 |
| Even then Bo, I agree with Gerry, until you find out why they want
to displace us, a demo at an ACT or knowing the advantages of RDB
over others is not going to much for us. It could be a number of
reasons: support, sales not paying attention to the account, the
competitor prospecting ...
Since the customer already has Rdb, re-positioning it as the best
choice on VAX/VMS aint going to do any good. There probably are
serious "other" issues that should be addressed, I suspect.
|
| 575.4 | All Hands on DEC? | ODIXIE::BONE | Osteopath | Wed Feb 21 1990 17:21 | 14 |
| I really didn't explain my "theoretical" situation well enough, I can
see.
Your both correct. We have a list several paragraphs long as to why
they want to displace Rdb. They cover the reasons you listed; poor
support, sales not paying attention to the account, competitor
prospecting... and even D.O.D. contracts to buy the competitors
products.
We know that there are many areas that must be addressed.
Now, how would you effectively go after this opportunity?
|
| 575.5 | Improve Account Management | TRCO01::SANDHU | | Wed Feb 21 1990 20:41 | 8 |
| Seems to me, with my limited understanding of this situation, that
its really not Rdb that they want to replace but want more attention
and respect. Seems you need to improve the account management issues,
not technical reasons.
Secondary attack may be to find out *what* they want to replace
Rdb with and hit from that angle. This however is defensive and
a bad strategy.
|
| 575.6 | Let's us have a shot | MAIL::DUNCANG | Gerry Duncan @KCO - DTN 452-3445 | Thu Feb 22 1990 02:25 | 13 |
| Put your Rdb questions here and we'll answer. Put your sales
satisfaction questions in an Email to sales. Contact Quinn and
PHLACT::QUINN for help with the government contract stuff.
I can't imagine the customer wanting to throw Rdb out after using it
for a while. (They are using it, aren't they ?)
Remember, with relational databases, it's often better with the devil I
know instead of the devil I don't know. The grass won't necessarily be
greener on the {Oracle|Ingres|Sybase} side of the fence. Is there any
way you can slap your customer back into reality ?
-- gerry
|