Re: Delphi and the ALM vision?

>Correction: I did have a rep,
> national I believe, contact me about renewing a /Delphi/ SA contract.
> Not just a phone call, but a few e-mails with spreadsheets. When I said
> I would think about it, I was contacted again 2-3 weeks later. All this
> for the sale of 1 SA contract. Not bad. Did I mention it was a /Delphi/
> contract? :-)

Well, although I appreciate your sales rep selling Delphi in your case.
Unless you represent a strategic account, I don't think it was a wise use of
their time considering they weren't paid commission on it and it was only a
single SA contract.

Before you say that this is arguing it both ways, let me say how I think
Borland's salespeople should sell Delphi. If they find a company of
significant size, that could benefit from a reasonable number of Delphi
licenses, they should try to sell it.

But this requires that Borland pays them commission. No salesperson worth
anything, at this level, will sell something if they aren't going to earn
any commission on that sale. ISTM, no matter what product they sell, they
should be paid some level of commission on the total revenue sold.

The smaller 1-5 type deals are best left to the channel, regardless if it's
Delphi or JBuilder or StarTeam or whatever.

--
Brian Moelk
bmoelk@xxxxxxxxxxxxxxxxxxxxxxxxxxxx
http://www.brainendeavor.com


.