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Get More From IT Vendor Salespeople: 4 Tips
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1/11/2012 | 9:39:06 AM
re: Get More From IT Vendor Salespeople: 4 Tips
Part of the problem is the proliferation of salespeople. As all of the major OEMs and ISVs use channels as opposed to going direct, there are a million channel partners out there that want to basically be your logistics partner. Important note: Resellers are not unbiased, agnostic partners! They are biased toward whichever vendor gives them the best reseller margins and where they have implementation skills (usually HP or Cisco in hardware for the major VARs). While the technology companies are obviously biased toward their technology, at least it is a known bias.

As you write, it is perfectly understandable that CIOs and their reports cannot meet with vendors all day, but I am amazed by the number of people that 1) do not speak with any vendors outside of the incumbents 2) are woefully ignorant of new technologies (because of 1). Many people think the analysts provide their technology evaluation and emerging technology update function. There is almost always more value in meeting with, for instance, IBM and Oracle to hear their propositions and their arguments against each others propositions than reading the Magic Quad or Wave report about the technology in question. All of the analysts almost always water down their opinions to avoid upsetting any of the major technology companies. There are also unknown biases based upon who is paying for their conferences, speakers fees, papers, etc. Again, it is better to speak with someone with a known bias that you can take into consideration than someone with an unknown bias.


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