Asking Positive Questions....
What can Novell do to really open up this thing and make a huge difference?
EPS had a great first suggestion:
>>I would ask Steve to open up the code for the Linux developing community.>>
Now back to Toy.....
>>They dont want to hear philosophical points as much as they want to hear actual business issues, problems, solutions, drivers, and perspectives on Novell's current technologies that Steve's team could use to develop future marketing strategies.>>
This is exactly my main point.
Turning Novell around must be done by attacking and challenging an ingrained mindset which wants to congratulate and impress itself over the superior nature of its technology.
Sure, they don't want to hear philosophical points, because they already think they are on the right path - or at most, if they have some issues, the most that needs to be done is in basic, black and white execution, etc.
>>"...they want to hear actual business issues, problems, solutions, drivers, and perspectives on Novell's current technologies that Steve's team could use to develop future marketing strategies....">>
Flush this down the toilet. Forget about what "they" want to hear. The main point is NOT what "they" - ie. Novell - want to hear - but what the marketplace is saying, doing, going, etc. It's NOT about Novell. It's about coming humbly to the realization that the answers are NOT inside Novell. Admitting this has to be Novell's first requirement.
And this goes for "me" - Fred Smart - too. Forget about what I say. I'm simply functioning as a whip-lashing, stake driving, direction warning catalyst that is needed to wake these people up so they can begin to start their own internet TRANSFORMATION toward positive, lasting, fundamental change.
The answers are "out there." Customers have the answers. NOT Novell. Individuals have the answers. NOT Novell.
If Novell tries to lay claim to these answers they will only perpetuate this higher, stiffer, better than, attitude which only serves to close them off from these incredible services energies which are expanding all across the world.
But let's get back to your questions Toy:
>>So Fred, please detail what business problems are stopping you and your business from having a Novell technology loyalty?>>
We will be loyal to whatever company gives off the most energy. Novell is nowhere to be seen in our industry - financial services in the e-commerce transactional engine space. I've love to get them involved. I have sent Novell, Eric et. al emails which have been acknowledged to a very limited degree. Zero follow-up.
>>How would Novell better demonstrate / prove their technology solution to your company?>>
Novell is a very hard company to penetrate. They are very bad at networking, collaboration, cooperation. I was amazed at the time and energy Microsoft has put into XML just in the last year. They are all over our industry. But they still have huge gaps they need to fill. Where's Novell in the XML financial messaging space? Good question. One which I do not have answers for. Perhaps Steve Adams could help me/us out.
>>What is missing in Novell's technology that keeps you from buying Novell?>>
When we think of Novell we have a hard time imagining what they must be like as a partner. They seem to love forcing the world to accept their terms. But this mindset only turns the world away. Granted, they can cut deals to "sell" their basic wares, but the big thing that Novell needs to get used to is the need to collaborate, partner and cooperate. These marketing skills require that they completely trash any and all of what remains of their tough, closed, netware legacy past.
>>Is their a message that Novell is not getting across regarding what they have to offer you as a business?>>
Over the past year we've come to conclude that it makes no sense to put yourself and your future over any company's barrell. Riding several horses seems to make the most sense right now. Some companies will be more open than others about the way they are risking in the shared collaborative XML space at it relates to our industry. We just do not see Novell at this table. Hate to say this - it's a shame - but they don't exist for a lot of people. A year ago this is the last thing I'd thought I'd be writing.
>>Is there a better way that Steve and his team could present Novell's solution to you and the industry? A better format? A better media/medium? What players, events, critical influencers, motivators, etc. move you and your company to make any I.T. decisions?>>
Yea, how about picking up the phone as do executives at most, if not all, of the other companies I have delt with.
As for format, how about just risking the time to get to know how incredibly hard it is to penetrate decision makers in our industry - financial services. The decision makers are TRADERS. Very tough bunch. But I know them and can talk their language.
As for media, medium, events, players..... It goes back to the same primary point. For Novell to penetrate financial services they need to get to know the mindsets, people, players, firms, etc.
I regard myself as a major leading influence in the critical thought areas that effect change in our industry. Why? Because I simply have a way of getting my nose in the right place at the right time in the right way. I have no fear. I don't care how big the person is, how much money he/she may be making or whatever. If you are going to survive in our industry you must continually have the guts to go into the cage and stare the tiger down face to face.
I have many, many stories of doing this and coming out on top.
What you have seen me do on this board over the last 2+ years should give you a sense of how seriously committed and dedicated I am to effect major, massive change - not just for Novell but on a worldwide scale.
My late Father always impressed on us the need to be truthful and always do whatever we could to make a positive difference in the world.
Nothing gives me greater pleasure than to simply lay my cards on the table and challenge myself and others to jump in this great river of life so that more of us can learn how to do just that.
Peace.
GO!! |
