Young,
In the past, I have had a close association with IOMEGA. They have a top-notch outside sales force that is responsible for only calling on Fortune 500 accounts. Also, the group they have had (I assume they are still the same group) with offices in Virginia is dedicated 100% to Federal sales. If you have had any experience with the Feds, it takes quite a long time to get the product spec'd into contracts. But, again, the folks IOMEGA has in their Federal sales group is about the best you will find.
Regarding the corporate sales issue...It was always IOMEGA's strategy to first capture the retail market with the Zip and have the outside sales force concentrate on the high end ditto drives and Jaz products. They figured that Zip would take off in a number of accounts via word of mouth, advertising, etc. Having a high paid outside sales force concentrating on Zip sales to Fortune Accounts is not justifiable.
Also, the OEM sales group is very aggressive and, as you can see, very active.
Finally, having known many Compaq Account Managers in my time, they will not be pushing a whole lot of LS 120s...There first, foremost, primary and only concern is Compaq equipment... |
