<<in your sales experience, did you ever see a company positioned like TAVA is today -- deadline coming, limited (none) direct competition, viable alternatives costly & problematic, etc.>>
In many ways, I did, however, there was nowhere near the "urgency" to buy as one would find with the impending Y2K crisis. The company I worked for had a pretty clear market leadership position, and for a long time a technology leadership position, as well as a product which was more cost effective than its competition. While we avoided discounting wherever possible, it was a standard part of any major corporate deal we landed. Software (and services) should not be viewed as a "one time sale", but rather, as an annuity opportunity as your clients find other ways to use your products and services.
I think that it would be wise of any ethical and long-term-minded company, with plans to be in business "post 2000", to not try to hold its customers hostage even with the threat of a crisis looming. I think by forming current and future business relationships with key manufacturing companies throughout the world, TAVA will be uniquely positioned to be both a beneficiary of the Y2K business, at a fair and profitable price (supply and demand, of course!), with a solid foundation for growth and profitability well beyond the next two years.
My $0.05. |
