Doc, I guess you must have missed my question from yesterday in
response to your DDIM comparison with TAVA. Did DDIM ever generate
100 Year 2k clients in about six to eight months? Just curious.
Because any way you cut it, the CD ROM is a GREAT sales tool, when
TAVA is on sales calls to top manufacturers and they sit down with
them to show them what they can do, it makes the sale alot easier.
I was in high tech sales for years. The CD ROM is a sales tool. TAVA
spending the time developing the database, that was time they have
become more expert in their business, and at the same time, companies
are running out of time. Why did DDIM fail? Because companies were
buying consulting services, right? And DDIM needed to make that
transition.
I am glad that TAVA has quickly realized who the decision makers are
and are going after them. The tool market to date has been a disappoint-
ment because of the number of companies doing work in house to date.
I still expect that to change as time draws nearer. However, in TAVAs
case, they are able to use their tools to convince companies that
A) they have a problem, B) they don't have alot of time to deal with
it.
If building the database cost 2 million bucks and they bring 200 million
in business as a result of this expenditure that is great. I have
always seen the CD as a sales tool, because quite a while ago, that
appeared to be the direction their market has moved in. I am not
saying they won't bring in business, I am saying, I think in the moment
it proves tangibly to large companies like Coke, Intel, Cargill, BMY,
etc, that they have the expertise and have somethign these companies
DON'T HAVE THE TIME TO DEVELOP THEMSELVES.
In my high tech sales position, I did the process from lead generation
through closing, selling to small companies up to huge companies and
dealt daily with how to improve my marketing and sales productivity.
And when somethign works, that is what you do. The key is to not
hang one's hat on one strategy, which TAVA is obviously not doing.
Regards,
Kathy |
