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Technology Stocks : Siebel Systems (SEBL) - strong buy?
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To: Melissa McAuliffe who wrote (1585)5/19/1998 12:37:00 PM
From: Shege Dambanza  Read Replies (1) of 6974
 
I'm looking for facts, and you're giving me a sales pitch. Let's parse your message statement by statement.

There is absolutely no doubt that implementing a SFA system will save a company money.
Are you serious? Of course there is doubt about this. What if running the application costs more than the incremental revenue it helps generate?

Unfortunately these are difficult costs to quantify in hard dollars without knowing what a company's unique issues are.
So what's your point? Companies should buy SFA on faith? As the CIS vendors saturate the early adopters they are going to have to show quantifiable benefits to the rest of the market, if they are to succeed. The "technology is the solution to all problems" argument does not go down very well with hard-nosed CFOs and CEOs in non high-tech businesses.

Managing to a sales process alone will save a company money...unequivocally.
I agree, assuming it is a good process in the first place. But a good sales process can be implemented without an SFA application.

There is also no doubt that a commitment(as in everyone actually using it) to a SFA system will increase revenue.
There's doubt in my mind. What if they implement a crappy sales process on a great SFA app?

The companies who are smart enough to realize this are the ones who are licensing this software today.
Not clear what the "this" is that companies are smart enough to realize.

In either case the net effect is on the bottom line.
Yes, but is it a positive effect?
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