Hi Shege:
Yup, there are many differences in selling SFA and Support. We are finding some of those out on the SFA side. One big issue in SFA is user acceptance of the system, and getting them to use it. Therefore, ease of use and sexy UI are very important. On the Support side, the users (sometimes) have a voice in the app selection, but once selected, they use it (whether they like it or not).
Not sure if SEBL has figured out all the differences, or even if their style fits into support selling. For example, you get caught in a lie selling SFA, there is generally a wink and a nod with a 'oh, darn, you caught me'. You do the same in support, and you are scum-of-the-earth-never-to-be-trusted-again. Strategy and tactics are different, and credibility is everything in support selling. I'm not saying that these factors are not important in certain SFA situations, but it is a matter of degree.
Can SEBL sell support software? What it a product problem that caused them to cry Uncle! and buy SCOP? Or more than that, a marketing and selling and ATTITUDE issue? We will see. I think they will adapt in the long run, but not sure how long it will take them to 'get it'.
Come by for a demo of our Mobile products being shipped at the end of the quarter. I think you'll agree that it will be a whole different ballgame...
Gud Luk. |
