OEMs, Marketing, and 3dfx strategy...
About Marketeer:
The guy is shredded and I didn't even get to fire a shot. I guess we've been around long enough to know what makes a good OEM prospect and what doesn't.
In my mind one of the major needs for OEMs sales is having salespeople that are "closers". Those of you in the sales area know exactly what I'm talking about. I would go so far as to say that 3dfx actually scout out ATI's top people and double their salary. Relationships are built between people, not companies, and those people would come over with those relationships. Voodoo3 hits every marketing point that I can think of and getting the top benchmarks is icing on the cake. Take a look a PC Magazine. Ever see those price/performance charts? Boxmakers would kill to get in the upper quadrant on those.
Is my idea silly? I don't know, but if they can afford to spend $15,000 per month on bribing webmasters they can spend at least that much on a top-notch OEM sales team. By my swag, they could probably hire 12 new marketing guys at $150K salary for the same money.
3dfx are you listening? It looks like you guys need a strategy advisory board as well, and I'll donate my time for free. Here are my first few suggestions to becoming a world class company:
1) Steal ATI's marketing people
2) If you want to call yourself an "Entertainment" company then you should listen to developer needs a little more closely. Why is it that Carmack needs to complain about 32-bit at all?
3) Wallstreet is your friend. Ballard, open talks with some of the more respected firms. Let them know your plans for the future. Make them feel comfortable about 3dfx. Don't just let these guys see you at the big conference when you equipment breaks down.
4) Don't let Gordon piss away all your cash. I know he's the single largest shareholder and all, but what you are saying is that Quantum3d is a better investment than 3dfx. (And at these levels!!!) If he want's to play with his little company, tell him to get his own set of Legos.
5) Technology made you, and technology can take you out. You don't yet have the momentum to be technology independent. Get on the stick boys, it's been four years and we're still waiting for something new.
6) When it comes to cost control, take a lesson from STB. These boys know how to run a tight ship. If sellthrough isn't going as well as expected, throwing money at it isn't necessarily the right answer. I have yet to see one bit of evidence showing any sign of cost control within your organization.
7) Diversify your market and TALK IT UP! Let the whole world know that 3dfx has a console coming and the anticipation will build of it's own accord. Start talking loudly about mobile 3d chips and maybe laptop makers will come to you. Hide all your wonderful ideas from the public and nobody but your mothers will care. The graphics market is as much mindshare as marketshare.
8) Talk shit about the enemy in private and let the public know you are gearing up to send hellfire and brimstone on their sorry asses. Build team morale around an us-against-them mentality. You'd be surprised how that pulls a team together. Demand the best from your employees and expect to get more. Generously award those who excel, and quickly can those individuals who aren't making the cut or are bad seeds.
Comments or questions?:
grinsell@netwiz.net
I'd like to hear what others might have to say. (Not necessarily SI members.)
Pat |
