Silicon Investor (SI) -- The First Internet Community

STOCKTALK

We've detected that you're using an ad content blocking browser plug-in or feature. Ads provide a critical source of revenue to the continued operation of Silicon Investor. We ask that you disable ad blocking while on Silicon Investor in the best interests of our community. If you are not using an ad blocker but are still receiving this message, make sure your browser's tracking protection is set to the 'standard' level.

Strategies & Market Trends : Gorilla and King Portfolio Candidates -- Ignore unavailable to you. Want to Upgrade?

To: LindyBill who wrote (28650)	7/24/2000 6:06:07 PM
From: Mike Buckley	Read Replies (3) \| Respond to of 54805

Lindy, You shove it down the customers throat or you get fired. One of the most important, if not the most important, set of links in the value chain is the group of customers. All links in the value chain are partners. If that's how a sales force is treating one of the strongest parts of its value chain, the weakness will eventually come back to haunt the company. And if that's how the partners get treated who are buying the products and services, no wonder the perception is that management is percieved as alienating other kinds of partners as well. If that's how Oracle's sales force is properly characterized, the company must rely solely on price and viability of product. It can work for a very long time, but I contend that the same set of circumstances would work even better if that method of selling is eliminated. The reason I mention this is because you're only one of many people who've characterized Oracle's sales force much as you did. You might be right about the pressures the sales team is under, but I disagree with you about that sort of behavior being symptomatic of a great sales force. --Mike Buckley