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To: Melissa McAuliffe who wrote (1972)	5/4/1998 12:19:00 AM
From: Clam Clam	Read Replies (1) \| Respond to of 3033

>>I always sold software that was more expensive than anyone else's and can't remember losing a deal on price Well, did you sell software that integrated perfectly or did the end-user have to glue the pieces together. >>I can't believe that anyone in this day and age who is selling application software can be successful thinking they can sell to IT. Its working for Peoplesoft, SAP and JD Edwards, among others. Why would the VP of sales care about HR software? >>But who buys a system based solely on technical criteria?? Well, Fidelity for one. Siebel put on the full court press attempting to win that deal but Scopus beat them. If you can't beat 'em, acquire 'em.

To: Melissa McAuliffe who wrote (1972)	5/4/1998 3:01:00 PM
From: Lizzie Tudor	Respond to of 3033

Melissa, Hi. You mention you were in application software sales. I'm wondering when that was. If it was a few years ago, can you comment on whether it was possible to sell SFA software to the VP of sales say, 5 years ago (I understand that it is the way to go now). Was there ever a time when Sales VP did not want to automate, either because they couldn't see the value or they were afraid of technology etc. If that was ever the case, how was it overcome? This is an ongoing problem in mfg I hear. Only some companies like Dell have a mfg VP able to comprehend and champion the benefits of automation. Michelle If this is off topic just reply with a private msg, fwiw its hard to tell what someone considers off topic.