Archive for July, 2010

A long time ago in a business not so far away, a king sat considering his fate. The weather had been poor during the last growing season, the peasants were getting restless, and neighboring kingdoms were either disappearing into the abyss or raising invasion armies that he couldn’t match. The King sat wistfully wondering what to do when the guards announced a visitor – a traveling Jester.

“Greetings, my King,” said the Jester. “I bring you notions, potions, and, most importantly, solutions far beyond your imagination. We have threads of the finest glass fiber, and crystal balls with centers of pure data, and trained gnomes to support any furniture you want – whether it’s a table, a server dish, or even your royal desk top.” (more…)

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“Money is the opposite of the weather. Nobody talks about it, but everybody does something about it.”

- Rebecca Johnson

In 1996, I recognized a problem in the way IT services were bought and sold. The sales process wasn’t set up to solve a customer’s problems. Instead, it was set up to close a deal. Unfortunately for IT buyers, there really weren’t any better alternatives.

And the process wasn’t much better for the sellers either. Vendors were burdened with trying to provide excess requirements for the least cost, regardless of market value or actual need. In the middle, a massive amount of cash was being lost as the two tried to come together. Where did that cash go? Mostly into sales and marketing, which is ultimately about bringing two sides together to do a deal?

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