As you know, Brad, the more expensive equipment you sell, the fatter the pay
envelope!!!! :->
As someone new to the sales side, but a tightwad customer for a number of
years, I probably err to the other side. But yes, in my experience as a
customer, I often ran into "solutions" which addressed making quota, making
a house payment, buying a new set of golf clubs, or whatever. I also as a
customer spent many years in an industry driven by commission sales. So I
may be a bit more jaded about this than most.
Perhaps your SE just needs a bit more seasoning. There is a phenomenon in
many walks of life, whereby one orders, or designs, or implements, or sells
based on what one dreams about, rather than what one needs. You've probably
seen it. The 10 dollar an hour clerk at the department store who orders
everything in the book as a vicarious experience, leaving the inventory
enormously bloated and causing profits to fall dramatically. The SE who
suggests to a customer all the great toys he would like to work on just for
the fun of it ( will this guy be doing the implementation as well? ). There
are even customers who act this way, telling the consulting firms they won't
settle for anything less than BGX switches on their WAN and 85XX in their
closets. ( at least until they see the proposal )
Although I am not particularly against bumping up RAM whenever possible,
having seen a lot of IOS bloat these last couple of years, I am a bit amused
at the 65xx solution.
You guys members of the Cisco Consultants Program? Or get the Cisco Products
Quick Reference Guide and Sales Tools CD some other way? Sounds like your
guy needs to do some more reading.
Also, doesn't somebody review the bids before they go to the customer? Just
as a matter of good practice? The kind of situation you describe is
something that should happen only once. Get your internal practices into
place. And now that you know this guy is a bit overzealous, you definitely
have reason to do so. See, all that bureaucracy and bullcrap at those big
dinosaur consulting firms really does serve some purpose after all :->
Chuck
-----Original Message-----
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED]] On Behalf Of Brad
Ellis
Sent: Friday, June 30, 2000 9:31 PM
To: [EMAIL PROTECTED]
Subject: Pre-sales People
Hi! Does anyone else work with a pre-sales engineer that over quotes bids
(ie: suggests 16 megs of flash for an IOS that uses only 4-5 megs of space)?
We have a customer that has an 8-port intel switch. This guy suggested (2)
Catalyst 6000s to replace this single Intel switch. Needless to say the
customer was a little shocked when he saw the cost. We were replacing an
8-port intel switch with about 96 ports total!!!
Are all pre-sales engineers like this? Im just curious. I havent done much
pre-sales work as I enjoy the post-sales work quite a bit more.
any input is appreciated.
thanks!
-Brad
p.s. if anyone needs a 8540MSR to replace your 25xx router, let me know!!!
lol
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