One other suggestion, would be to use the Presales Helpline. The
reseller option, mind you.
Chuck Larrieu wrote:
>
> 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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