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Access "Bullying vendors and voiceless users"

Published: 17 Oct 2012

Have you been the victim of aggressive salesforces from your vendors? Some of your colleagues have, and my impression is that it's a fairly widespread--and possibly growing--practice in the storage industry. In a bad year, salespeople under pressure can forget their manners, it would seem. Two years ago, Joe Tucci, CEO of EMC Corp., asked hundreds of storage managers at the Storage Decisions conference how many people thought his salesforce was too aggressive. Many hands went up. The company was at a low point in sales then, and the lack of good will with key customers was certainly a factor. Since then, EMC has softened some of its rough edges on that front and had to cut prices dramatically to overcome that ill will. Others could take a lesson from them. After some customers voiced displeasure at this year's Storage Decisions conference in Chicago, Veritas Corp. salespeople reacted quite aggressively. Similar actions were taken earlier this year following some public comment in print. Ultimately, the customers let it be known that they wouldn't be ... Access >>>

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