Storage Management Strategies for the CIO
This article can also be found in the Premium Editorial Download "Storage magazine: Hot, warm, cold: Pick the right disaster recovery site."
Download it now to read this article plus other related content.
SALES-FORCE COMPETENCE
Enterprise. Across all the NAS Quality Awards surveys, no vendor had ever cracked the 7.00
Requires Free Membership to View
mark for the sales-force competence rating category, but this time Oracle plowed right through
that barrier and didn’t stop until it reached 7.45. That astounding score was earned based on
statement scores ranging from 7.32 to 7.56, with Oracle’s highest ratings coming for keeping its
customers’ interests foremost, being knowledgeable about its customers’ industries and being
flexible. EMC’s 6.92 in the category put it comfortably in second, just ahead of HP (6.89).
Breaking down the numbers
- Enterprise NAS vendors provide solid backup for their sales teams, as evidenced by the overall average of 7.08 for the statement “The vendor’s sales support team is knowledgeable.”
- Before Oracle’s achievement, no NAS vendor/product had ever received 7.00-plus scores for every statement in the sales-force competence category.
- EMC had three 7.00 scores, highlighted by a 7.25 for having a knowledgeable sales team; HP had the other two 7.00-plus statement scores in the category.
Midrange. IBM scored approximately 7.00 for all sales-force competence statements to finish with a winning 7.20 average, which was high enough to put it well ahead of second-place finisher Oracle (6.94).
NetApp posted very consistent scores, ranging from 6.38 to 6.89, across the six category statements for a laudable third-place average of 6.66.
Breaking down the numbers
- IBM had the highest scores for all six statements in the sales-force competence category.
- IBM’s highest marks were for having flexible sales reps and knowledgeable sales support teams.
- Oracle netted two over-7.00 scores: a 7.28 for knowledgeable support teams and a 7.04 for “My sales rep keeps my interests foremost.”
- NetApp’s strengths came from its sales support teams (6.89) and being knowledgeable about its customers’ industries (6.87).
This was first published in January 2012
Join the conversationComment
Share
Comments
Results
Contribute to the conversation