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> From: theharlequin36@[EMAIL PROTECTED]
> Subject: Re: IM Consumability Survey
> Date: Thu, 26 Jun 2008 20:55:08 +0100
> To: informix-list@[EMAIL PROTECTED]
>=20
>=20
> I got as far as the bit that asked "What business problem are you trying
=
to=20
> solve", and gave up.
> IBM is obsessed with "Business Problems" I am trying to solve.
> Or, at least, the people who write surveys and partner evaluation forms
a=
re.
>=20
I should explain why IBM has this "fixation" on "solving problems".
IBM is very good at drilling in their sales training. They use a "solution
=
selling methodology".
IBM trains their sales force to try and understand the customer's pain.
Onc=
e they know the pain, then they can address it with a solution. This is
the=
core of their solution selling methodology.=20
So to translate IBM speak, this survey is trying to understand which of
you=
r buttons they can press to help push more kit.
For example... Suppose you're in retail and you want to be more than just
"=
PCI compliant". Your pain is that you need to ensure that your customer's
c=
redit card details are not going to be exposed within your database. So
IBM=
's solution would be to offer encryption within the database, along with
so=
me form of auditing.
By answering the survey, you're helping IBM to build a use case along with
=
some form of demonstrating customer demand for a specific feature.
Does that help to put things in perspective?
-G
_________________________________________________________________
The i=92m Talkathon starts 6/24/08.=A0 For now, give amongst yourselves.
http://www.imtalkathon.com?source=3DTXT_EML_WLH_LearnMore_GiveAmongst=
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<br><br>> From: theharlequin36@[EMAIL PROTECTED]
>> Subject: Re: IM
Consu=
mability Survey<br>> Date: Thu, 26 Jun 2008 20:55:08 +0100<br>> To:
i=
nformix-list@[EMAIL PROTECTED]
>> <br><br>> <br>> I got as far as the
bit=
that asked "What business problem are you trying to <br>> solve", and
g=
ave up.<br>> IBM is obsessed with "Business Problems" I am trying to
sol=
ve.<br>> Or, at least, the people who write surveys and partner
evaluati=
on forms are.<br>> <br><br>I should explain why IBM has this "fixation"
=
on "solving problems".<br><br>IBM is very good at drilling in their sales
t=
raining. They use a "solution selling methodology".<br><br>IBM trains
their=
sales force to try and understand the customer's pain. Once they know the
=
pain, then they can address it with a solution. This is the core of their
s=
olution selling methodology. <br><br>So to translate IBM speak, this
survey=
is trying to understand which of your buttons they can press to help push
=
more kit.<br><br>For example... Suppose you're in retail and you want to
be=
more than just "PCI compliant". Your pain is that you need to ensure that
=
your customer's credit card details are not going to be exposed within
your=
database. So IBM's solution would be to offer encryption within the
databa=
se, along with some form of auditing.<br><br>By answering the survey,
you'r=
e helping IBM to build a use case along with some form of demonstrating
cus=
tomer demand for a specific feature.<br><br>Does that help to put things
in=
perspective?<br><br>-G<br><br><br /><hr />The i=92m Talkathon starts
6/24/=
08.=A0 For now, give amongst yourselves. <a
href=3D'http://www.imtalkathon.=
com?source=3DTXT_EML_WLH_LearnMore_GiveAmongst' target=3D'_new'>Learn
More<=
/a></body>
</html>=
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