Just had this exact thing happen at a VERY large customer who was long
term and trusted. New person there took the detail to a large partner
who had to do *ZERO design effort, just price the line items.
You don't think that partner isn't going to bust their but to beat that
for a new customer? And they did. Nice.
- Larry "DrFranken" Bolhuis
On 4/4/2014 11:11 AM, Jim Oberholtzer wrote:
The problem is many customers will take a detailed quote and run to another
partner and get a second quote. The second partner discounts more deeply
since they have nothing invested in the deal except some paperwork. Outfits
like Sirius, Logicalis, CDW can all get away with detailed quotes since IBM
will NEVER take a deal away from them even if they did not earn it. Earlier
this year I had a two machine deal with software that was simply taken away
by CDW because they are the larger partner and the local IBM rep does not
care about any other partner. They used my design and list of feature codes
which I provided, as it turned out stupidly. Smaller partners run into this
all the time, hence nearly no detail on your quote.
Try this: Call the partner and sign a tight non-disclosure with intent to
buy if terms are acceptable for this deal. Now at least the partner has
some leverage with IBM to keep the deal certification and your assurance you
will not simply shop the deal around. If you do shop it, the other partner
will at least need to do all the work to design, configure, and price it
same as the first partner.
Chief Technical Architect
Agile Technology Architects
[mailto:midrange-l-bounces@xxxxxxxxxxxx] On Behalf Of Chris Bipes
Sent: Friday, April 04, 2014 9:46 AM
To: 'Midrange Systems Technical Discussion'
Subject: RE: new machine order features list
I always felt like a dentist when ordering new systems. Now that I deal
with Sirius, I get detailed quotes.
Director of Information Services
[mailto:midrange-l-bounces@xxxxxxxxxxxx] On Behalf Of J Franz
Sent: Friday, April 04, 2014 7:30 AM
To: Midrange Systems Technical Discussion
Subject: new machine order features list
When reviewing quote new hardware w/Business Partner, we keep asking for the
detailed features list, and never get it. Is it common to order a new system
(cpu/drives/tape/racks) and only get a 1 page summary quote?
Is it the partner or IBM not providing the details?
<btw-not looking for new partner so please don't contact me >
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