This is a very familar sounding story and I happen to agree. As best I
tell in my area, that is around 100 miles in either direction, nobody
is even trying to sell small systems anymore. The ce's that I know only
see "upgrades" or "fall out of the sky" systems from another location
that happen to have a branch location in our area.

There used to be three bp's in our area including myself. At the moment,
the nearest one is over 200 miles away.

Large systems and selected national accounts make up the bulk of sales
dollars I believe. The big accounts buy thousands of 250's or small
and they do end up in small branch locations....

NOBODY is "cold calling" small business in our area.

"Nathan M. Andelin" wrote:
> My gut-feel is that most iSeries sales go to existing customers.  Rochester
> seems to be positioning the iSeries more for large data centers.  Not for
> small companies or new startups.  That's what I meant by "seedlings".

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