| Title: | US_SALES_SERVICE |
| Notice: | Please register in note 2; DVNs in note 31 |
| Moderator: | MCIS3::JDAIGNEAULT |
| Created: | Thu May 16 1991 |
| Last Modified: | Tue Sep 03 1996 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 226 |
| Total number of notes: | 1486 |
Hi!
My name is Ted Williams, I am a Sales Rep. here in Denver, CO.
focused 100% on new account development in the SME space. I'm trying
to develop a sense of what's happening around the US -- or World for
that matter, as it relates to selling into places where we've never been
before.
I'm currently a little confused by our desire and willingness to sell
DEC products and services directly into the small/medium sized account
base or the non-Fortune 10,000. For example, our internal credit and
leasing policies don't appear to support Digital's stated SME strategy
when it applies to selling to small companies which are growing. I
recently ran into a situation where we approached a small software
company who writes and sells tools to optimize ORACLE, INGRES and
Sybase databases. The company has been in business for 10 years,
they've never lost money, the have no debt, they are growing the
business at 40% per year, the have access to a $150,000 line of credit,
yet Digital leasing would not do business with this firm. Somehow we
did manage to sell a solution to these folks (VAXSET/DECSET) which we
forced them to lease from another leasing company.
Does anyone else feel any pain regarding these issues? I'd be very
interested in hearing from you. At times we are a very hypocritical
organization when it comes to generating the kinds of business we say
we want...
Denver::Williamst
Ted Williams @DVO
| T.R | Title | User | Personal Name | Date | Lines |
|---|---|---|---|---|---|
| 86.1 | SME LEASING PLAN--GREAT NEWS!!! | DENVER::WILLIAMST | Mon Mar 09 1992 18:57 | 46 | |
Folks:
Good news is developing with respect to a new plan currently under
evaluation which would greatly enhance our ability to lease to SME
clients. The plan under evaluation involves something called a "SNAP
Lease" and will appear like some of our current DEFC style leasing
packages. A "SNAP Lease" is designed to enable us to do business with
smaller companies who may not have the same financial strength as a
typical Named Account. The lease will be constructed assuming some
level of indemnification will be required on the part of the funder.
The rates offered under a SNAP lease will be higher than those offered
to our Named Accounts.
From our perspective this program has many positive benefits and very
little risk:
1) It can enable us to do business quickly and at low cost in the SME
space.
2) It will help us recruit high quality VAR's and CSO's.
3) It's good for the customer in that the Manufacturer of their system
is financing the transaction. This enables the client to take
advantage of technology upgrades and changes at a low monthly fee.
4) It's great for DEC in that we can offer solutions as the
organization grows at minimal incremental expense, thereby building a
handsome revenue stream for hardware upgrades, software upgrades and
service contract extensions.
As someone who is highly committed to our success in the SME space
especially with our VAR/CSO strategy, I am in favor of such a plan.
Should questions arise with this note, please feel free to give me a
shout DTN-553-3381 or (303) 649-3381.
It's great to know we're putting more SOLID wood behind the SME
arrow--it's THE place where DEC can really make good, positive,
long-lasting waves!
By the way DEFC=Digital Equipment Finance Corp.
Ted Williams @DVO
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