tag:blogger.com,1999:blog-7108456.post-60422400951313469262008-07-24T16:05:00.000-05:002008-07-24T16:05:00.000-05:002008-07-24T16:05:00.000-05:00"Does this speak more poorly about the salesman or the buyer?"...well, it speaks very poorly for the buyers, if these executives indeed made the software decisions without properly involving their own manufacturing people and other functional experts. And if they *had* involved their own experts, I'd think that any lack of real knowledge on the part of the salesman would have become quickly apparent.<BR/><BR/>Also, software companies usually have overlay sales support organizations, such that if the prospect is looking for, say, a shop scheduling system for the aerospace industry, the salesman can bring along a shop scheduling expert and/or an aerospace expert. I wonder if this structure existed at Kuta's company.Davidhttp://www.blogger.com/profile/15464681514800720063noreply@blogger.com