Subject: Re: "buying": decision making vs. decision impact
From: davidw@dedasys.com (David N. Welton)
Date: 03 Mar 2002 16:12:56 +0100

Ian Lance Taylor <ian@airs.com> writes:

> The customer is already involved in the development process.  Their
> purchases guide it.  Any startup would love to sell to enterprise
> IT.  A single sale--a single sale--can cover payroll for a year.
> And a single sale can often be parlayed into multiple sales.  When
> so many smart people are competing hard for your dollars, you don't
> have to be involved in the development process.

This makes lots of sense.

> You only have to be smart enough to buy the best solution which is
> presented to you.  And the business press is out there working hard
> to point out the best solution.

Are they really?  I'm less convinced of this, but you seem to have
lots of experience - maybe you can elucidate?

-- 
David N. Welton
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