Subject: Re: Support as insurance
From: Ben Laurie <>
Date: Mon, 29 Nov 1999 10:19:34 +0000

Bob Young wrote:
> Whether or not your product actually is more reliable or higher value
> than the alternatives available in the market is besides the
> point.  Customers will buy -more- warranties from you for the higher
> quality software you sell - if, and only if, you can convince them that
> you are a more reliable supplier of solutions to their business
> problems than your competitors.

This reminds me of a rather depressing study done by (I think) IDC in
the early 80s that aimed to find out what was correlated to software
market penetration. The only factor with any significance was marketing




"My grandfather once told me that there are two kinds of people: those
who work and those who take the credit. He told me to try to be in the
first group; there was less competition there."
     - Indira Gandhi