Subject: [lord@regexps.com: Re: [lord@regexps.com: Re: [lord@regexps.com: Re: arch advocates]]]
From: Tom Lord <lord@regexps.com>
Date: Thu, 29 Aug 2002 13:04:15 -0700 (PDT)


Please excuse the following, arguably inappropriate and impolite
forward.

I do not want this exchange to be private and I think the FSB
relevence is "raw data, if nothing else".

-t



------- Start of forwarded message -------
Date: Thu, 29 Aug 2002 12:33:26 -0700 (PDT)
From: Tom Lord <lord@regexps.com>
To: lma@lmaugustin.com
CC: bfox@ua.com, tiemann@redhat.com
In-reply-to: <001d01c24f8e$816167f0$6501a8c0@lmaugustin.com>
Subject: Re: [lord@regexps.com: Re: [lord@regexps.com: Re: arch advocates]]



Thanks for the tip.  Have you seen my reply to him?

Listening hints are appreciated if you have any to offer.

I have the sense that RH sees big trouble on the horizon and perceives
itself to be no far from VA in terms of trying to fail gracefully.

Pull up!  Pull up!

There's plenty of hope here.

- -t



   Reply-To: <lma@lmaugustin.com>
   From: "Larry M. Augustin" <lma@lmaugustin.com>
   Cc: "'Brian J. Fox'" <bfox@ua.com>
   Date: Thu, 29 Aug 2002 12:01:39 -0700
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   X-UIDL: fVm"!6k'"!;$8!!_Cp!!

   Tom,

   Listen to Brian.

   Larry

   > -----Original Message-----
   > From: Brian J. Fox [mailto:bfox@ua.com]
   > Sent: Thursday, August 29, 2002 11:28 AM
   > To: lord@regexps.com
   > Cc: breese@mail1.stofanet.dk; fsb@crynwr.com
   > Subject: Re: [lord@regexps.com: Re: [lord@regexps.com: Re: arch
   advocates]]
   > 
   > 
   >    Date: Thu, 29 Aug 2002 11:00:53 -0700 (PDT)
   >    From: Tom Lord <lord@regexps.com>
   > 
   >    Is that a joke?  I mean, isn't managing technology a large part of
   >    what those companies are for?
   > 
   > No, it isn't a joke.
   > 
   > Maybe your potential customers don't want to buy something called
   > technology.  Try selling them an application that satisfies a need
   > that they already percieve that they have.  This seems to be an opaque
   > concept for you -- I've said it about 20 times in the last 6 months,
   > and yet you consistently explain that your technology is winning.
   > 
   > The people with the money apparently don't care how winning your
   > technology is -- at least, not in the way that you talk about it.
   > 
   >    I *have* tried (not in the voice you see from me on this list) to
   make
   >    friends in other dimensions as an indirect route to getting to the
   >    technology discussion -- you know, stuff (like): yeah, I like golf
   too
   >    and isn't the weather great today and, hey, ain't we both human
   here,
   >    and dude: check out these excellent fresh-baked pretzels.  Like I
   said
   >    -- I'm a total sales amateur.
   > 
   > Right.
   > 
   > Okay, let's help you.  You are the CEO of your company -- it makes a
   > product called "arch".  I want to sell you some technology.  It is a
   > CRM system that will help you with your customer infrastructure.
   > 
   > Not only aren't you buying, you couldn't be less interested.  Reason
   > being, that isn't your number 1, 2, 3, or even 20th problem.  Your
   > number 1 problem right now is sales.
   > 
   > Now, if I told you that I could get $4MM in sales in year 1, and I
   > wanted to get 20% of that in my pocket in the form of salaries and
   > bonuses, to be paid only after your first check came in, would you be
   > interested in what I had to say?
   > 
   > Your discussions of technology isn't even on the radar for the people
   > that you have been talking to.  Find out what *is* on their radar, and
   > figure out what technology you have, or can build, that addresses that
   > problem.
   > 
   > Interestingly enough, you might be able to sell arch to the same
   > people that you have been talking to, if you simply start talking
   > their language.  And their language isn't about technical excellence,
   > it is about fewer heads, and bigger ROI.
   > 
   > Do you understand what I am saying to you?
   > 
   > Brian
   > 
   >    -t
   > 
   > 
   >       From: "Brian J. Fox" <bfox@ua.com>
   >       CC: breese@mail1.stofanet.dk, fsb@crynwr.com
   >       Date: Thu, 29 Aug 2002 10:41:37 -0700
   >       X-UIDL: Rol"!\DQ!!5#X"!B6##!
   > 
   > 
   > 	 Date: Thu, 29 Aug 2002 10:42:48 -0700 (PDT)
   > 	 From: Tom Lord <lord@regexps.com>
   > 
   > 	 I have been consistently met with a wall of dismissive
   platitudes
   > from
   > 	 all (but one) of the companies I have approached with the aim
   of
   > 	 discussing technology.
   > 
   >       Maybe you should try not talking about technology.
   > 
   >       Brian
   >       == The Difference Between Cultures: ==
   > 	  Einigkeit und Recht und Freiheit
   > 	  Liberte', E'galite', Fraternite'
   > 	  Sex, drugs and rock'n'roll
   > 
   > 
   > 
   > 
   > 
   > 
   > --
   > == The Difference Between Cultures: ==
   >     Einigkeit und Recht und Freiheit
   >     Liberte', E'galite', Fraternite'
   >     Sex, drugs and rock'n'roll
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