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| GeoCommunity Mailing List |
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| Mailing List Archives |
| Subject: | RE: GISList: Sum: How does GIS add value? |
| Date: |
05/09/2002 03:51:06 PM |
| From: |
Dimitri Rotow |
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> You dont need to answer that question. Just invite all the major vendors'
> sales reps to come by to your meeting meeting and have them explain it. I
> am sure your meeting attendees will be mesmerized.
>
>
Interesting sum. I found the above contribution to be contrary to the theme
of adding value: is paying some $100K+ sales guy to tap-dance his way
through your organization the highest value way of spending your software
dollars? Remember, whenever those sales reps show up at your doorstep to
put on a show somebody has to pay their salaries. Guess who? It's you,
because they get paid from the money you pay for the software.
If you are buying your GIS software from a company that is willing to send
sales guys out to mesmerize you at meetings, the one thing you know for sure
is that a very large chunk of the money you will spend for your GIS software
will be spent on the smoke-and-mirrors dance of sales. Big fun for the
sales guy, but does it pay off for your users every time they launch the
product? Wouldn't you rather spend that money (your money) on getting
higher quality, easier to use or more functional GIS software?
Of course, if the money is not yours, it can be big fun to lord it over a
competitive bunch of fast-talking sales guys. But once you turn those folks
loose at your organization you could end up spending a lot of time and money
to pay them to lock you into something that's in their interest and against
yours. That's one reason California ended up with a $94 million contract
with Oracle to procure $40 million worth of DBMS software and an equally
dumb "standardization" on MapInfo.
So, my advice is that if you don't know enough to be excited about GIS based
on cruising the web and visiting user's groups and discussion lists to
articulate a sensible business case for the value of GIS, don't think that
hiring a GIS salesman to get you excited is a high value way to proceed.
Cheers,
Dimitri
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