How to Use Competitive Information in #Sales

I speak often about keeping current on the industry and our competition, which is great, but what you do with that information is what’s important.  It needs to be used in a way that’s meaningful to the customer.  You still need to find out what is important to them before you can position IBM Unique Value and help position us (positively) against our competition!  –RBGM

How to Use Competitive Information | BNET.

Remapping Computer Circuitry to Avert Impending Bottlenecks

Remapping Computer Circuitry to Avert Impending Bottlenecks – NYTimes.com.

IBM Sellers, it’s good to keep up with the industry.  Check out this article, which features both IBM and HP, on the future of computer circuitry.  –RBGM

Hurd’s Departure From H.P. Under S.E.C. Investigation – NYTimes.com

Can Oracle trust their new CEO?  Mr. Hurd left HP suddenly and it’s coming back to haunt him!  –RBGM

Hurd’s Departure From H.P. Under S.E.C. Investigation – NYTimes.com.

What’s on HP’s Software Shopping List? CIO.com

HP is building plans to invest in Business Intelligence software, bringing it’s portfolio closer to IBM’s with a stronger mix of hardware, software, and services.  –RBGM

What’s on HP’s Software Shopping List? CIO.com.

Hewlett-Packard Reports 5% Increase in Net Income – NYTimes.com

Hewlett-Packard Reports 5% Increase in Net Income – NYTimes.com.

Oracle Wins Copyright Case With SAP, and $1.3 Billion Damages – NYTimes.com

Oracle Wins Copyright Case With SAP, and $1.3 Billion Damages – NYTimes.com.

EMC to Buy Isilon Systems for $2.25 Billion – NYTimes.com

Changes in competition for IBM storage products.   –RBGM

 

EMC to Buy Isilon Systems for $2.25 Billion – NYTimes.com.

SAP Rescues Ellison’s Hopes By Being Reckless and Stupid | BNET

SAP gets caught ‘stealing’ code from Oracle, and the HP Chief get’s caught up in it all … great soap opera reading for sellers in IT.   –RBGM

SAP Rescues Ellison’s Hopes By Being Reckless and Stupid | BNET

Will H-P Bet the Company on a Megamerger With SAP? | BNET

More information to stay current on HP, a major IBM competitor.  Stay on top of this news and leverage it in your customer conversations (when it’s called for).   –RBGM

Will H-P Bet the Company on a Megamerger With SAP? | BNET.

HP Hires SAP’s Ousted Ex-Chief as CEO. Seriously? | BNET

Will customers want to invest in IT solutions from a company who’s leadership is in question?  Good opportunity to position IBM as the steady and reliable partner with a proven track record for client value and satisfaction.   –RBGM

HP Hires SAP’s Ousted Ex-Chief as CEO. Seriously?