Skip to main content

Try and buy a CAU with an AU (Dutch saying when in pain) - Gist Brocades – Delft

As part of the sales strategy we offered prospects to test our products in their own environment for one month, before making a decision to buy the items. That was a successful strategy because most of the times products proved to enhance performance, flexibility and manageability in the network they were placed and prospects became customers.

We did the same at Gist Brocades in Delft, 2 CAU’s were placed in a separate ring of the network to monitor and do some performance tests. After a few weeks the IT guys already informed us that they were excited about the products and were pushing the purchase department to approve the pro-forma invoice. Then the most feared IT buyer in the Netherlands kicked in, asking for a lot of discount. We were not used to give away money as we were convinced of the unique quality of our products so we refused. Despite several attempts to trade a reasonable quantity of products to earn some discount the guy did not move a single step form his standpoint.

When we informed him that the one month probation time was almost over and if he wanted to keep using the product, paying the invoice was the only option. He refused so Andre Mooi and I decided to go to Delft to try and convince him for the last time, armed with just a screwdriver and with the plead from the IT guys on paper to please leave the CAU’s in the network and give them more.

After 5 minutes in his office the guy decided to pay the invoice as received. His ego and reputation in the Dutch market have never been the same ever since. The IT guys got their additional Madge equipment as part of the 3 years replacement strategy from Gist Brocades.

 Arie Hakemulder


Popular posts from this blog

Why Madge Networks, the token-ring company, went titsup

There I was shooting the breeze with an old mate. The conversation turned to why Madge Networks which I wrote about here went titsup. My analysis is that Madge Networks had a solution and decided to go out and find a problem. They deferred to more incorrect strategic technology choices. The truth of the matter is that when something goes titsup, its not because of one reason only, but a myriad of them all contributing to the negative consequence. There are the immediate or visual ones, which are underpinned by intermediate ones and finally after digging right down, there are the root causes. There is never a singular root cause for anything but I'll present my opinion and encourage everyone else to chip in. All of them together are more likely the reason the company went titsup. As far as technology brainfarts go there is no better example than Kodak . They invented the digital camera that killed them. However, they were so focused on milking people in their leg

Flawed "ITIL aligned"​ Incident Management

Many "ITIL aligned" service desk tools have flawed incident management. The reason is that incidents are logged with a time association and some related fields to type in some gobbledygook. The expanded incident life cycle is not enforced and as a result trending and problem management is not possible. Here is a fictitious log of an incident at PFS, a financial services company, which uses CGTSD, an “ITIL-aligned” service desk tool. Here is the log of an incident record from this system: Monday, 12 August: 09:03am (Bob, the service desk guy): Alice (customer in retail banking) phoned in. Logged an issue. Unable to assist over the phone (there goes our FCR), will escalate to second line. 09:04am (Bob, the service desk guy): Escalate the incident to Charles in second line support. 09:05am (Charles, technical support): Open incident. 09:05am (Charles, technical support): Delayed incident by 1 day. Tuesday, 13 August: 10:11am (Charles, technical support): Phoned Alice.

Updated: Articles by Ron Bartels published on iot for all

  These are articles that I published during the course of the past year on one of the popular international Internet of Things publishing sites, iot for all .  These are articles that I published during the course of the past year on one of the popular international Internet of Things publishing sites, iot for all . Improving Data Center Reliability With IoT Reliability and availability are essential to data centers. IoT can enable better issue tracking and data collection, leading to greater stability. Doing the Work Right in Data Centers With Checklists Data centers are complex. Modern economies rely upon their continuous operation. IoT solutions paired with this data center checklist can help! IoT Optimi