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developerWorks  >  Lotus  >  Forums & community  >  Notes/Domino 6 and 7 Forum

Notes/Domino 6 and 7 Forum

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Ok.... so let's play market manager for a second....
Arthur Fontaine 2.Oct.02 05:12 PM a Web browser
General 6.0 All Platforms


If you reviewed the FAQ, you see that we recognize that there is a higher "entry point" than many small/medium businesses (SMBs) would find acceptable. It's hard to make a "one size fits all" offering, but in fairness let's note that, in many areas where the CAL requirement was shutting us out -- for example, big internal/external applications -- we are now in the game big-time with Utility Server. The per-user prices in such a scenario are literally a small fraction of what was possible before, and the uptake is going nicely there.

Now let's set Utility server aside for a second... what WOULD it take to fulfill the market expectations in SMB? (No, that's not just a rhetorical question!)

Design an offering for me that wins that business. Is it a "starter pack" with a certain number of CALs? Is it an unlimited usage license that is only available for less than x number of users? Is it a CEO modification or promotion that lets folks in SMB buy the same way as enterprises?

These are all ideas we have kicked around. We continue to actively explore these and other possibilities. I think there's a feeling that's shared with others here and in similar forums, that if we could just engineer an offering that makes it easy to buy Domino, then this entire segment could be ours for the taking -- not from a marketer's perspective, but from a sheer customer value perspective.

My experience with this segment (and folks have heard me say it), is that you can sell them an Etch-A-Sketch if it solves the problem that's causing them pain. In other words, don't sell them a product, sell them a solution. Let's all agree that there's no better tool on the planet for creating specific customer solutions -- and that's at least as true in the SMB segment as any other.

I know I'm preaching to the choir on that point; you're out there living that story every day and all our substantial success in that area is due to your efforts. But at the same time, it's not a new theme that our models don't always map optimally to what you need. So what we're really asking:

What would you want to see from us to help you in selling to SMB? Not JUST from a pricing and packaging perspective, but also in promotions, or advertising, or other demand generation activities. Obviously we're not going to spend $25 million in advertising to this segment in the next 12 months (well, unless we knew the payback was there). But we can play with pricing and packaging, and support those efforts appropriately.

So my challenge to you Stan, as well as others here... Be a market manager. Own the problem. Propose actions and alternatives, formulate theses to test. Good ideas come from everywhere and you all are closest to the customer in this space.

Let's see what happens now!

/Art




Calling Ed Brill! Need a clear and ... (Andrew Price 30.Sep.02)
. . I'll check with the team (Ed Brill 30.Sep.02)
. . . . RE: I'll check with the team (Stan Rogers 30.Sep.02)
. . . . . . Yes, $11,750 per CPU for Utility Se... (Arthur Fontaine... 1.Oct.02)
. . . . . . . . RE: Yes, $11,750 per CPU for Utilit... (Stan Rogers 2.Oct.02)
. . . . . . . . . . Ok.... so let's play market manager... (Arthur Fontaine... 2.Oct.02)
. . . . . . . . . . . . *Work with Art, because he really s... (Ben Langhinrich... 2.Oct.02)
. . . . . . . . . . . . . . *I'm gonna spend some clock cycles ... (Nathan T. Freem... 2.Oct.02)
. . . . . . . . . . . . RE: Ok.... so let's play market man... (Stan Rogers 2.Oct.02)
. . . . . . . . . . . . Some ideas .... (Andrew Price 7.Oct.02)
. . . . . . . . . . . . . . oops forgot to mention ... (Andrew Price 7.Oct.02)
. . . . . . . . . . . . . . . . shame shame Andrew (John Head 7.Oct.02)
. . . . . . . . . . . . . . . . . . * Heheh, well, I had to try. Bear i... (Andrew Price 7.Oct.02)
. . . . . . . . . . . . . . RE: Some ideas .... (Nathan T. Freem... 7.Oct.02)
. . . . . . . . . . . . . . . . what version are you basing this of... (John Head 7.Oct.02)
. . . . . . . . . . . . . . WAS pricing for SME's seems to be c... (Andrew Price 13.Nov.02)
. . . . . . . . . . . . . . need to sell 5x more (Hans Haraldsen 13.Oct.02)
. . . . . . . . . . . . . . . . I didn't say it would be painless..... (Andrew Price 16.Oct.02)
. . . . RE: I'll check with the team (Nathan T. Freem... 30.Sep.02)
. . . . . . Oh No, this is not April 1st so (Heini Schwammer... 1.Oct.02)
. . More info on new pricing model (Arthur Fontaine... 2.Oct.02)
. . . . RE: More info on new pricing model (David Lovelock 2.Oct.02)
. . . . . . RE: More info on new pricing model (Alan Lepofsky 2.Oct.02)
. . . . . . . . RE: More info on new pricing model (David Lovelock 3.Oct.02)
. . . . . . . . . . RE: More info on new pricing model (Alan Lepofsky 3.Oct.02)
. . . . . . For the moment, you can buy at curr... (Ben Langhinrich... 2.Oct.02)
. . . . Utility Server FAQ (Arthur Fontaine... 2.Oct.02)
. . . . . . RE: Utility Server FAQ (Todd Bannar 22.Oct.02)
. . . . WebSphere Entitlement FAQ (Arthur Fontaine... 2.Oct.02)
. . . . Notes is now DEAD here (Maintenance... (Brian T McGloin... 3.Oct.02)
. . . . . . RE: Notes is now DEAD here (Mainten... (benpoole 3.Oct.02)
. . . . . . and what will they move to for mess... (Alan Lepofsky 3.Oct.02)
. . . . . . . . RE: and what will they move to for ... (Brian T McGloin... 3.Oct.02)
. . . . . . . . . . without knowing your infrastructure... (Alan Lepofsky 3.Oct.02)
. . . . . . . . . . . . RE: without knowing your infrastruc... (Brian T McGloin... 3.Oct.02)
. . . . . . . . . . . . . . Brian... re: without knowing your i... (Nathan T. Freem... 3.Oct.02)
. . . . . . . . . . . . . . . . RE: Brian... re: without knowing yo... (Brian T McGloin... 3.Oct.02)
. . . . . . . . . . . . . . . . . . RE: Brian... re: without knowing yo... (Nathan T. Freem... 3.Oct.02)
. . . . . . . . . . . . . . . . . . . . RE: Brian... re: without knowing yo... (Brian T McGloin... 3.Oct.02)
. . . . . . . . . . . . . . . . . . . . . . RE: Brian... re: without knowing yo... (Nathan T. Freem... 3.Oct.02)
. . . . . . . . . . . . . . . . . . . . . . . . RE: Brian... re: without knowing yo... (Brian T McGloin... 3.Oct.02)
. . . . . . . . . . . . . . . . . . . . . . . . . . RE: Brian... re: without knowing yo... (David A Bell 4.Oct.02)
. . . . . . . . . . . . . . Get R6 now and stick with it foreve... (Neal Howard 3.Oct.02)
. . . . . . . . . . . . . . . . RE: Get R6 now and stick with it fo... (Brian T McGloin... 3.Oct.02)
. . . . . . . . . . . . . . . . . . RE: Get R6 now and stick with it fo... (Neal Howard 3.Oct.02)
. . . . . . . . . . . . . . . . . . You can still renew your contract u... (Alan Lepofsky 4.Oct.02)
. . . . RE: More info on new pricing model (Michael Kobrows... 3.Oct.02)
. . . . Small organizations lose out (Matthew T Hamme... 21.Oct.02)
. . . . . . * Exactly the kind of case my sugge... (Andrew Price 21.Oct.02)
. . . . . . your desicions are not $2300, renew... (Alan Lepofsky 21.Oct.02)
. . . . . . . . RE: your desicions are not $2300, r... (Matthew T Hamme... 26.Oct.02)
. . . . . . . . . . renewals before Jan 2003 are based ... (Alan Lepofsky 26.Oct.02)
. . . . . . . . . . . . RE: renewals before Jan 2003 are ba... (Matthew T Hamme... 30.Oct.02)
. . . . bind Domino services to one CPU (Thomas Baeuml 22.Nov.02)
. . Rollover of current licenses takes ... (Matthew T Hamme... 1.Nov.02)


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