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A great insight into marketing software at the “enterprise” level. This explains a lot, IMHO:

“price it high enough and the decision making process is taken out of the hands who know enough to make a sensible decision”.

Forwarded from Cam and Phil Suh’s cms-list.

Date: Tue, 08 May 2001 06:51:07 -0700
From: Julian Harris (spam-protected)
To: “Huston, Virgil H.” (spam-protected) (spam-protected)
Subject: RE: Why Vignette?

Exactly why Vignette’s strategy works — price it high enough and the decision making process is taken out of the hands who know enough to make a sensible decision.

Lowering the price would be a fatal move.

— “Huston, Virgil H.” (spam-protected) wrote:
> My experience says that corporate IT people are not
> baffled by BS.
> Problem is, they do not make the final decisions, at
> least in middle sized
> companies that I am familiar with. For example, I am
> basically a nongeek
> (maybe semigeek) and I run a company external
> website & ecommerce system. IT
> supports the backend and helps me out when I get in
> over my head (like
> trying to make changes to asp pages that appear to
> be intentionally written
> to be very difficult to decode – even the
> programmers have problems). We
> went with a fairly high priced (but not the highest)
> ecommerce vendor. The
> brass made the decisions and we implemented it along
> with vendor
> “consultants.” We provided input, which is sometimes
> taken and often
> ignored. The in-house costs (mainly labor, but also
> hardware) were still
> very high even with the consultants, which is
> typical. But, don’t blame the
> IT guys/gals. In my case, the IT folks and I are on
> the same sheet of music
> and we both understand how and why things should be
> run (at least we think
> we do). The powers that be, however, have us doing
> other things. They are
> the boss, right or wrong. As when I was in the Army
> years ago, we have an
> obligation to tell the brass what we think, but when
> the decision is made,
> we have to salute the flagpole and charge the hill,
> no matter how many
> machine gun nests are on it.
> Virgil
> > Are
> > corporate IT people really that baffled by BS? Or
> do they see something I
> > cannot? That’s what’s troubling me here.
> >
> >
> ————————–
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