Re: Do publishers want to make money?

From: Brad Jensen <brad_at_elstore.com>
Date: Tue 19 Feb 2002 21:31:22 -0600

"Mike Kingdom-Hockings" <mkh_at_info.bw> wrote:

> With a product like Laser Vault, I'd be very surprised if it
> was worth using the Web for anything more than branding and
> product demos, like you are doing now (and presumably taking
> concurrent print advertising in appropriate places).

No print advertising. Direct mail and telephone prospecting.

> I'd
> expect you to get a better return on the rest of your budget
> by building a good relationship with the relevant group in
> IBM AS400 and RS/6000 marketing, so that IBM salesmen see
> you as an associate that can be relied on to add value to
> sales calls they and their agents set up. That is about as
> targeted as you can get.

IBM has their own inhouse product. Some people even buy it.

A lot of computer system sales are driven by business partners,
and it is probably worth it to have yet another go at trying to
get their attention.

Most purchases have been 6 months to 6 years after their system
purchase.


--
Brad Jensen brad_at_elstore.com
President
Electronic Storage Corporation Tulsa OK USA
918-664-7276



Received on Tue Feb 19 2002 - 21:31:22 CST