Course Project for mathguy18

Account 1:

Able Technologies Inc.

Contact:

Mr. Bradley J. Able

Phone:

916-555-1000

Fax:

916-555-1500

Title:

President

Dear:

Brad

User:

Bill Franklin, Chief Engineer

Phone:

254-555-1254 Cell

Address:

5000 N. Cooper Blvd. Suite 2000

E-mail:

[email protected]

City:

Palo Alto

State:

CA

ZIP Code:

94302

E-mail:

[email protected]

ID/Status:

Prospect

Firm Size:

520 People

Network Now:

None

Workstations:

100

Account Code:

Manufacturing

Network Need:

LAN

Likelihood:

70

Dollar Amount:

$250,000

Date Close:

1/31

11/28:

Joe and I met. Joe’s report on the needs discovery shows how the 100-user network that they need can be phased in with staggered implementation. Phasing it in can spread the cost over two annual budgets. I think Brad and our CEO will really hit it off.

11/19:

Nice meeting this morning. Joe and I spent most of the time with Bill Franklin. Bill’s son, Jim, is a junior in engineering at Stanford. Jim is interested in part-time computer-related work. I will mention this to our president; maybe we could help Jim. Bill’s chief network concern is work interruptions. Talked a moment about Sam Pearlman. I mentioned Sam’s sister, Peggy, and Bill seemed impressed that I knew Peggy is married to Brad. He laughed when I said Joanna was busy. Also, Brad couldn’t have been more appreciative of sitting in our reserved seats on the 55th yard line and watching the 49ers in a close call with the NY Jets. We both enjoyed the evening; may want to do this again—I think it is good for business.

11/09:

Will meet. I need Joe, our best technical specialist, to team with me on this one—too technical for me—they need a WAN, VPN, and a lot of new cabling. Brad says his BOD wants a two-year 20% return on any networking upgrades. Wow, that is $50,000. Thanked Brad for referrals he provided. Joe’s great on enhancing our trusted advisor partnering status with clients. Told Brad we had reserved seats at Candlestick. Asked him if he wanted to take in Friday’s game with me. Boy, he sure liked that idea and we will meet at the stadium a couple of hours before the game.

11/02:

Good guy. Very cooperative. A Supportive. Great fan of the SF 49ers. Likes to tailgate before their parties. Has big production facility. Builds vending machines—sold over the globe. Large engineering dept. Bill Franklin is chief engineer but Mr. Able “Call me Brad” wants to stay on top of the new network and workstation decision process. He is really concerned about viruses and spyware taking over their interaction with the computer for commercial gain. He says it’s a war they are engaged in every day. Brad may be reluctant to budget for entire network and all workstation needs at one time. “He has a boss too, you know,” his board of directors. He wants a future presentation made to them. I think I will bring in our CEO and Casey for that one. Sounds like he wants to negotiate a lower price—going to be a big issue.

Brad suggested we call on Sam Pearlman at 408-555-4545 and Joanna Barkley over in Santa Cruz, at Computer Products.

Account 2:

Aeroflot Airlines

Contact:

Mr. John Poltava

Phone:

408-555-6113

Fax:

408-555-2856

Title:

V.P. Purchasing

Dear:

John

Address:

499 Park Avenue Suite 213

E-mail:

[email protected]

City:

Sunnyvale

State:

CA

ZIP Code:

994086

ID/Status:

Prospect

Firm Size:

3,500 People

Network Now:

10 Novell Systems

Workstations:

2,750

Account Code:

Airline

Network Need:

WAN

Likelihood:

0.80

Dollar Amount:

$75,000

Date Close:

1/31

11/09:

John wants to meet soon. Will have his key people at meeting, including their CFO and CEO. John said new network expenditures should cut costs and enhance their bottom line by 4%. Need Joe to do a needs analysis. Maybe need Charlene also as she is best at the numbers when she does the configuration.

11/02:

John is an emotive. Very interested in new network to improve productivity and bottom line. They have a very ambitious five-year company-wide projection of 12% bottom line after taxes. They need a WAN system that connects their offices in 20 airports and 12 warehouses. Lots of problems including a lack of centralized file sharing and document control, inability for their remote employees to efficiently access and share files with the corporate office and a number of website issues that were causing security concerns. John has been with Aeroflot since ‘97. He will decide on vendor after his management information systems director chooses a system. John said to call a Mr. Ortega at Southern Motors in San Jose. Ortega, it seems, is in the market now. Says Sam spends a lot of time out on the links. Follows the PGA as much as possible. Sent him a thank you for the Ortega information.

Account 3:

Southern Motors

Contact:

Mr. Dwayne Ortega

Phone:

415-555-4094

Fax:

415-555-4095

Title:

President

Dear:

Dwayne

Address:

717 Main Street

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95124

ID/Status:

Prospect

Firm Size:

400 People

Network Now:

5 Novell

Workstations:

300

Account Code:

Automotive

Network Need:

WAN, Intranet

Likelihood:

0.90

Dollar Amount:

$125,000

Date Close:

1/31

11/10:

Met with Dwayne this a.m. Very upscale business. Large facility. Good people work with Dwayne, good team. Dwayne reminded me he wants to see our financials—still concerned about that supplier that went “belly up” costing him a lot of time and money. Mentioned he asked this same info from the other network suppliers he is considering. Joe and Camila met with Dwayne’s information systems committee and did the needs analysis while Dwayne and I talked. Dwayne enjoys talking about Central America (C.A.), seems to know what’s going on across the region. He’s committed to serving his C.A. partners. His offices, shop, etc., reflect a commitment to excellence. We need to get a product configuration and proposal together, and set up another meeting first thing in December. Haven’t heard back from Casey about those Pebble Beach PGA tickets—got to check that out.

Talked with Camila and Joe on return. They said there was good “chemistry” between them and their Info Systems Group—I emphasized how important trusted advisor partnering relationships are in this competitive market. They believe the comprehensive network and virtual private network system that they’ll configure will meet all of Dwayne’s stated needs—speed, power, budget. We really need a “how-to” demo emphasizing these points. Big account and we again will need a good demo showing speed and power and return on investment.

11/02:

Dwayne is supportive. Loves to play golf—follows the PGA. Need to talk with Casey about tickets to the February PGA at Pebble Beach. With an account this large, we should be able to do something.

Described his firm as biggest supplier of autos to Central America. He has 400 people. They have old equipment patched together by nothing more than a part-time computer handyman. They are going to need a strong demo of what a new system can do for them. They are having major connectivity issues, problems with data access, file sharing and backup, along with virus and security concerns. Dwayne wants to check us out then do biz with us. One of his former network providers went belly up. We will need to prove that we are a financially secure partner/supplier.

Account 4:

Bryan Enterprises

Contact:

Mr. Bill Bryan

Phone:

408-555-4567

Fax:

408-555-4847

Title:

President

Dear:

Bill

User:

Jeremy Miller, Computer Engineer

Phone:

415-556-3124 Cell

Address:

100 Commerce Avenue 14th Floor

E-mail:

[email protected]

City:

Redwood City

State:

CA

ZIP Code:

94064

E-mail:

[email protected]

ID/Status:

Prospect

Firm Size:

25 People

Network Now:

1 Peer to Peer

Workstations:

25

Account Code:

Architectural

Network Need:

LAN

Likelihood:

0.99

Dollar Amount:

$75,000

Date Close:

11/30

11/24:

We have to be careful with this account. Other notes in this database suggest that this account is having debt problems. Casey, before investing more time in this account, please ask our credit manager to review this account’s credit. Also need to make sure what Bill wants will meet his needs.

11/18:

Nice talk again. Bill is ready to order just as soon as he gets his computer engineer to agree? I remember meeting Jeremy Miller, his computer engineer, during my visit, but I don’t remember anything about Jeremy’s role in this. Is he only using Jeremy as an excuse?

11/13:

Bill just laughed when I repeated what some of his referrals said about him. He is well liked.

Bill got our info. Nice meeting. He is sure that, after our visit, they’ll be able to order soon. They need a company-wide network, a lot. Too much time spent with paper processing in the company’s departments. With a shared system, everyone can have immediate access to all files. Trying to get productivity up and a new network should improve that by 5%.

11/08:

Bill is certainly an Emotive! Very glad we called. Wants a new network. Right Now! Bill is the champion of a shared system with Internet access, has everyone in shop ready. Was looking for someone near. Wants to see us immediately.

Bill and I really hit it off. Bill referred me to a whole list of people to call. Says there are a number of his professional friends who need updates.

Account 5:

Computer Products

Contact:

Ms. Joanna Barkley

Phone:

775-555-2345

Fax:

775-555-2352

Title:

Purchasing Agent

Dear:

Joanna

Address:

789 West 56th Street

E-mail:

[email protected]

City:

Santa Cruz

State:

CA

ZIP Code:

95063

ID/Status:

Prospect

Firm Size:

30 People

Network Now:

1 Novell

Workstations:

30

Account Code:

Engineering

Network Need:

WAN

Likelihood:

0.30

Dollar Amount:

$50,000

Date Close:

6/30

11/12:

Joanna Barkley had a moment to talk today. She’s from Los Angeles. She knew Brad Able there while he was in Navy at San Diego. Says Brad played some semi-pro baseball. They’ve known each other professionally for years. Joanna had a lot of questions about our firm. She is very goal directed. She wants a specific network and information management system for her company and she’ll work with her management team to get it. Our configuration and demo had better meet her exacting specifications. Need to get a needs analysis set up.

11/02:

Busy. A Director. To the point. Wants the benefits of a wide-area network. Knows much about it. Told me to call her in a week, send her info about us. Good-bye!

Account 6:

Computerized Labs

Contact:

Mr. Sam Pearlman

Phone:

408-555-5454

Fax:

408-555-5464

Title:

Office Manager

Dear:

Sam

Address:

450980 Wilshire Blvd. Suite C

E-mail:

[email protected]

City:

Cupertino

State:

CA

ZIP Code:

95014

ID/Status:

Prospect

Firm Size:

30 People

Network Now:

None

Workstations:

30

Account Code:

Medical

Network Need:

WAN

Likelihood:

0.60

Dollar Amount:

$75,000

Date Close:

2/28

11/20:

Talked to Sam. He seems to want to order, but he asked me about a couple of things that I thought we covered well in the presentation. I asked for the order but he was hesitant. He needs a new network—our needs discovery and presentation showed that. He should get started building it immediately. Why hesitate? It’s not money—he’s budgeted and we’re under it. He’s not merely negotiating. He seems convinced but confused! I think that he needs a good clear summary of all the benefits that we are proposing. If this goes right, we should be able to directly ask for the order.

11/13:

Presentation went well. Charlene worked on the configuration report and proposal for nearly 24 hours straight. The presentation had lots of facts and appealing illustrations. I watched Sam during it and he seemed pleased. Good nods. Call in a week, he said, positively!

11/12:

Good meeting. Teamed up with Camila and Charlene, who helped with needs discovery. Those two work together well and are a great technical team. And Charlene is really good at configuring great solutions and proposals. Sam coordinated a series of meetings with his top people. He’d be in and out of them, stroking his beard a lot. Sam is well disciplined—our proposal had better be precise.

11/02:

Smooth guy. Reflective. Seemed to be studying my statements. I think we really clicked and that he sees me as someone he can trust. He is interested in a network and a private virtual network, with very fast Internet connections, and is aware of the benefits. Wants all the info we can send. He suggested we call Bryan Enterprises—he’s heard they are actively seeking to consolidate and expand their networks. He’s okay with appointment after he can read our materials. Sam speaks highly of Brad Able. They take in some baseball games together at Candlestick. Seems Brad is Sam’s brother-in-law.

Account 7:

Designers Associates

Contact:

Dr. Simon Sayers

Phone:

415-555-6866

Fax:

415-555-6874

Title:

Director

Dear:

Dr. Sayers

Address:

Suite 303 10001 Airport Rd.

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95121

ID/Status:

Referral Network

Firm Size:

3 People

Network Now:

Workstations:

Account Code:

Association

Date Close:

Network Need:

Likelihood:

0.00

Dollar Amount:

$0.00

11/09:

Dr. Sayers is a supportive, easy person with whom to talk. He has been director of Designer Associates for 18 years. His organization serves professional designers in California. They provide educational services and represent designers in government activities.

Dr. Sayers has a staff of three people, none of whom share any files or computer system resources. Dr. Sayers mentioned that he studied architecture but never practiced it. He seems to know just about everyone who owns architectural or engineering firms in California. He said Timothy Ellis probably needs a new network as much as anyone he knows. He said to tell Timothy that one of his biggest competitors, the Billingsly Group, has just come online with a new, private virtual network, and Internet system. Even though Dr. Sayers trusts me, I still have to be a little careful with sharing this information. With such a close-knit marketplace, ethical issues could destroy one’s relationships. I think trust will be the bedrock of our ability to succeed.

Account 8:

Ellis Enterprises

Contact:

Mr. Timothy P. Ellis

Phone:

209-555-1234

Fax:

209-555-5678

Title:

President and Senior Architect

Dear:

Timothy

Address:

212 Wacker Drive 11th Floor, Suite 9

E-mail:

[email protected]

City:

Mountain View

State:

CA

ZIP Code:

95202

ID/Status:

Prospect

Firm Size:

80 People

Network Now:

2 Peer to Peer

Workstations:

80

Account Code:

Architectural

Network Need:

LAN

Likelihood:

0.90

Dollar Amount:

$175,000

Date Close:

1/31

11/13:

Call attempt went badly. Tim seemed to be in a bad mood. This isn’t one of my best days either. Tim was preoccupied with something. He mentioned something about an expense budget–cutting meeting he had to go to. Better call back. Got to get this back on track. This will be a great account for us. Maybe need to get Casey and our CEO together and do some strategic thinking.

11/02:

Tim. Polished voice. Seems like a reflective. Analytical. Had time to talk. Wanted to know about our firm, me. Knows Bill Bryan from college. Bill was a campus leader. Student body pres. for a while. Bill liked to party. Was President of Stanford ATOs.

Tim is a pilot. Enjoys gliding. Family is large—six children, some adopted. Judy is spouse.

Ellis Enterprises designs and supervises the construction of assisted-living homes. Tim started as an architect in the design department and he is still their network guru. Ellis needs a new network. They have 10 architects on one system, and 30 people on another. They are both the old peer-to-peer networks! He almost apologizes.

Account 9:

Engineering Software, Inc.

Contact:

Mr. Ian Cortez

Phone:

775-555-8979

Fax:

775-555-8915

Title:

President

Dear:

Ian

Address:

234 Best Place

E-mail:

[email protected]

City:

Santa Cruz

State:

CA

ZIP Code:

95061

ID/Status:

Prospect

Firm Size:

250 People

Network Now:

Novell

Workstations:

35

Account Code:

Engineering

Network Need:

WAN

Likelihood:

0.30

Dollar Amount:

$75,000

Date Close:

6/30

11/19:

Ian received our info. He has already talked with Joe. They will meet the second Thursday in December along with his information systems team for a needs discovery. I need to talk with Joe about my being in that meeting. Got to remember to plan a configuration and demonstration around their need for high-speed connections.

Told Ian about my visit with Kerri—impressive—he was pleased. Told me to be careful while talking to Kerri; don’t make any claims that can’t be supported. I promised.

Ian is fun to listen to. He’s from Canada and his accent is still heavy, almost French. He visits Canada annually; usually fishes while there.

11/12:

Ian is definitely a supportive. He wanted to know how he could help. He’s been at Excellent for 2 years. They are one of leading engineering software developers—250 people! They need a new network with high-speed Internet connections for their group of engineers. They exchange large graphics files with other firms. I don’t understand what he’s saying about compression technology. I’ve got to get Joe in tech services to visit with Ian. Mention in letter that Joe will call.

Ian said to call Kerri Mathers at Mercy in San Jose re: new network. Kerri is his sister. Kerri heads up MIS there and is only 25.

Account 10:

General Contractors

Contact:

Mr. Brian Allan

Phone:

408-555-2947

Fax:

408-555-2922

Title:

Owner

Dear:

Mr. Allan

Address:

6748 Mockingbird Ln.

E-mail:

[email protected]

City:

Cupertino

State:

CA

ZIP Code:

95014

ID/Status:

Prospect

Firm Size:

90 People

Network Now:

NT

Workstations:

45

Account Code:

Engineering

Network Need:

LAN, Upgrade

Likelihood:

0.90

Dollar Amount:

$100,000

Date Close:

2/28

11/19:

Needs analysis set for second Monday in December. Need to do some thinking about whether to have Joe, or the Charlene and Camila team with me on the needs analysis. Mr. Allan wants enhancements in their network to better serve their clients. Mr. Allan is especially interested in his people using the network in a way that allows clients to look at their engineering drawings from anywhere at any time. This will change the way they do business. Mentioned an extranet and he was interested, but he knew little about it. Our demo, which will be made to all of his department heads, must show how he can accomplish his drawing-sharing objective—he says this is a key to his growth.

11/09:

Mr. Allan is a director. Told me to send literature. Their department has an older network—large file-sharing problems and no extranet capability. Ready for new systems. Work with Lauren Whitney, his assistant, and submit to Mr. Allan for final approval. G.C. builds and manages shopping centers nationwide.

Account 11:

International Studios

Contact:

Mr. Robert G. Kelly

Phone:

415-555-3456

Fax:

415-555-3481

Title:

President

Dear:

Robert

Address:

5698 Hollywood Blvd.

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95131

ID/Status:

Prospect

Firm Size:

400 People

Network Now:

3 Novell

Workstations:

300

Account Code:

Distributor

Network Need:

LAN, Consolidation

Likelihood:

0.80

Dollar Amount:

$25,000

Date Close:

1/31

11/29:

Bob immediately asked about Ralph. I forgot to review my notes just before meeting with Bob and I couldn’t remember. Ouch!

The needs discovery went well. They need only an upgraded, integrated network system to get started, combine three existing networks and servers. Next will be the e-commerce site and network connection. Camila did an excellent job, reviewing their needs, I’m sure glad she’s on my team. They seemed almost ready to order their new network during the needs discovery. Camila is so good with those probing and matching them up with need-satisfaction questions. Not unusual for her clients to find their solution during her needs discovery.

11/11:

Bob. Nice. Supportive. Started off telling me I should contact Ralph Johnson—even looked up Ralph’s phone number. International Studios distributes videos globally. Huge facility. Has 30 people managing order entry and fulfillment. Needs a network to tie together all company functions and to operate an e-commerce website for people around the world to order videos.

Bob’s from Grand Rapids, MI. Knew Bill Bryan in college. Bill, he says, introduced Bob to his wife.

Account 12:

Johnson and Associates

Contact:

Mr. Ralph Johnson

Phone:

650-555-3212

Fax:

650-555-2135

Title:

Engineer

Dear:

Ralph

Address:

6286 Evergreen Drive Suite 210

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95133

ID/Status:

Prospect

Firm Size:

150 People

Network Now:

5 Various

Workstations:

120

Account Code:

Engineering

Network Need:

LAN, Consolidation

Likelihood:

0.99

Dollar Amount:

$125,000

Date Close:

12/31

11/11:

Morning call to Ralph. He had a moment. Mentioned Bob Kelly again. Ralph says Bob is the nicest guy Ralph knows—“would give you the shirt…” Ralph and Bob once were partners in a design firm. They sold and moved on. Bob’s hobby is model railroading.

11/02:

Good guy, but busy. A director. Structural engineering firm. Have buildings across the country. Does bridges too. They need a consolidated, upgraded, and integrated network. One of their people put together the five local area networks that they have now—five different networks—they need it replaced with one complete system THIS YEAR! Upgrade it to be more Web-enabled next year. Ralph suggested calling Kerri Mathers at Mercy Hospital in San Jose. He says she is a whiz in I.S.

Account 13:

Lakeside Clinic

Contact:

Dr. Jeff Gray

Phone:

775-555-6600

Fax:

775-555-6601

Title:

Manager

Dear:

Jeff

Address:

123 5th Street

E-mail:

[email protected]

City:

Santa Cruz

State:

CA

ZIP Code:

95060

ID/Status:

Prospect

Firm Size:

32 People

Network Now:

1 Novell

Workstations:

32

Network Need:

Server Upgrade

Likelihood:

0.20

Dollar Amount:

$25,000

Date Close:

6/30

11/28:

Nice phone visit. Needs analysis went well. Dr. J. will be ready to accept our presentation on the 9th, at 11:00 a.m. sharp. Yes Sir! Dr. Gray went on to talk about networking in general. He didn’t come right out and say it but he seems concerned that the people who manage the network, the administrators, will know more about his network than he will. I said most people in leadership positions don’t want to know the “nuts and bolts,” but that didn’t seem to satisfy him. He also wondered how people could manage their network if they didn’t know how facilities managers work. I mentioned one of our value-added benefits was training for his administrators, but stopped short of suggesting that he could sit in on that training—I sensed he might be offended. We may have a problem here with some of his people knowing more than he does. We should prepare to handle this one in our next call.

Dr. Gray says he wants to replace his current Novell server with an NT server as a first step in the process.

11/21:

My whole technical sales support team, Joe, Camila, and Charlene, were meeting this morning so we reviewed Camila’s proposed product configuration for Lakeside. Everyone agreed it was very well done. She proposes setting up a virtual private network within the clinic and providing access to it by the remote clinics. The other clinics could have networks for local use and the central network could tie them together. This will allow them to do key engineering, architectural, design work at HQ and share the work orders with the clinics. As the clinics make changes in their facilities, reports of the work accomplished could be transmitted back to HQ so their drawings will always be up-to-date. She included training sessions in her proposal.

We will mail proposal so Dr. Gray can review before our presentation. He wants all info in advance of anyone else and the more he has that others don’t, the better he likes it. This may be the most complex application that I have worked with.

11/12:

Camila just returned from their headquarters clinic. This clinic is not very large, but this is the HQ of a chain of clinics. They manage the facilities in 84 clinics nationwide. Camila met with their planners. They have a good understanding of wide-area networks and Intranets, and what they wish to accomplish. D. J. told Camila that he would like to stay on top of developing a shared network throughout the clinic chain. Camila will prepare her report, I will attach proposal, and it will be out by Monday afternoon.

11/03:

Dr. J just called. He received and read our info already and wants someone to do a needs discovery. Camila Bleven, one of NewNet’s best sales support technicians, was available so she’s going out. This account could have some real potential even though the initial sale might not be that large.

11/02:

Dr. Jeff is very busy director. Send info, period! Wow! this is a big complex operation.

Account 14:

Landers Engineering

Contact:

Ms. Colleen Landers

Phone:

415-555-6121

Fax:

415-555-6125

Title:

Owner/Engineer

Dear:

Colleen

Address:

606 Central Drive

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95165

ID/Status:

Prospect

Firm Size:

10 People

Network Now:

None

Workstations:

10

Account Code:

Engineering

Network Need:

LAN

Likelihood:

0.80

Dollar Amount:

$25,000

Date Close:

12/30

11/04:

Another nice visit. Need to set an appointment for a needs analysis. However, they put off decision on this for now because of revenue and cash flow problems. Thanked her for Brad Able lead. Colleen’s mother’s sister is married to Brad.

11/02:

Colleen is nice. Definitely an emotive. She’s in a small practice. Needs a network for sharing files and Internet connection. Will be interested in buying a system by end of year—tax reasons.

Colleen suggested talking to Brad Able at Able Engineering or someone in Palo Alto. And a Bill Bryan in Redwood City.

Account 15:

Media Conglomerate

Contact:

Mr. Joe Romera

Phone:

415-555-9090

Fax:

415-555-7203

Title:

Planner

Dear:

Joe

Address:

987 Independence Dr.

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95121

ID/Status:

Prospect

Firm Size:

150 People

Network Now:

2 Novell

Workstations:

110

Account Code:

Video Production

Network Need:

Consolidation, Upgrade

Likelihood:

0.60

Dollar Amount:

$100,000

Date Close:

1/31

11/27:

Touched base with Joe by phone. He’s been busy. Reminded me he wants some testimonials from other clients of ours. He says he would like to have some names of other clients of ours with whom he could talk to get a better idea of how good we are. I asked about Bill Bryan and Joe hesitated. Seems Joe is waiting to collect on a debt from Bill for videotapes ordered by Bill’s firm; however, he warned me not to say anything about this to anyone—maybe a pending lawsuit. Joe says he will be ready to order right after the first of the year. Says he doesn’t need a needs analysis. I think we should at least “look over his shoulder” to confirm that they are maximizing the power of a network. I should tell him about the Langley Group. They have a network with extranet capability but no one uses it and they won’t take training. Price is going to be an issue with this account.

11/09:

Joe started laughing when I said Bill Bryan suggested I call. Bill and Joe go back a long way. Joe was always saving Bill’s neck in college, Joe claims. Joe is emotive. Lots of humor. He’s sold on upgrading their network. They have some benefits of networking, want some more. Just price, he says. They know how to maintain it, he claims. He has his own guru. Uh huh.

Account 16:

Mercy Hospital

Contact:

Ms. Kerri Mathers

Phone:

310-555-1880

Fax:

310-555-1811

Title:

MIS Coordinator

Dear:

Kerri

Address:

2001 Ross Avenue Suite 1298

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95122

ID/Status:

Prospect

Firm Size:

4,000 People

Network Now:

10 Novell 3 NT

Workstations:

2,000

Account Code:

Medical

Network Need:

Consolidation, Workstations

Likelihood:

0.40

Dollar Amount:

$250,000

Date Close:

3/30

11/13:

Brief visit with Kerri by phone. Told her I might drop in tomorrow; she said fine. By the way, she says, I should call Cheryl Castro at Modern Designs. She mentioned the success the hospital is having with their extranet, sharing medical information with doctors, nurses, and technicians in their labs, and clinics. In response to my question, she said she’d be happy to show their extranet to others.

11/02:

Kerri is impressive. Talks fast, authoritatively. A directive. She has a network expansion study project under way, looking to get more out of her LAN and extranet. Very important—she invited us to send someone to sit in on their study meetings—would help us on a needs analysis. Joe would be great for this. Kerri too busy to talk now; invited me to stop in, no appointment needed.

Account 17:

Modern Designs

Contact:

Ms. Cheryl Castro

Phone:

310-555-1098

Fax:

310-555-1533

Title:

Chief Engineer

Dear:

Cheryl

Address:

789 Park Avenue S … Suite 2190

E-mail:

[email protected]

City:

Palo Alto

State:

CA

ZIP Code:

94302

ID/Status:

Prospect

Firm Size:

132 People

Network Now:

3 Novell

Workstations:

132

Account Code:

Engineering

Network Need:

WAN, Workstations

Likelihood:

0.50

Dollar Amount:

$200,000

Date Close:

8/31

11/29:

Cheryl has studied wide-area networking. Glad to hear from me. She says she has talked extensively with Kerri about high-performance workstations, Internet firewalls, e-mail, and Intranet servers, and is ready to order. I took a list of her needs. Will have Joe, our tech support guru, call her and confirm that what she has specified will meet her application needs. Cheryl is more of a reflective. Her questions were pointed.

Account 18:

Murray D’Zines

Contact:

Ms. Karen Murray

Phone:

310-555-1111

Fax:

310-555-1147

Title:

Owner

Dear:

Karen

Address:

101 Airport Freeway Suite 100

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95166

ID/Status:

Prospect

Firm Size:

21 People

Network Now:

NT

Workstations:

21

Account Code:

Architectural

Order Date:

11/13

Ordered:

20,000

P.O.:

543244

Network Need:

Upgrade, Workstations

Likelihood:

1.00

Dollar Amount:

$20,000

Date Close:

12/31

Y-T-D:

$20,000

Margin:

0.38

11/13:

Call her back in about 10 days—everything okay. She may need to order an upgrade to her network software and another five network workstations by the end of the year. Need to suggest this to her at some future date.

11/13:

Karen called to order three NT-based workstations. She faxed the complete order within minutes of getting our quote. She thought our needs analysis was right on track. No installation or training necessary, she says. She is a directive. She knows networking, probably better than me.

Karen recommended Judith Albright as someone we should contact. Seems they play a lot of tennis together.

Account 19:

Piccadilly Studio

Contact:

Ms. Judith Albright

Phone:

408-555-3084

Fax:

408-555-3491

Title:

Owner

Dear:

Judith

Address:

645 North Michigan

E-mail:

[email protected]

City:

Palo Alto

State:

CA

ZIP Code:

94309

ID/Status:

Prospect

Firm Size:

30 People

Network Now:

Peer to Peer

Workstations:

30

Account Code:

Architectural

Order Date:

11/17

Ordered:

20,000

P.O.:

989472

Network Need:

LAN

Likelihood:

1.00

Dollar Amount:

$60,000

Date Close:

3/30

Y-T-D:

$20,000

Margin:

0.32

11/17:

I just received an e-mail order from Judith. Just like Karen’s four NT workstations. I wish for more “sales” like this one. Our brief needs analysis sold her. I think we should have suggested more stations with 30 people working on them. I think she could also use some training and installation services to get the most out of her application.

11/17:

Told her Karen referred me. Judith said she enjoys a strategic partnership with Karen and she wanted the same network configuration as Karen’s. I was stunned. “You mean now?” I ask, “Yes, now,” says she. She moves fast, like most emotives. Noticed some autographed photos of tennis players on her wall. Karen said something about them playing tennis.

Account 20:

Quality Builders

Contact:

Ms. Sherry Britton

Phone:

510-555-6886

Fax:

510-555-6832

Title:

Owner

Dear:

Sherry

Address:

15151 Chattanooga

E-mail:

[email protected]

City:

Palo Alto

State:

CA

ZIP Code:

94306

ID/Status:

Prospect

Firm Size:

9 People

Network Now:

None

Workstations:

9

Account Code:

Engineering

Network Need:

LAN

Likelihood:

0.70

Dollar Amount:

$25,000

Date Close:

2/28

11/18:

Last night I thought about what Sherry was saying so I called her back today. I just questioned her about “keeping up” with her friends. She wants a system that’s compatible with theirs. But, I mentioned that her friends have spent a lot of money and she strongly agreed. She mentioned again the bad debt she’s carrying and her need to budget. She definitely is looking for some special concessions—maybe we can unbundle some features. It seems she may be within range of our lowest possible price. If I discount, and I may have to in order to get this order, I won’t make as much on this sale but I am actually dealing with three customers here. I wouldn’t want the other two customers to know that one of them is paying less. Of course, Sherry doesn’t want them to know she’s having a tough time right now, either. Need to get to Casey about what we can do both ethically and legally. I think we need to do a comprehensive needs analysis to see what she needs and what she can afford.

11/17:

She calls me! Says Karen told her to. Whew! She is friendly, a supportive. Sherry wants to have the same kind of systems as do Karen and Judith. She is not in a hurry. She’d like to budget for it first. She may need to budget more than her friends if she wants all new workstations and Internet integration. We talked for some time. Sherry’s from Boise, ID, and just loves the warm weather down here. Her brother’s on the Bruins football team at UCLA.

Sherry says Karen and Judith attended school together. They continue to share info, etc. I mentioned another customer, Bill Bryan, networked similarly and she paused. She knows Bill and, although she didn’t come right out and say it, it sounds as though Bill or his company is in debt to Sherry for some money for a building project. Got to keep this quiet, can’t say anything to anybody else!!!!

Sherry wants a network with Web integration so she can show her customers their building designs while still in progress. I mentioned private virtual network capabilities and she admitted she didn’t understand. I explained. She said she’d talk with Karen about whether she needed that capability. If she does want this capability, her system will cost more than her friends’.

Account 3:

Southern Motors

Contact:

Mr. Dwayne Ortega

Phone:

415-555-4094

Fax:

415-555-4095

Title:

President

Dear:

Dwayne

Address:

717 Main Street

E-mail:

[email protected]

City:

San Jose

State:

CA

ZIP Code:

95124

ID/Status:

Prospect

Firm Size:

400 People

Network Now:

5 Novell

Workstations:

300

Account Code:

Automotive

Network Need:

WAN, Intranet

Likelihood:

0.90

Dollar Amount:

$125,000

Date Close:

1/31

11/10:

Met with Dwayne this a.m. Very upscale business. Large facility. Good people work with Dwayne, good team. Dwayne reminded me he wants to see our financials—still concerned about that supplier that went “belly up” costing him a lot of time and money. Mentioned he asked this same info from the other network suppliers he is considering. Joe and Camila met with Dwayne’s information systems committee and did the needs analysis while Dwayne and I talked. Dwayne enjoys talking about Central America (C.A.), seems to know what’s going on across the region. He’s committed to serving his C.A. partners. His offices, shop, etc., reflect a commitment to excellence. We need to get a product configuration and proposal together, and set up another meeting first thing in December. Haven’t hear back from Casey about those Pebble Beach PGA tickets—got to check that out.

Talked with Camila and Joe on return. They said there was good “chemistry” between them and their Info Systems Group—I emphasize how important trusted advisor partnering relationships are in this competitive market. They believe the comprehensive network and virtual private network system that they’ll configure will meet all of Dwayne’s stated needs—speed, power, budget. We really need a “how-to” demo emphasizing these points. Big account and we again will need a good demo showing speed and power and return on investment.

11/02:

Dwayne is supportive. Loves to play golf—follows the PGA. Need to talk with Casey about tickets to the February PGA at Pebble Beach. With an account this large, we should be able to do something.

Described his firm as biggest supplier of autos to Central America. He has 400 people. They have old equipment patched together by nothing more than a part-time computer handyman. They are going to need a strong demo of what a new system can do for them. They are having major connectivity issues, problems with data access, file sharing and backup, along with virus and security concerns. Dwayne wants to check us out then do biz with us. One of his former network providers went belly up. We will need to prove that we are a financially secure partner/supplier.