Globetechnology: Dan McLean

Globetechnology: Dan McLean – Having a problem with IT? Blame the sales rep.

Hmmmm.

A pet peeve expressed at the meeting was that many IT companies overstate their products’ capabilities. In some instances, it was reckoned that an overzealous salesperson sold a bill of goods that fell well short of what a CIO may have thought was being purchased.

This becomes a particularly nasty problem when the shortcomings of the solution don’t become apparent until the project is well under way. Those shortcomings can be the primary reason behind a failed (or at least late) project. And instead of the vendor, it’s the IT staff doing the integration work that tends to take the heat from management.

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