Siebel - Sales of Anatomy

In: Business and Management

Submitted By gururaja
Words 1415
Pages 6
Introduction
Siebel systems formed, by Tom Siebel, in 1993 to address the growing need of organizations of all sizes to acquire, retain and better serve their customers. His aim was to build a company that would endure over time because it was based on traditional values and a commitment to making its customers successful. By 2000 revenues had reached $2 billion, the company employed approximately 8000 people. Company was rated as one of the fastest growing companies in America for the past three years by Fortune Magazine, reviews by other business magazines saying “the world leader in software for CRM” and “the fastest growing application software company in history”. By 2001, Siebel systems had become the world’s leader in CRM software with a 50% of market share in sales management, marketing automation, customer service and support. Siebel systems had more than 200 products and went on to market through direct sales force operating out of 139 offices in 40 countries around the world.
Carman is one of the sales force employees of Siebel system serving financial service clients. Carman was negotiating a $2.1 million sale to a discount broker Quick & Reilly which was recently acquired by FleetBoston. FleetBoston doesn’t want the purchase to happen and whereas Quick & Reilly was interested in Siebel’s product. Carman now is in a dilemma on how to close this deal.
Questions
1. How should Carman respond to the invitation to tell the Quick & Reilly executives what he thought of Oracle? What features of this particular interaction influence your opinion? Would your opinion of the right response change if the circumstances were different? A) Following the Tom Siebel’s core values, Carman should try to satisfy Q & R executives by understanding what were their expectations and how Siebel’s product can measure up. He should provide complete…...

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