When this well known hardware
Server Division began planning their strategy for launching and marketing
a new line of enterprise servers the Vice President of Network Systems
Planning at the time began looking for a unique approach that would
differentiate the company's product line from competitive offerings.
The IS executive,
who has since been promoted to Vice President of Marketing in the Enterprise
Server Division, determined that the key to success lay in "consultative
sales". With this type of approach, the salesperson would not push
a hardware-based solution onto the customer, but instead would offer
a complete solution which integrates the hardware, software and middleware
components. While he was sure he had a good idea, he lacked a mechanism
for proposing and delivering a complete, integrated solution. Then,
during a staff meeting in February 1996, the Director of Information
Architectures presented a proposal for a new client/server architecture
tool the CS/10,000 from Client/Server Connection. The Director
of Information Architectures, whose Southern Field Operations office
was an early adopter of Client/Server Connections CS/7,000 and
CS/8,000 technologies, suggested that the company take a serious look
at the beta version of CS/10,000 as a toolset for delivering the new
"consultative sales" approach.
After a series
of technical presentations, the hardware manufacturer's IS group was
convinced that CS/10,000 could become the central architecture modeling
and project planning component in their new marketing program. The company
purchased a 100-user license of CS/10,000 in May 1996, and established
an OEM relationship with Client/Server Connection in order to fully
integrate the CS/10,000 technology in the marketing program.
of Software Product Marketing at the company runs the program office
for architecture-based selling efforts. He says that the new approach
is ideal "if the customer is in an architectural buying mode as
opposed to a platform buying mode. If the customer needs a new topology,
new middleware and so forth, then we use CS/10,000 as a key component
in the development of the architecture and for proposal generation."
to the Manager of Software Product Marketing, "CS/10,000 is serving
a very precise purpose in the sales process we have developed. We provide
CS/10,000 to each pre-sales technical representative worldwide as part
of their sales kit." He further explains that the pre-sales technical
representatives "go to the clients site, spend a couple days
of discovery with the client, and then quickly generate a complete project
proposal. We use CS/10,000 as an integral component of the sales cycle.
It makes the architecture selection process much faster. It also gives
us a means to validate our methodology, because were not just
proposing technology, were describing exactly how to implement
the program, Client/Server Connection personnel conducted an "Introduction
to CS/10,000" class to train the home-office management staff -responsible
for implementation of the new marketing program. After the 1.5 day course,
the company's worldwide education group incorporated applicable sections
of the CS/10,000 course materials into the two-day technical sales training
for the new marketing program.
and September of 1996, the hardware company quickly trained its sales
force in the United States and Europe in the new consultative sales
approach. The Manager of Software Product Marketing said, "We have
people trained in the U.S., Italy, Spain, Portugal, France, Germany,
Switzerland, Belgium, Holland, Sweden, Denmark, Finland and the U.K.
Over 2/3 of the business worldwide has adopted CS/10,000." The
first training was in Atlanta for the United States Southern Region.
The Southern Region, which is the flag-bearer for architecture-based
sales, recently completed training all sales representatives and pre-sales
specialists in the new technology (approximately 160 representatives).
Southern Region is using CS/10,000 on multiple accounts. For example,
the Appraisers office for a Texas government agency engaged the
hardware manufacturer to integrate three disparate systems, including
a proprietary GIS (Geographic Information System), a proprietary COLD
(Computer Output to Laser Disk) system, and a mainframe computer from
the hardware manufacturer's product line. The appraisers in the field
needed information from all three systems and wanted to see it all on
The architectural team went through the agencys applications and
existing architectures. "What we determined," the Director
of Information Architectures notes, "is that they should use Web
technology coupled with a transaction manager to put it all together,
and then display it back on the browser. Client costs would be minimal,
because there are a lot of tools around to write the applications, and
we have a tool for transaction management between the Web and the mainframe."
of Information Architectures, who is an expert CS/10,000 user, skipped
the CS/10,000 Advisor interface and went directly into the Architecture
Selection browser to choose a candidate network architecture for the
agency. "We found the architecture directly through the architecture
browser," he says. "The CS/10,000 network architectures really
depict the kinds of configurations that we want to use. We selected
a dual-homed internal web, which puts the firewall on the outside. Its
pretty much what our situation is. We had to modify it some. We replaced
the Corporate Servers with [our] machines. On the web service
LAN we added an extra server required by the GIS vendor."
selection, the team began the project planning process. "We used
CS/10,000 to put together a project plan of what it would take to actually
accomplish this," he says. "Architecting is one thing, but
making sure you are covering all the bases is something else, and this
is an area where CS/10,000 really adds value."Asked to summarize
his reason for using CS/10,000, the Director of Information Architectures
states, "CS/10,000 is the best tool on the market to demonstrate
the added value of the heterogeneous multiprocessing platform concept
and what youre getting with that approach. Sometimes you dont
realize the backroom requirements when youre looking at a product.
Theres a tremendous amount of complexity in client/server and
CS/10,000 takes that all into account. For example, the integration
of mainframe and client/server technologies is the value-add of [our
platform solutions], and CS/10,000 is a tremendous way of showing the
hidden complexity that the recipient of [our platform solution] receives
versus traditional multiplatform client/server configurations."
manager at corporate headquarters is using CS/10,000 for both existing
customers and new prospects. He asserts, "There are two primary
usages for CS/10,000. First of all, we can stimulate a sales proposal
to an existing customer, the thrust of which is, We can help you
transition to an enterprise client/server environment; we can provide
the architecture you need, the products you need, and a plan that you
can follow or that we will put in for you. The other use is for
new clients. Using CS/10,000, we can put together proposals for them
very rapidly which offer [our] servers that support data warehousing
or distributed transaction management."
manager recently used CS/10,000 to prepare a comprehensive proposal
for a West coast-based healthcare provider. "We did quite well,"
he said. "I went out to help the sales team, and we created an
architecture, network recommendation, and project plan. Then we added
[our] specific technology proposals to that plan. Many of the materials
that were used in the proposal process were drawn from CS/10,000 templates,
including the client/server and network architectures, the advantages
and disadvantages of each architecture, the project plan, and the cost
generated addressed the healthcare providers transition from a
centralized mainframe environment to enterprise client/server. The CS/10,000
expert system selected the Two-Tier Legacy Enterprise Computing with
Legacy Transaction architecture. The expert system also selected the
Switched 100 MBPS Ethernet Backbone w/ Centralized Administration network
architecture, which was consistent with the providers current
to the program manager, "The customer feedback was very positive.
The proposal gave the customer confidence. They were very pleased to
see [our] expertise in the client/server area.