Helping customers

Mid-last week, I was out on the east coast visiting a long time enterprise customer of ours. They own our video endpoints, but use an outsourced service for bridging. As they switch to IP, and to HD, they've realized the best thing they can do is insource bridging (as long as it does not increase their spend).

So, what I find interesting is that whenever our competitors show up, they spend so much time talking trash about Polycom that they don't sit there and ask questions of the customer and sit and LISTEN! When I go into to see a cusotmer, its all about them. No matter what the story is to tell...if I can get them to talk, we're so much the better in the account. Hey... Codian... if you were just listening you would have found out that this customer spends $440K a year on just audio-addons to video conferences. if you had listened, you could have spent time talking to them about insourcing their audio conferencing. You would have saved the customer money. You would have made them look like heroes. And you would have earned their busy.