Buying Alignment, Business Confidence
By DaveLevy on Sep 25, 2006
John Fowler, who has taken over as the EVP for Sun's Systems business unit spoke to us today. This is only the second time I've heard him speak and its good to see his humour come through. He also showed during the Q&A his single minded approach in investing for growth and leveraging the opportunities that IT's massive appetite for innovation create.
He told us a story about a visit of his to Poland, where one of the salesmen told him that "customers marry software, they only date hardware". (He told it well though) - and we always need to bear in mind why customers do things. While large customers will often have misalignments within their processes as they fail to align individual and team goals with corporate needs plans and strategies.