Competitive Takeout Conundrum
By dcb on Mar 21, 2005
Sun Microsystems has kicked off a new sales initiative. To stimulate new revenue, 200 small but lethal "A" teams have been assigned to as many prospect accounts around the world - small but strategic/growth accounts with no Sun kit to date.
The teams were given an initial task to assess these accounts w.r.t. competitive server installed base, to help plan assault tactics. Here are the complete results of that study:
- 104 accounts have IBM, 81 have HP, and 125 have Dell.
- 39 accounts have IBM and HP, 58 have IBM and Dell, and 50 have HP and Dell.
- 16 accounts have ONLY IBM and HP on their floor.
A Sigma Black Belt (an expert in SixSigma methods) was assigned to analyze the data.
How many of the accounts did the Black Belt find that did not have any servers from IBM, Dell or HP?