In his opening keynote at Software 2006, Ray Lane of Kleiner Perkins (who assembled one of the best sales engines in the industry while he was at Oracle) referred to the CA cardboard figure, unresponsive software salesperson as icon of the industry. CA has been running an ad campaign around “software sold your way”.
Sometimes, it hits you a few days later. I was reflecting on Ray’s comments and some of the exchanges I saw and heard this week at Software 2006. Buyers tend to complain in private. Vendors tend to be far less publicly accepting there are deep problems in the industry. But last week, it was quite in the open – and Ray’s shot was just the beginning.
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