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Of Astronomy, Astronauts and Software Salespeople
Art Mesher and I started at Gartner around the same time, and spent several evenings in drab Stamford hotels. I think I am reasonably smart but I must admit I only understood a fraction of what he talked about when it came to industrial logistics and supply chain network design.
The last few years he has been turning around Descartes Systems in Canada. Read this really insightful interview on the boom, the bust the company went through and the unique value proposition and price paradigm he offers customers. And see his views on software sales. I would like to say I influenced his thinking about customer value and SG&A. But he is way smarter than me, and we have not really talked too much the last few years.
I need to go spend a weekend with him. And get lessons from him on things he was talking about way back in 1995. And all he has picked up in the school of hard knocks in the last decade.
October 28, 2006 in People Commentary | Permalink