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They can duplicate the functionality The difference I find amongst venders is not whether the program is bug free or bulletproof in its use, but how fast you can get a response when you have a question Nobody expects a perfect program, but they do want to be able to get back up and running in short order So I always found that if you don t let anybody off the phone until the problem is solved, that really comes back to you And the flipside is that if you don t solve the problem, that comes back to you as well.

Without even realizing what a risk they were taking, the new management said, Programmers are only good at programming They shouldn t do anything but program So we ll hire salespeople to sell, and not have programmers try to sit with the customer At the time, Anderson Consulting (now Accenture) didn t have any salespeople They always had the people who were executing the project sell it You eat what you kill was the phrase at Accenture You don t have a salesperson go out and tell the customer, We can do this, making promises and then handing it off to a programmer So they ignored the wisdom of Accenture and the history that we had of profitability, and they said, We ll hire professional salespeople to sell.

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The programmers will program; they will not be responsible for anything other than coding and listening to their boss back in the head office in Cambridge The salespeople won t have any responsibilities having to do with the project, they.

will only have to listen to their boss For keeping to deadlines, the programmers won t have to do that; we ll hire project managers to keep the deadlines And then they hired these people who, still to this day, I have never figured out what they were supposed to do They were called client services They weren t the project managers I think they were supposed to keep the customer happy The new management hired all these people but, if you asked, Who s responsible for making sure that this project, overall, makes money for the company and who has an incentive to ensure that it s done on time and the customer pays the answer was essentially, Nobody You had to go way up the management chain to find somebody who had P&L responsibility.

So what would be, would you say the biggest problems you ve faced bringing the product to the point where it was ready to go to market Carlton: Initially I think trying to figure out how to get it to install with all the different versions of Access out there, whether I should use the Access runtime or whether I needed some other way to install it You know my biggest fear was, I don t want to install this program and have people s computers crash or have them calling me and saying, Your program Smolin: Screwed up my machine Carlton: I needed a way so, you know, I could feel like I m not going to get sued, or I m not going to get in trouble or tick people off Smolin: So what did you end up with for installation Carlton: I used SageKey scripts.

So I told them that they were taking an enormous risk, that they had no idea what the consequences were going to be Their response was, Shut up, Greenspun You re injuring our self-esteem This is how good companies like IBM do it You don t know anything They tried to make everything as much like IBM as possible They were very conventionally minded The problem with doing that is that those niches are occupied If you have bland, boring marketing materials just like IBM and you have very high prices and slow delivery, there is a niche for that product and it s occupied IBM is there The customer doesn t need you They just go to IBM Global Services, if that s what they want, or their own IT department, for God s sake In the case of open source software, it can fall apart quickly.

If you become slower and more expensive and more mired in bureaucracy than the customer s own IT department, then they ll just say, We have lazy, ineffective, slowmoving programmers right here in our back office We don t need you So it was falling apart very quickly financially; I could tell that The board meetings got more acrimonious They actually precipitated the ultimate fight They said, Look, we re going to kick you off the board and sue you for injuring our self-esteem You better talk to a lawyer..

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