Re: question about product license and support

> 1) the sales people have a small flexibility, but it reflects in their
> commission.
>
> A rep will use that flexibility to provide rewards, eg: for loyalty. But,
> depending on the org and the rep, that could be less than 1%
>
> Anything larger than the rep's permitted discount requires approval.
> Depending on the size of the discount, that approval might be required from
> up high (eg: Saffra or Larry)

During the runup to the last quarter prior to Y2K, Oracle accidently faxed some documents to the Wall Street Journal which indicated that large customers were receiving discounts of 93% off list in order to get the sales in under that particular wire.

The cost of selling software, at least for contracts above the 50,000 USD mark or so, is essentially zero. The supplier can set any price they wish to get the sale. Most customers don't have the leverage to get that sort of discount, but you need a plan in place to at least try.

sPh Received on Sun Aug 08 2004 - 12:42:25 CDT