I think IBM has a problem in that, as a company, they do not know how to sell to smaller fish. Chances are that you already have a relationship with IBM or a vendor, and that is how you get information on new products or upgrades.
My guess is that $5k / year for a product does not "move the needle" to reach sales quotas. Therefore, there is no incentive to talk to small shops.
Comments
That's not the way to get customers, in fact it's the quickest way of driving potential customers away.
Why do you need my personal details? Why can't you just tell me about your product and how it could help me!
Selfish.
I think IBM has a problem in that, as a company, they do not know how to sell to smaller fish. Chances are that you already have a relationship with IBM or a vendor, and that is how you get information on new products or upgrades.
My guess is that $5k / year for a product does not "move the needle" to reach sales quotas. Therefore, there is no incentive to talk to small shops.