Re: Incredible Boneheaded Move
"That requires some experienced sales teams who can make the TCO argument convincingly."
It's not just the TCO argument that these guys can provide, but the ability to maintain a relationship with the customer for the year or more it takes to close such a large sale.
"So now IBM is throwing out these experienced sales people and replacing them with people who probably only know how to sell you a Xeon running Linux."
And the latter type either don't understand amount of time required to make those high value sales or are not allowed to invest that time in a single customer. If they don't meet their short term (e.g. quarterly) targets they are out of the door long before the above year or more is up.