Redback's New Sales Strategy

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scooby 12/4/2012 | 7:41:59 PM

re: Redback's New Sales Strategy ...for a real estate speculator. When do they start selling office furniture in the parking lot?

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Belzebutt 12/4/2012 | 7:41:58 PM

re: Redback's New Sales Strategy ... like Shasta? What is considered a "good" or a "powerful" SMS box in this market (not necessairly the same one)?

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lighthearted 12/4/2012 | 7:41:57 PM

re: Redback's New Sales Strategy you clearly haven't been to their offices...there's plenty of office space, but there is no furniture, or people for that matter - just a big fat, unabsorbed expense. I was thinking that they should turn it into a self-storage facility...

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russ4br 12/4/2012 | 7:41:48 PM

re: Redback's New Sales Strategy I see no point in this article, besides Lightreading exposing "internal & confidential" information - without much substance.

Where is the news? "Man bites Dog", yes - "Dog bites Man", no.

I can't imagine any organization - be it GE, Ford, Citigroup, or whatever have you - where the Sales Management message is not "sell, sell, sell".

- russ

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Kevin Mitchell 12/4/2012 | 7:41:45 PM

re: Redback's New Sales Strategy More limited in capabililty. It does have per subscriber firewalls and IPSec VPNs for services. It can handle more subs but less services.

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Scott Raynovich 12/4/2012 | 7:41:45 PM

re: Redback's New Sales Strategy russ4br:

News: The VP of sales saying a company will sell product at "any price" has serious implications for profit margins and pricing throughout the industry.

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opticalwatcher 12/4/2012 | 7:41:43 PM

re: Redback's New Sales Strategy I understand your point of view. Where is the news? Well, IMHO, the news isnt the words in this story. The news is in the actions a company has to take in order to survive. Is that news? Well maybe not in the car market, but it sure is in this space. Bear in mind that about 1-3 yrs ago carries couldnt get their hands on enough of this (in general) type of equipment. This story illustrates the reality of how quickly the winds have changed. Sell sell sell! Well, of course all sales people live and breath by this motto. However, this industry is now at the point where they must bring down the price of their equipment in order for carriers to even consider making any purchases. I mean, who will lose here? Keep the prices high and make no sales, or start slashing a spur interest in your products.

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MKTG_Hack 12/4/2012 | 7:41:36 PM

re: Redback's New Sales Strategy Ya gotta remember that Redback now has a former Cisco guy in charge and he's using the classic Cisco tactic of "Tornado Marketing". The whole idea is to gain market share at any cost under the assumption that market share leads to even GREATER market share down the road. The problem is, the tornado died 18 months ago.

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B8ZS 12/4/2012 | 7:41:29 PM

re: Redback's New Sales Strategy This is a worthless article. Tell me who right now is not sitting around with warehouses filled with equipment? You don't think Cisco or Nortel try to undercut everyone before they wrote off billions worth of inventory? Since there is no news, lightreading has to have something to write about.

B8ZS

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Belzebutt 12/4/2012 | 7:41:18 PM

re: Redback's New Sales Strategy You don't think Cisco or Nortel try to undercut everyone before they wrote off billions worth of inventory?

I don't know about Cisco, but NT reported 25% gross margins while LU reported 12%. You tell me who's undercutting everyone...

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