Posts Tagged 'sales'

Foursquare + Caffe Henrietta (Israel)

Had the pleasure of meeting Orli this afternoon at Caffe Henrietta, one of the many coffee houses in Tel Aviv area. Shortly before arriving I saw the picture Orli took (embed below), which I believe is the 1st long-term partnership a local business is doing with Foursquare (correct me if I’m wrong).

Henrietta and Foursquare (credit: Orli Yakuel)

Caffe Henrietta and Foursquare: Join our social club (credit: Orli Yakuel)

The first 5 minutes of the meeting both Orli and I spent facing our iPad/iPhone, respectively, registering for the partnership, at Caffe Henrietta’s website (He). The process is fairly simple, 3-4 steps, to connect you to Caffe Henrietta’s social club (facebook, foursquare, cellphone). Shortly after we received 3 text messages – including a free drink coupon for the current visit!

The text messages I received from Caffe Henrietta

The text messages I received from Caffe Henrietta

I’m happy to see location based services (He) are kicking off in Israel, with various models in place – campaign based, specials, partnerships, exploring what works and what not. Although Caffe Henrietta saw only $5 from the 3 of us (+ tip), the long term exposure and buzz is much bigger, not to mention customer loyalty – next time I’m meeting someone in that area, it will probably be at Henrietta.

IBM Growth Fuels Lotus Momentum Against Microsoft

Although I’m with Lotus Software only a year, reading the latest, very detailed, IBM press release on Lotus 2Q results, was a pure joy. Working for IBM Israel the past 8 years I often hear from customers that we ‘play it safe’, ‘too safe at times’, when it comes to publicizing our success, unlike Microsoft – that glorifies every win, focusing on migration stories even if they are not true.

From the first paragraph you can understand that this press release is different:

Led by strong sales of IBM Lotus Notes and Domino 8 in the second quarter of 2008, IBM’s Lotus software business outgrew Microsoft by winning millions of customer seats worldwide in direct competition with Microsoft, aided by key wins over its Redmond-based rival in emerging markets.

And there is more:

Customers that chose Lotus Notes and Domino over Microsoft in key markets included Max New York Life, Reliance Industries, Vedanta, and Aviva in India; GD Development Bank, Johnson Electric, HKG Environ Protect, CED, DL Cosco Shipyard in China; Affin Bank and Trakando in Singapore; and Russian Railways in Russia.

and more:

Many clients of all sizes are questioning their investments in legacy Microsoft software products. Migrating to new versions of Microsoft Exchange has proven to be a daunting and expensive task. Ferris Research recently published a report (Exchange 2007 Implementation Issues, December 2007) that indicated 70% of Microsoft customers felt that migrating to Exchange 2007 was either “Difficult or Very Difficult.”

The latest report not only states sales numbers and number of sold licenses, but also mentions, by name, 25 recent customer wins:

Other clients who have recently invested in Lotus Notes and other Lotus software over the competition include consumer goods giant Colgate-Palmolive, chemical manufacturer Ineos of Belgium, the U.S. Federal Aviation Administration, NutraFlo, Dutch Railways, Rohm Haas, Imerys and the Salvation Army. Specifically moving to Lotus Notes 8 were CFE Compagnie d’Enterprises of France, Virginia Commonweath University, Winsol International, The U.S. General Services Administration, the U.S. Internal Revenue Service, Standard Insurance, New York Life, Kentucky Baptist Convention, Verizon, Publishers Printing, Hyatt Hotels, Union Pacific and Nationwide Insurance.

Impressive. Very different from what I, and others, are used to. Every customer and business partner needs to read this. My email/FB/ is already on its way.

IBM Growth Fuels Lotus Momentum Against Microsoft

Learning to handle objections in Brussels

It has been another interesting week, as I went through a face 2 face session in Brussels Belgium, part of my sales course at IBM. The IBM sales school is considered top in its class, and covers many aspects of a seller’s new challenges.

The 3 day session was a real eye opener for me, as I learned a lot! There are many models and tools IBM sellers are using, and it was interesting not only learning about them but also putting them to the test, in real life situations, played out by participants of the course.
2 models left strong impression and would definitely be used in the future: Objection Handling and Call Model, which gives you a set of rules on how to make a successful sales call, from end-to-end. Very interesting.

I’ve been traveling a bit, not plenty, but I think Brussels breaks the record in terms of Candy and Chocolate shops. In some cases, such as Grand Place, there are around 10 shops!! And every shop offers you some teasers, a small taste of the goods – and it was hard resisting to it… Obviously I bought some, for family, friends and colleagues back home. I have half a day tomorrow (Thu) before I head back to Israel (which celebrates Rosh Hashana these days – thanks Bob for your greetings), and I’m doing some googling to decide where to go.
So far I have my eyes on The Belgian Center for Comic Strip Art, home of Tintin and Snowy, one of the famous comic characters ever created; Manneken Pis – Belgium’s national symbol, a small boy pissing. Yes, pissing; and last but not least – Royal Museum of Art and History. I hope I’ll had the time to cover all 3 – stay tuned and find out.

In other news, IBM announced it’s joining the Community, along with Sun, in a move that gives a hugh support to the Microsoft Office open source option. IBM’s contribution will be on several levels, including initial code contribution that has been developed for the new Lotus Notes 8, as well as making ongoing contributions to the feature richness and code quality of I read it first at Ed Brill, although I admit still haven’t read the entire announcement, as well as other articles and posts available on the web.
I encourage you to read at least one of the above articles/posts – it will give you an idea of IBM’s commitment to support open source platforms, such as Eclipse, to the benefit of the end user.

And I’ll finish with a traditional blessing for the Days of Awe – Shana Tova and Gmar Hatima Tova.

Mobile & Media Consultant. I help startup companies launch products to the consumer market. Reach out: dvir.reznik [at]



This is my personal blog. The postings here do not represent the thoughts, intentions, plans or strategies of my past employers or of my clients. It is solely my opinion.