Mad Dog 21/21: How To Downgrade Your Business Partner
August 22, 2011 Hesh Wiener
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According to IBM reseller Glasshouse Systems, Big Blue promised it wouldn’t give a rival the 21 percent extra discount Glasshouse was getting in the pending deal with financial services firm SEI. Glasshouse appreciated the incentive and poured extra effort into its sales effort at SEI Investments. Surprise! SEI jilted Glasshouse and signed with rival reseller Mainline. Glasshouse took a beating. The upshot, Glasshouse pleaded, was that IBM, that double-crosser, ought to make it whole. Stuff and nonsense, said Honorable Anita Brody. The Glasshouse claim fails; IBM prevails. The case is now a model for users |
