I still cringe when I think about it. One of the worst experiences in a 30-year career and it was entirely my fault. Only in sales are you able to make a bad call and move on to the next one, with almost no repercussion – hopefully having learned a lesson.
MicroStrategy in the late 1990's and early 2000's was successful in selling Business Intelligence software into the retail vertical and had secured a number of high-profile retail customers. I had been successful in data warehousing sales at premium supermarket operators on the US West Coast at Safeway and American Stores and had worked with partner NCR in the retail market for the past year.
Flush with the success of engineering the biggest deal in MicroStrategy history, an OEM deal to NCR and recent success in the supermarket business at Safeway, we visited the CIO of a rack and stack supermarket operator.
The meeting goal was to introduce MicroStrategy and share how our retail clients were using data warehousing and analytics in their supermarket business using MicroStrategy analytics in partnership with IBM to better manage their inventory, avoid stock-outs and improve margin.
After the greeting formalities, I opened the sales call with an introduction to the recent work we had done in data warehousing at high-end retail customers and the investments they had made, and the results they were seeing. I could see the buyer getting uncomfortable in his chair before I had finished my introduction.
He then launched into an angry tirade about how they were a pennies on the dollar retailer and they had no interest in doing what Safeway or anyone else was doing. Their customers wanted to buy groceries at the lowest cost. They had no interest in category management or householding or market-basket analysis. Their business model was to buy low and sell low….at which point he got up and walked out of the meeting….the meeting had lasted less than 5 minutes.