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That’s really how it works. I can attest to that as a former IT guy in a large organization. It’s a personal relationship with a clueless CTO. But to be honest, they’ve just replace IBM guys doing the same.

Big difference, IBM representatives actually knew their stuff. Microsoft would rely on its enterprise sales guys to cultivate this relationships, pushing CTO to make the most stupid decisions and using system engineers to sugar coat and hide the details.

I remember one being told off by a sales person when saying “yes, it’s a bug” in one of these sales pitches.




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