Siebel Systems Case Executive Summary

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EXECUTIVE SUMMARY This case is an excellent example analyzing complex organizational buyers' purchasing behavior and corresponding strategy a seller should take. In this case, Gregg Carman, Siebel Systems sales account manager, had spent six months negotiating a $2.1 million sale to Quick & Reilly. Carmen had overcome obstacles one after another in the process and was nearly approaching to the end of the deal before an even bigger challenge popped up. Marge Paine from FleetBoston, …

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…and Quick & Reilly's interests. Siebel may financially suffer a little bit in short run but since software systems update frequently, they would assure that both FleetBoston and Quick & Reilly do not feel lose by any means and guarantee future business from them accordingly. Marketing to organizations is complex process and need to take into consideration many factors, economical and political, now and the future, which may far beyond one specific sale.