 What was Tom Siebel's vision for his firm?

o Tom Siebel emphasised on the core values of the company

o He wanted to make each of his customers 100% satisfied by setting an
expectation level and deliver on it
o He wanted to his company to be distinguished from its competitors through his
commitment to his customers satisfaction with already 98% ready to buy again
o His vision is to provide the highest level of satisfaction to its customers by
solving all the problems of the client.
o He did this by contacting each customer and understanding their needs. (As
done with Cisco, Sun, Clorox, etc.)
 Your comments on Target Account Selling Process (TAS)
o Target Account Selling process is priority based process which only focuses
on the best and most potential leads. It helps a company to provide
personalised service to its customers. It also helps the employee buy making
him approach a specific, pre-defined set of potential leads, thus increased
focus, attention and better knowledge about the potential customer.
o It has a holistic approach where one can understand all the information
regarding the company and their projects
o TAS process helps the company to provide the customers with higher level of
satisfaction
o It helps develop a better relationship with the client and has a better customer
retention
 Does Carman use TAS process as he starts to chase the Quick and Reilly
transaction?
o No, he does not use the TAS process in the initial discussion with Quick and
Reilly, but was charting the outline based on the TAS process to initiate the
discussion and complete the sales
o Customers from Quick and Reilly approached for the first time at the Siebel
booth and Carman wanted to engage them. So based on the discussion we can
clearly observe that he did not have the liberty to apply the TAS process based
the executives questions
o He did not have adequate information regarding the customer’s projects and
business profile
o They asked him his opinion on the competitors software which generally used
to be discussed in the later stages of sales
o He did not inquire about the budget and financial condition of Quick and
Reilly, which according to TAS should have been discussed initially
o