May 12, 2004

Back at You - Siebel High-Low

Never say die. Finally in an interesting response to Salesforce.com attacks, Siebel is going for a High-Low Play. Attacking at the high end with its enterprise offering and at the low end with its acquisition of Upshot, another hosted CRM solution. At first it seemed like they would totally downplay the Upshot brand and then the normal get-lost-in-big-company post acquisition thing would happen. But now they are out doing their own hard core comparison ads focused on how much better Upshot's dashboard is than Saleforce.com's The jury is of course still out. It will be interesting to see if they will both engage in a gruelling double drag race. But early signs are that Salesforce.com now has its sights rather on building its own Platform Play (see Reservoir Parnters , Infoworld, and mod-pubsub for comments).

Posted by johnza at 01:36 PM | Comments (0) | TrackBack

May 11, 2004

The High-Low Play

This Marketing Play is basically the opposite of the Best of Both Play. Here, instead of offering a combination that collapses the extremes of a category, you emphasize the importance of choice. You offer both extremes, no compromises and a migration path between them.

Posted by johnza at 06:49 AM | Comments (0) | TrackBack