No vendor wants to hear that the economy is tanking at exactly the time its sales force is trying to make their 4Q revenue goals. Cynical CFOs who have heard every ROI argument and combed through every TCO study are likely to offer limp handshakes and even weaker welcomes to wireline and wireless LAN vendors trying to close fourth quarter business. What can these vendors do to help counter their customers’ reluctance to open their checkbooks at a time when consumers are cutting back on their own spending?
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