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, Quick & Reilly's parent, wished to deploy the old Siebel Systems/Scopus product at Quick &…
