Honesty Is The Best Policy
Julie Castronuevo, corporate inside sales manager at Lacey, Wash.-based Right! Systems Inc. who is part of a team building out the company's security solutions practice, will tell emerging technology vendors being brought into the portfolio that the company may not be immediately able to make a full commitment. "We'll tell them that we will not put engineering services on the table at this point until we know it is a viable product that we can actually sell," Castronuevo said. "For us, having one to three engineers out for three or more days at a time is billable money that we are losing."