Luis Suarez – About competition and collaboration

Published by Jan Heaney on

Luis Suarez – About competition and collaboration


Ten years ago, talking to competitors was
a no-go. You know. We couldn’t even go out there on the firewall and talk to them, because
hey you may release confidential information. Fuck that! You know, we all know what confidential
information is, we all know what sensitive information is, it’s 1 per cent of the ninety-nine
or hundred per cent of the stuff that we work with on a daily basis. So, going out there
and practically engage with both customers and competitors, it’s just gonna be one with
one single mission there, which was helping us improve your products. Right? And how helping
improve your own products and make them better, right? So, that’s how I see a little bit of
the ecosystem with competitors as well. And I know that it’s not , for instance, this
was funny. Because I can tell you a bit of fun story I have one. When we were in Italy
last week on the social business forum, I had a couple of my fellow colleagues in Italy
who were telling me, during the break, and one of them tell like “oh my God, I cannot
believe that you have just done that”. And I go like “OK what I’ve ever done”. And he
said “OK, I cannot believe that you have talked to Microsoft. You know like having coffee
with Microsoft and customers”. And I go like “hello like they’re people, you know, and
they have got the same needs someone saw we have, and if they are talking to my customers
why would I not want to talk to them as well. I wanna be part of that conversation”. And
all of that coming from someone like me who is doing internal evangelism. Right? You know,
it’s not even part of my responsibilities to talk to customers, but still, I thought
like, you know, I know those guys, I know the guys from Microsoft, I know some of the
customers they were talking to, I just basically hang with them, had a coffee, we had a good
chat, what talked about what they would doing, what I would doing, and the all thing hanging
up there with a nice conversation and I said, you know, if I wouldn’t been there on that
conversation God only knows what would happen for dinner, when they were supposed to be
meeting all together. And they went like “yeah, but, you know, we cannot do this over here”,
and I said “well, I just did, and I’m still here”. You know, like nothing happened. So,
you see what I mean, you see where I’m coming with regards to that mentality , you know
we need to start thinking that instead of having aversion against competitors, that
we may actually leverage from that “punishship” of having connections and conversations with
them, and it still amazes people how I keep in touch with people from the competition.
We used to be fellow colleagues, right? and they moved into the competition and say I…
they’re the same people. They’re just working for different company and what I gonna do
is I gonna try to justify whether I’m good enough for the product that I sell, and if
I’m not I am doing my job wrong. And I need to change that. Right? So I say that is part
of the whole ecosystem, and in fact I do wish that everyone else won’t stay that way, moving
is much much better. I tell you why. It’s what happens in immersed industries. You know,
you have quick competitors coming in kicking in, and you listen at they wanna do is they
wanna go and grab your customers. With good products. Right? And if you are not able to
deliver, why would you bother? Why would you bother and go and talk to your customers if
your competitors are better than you. So that constant struggle of improving your services
and who you are and what you do, is always nurtured, not just by the customer himself
but also by what the competitors are saying about you. And that’s what it’s all about,
you know, hence we can go to the Enterprise 2.0 conference and that’s exactly gonna be
my mentality with all of the vendors that gonna be there. Right? And I’m gonna be doing
exactly the same thing that I’m doing, you know, before, and if someone has got a problem
with that, well, sue me. Yeah.


Leave a Reply

Your email address will not be published. Required fields are marked *