We are looking at focusing our sales efforts.  We would like to have a
list of a least 100 companies based in the United States that have
more than 50 direct sales reps and; these sale reps have their own
work PCs (i.e. they don’t share a PC with their colleagues) and they
are distributed (i.e. they don’t all work in the same office).  In
addition to the company name, we are also looking for name and contact
information for the Chief Marketing Officer or VP of Marketing or VP
of Product Marketing.  Specifically we do not want telesales
organizations

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Request for Question Clarification by claudietta-ga on 19 Oct 2002 18:17 PDT

Dear BFord,

I can search for companies in databases in High Tech,Financial
Services, Telecom, Life Sciences, Chemical/Petrochemical (or any other
industry of interst), along with Chief Marketing Officer/VP of
Marketing/VP of Product Marketing, which would likely have large
number of distributed salesforces (as noted by Omnivorous).  Having
worked as a consultant, for a large company, I know that most sales
representatives have their own laptops, which also typically have CD
players and internet connections.  I am not sure though that I would
be able to determine which of those have high speed provided by the
firm or provided personally.

Let me know if if you'd like to proceed with this, or how I could
better satisfy your request.

Claudietta

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Clarification of Question by bford-ga on 24 Oct 2002 03:37 PDT

sounds like this is on the right track.  The key is that each rep have
their own PC - shared PC do not work as well for what we do.  Also,
distributed is key.  Thanks

Bford --

Computer Intelligence, now a division of Harte-Hanks, tracks
installations of computers -- and what's being purchased.  They'll
have precisely what you're seeking.

Assembling a list of 100 companies with 50 direct sales people is not
difficult, it's just time-consuming.  As early as 1987, the leading
pharmaceutical and insurance companies were equiping direct staff (and
agents) with portable computers from Zenith Data Systems and Toshiba
to provide them better sales tools, graphical demonstrations, and
up-to-date information.  Today, every software company with sales
exceeding $100M would meet your criteria; so too would the top
Internet companies.

Best regards,

Omnivorous-GA

Happy to hear this is any easy response!  In particular, we are
looking for these reps to be connected to high bandwidth networks
(128kb) and/or have CD-Players.  We have thinking that Likely Target
Verticals  (Typical high-value direct sales) might include High Tech,
Financial Services, Telecom, Life Sciences, Chemical/Petrochemical. 
Preferably these companies have more than 100 reps but 50 would do. 
The more reps the better.  Thanks

Bford --

Here's where you go to purchase the data you're seeking:
http://www.zdintelligence.com/

CI covers the installed base and intent to purchase for companies and
gathers its information via telephone survey.   The data's pretty
detailed, including contact people.  Your sales people should
appreciate it.

Best regards,

Omnivorous-GA

Thanks for the pointer but had not planned on going to a list
management company to buy a list.  Have worked with many of these
folks before and the cost does not equal the results.  The hope had
been to use researchers to get a higher level response.

You also need to consider the prevalence of WiFi systems - e.g.
Boingo.com and T-Mobile's efforts (the old Mobilestar) - they are
becoming very popular in airports and coffee shops and hotels - so I
think the connectivity problem for sales forces will be solved.

sounds like this is on the right track.  The key is that each rep have
their own PC - shared PC do not work as well for what we do.  Also,
distributed is key.  Thanks