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Cover of THE CLOSE Book 3

THE CLOSE Book 3

By Vernon Ashbee · 4 parts · 16 h 38 min · English

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California, 1977 to 1993. Three men with a few thousand dollars set out to build a database nobody had shipped, and the first thing they sold was a version number that skipped version one. Over the next thirteen years Larry Ellison assembled the most aggressive direct sales organization in American software: a quota that doubled annually, a commission plan with no ceiling, a fiscal year ending in May, and a room full of people who had been told that the product could do whatever the customer needed. This is a reconstruction of what those salesmen actually did — the cold call, the benchmark, the discount schedule, the last night of the quarter — and of the exact point at which a sale stopped being a sale. Covers Larry Ellison and Oracle Systems Corporation.

Listen

  1. Part 01

    4:43:20

  2. Part 02

    4:18:42

  3. Part 03

    4:17:45

  4. Part 04

    3:18:19

Books in this series

  1. THE CLOSE Book 1

    4 parts · 16 h 43 min

  2. THE CLOSE Book 2

    4 parts · 16 h 23 min

  3. THE CLOSE Book 3

    4 parts · 16 h 38 min

  4. THE CLOSE Book 4

    4 parts · 12 h 41 min

  5. THE CLOSE Book 5

    4 parts · 14 h 40 min

  6. THE CLOSE Book 6

    4 parts · 12 h 18 min