Eight Customers You Don't Want and How Four of Them Can be Reformed: Qualifying the Sale from an In-House Counsel's Perspective

Todd Krieger, Senior Global Counsel, InterSystems Corporation, USA

With quarterly targets, annual goals, sales incentives, and aggressive sales management, how could you suggest that your client assess the viability of a transaction or even reject the pending sale after the sales team spent weeks, months, or maybe even years cultivating the prospective customer? A typical in-house legal department struggles to be viewed as a helpful part of the sales process and acting as the deal executioner, instead of the sales enabler, appears not to help their reputation. But what if that customer had a poor credit history, tied up your client’s customer service team, put other projects at risk, or otherwise disproportionately consumed the company’s resources or hurt their brand? Would taking a second look at a deal still feel as distasteful?

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USA Sales Law IT August 2014 Vol. 7, No. 28, Summer 2014

Todd Krieger

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Todd Krieger is senior global counsel at InterSystems Corporation in Cambridge, MA, USA, working primarily on international and domestic software licensing and related agreements in healthcare, financial services, and other fields with governmental and private entities. Prior to joining InterSystems, Todd worked as legal counsel at Bose Corporation where he focused his practice on copyright and trademark matters, international distribution, retail and wholesale pricing, antitrust, technology licensing, data protection/privacy, marketing, warranties, and other legal issues. As an adjunct professor at Suffolk University Law School in Boston since 2000, Todd teaches classes in Cyberspace and Technology Law and Transactional Law and Practice. He is a graduate of Lesley University School of Management in Cambridge, and Suffolk University Law School in Boston. When he is not practicing law, Todd also works as an artist in the studio that he shares with his wife at Gorse Mill Studios in Needham, MA where he designs jewelry and sculpture from recycled materials and other media.

InterSystems Corporation

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InterSystems Corporation: InterSystems is a global software company based in Cambridge, Mass. Founded in 1978, the privately held company develops advanced database, integration, and analytics technologies sold to customers in more than 100 countries.

USA Sales Law IT August 2014 Vol. 7, No. 28, Summer 2014
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