The customer did not want the machine, he wanted the fast, cheap information it could provide. Yet, too often, the customer spent so much time creating his new data processing department and learning how to use the machine that his computer caused him trouble and expense instead of saving them. Perot’s idea was to sell a total package – a complete data processing department with machinery, software and staff. The customer had only to say, in simple language, what information he needed, and EDS would give it to him. Then he could get on with what he was good at – banking, insurance or
...more
