By Dan Ilett, 20 January 2006 12:00
NEWS
Email security firm MessageLabs has been using dirty sales tricks to try to poach customers from a rival.
Customers of competitor BlackSpider received emails from the MessageLabs sales team stating that their current email security provider was in financial difficulty.
The email, which was obtained by silicon.com, said: "Due to information we have from the market we know that your surrent [sic] provider are [sic] having financial issues and struggling to maintain product development, due to this we are prepared to table a new offer on managed email services and additional services based on web scanning and email archiving."
The email then gives details of a limited time offer for MessageLabs' services to BlackSpider customers, including price matching and higher guaranteed service levels.
BlackSpider CEO John Cheney said the allegations were unfounded.
Cheney told silicon.com: "First of all, it's absolutely untrue. We've no financial difficulties and continue to win customers from going head-to-head and not resorting to these tactics."
He added: "I think it's disappointing. We don't attempt to resort to these tactics. It shows a little bit of desperation I think."
MessageLabs, the Gloucestershire-based company that is trying to expand its business in the US, confirmed it had sent the email.
Jos White, co-founder of MessageLabs, said in an email to silicon.com: "We enjoy a healthy competitive relationship with BlackSpider, which from time to time has been aggressive on both sides. [I]t's unfortunate that in this instance a new member of our sales team has forgotten to focus on our own positives and has instead led with speculation in the market about one of our competitors."
Comments
There are 5 comments. Join the discussion
1. Guy Reynolds
So where are Messagelabs getting the information about BlackSpider customers from?
Maybe from the e-mails they process, and what other information are they gleaning and using?
Particulalry given that they are willing to spread commerically damaging rumours about competitors.
Would you trust these people?
2. Mike Alexander
Interestingly, today I received a mailshot from - Blackspider - claiming to be "more competitive" and "lower TCO" than our current mail filtering system (which is some claim given they don't even know what we have).
Maybe these emails aren't from Messagelabs at all, perhaps something orchestrated by Blackspider themselves to kick off their own marketing campaign?
I guess we'll never know.....
3. Black Ball
Where has integrity in business gone?! How about silicon.com blacklisting MessageLabs for, say, three months, from being publicised with a credited quote in silicon.com stories on email security during that time? Maybe some mild form of punitive action such as that may help some businesses realise that they just simply cannot continue to act like yobs and get the same treatment as everyone else!
4. Matt
Oh come on - sales people have used the financial stability angle for years. Anyone that believes this sort of nonsence from a sales person shouldn't be armed with any purchasing power!
Gosh, next they might do something really wrong like suggesting " our product filters spam and viruses better than theirs and we have a completely impartial study that proves it!!!!!"
5. Andy
snarfing MX records is certainly one way a focused Messagelabs sales team could find out an opportunities current filtering company.