Rainmakers #22 Ross Perot: Texarkana to Tech Titan
Sep 18, 2025
This podcast dives into the remarkable journey of Ross Perot, tracing his rise from selling Christmas cards in Texarkana to becoming a tech titan with EDS. It explores his frustration with IBM that sparked a new industry, highlighting his innovative service model. Listeners will learn about his unconventional IPO strategy and the valuable business lessons he offers, which emphasize the importance of sales, service, and fair dealings. It's a fascinating look at how one man's vision can transform an entire field.
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Early Hustle Shaped A Salesman
- Ross Perot grew up in Texarkana and learned hard bargaining watching his father trade cattle.
- He sold Christmas cards, ran a paper route, joined the Naval Academy, then joined IBM after meeting an IBM executive aboard a ship.
Frustration At IBM Sparked A New Idea
- At IBM Perot became a top salesman but got frustrated when the company capped commissions and spread them evenly.
- That frustration led him to ask what IBM was doing wrong and to brainstorm alternatives that became EDS.
Customers Pay For Outcomes, Not Machines
- Perot realized customers wanted outcomes, not hardware, because they couldn't use machines without help.
- EDS offered to operate and staff systems on-site, turning technology into a service customers could buy by the contract.
