Low pay structure... especially when overachieve sales targets - pay is much less than peer organizations... originally had very stable workforce, but broke the culture in 2015 when previous president fired a number of good employees. Since then, many have left due to cultural changes and lack of sr. mgt vision.
New Sr. mgt is grappling with transitioning sales force from hardware sales to value-add solution sales... remains to be seen if can do this...
Price points for their products are falling fast as well cloud and open source challenging their market.
Two groups of sales people: selling to well established accounts and selling to net new customers... company measures both groups with same measurements... some account reps make quota by simply doing "floor sweeps" of existing hardware and associated software licenses others struggle to establish new client positions - all measured and rewarded the same.
Heavy mgt layers that are incredibly political; mgt love documentation; one spends 60% of the work week producing paper documentation; reps that are good at documentation do well; those that are not suffer.
Company is run on spreadsheets; archaic systems lumber along; when cost cutting done, work is pushed to sales force (e.g. accounts receivable reconciliation is a rep's job). Extra conservative financial processes force heavy burden on sales force; proposal pricing takes 1-2 weeks min; Teradata makes the US gov't look agile.
