Effective 4/1 , every reps account assignments will be slimmed down to 20-40 accounts in total. The remainder will be moved to inside sales. Expect more layoffs, compensation will be moved to net new client acquisition (make the same but you have to convince new businesses to work with this horrendous business - in other words , make a lot less). Good luck everyone. I feel sorry for all the great customers that will no longer have the coverage they need to support them. This is embarrassing.
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I’m sure some decent people remain in sales, but most have shared by on recurring revenue while dumping 100% of what should have been their workload onto engineering and account operations, purely to fix problems they caused by more or less deceiving customers about capabilities and SLAs.
They took 100% of the credit for renewals but did 0% of the work and did nothing as the people who needed to be focused on building new solutions were instead forced to band aid sales’ sc--wups and inefficient one-off contractual terms that lack economy of scale to implement.
Too many still think this is 1995 and think they can skate just a little longer til retirement. They have no clue how many development and product cycles have been lost to offshoring and their own lack of interest in a coherent product portfolio, and fundamentally never really understood that innovation is the only way to grow in the technology industry.
How MK was RIF’d but LOB chief mo--n TA remains, is a case study in how the disconnection of sales organizations from the consequences of atrophy in the products themselves can tank a company. Anyone can sell a rebadged product, but making the technology actually work behind the scenes is a nonstarter because of proprietary MIBs; sales has generally refused to accept this reality to massive negative impact to customers and actual delivery teams and the nearly completely offshored engineering org that no longer has the institutional knowledge or talent to paper over salespeople’s incompetence.
@d0 who sell 2 boxes per deal and can’t make a decision? Give their accounts to a channel partner.
It’s a horse race between who is more obtuse; xerox internal of external customers.
It will be decimating for XBS
I heard locally it is much, much worse in this region. 20 accounts would be a dream. I'm talking that it is down to a few.
Don’t feel bad for the customers. Those that have decided to sign new contracts are either oblivious to what’s going on, too afraid of change in general , or just too lazy to do the work to make the necessary change. Yes , there’s probably some that continue to lean on the long term relationship they have. That will change.
And there’s those that might have been insulated from how bad things really are. But that list is short and too will change.
May is the next round for layoffs with some happening here and there between scheduled times. Customers will get use to the poor service don't worry.. SLT has said so.