Pros
- Easily the best Canadian Microsoft LAR (large account reseller) primary due to exceptional Solution Architects and Licensing Specialists. - Massive national pool of excellent subject matter experts to draw from. - Effective and matured managed services offering that elevates all solutions. - Strong company culture, effective annual Launch event that brings all employees together is very much worth the investment. - Primary sales training event was excellent, investment in Jill Harrington well worth it! - Very effective at proper recognition and incenting of leading reps creating a genuine drive to overperform
Cons
- Accounts alignment frustrations, completely unnecessary infighting with an internal division that's supposed to only handle the smaller accounts. Black and white alignment of quotas based on last year's sales is a poor measure of future expectations, create hot potato accounts. - Experienced a poor decision to move Inside reps vital to success from a west coast base to Toronto head office, 3 times zones away, this created high turnover of great people and lack of new rep accountability. - The insistence to be everything to everybody dilutes customer value, focus on doing fewer things exceptionally well (like Microsoft) rather than too many things OK.
