FYI, I worked on the Embarcadero side of the business, which Idera purchased 2 years ago.
Expect to be paid significantly below average. Most reps are paid $35k, and newer reps are getting less than that.
Terrible marketing team. Just awful. The entire marketing plan is based around mass emails, which go out several times per week, so the vast majority are likely being routed into spam folders. There is quite literally no other marketing being done.
Absolutely zero effort (on the company's part) is made to expand beyond the existing customer base. Instead, the focus is on selling additional licenses, new features, and upgrades to existing customers. The problem with this is -- (A) they're overpriced, (B) they're released before they're ready, and filled with bugs, and (C) they're only marketed via email, which (see above) likely goes straight into a spam folder.
Little to no coordination between marketing and sales. 9 times out of 10, the first you'll hear about a new promotion being offered to customers is when a customer asks you a question about it -- leaving you looking uninformed.
Even though the company makes no effort to find new customers, YOU are absolutely expected to do so. But don't ask to attend trade shows, conferences, or anything that involves getting out in front of those potential new customers -- you'll be told "it's not cost effective," and "there's never been a good ROI on things like that." Then the conversation will shift back to you being asked why you're not having more success bringing in new accounts.
Hopelessly fragmented and error-filled customer database, and little interest in fixing it. Many times you'll talk to a customer about their "version so and so" license, only for them to tell you they actually have "version such and such -- why don't you know what we have?" Again, leaving you looking uninformed.
There's a pervasive telemarketing/call center mentality on the part of management. You're constantly being graded on how many dials you have (100 dials minimum per day, or you'll hear about it), your talk time, and how many completed calls (actual conversations that lead to a sales opportunity) you have each day.
Absolutely unattainable sales quota. At the time I left, no one -- not one rep -- had hit 100% of quota in more than a year. And yet the quota remains unchanged, because management's attitude is that if sales are down, it can ONLY be because the reps aren't working hard enough.
There's a perception in the user community that Embarcadero software is outdated, and that the company is on its last legs. Neither is accurate, but the company is not doing anything to counter that perception -- no presence at shows/conferences, no real marketing, etc.
Constantly changing territory assignments. Some territories have had 3 or more different reps in the past year or so.
