Excessive micromanagement, 80's demand gen tactics
Pros
Some very dedicated and great people at IBI. Company is focused on customer success. For reps with legacy accounts who don't rely on new business to achieve quota, it's a good gig - they pay well for closed deals.
Cons
This company is not aligned with current market demands, and is badly positioned to generate business from new customers. Some of the capabilities that newer BI/Analytics buyers are seeking are sub-par compared to the competition. The evaluation process, compared to competition, is clunky, cumbersome, and prevents WebFOCUS from even "going to bat." There is no effective in-bound marketing in place. Despite 41 years of existence IBI is still largely unknown by most prospects. Sales Management's answer to the challenges related to all of this is excessive micromanagement (at least this is the case in my region); constant reviews and inspection, steady flow of critical emails and scrutiny, continuous shallow advice and pounding the drum of "make more calls, get more meetings, etc." Focus is to manage the symptoms instead of fixing the problems. In my lengthy career in sales, I have never been micromanaged like this. The moral of my team is very low. If you are considering a sales career here, do your homework! If you are managing an existing customer base consisting of large customers, talk to reps who have similar accounts. If hitting quota in your territory is largely dependent on generating new accounts, be sure to call reps with at least 1 year in the field who have a similar territory. And, understand the management style of the manager in your region.
