Riverbed Technology reviews

Typical first level sales management's role is that of rolling up forecasts and attempting to insert oneself into field sales activity but with no clear picture of where and how to add value. The rising tide of increasing sales and strong customer adoption because of the performance of the solution have many first level field sales managers believing that they are the proximate cause for the success in the various sales territories when in most cases, the real value was added by the field sales and engineering team. This same success has unfortunately bred an arrogance on the part of the field sales team in the eyes of many customers - not everywhere - but in enough places that this perception has been frequently published. There has also been a tendency to regard all territories as equal in opportunity and assigning them all similar quotas; reality, of course, has a Chicago as markedly different than a Tucson.

There seems to be a lot of pressure to be at the San Francisco HQ, but the company needs to get comfortable with spreading out responsibilities and decision making to other locations as the company is growing at a fast clip. It is great that the company maintains the small company feeling, but it feels like leadership takes that for granted and they really should be nurturing that through more all hands events and touching base with every team.