Pros

The technology we develop to help our customers meet their goals and objectives are top notch and just work. The go to market strategy has proven to be very effective over the years although it can also hurt the organization when the company leadership attempts to apply industry standard (which are generally different goto market strategies i.e non-OEM model) compensation , sales coverage, and services and support strategies to this model. Summary - good products and talented people.

Cons

Not much room for career advancement outside HQ's location. Many management positions (especially field related) have been held by the same individuals for years and the turn over of very talented individual contributors to the competition are hurting technology development and market/sales growth. The creation of business units only creates more management layers, political jockeying by managers, and threatens customer focus. The past/recent acquisitions excites current managers because they get to manage more employees/advance their career w/ new titles, but creates headaches for the individual contributor that has to complete the tough work to merge systems/policies, communicate to customers, and navigate through the internal politics of business units to try and fend off the competition - this threatons the loss of talented people.

Advice to Senior Management

Communicate better w/ very talented and successful individual contributors and ask for their feedback vs. only relying on that of managers who have been in those positions for years and will do/say anything to protect them. Get a handle on marketing spend (i.e. DCX campaign) and areas of revenue that you are missing (i.e. maintenance contracts lapsing w/out notifying customers). Don't be afraid to reward/compensate good individual contributor results. Stop letting Sales Finance run/limit the success of the sales organization. Finally, don't let the talented individual contributors get frustrated during the convergence period of the recent planed acquisition and leave.