Pros

Good technology - nice customer base to work from. The System Consultants who support the sales team are stellar. John Chen is wise to focus the long-term growth of the company on wireless/mobility.

Cons

Limited vision from management on expanding use of database product lines. The quota's for sales reps are usually crazy high. 30% growth in the database market for Sybase is unrealistic. Most IT execs know Sybase, or at least the name, but don't usually have positive thoughts in relation to it. At the end of the day, ASE is the the #4 db on the market and losing ground to the open source companies. This tide could be stemmed with some sort of marketing investment.

Advice to Senior Management

Spend some money on field marketing to at least maintain existing customer base.