It doesn't take a rocket scientist to work out where things have gone wrong at Teradata. The company has a history of the leadership rewarding incompetent employees by promoting them into roles that require strategic vision.
This is evident in EMEA where MS has been given the responsibility to lead new business acquisition. This is an individual who may have had success in a technical role which led to a level of success in a specific sector. Being a technical lead for a specific sector to being a New Business leader across all sectors is a greater ask. Knowing the product is completely different to convincing the client you know their business. Leaders need to provide comfort that they can provide strategic sales support to their AE's and it is truly lacking hence the inability to win new logo's.
This is further compounded at New Business AE level in EMEA where individuals such as DR have been re-assigned to helping acquire new business having failed provide growths as an AE on existing accounts. There are many others that have managed to dodge the bullet resulting those who rely on sales being riffed regularly.
This is not just an issue with selling the TD product but also an issuein the consulting services area where those such as SB in EMEA whose responsibility is to ensure expansion on existing accounts has failed year on year. Call them EM's, Client Partners or Service Sales Execs whose key objective should be to immerse yourself in to the account and leverage opportunities to grow the dependency on the TD product by exploring opportunities to expand by reaching out into the wider areas of the business. Unfortunately, those such as SB have only one objective - self preservation by setting false expectation. They expending minimum effort, kick the can of opportunities down the road and not a care in the world about those further down the food chain..the PM's, BA's Technical leads etc.
This is a failure from the top down through, as mentioned, promoting those that have reached their own level of incompetence. Promoting someone that is not capable acts as a short term barrier to protect oneself. The last in first out approach has meant the companies has lost many talented people who potentially could have had the vision to steer the ship away from the Iceberg it will no doubt hit in 18 to 24 months. By not just holding onto the likes of MS, DR and SB in the EMEA but promoting some of them, the company has promoted incompetence which has inevitably drained the company of visionary leadership. This has been repeated globally hence riffs will unfortunately be inevitable resulting in good honest people losing their jobs.
Until the company starts to think about its clients and it's employees (those on the ground that can truly make a impact) than a false fantasy about cloud migrations and AI, it will continue on this path to failure.