CA is dead now. I don't see customer confidence coming back regardless, AD's that are left will struggle to sell whatever BU's that are left after this bloodbath.
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No idea, but if we are only going after the top 300 accounts—we’re looking at like 100–ADs, 100 BTAs and the maybe 100 (maybe less) total presales in the 3 BUs—NA Sales Diretors (5 in NE, Mid-A, South, Mid-West, West Coast (Maybe 6 if they keep Fed). This just streamlined it all very fast and trimmed a bunch. From what I’m hearing—if it isn’t platinum it’s going to partners—no more commercial or t3.
With less solutions in our portfolio, this BTA-AD sounds more like an AE-AD, what do you think? And also if there is a Presales in the equation.
Assigning a BTA to an AD is generally not good. I saw this approach myself 15 years ago and basically the AD opens doors, sets up the meeting and arranges lunch. That’s it. The BTA then has to do the rest.
The advantage of course is when there is a good AD and good BTA working together, but I’ve seen more bad than good.
From what I’ve heard BTA’s will be assigned to a specific AD. So for example, Jim is BTA for Steve (AD) and his 3 Accounts. Another rumor I’ve heard is everything customer facing outside of Support will roll up to the Sales Director.
In this case I could say that the panorama for ADs and people left is not so bad due there is a focus account to sell, the effort will be put in something that can pay back.
And also Boradcom might improve the employee current conditions, idk.
You talked about BTA could keep but if a lot of solutions won't stay, so does it make sense a bta ?
I'm my case my BU is API so its highly probable I have to leave
@VFTdVGt-2wvm If this is actually true then it’s generally a good thing. CA’s strength over the years was selling into large enterprise accounts where you could bring some horsepower to the table and close big deals.
Keeping BTAs - at least the good ones - also makes sense as well as maintaining presales.
If you pare down the product set you don’t need Solution Strategists but the ADs will have to sharpen up again. Unfortunately a lot of top performing ADs have already left for greener pastures.
Both @VFTdVGt-1owe and @VFTdVGt-1sia are correct with one huge caveat.
CA-Broadcom's sales team will only sell direct to the 750 largest customers with whom the company previously had a profitable relationship. Therefore the sales staff is being right sized to support the strategy. Accounts smaller than threshold will be transitioned to buying through a reseller which is probably how the paper was flowing already yet CA had been doing the VAR's job for them and paying commission on indirect deals.
This is one of the smartest things that can happen for those left. CA frankly s---s at scaling down to sell to growth accounts and loses its a-- in terms of profitability when doing those transactions. I can't even tell you the number of times I've been on multiple calls with a TAM for some sh*tty 500 user deal where I know CA is going to lose money. Probably already lost money on it once we add up the salaries of all of the people on the bridge (TAM, SS, SD, Sales Manager, Education Rep, Finance, Presales...).
The whole TAM/growth account thing was an utter failure under BikeBoy and was the reason for George's departure. George wanted to double down and invest in the F1000 accounts but Mike wanted to replicate the sales force from Taleo. dumb. dumb. dumb.
From what i’ve heard, ADs and BTAs are safe. No more Solution Strat/Execs—either find a BTA/AD/Presales role or bye. More of a focus on technical selling utilizing Presales.
Negative, I know for a fact that AD's have already been giving verbal offers and marching orders on the Federal side. FACT!
The only ADs left by now are the long term veterans waiting for severance or losers who couldn’t get s job elsewhere yet. Nobody is selling.