Thread regarding DXC Technology layoffs

@XVMJZL1-4iyz: Clearly the sales people are not delivering prefer to sell any old cr@p so they can earn a commission on the side. Good on you and good luck justifiably p1ssing off sales people more often in the future as they are the @rse end of delivering good outcomes.

I battle with sales constantly over the fact what they are trying to sell which I cannot deliver under the terms they set. Luckily, I control what will be sold and delivered and make sure that the client-paid money ends up at the right team - mine. This pisses the sales people off every time it happens. They even tried to get rid of me by escalating it to the account general manager claiming I am impeding delivery. It has actually gotten to the point that the client and my manager save my a-- because the client is happy with the services I deliver him. Incredible.

You could change the sales commission to one of delivery and customer satisfaction, but then they’d argue that they have done their bit and it’s now up to delivery. The model only works if all parties are consulted and involved in an integrated and collaborative......oh god, this is DXC what am I saying !!!

It is actually a little worse than that. Delivery now has DLG targets as well. So now delivery needs to sell as well.

Sales get their commissions and move on to the next victim.

Executives get their bonuses and dazzle Wall Street with their performance.

Delivery gets no bonus, no raises, unhappy customers, and SLA's that are unattainable.

Delivery gets blamed and gets laid off

Customers get the shaft and move on to other vendors or insource.

This is a business model that will require split, divestiture, rebranding, or dissolution within a few years. Oh wait, that is exactly what is happening.

The common thread here is that the sales people earn their commissions upfront but once delivery realises what has been sold to the customer then it is their responsibility to ensure that the impossible is delivered.

A better way is to change the sales commission structure to be say:

30% on successful sale upfront

30% on successful delivery on time and on budget

40% on the customer being satisfied with the outcome, using Net Promoter Score surveys of say 10 customer employees and not cronies of the sales people.

Therefore the focus is on the sales people to sell honestly and support the delivery function. This is called democracy - perhaps an obscene word in DXC.

@XVMJZL1-qnk - Even though I'm not one of the tech people I still refuse to pad DXC's portfolio. After we were merged with CSC, I went into my information and I removed EVERYTHING (skills, etc.) that were not obtained through EDS, HP, or HPE. I refuse to pad this corrupt corporation's portfolio!

I once went to a Tender Pitch in the UK as a technical expert.. Pre meeting with sales guy to go through what they were going to present etc. I have to say he had the gift of the gab and was able to convincingly talk b---s---. Im glad I didnt have to say anything as I would have contradicted him and told the truth... We didnt get it anyway! :-)

Once they win the tender ! ; you must be an archaic guy, time to leave dxc bro.

Mind you, that's always been the way DXC have operated. We've all been there: they grab a load of expert CV's and throw them in; they polish up case studies that bear a little resemblence to the work they are bidding for, but with most of the original case study workers since fired, then they have to take out any words they don't understand or may get quizzed on by the client, who will likely know a lot more about the industry than DXC claims to know.

Once they win the tender, its all emails of congrats to x and y who helped win us this deal. Meanwhile everyone who lent a CV to the whole sorry affair runs for cover in fear that their role will be stretched to breaking point or that the client will find out they live in another country and another time zone and what they are going to get isn't quite as described on the tin.

Once the contract is signed, the hanna-barbera cartoon feet of everyone involved, does a drum-roll within a cloud of whiote smoke, before salespeople, technical architects, account managers and anyone with the word 'delivery' in their title, catapult in 8 directions - never to be seen again - leaving a couple of analysts and grad named paul to cough the remaining dust from their mouths and pick up the peices of a massive digital transformation that will start badly and and slide downhill.

Yeah, been there. Seen it. Worn the T-shirt.