Micro Focus has great technology but does not have an effective North American sales strategy - Recensione dipendente - Account Executive presso Micro Focus

Sales organization and strategy for the N. American market. Too many executive sales management changes in America over the last few years. They can't seem to get it right - perhaps because they are UK based and lack the understanding of this market, or they lack the patience to let the sales organization over here work out the "kinks" and lack the patience to win the large sales projects (most application modernization/migration deals are very large, require much time and diligence, and can mean a CIO's job if not executed successfully). Smaller competitors will now begin to expand their presence (via funding from large acquisition) and with the additional resources, will begin to erode Micro Focus reputation and market share unless Micro Focus pays close attention and is consistent in their focus on their customers. Another huge drawback is their license fee pricing, annual license fees (support fees), and upgrade fees when the customer has to expand their footprint. This will further allow competition to make serious inroads.