Progress Revamps Sales Teams
The change has created a top-tier sales team within the vendor responsible for individual key clients, below which exist business vertical specialists with responsibility for multiple products, and ultimately product experts in specific areas.
"It used to be organized by product and geography-for example, we would have a representative for a particular product in a particular market," says Progress chief executive Rick Reidy. Whereas in the past each product line would have had its own separate
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