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13 people found this helpful  

Look up the definition of ASININE. 1 rating is too much.

  • Comp & Benefits
  • Work/Life Balance
  • Senior Management
  • Culture & Values
  • Career Opportunities
Former Employee - Enterprise Account Executive  in  Los Angeles, CA (US)
Former Employee - Enterprise Account Executive in Los Angeles, CA (US)

I worked at Autonomy full-time for less than a year

Pros

Great message. Gives you some thought how the industry is heading towards. Demos are fun to conduct. Usually, my systems consultant conducts the demo at my last job. I had always avoided demos like the plague, but, autonomy makes it easy to demo. Its only 15mins max, real time data, and the eye brows lift when all is said and done. Again, the message is very strong and easily defendable.

Cons

however, the message is very dangerous. Because your corporate message is around "Meaning," and IDOL, it makes them believe 20,000 customers are using a Meaning Based Technology, and they are not. 99% of the customers using Autonomy are basic Content Mgmt, Web Mgmt, basic eDiscovery, basic archiving, and backup/recovery solutions. Nothing more. The projects that are sold as a Meaning Based Technology usually go completely bad. My large deals started to hear negative messages and then in turn, gone completely silent.

That being said, there are some MAJOR integration issues with IDOL. Since IDOL is sold as a connection based solutions that sorta agnostic with other platforms, the RED FLAG pops up when we can not integrated into acquired Autonomy technologies. Even though, we are mandated to talk about IDOL first and then, the solution, 99% of the sales reps paint themselves into a corner, because, when its time to "open up the hood," and talk shop, the integration is not there. Good example is their backup/recovery platform. As a result, their message around Meaning Base Archiving and Meaning Based Backup/Recovery is redundant at best.

As a result, reps are constantly fighting around messaging and opportunities. At Autonomy, there are three pillars they go to market. It doesn't make any sense what so ever (Power, Protect, Promote). All solutions around managing unstructured data. On top of that reps do not have territory and any one rep can sell another pillar. To make things even more confusing, the CRM system does not allow transparency to understand if a customer has some sort of installation, customer is happy or not, current rep has an opportunity in progress, opportunity to leverage another opportunity, or/and we lost an opportunity to a competitor or bad POC. All of which promotes, spinning wheels constantly, major infighting, lack of trust if somebody will steel your deals or not, embarrassment from the customer (we are installed, or/and we threw you out), most importantly, can not plan how to go to market and achieve your numbers.

On top of this elementary and immature business model, you are naturally stressed to force through uncontrollable and bewildering corporate waters to make sense of your daily sales activities. In other words, you need to have five meetings per week, accompanied with five demos, and one proposal a week. Seems easy, yes at first, the vehicle to "assist" you is asinine. The dreaded SMS is a sales tool to forecast, submit meeting notes, indicate demos been completed, and opportunity activities. This will bog your day and frustration will build because of this tool. Now, its not because of the tool itself, its management and some random unnamed management on the SMS calls every week questioning the number of meetings, proposals submitted, and constant questions how it works. SMS is a full time job in itself.

You can have a solid pipeline with deals moving forward with management oversight and if your sms has not been updated because you are staying up late working three large deals, you will get threaten about your job security. Reason being, management gets paid on SMS metics. You can be at 105% on your meetings, submitted 6 out of the 10 proposals (60%) in SMS, and have a not so pleasant call with management.

Proposals. Interesting metric. These are proposals that are mandatory and NEVER used. Its only done to fulfill a metric. It consist a 12 page marketing brief about how we understand the customer's problem, the customer itself, solution reiterated, and the proposed price. Seems like a good idea, but, we need to submit one every customer we talked to before going deep into their real challenges. Its a blind proposal most of the time. BACKWARDS! Furthermore, when submitted through SMS, if it does go through, it routes to Autonomy's marketing team. They will continually try to be relevant by editing the document and adding more steps than necessary, even though, its the same document, message, and customer with a few tweaks.

Another Con is management. Its amazing they can sleep at night. I had heard two reps gotten fired over SMS calls. Just a recap, SMS calls are weekly forecast calls that the whole team is on listening. One particular rep lost a deal because IDOL can not or have any plans to integrate into Connected. Because the rep lost the deal because he had told the customer the honest facts, he was let go over the phone. Great guy and very capable.

Advice to ManagementAdvice

If I am speaking to management, I would say this.... Align yourself with an HP Team and management to gain protection. The management tactics in place today is very sad, knowing that Autonomy could have been much much much more influential in the market place. The patience model is needed to have the right tools in place for the sales team. I would have to say 99.99999% of the sales force was delighted when HP came onboard. Why? Management changes and sales operation changes and territory changes. Sad...

Doesn't Recommend
Negative Outlook
Disapproves of CEO

Other Reviews for Autonomy

  1. 5 people found this helpful  

    recent changes may improve things, but the bad reputation is well deserved

    Former Employee - Anonymous Employee
    Former Employee - Anonymous Employee

    I worked at Autonomy full-time

    Pros

    for high sales performers, the pay is good,
    the integration with HP gives some hope for the future
    in a few areas, the technology is as strong and unique as the company thinks it is

    Cons

    - culture lacks integrity, honesty, general decency
    - arrogance and dishonesty about own technology - which is often half-baked
    - apparent view that people are fungible and easily replaced

    Advice to ManagementAdvice

    need to reorient focus on development and away from marketing. find some humility quick

    Doesn't Recommend
    Neutral Outlook
    Disapproves of CEO
  2. 5 people found this helpful  

    Not recommended

    • Comp & Benefits
    • Work/Life Balance
    • Senior Management
    • Culture & Values
    • Career Opportunities
    Former Employee - Anonymous Employee
    Former Employee - Anonymous Employee

    I worked at Autonomy

    Pros

    Not many, a very small percentage of the salespeople are even above plan, less than 15% of the total. Less than 5% make great money

    Cons

    Horrible resource allocation issues, weeks or months to get customer issues fixed, even with revenue generating activities the restraints are unreal. Three days of product training, all very high level with no specifics, no follow up training. Micromanaged environment with little to no support unless your driving a multi-million dollar transaction.

    Advice to ManagementAdvice

    Understand the management is changing, the reality is you're not making changes fast enough and are pissing off and/or losing accounts and marketshare.

    Doesn't Recommend
    Neutral Outlook
    Disapproves of CEO
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