Polycom Sales Reorg

As predicted (I cant claim too much credit, i think it was painfully obvious), Polycom as reorged their sales group. Reorgs are painful, at the people level, and I know at least seven who were let go within the US. But, at a company level, this is potentially good news. First, because Polycom is uniting multiple sales groups into a unified group and I've heard that one salesperson will work an account, whether its a voice opportunity or a video opportunity. Second, at least for the US, they are getting a solid VP, Jack Shemavon who successfully turned Canada around. The Canada story is a good one as Polycom had almost lost the entire country, and at one point, there were zero employees. It started out with just Jack and one SE for the entire country. They were systematic and fully focused and they kicked TAAs butt. Jack will bring that single minded focus to the US.

I have not heard yet what happened in AsiaPac or EMEA yet..but I would expect tweaks to their organizations.

Here's the key to all of this. Polycom has to execute this and stick with the plan. They're not good at keeping with plans..and tire of them quickly.

Also, Polycom has to keep working on its portfolio. I think they have to do two things. Keep the focus on strengthening their enterprise platform. They have a good start..but it needs to improve. One desperate area that needs to improve is out their telepresence systems integrate with the rest of the portfolio. It is honestly, horrible. Sorry, but using Crestron code to create a telepresence system is not the right answer. Also, Polycom needs to immediately hire engineers that are good at reducing COGS on their products. This will increase margin...but, it will also allow them to compete at the lower end..the value end of the market. That is the end of the market that is growing quickly. If I was them..I would also immediately eliminate all non-HD products.

It could be a good time for Polycom. I personally think it would be interesting working there..and quite exciting as there is renewed focus... most importantly.. an aggressively managed sales team.