3. Direct Sales Force Focused on Specific Areas
Former CEO Bennett's legacy is perhaps in a complete internal restructuring, elimination of redundant positions and a go-to-market strategy shakeup that impacted 90 percent of the company's sales force. Sales and marketing costs have been reduced by more than $300 million, Brown said. Direct sales reps are focusing on net new business with a specialization in information management or security, he said. The company also beefed up its renewals team to make it easy for current customers to renew and do additional business with the company.