Demanding sales targets and tough leadership from head office have been cited as reasons for a slew of resignations at Software AG.
The staff exits include country manager Emma Murray, and coincide with the company's shift in direction.
Among those who have left the 130-person company, in the past six months, are 13 sales managers, as well as Garth Meier, who was a sales director until a few months ago, and Tian Horn, former corporate sales director at Software AG SA, who went to Ricoh SA in March as executive GM. Paul Wilde moved to IBM in November after being Software AG's sales director since May 2010.
Two insiders have confirmed these resignations, all of which have been checked against the relevant LinkedIn profiles. One insider says there has literally been a clean sweep and all sales directors, excluding one, have moved on.
The insider says there is a general unhappiness within the company as the ruthless sales policy, coming from head office, is leaving disgruntled staff in its wake. The insider says there has been a "mass exodus" and the company is like a "merry-go-round".
No reason
However, recently-appointed VP for SA, Mohamed Cassoojee, says the shake-up was not by design, although the company has been transitioning into new revenue streams and is moving to another building.
Cassoojee, who joined the company in the second week of May, says Software AG is on a growth trajectory and is actively recruiting staff. He says although people started leaving the company in the middle of last year, there was no single push factor.
Murray's departure was the first major change the unit had been through in several years and coincided with its transformation globally, says Cassoojee. He hopes there will be a more stable environment as a result of the changes, but concedes there has been much shifting in the past six months.
Some of the people who left have been with Software AG for seven to eight years, while Murray had been there for 15, so change was "inevitable", says Cassoojee. He says Software AG's business direction has shifted as it accelerates growth and it is bringing people in who understand the sector it wants to target.
Traditionally, Software AG has been focused on transaction systems, but it now wants to generate the bulk of its revenue from what it calls business process excellence, which is a layer that goes on top of ERP systems and aims to bridge the gap between IT and business.
Software AG is targeting what Gartner calls the Nexus - the convergence between cloud, social media, big data and mobility. Globally, it has acquired several small businesses that fit into this plan.
Cassoojee says this shift is happening quickly and, globally, the company already earns 40% of its revenue from its new target market. The aim is to grow this to between 70% to 80%, and SA is playing catch up, he says.
Aggressive recruitment
As the company is going through a transformation, new blood could help, says Cassoojee. Murray is still working with the company, although as a consultant, he adds.
Cassoojee says two new sales directors have been brought on board, the new team has a fresh focus, and Software AG is recruiting heavily in the market, looking for account directors, and will hire a new marketing manager shortly.
Software AG has five sales head positions open and is also relooking its channel strategy, aiming to drive more business through that route, notes Cassoojee. He says companies must adapt and change.
Software AG's recent appointments are Shiraz Khota, who returned to the company in May, after leaving last year, to head up the financial services team and the Cape Town region. Riaaz Jeena has joined as sales director of its corporate sector unit, from IBM.
Cassoojee says Software AG wants to push revenue from new business and, globally, the company aims to double turnover by 2018, a target he believes SA can exceed. He says the shift is "almost a resurgence of Software AG to be a big player in the market".
Nicky Sheridan started heading up Africa about three months ago and is recruiting 17 sales heads for Africa, and establishing offices on the continent. Sheridan is senior VP for the Middle East, Africa and Turkey, a position he took up in March, while Darren Roos has been promoted to COO, covering all regions except North America, from being head of the Europe, Middle East and Africa region.
Last year, the company, which has 5 419 staff globally, turned over EUR1 billion, a slight decline on 2011. Cassoojee spent eight years at Oracle before moving to SAP for 18 months, and then spent a year at EOH before being headhunted to fill the Software AG slot, which had been open since the end of March.
Job shuffle
According to Software AG SA's Web site, which still lists Murray as senior VP for Africa sales, its management team comprises Barry de Waal as VP of global consulting services, Diellie Schmutz as global consulting services director, and Stephen Sim as financial, controlling and administration director. According to their LinkedIn profiles, they are still in those positions.
In November 2011, Software AG SA appointed Ike Kunene as its executive director of corporate affairs and government relations. A year later, he moved to VP of sales, and Cassoojee says he is still heading up sales.
In a statement issued last September, Software AG SA announced "senior management changes", including that Murray would become senior VP for Africa, while remaining involved in the local business.
Cindy-Anne Passe, who has also left, joined as marketing director on 1 September. Sandy Redgate joined as a partner manager and, based on her LinkedIn profile, is still there, as is partner manager for the public sector, Nomhle Mujakachi.
Also still at Software AG are Odette Barnard, who was appointed to head up sales operations for Africa; Patrick Shields, hired as pre-sales manager for Africa, although his LinkedIn profile states that he is CTO; Stephanie Cronje, who handled pre-sales; and Scott Beattie, who was hired as regional sales manager for Cape Town and is now managing the province.
Last February, Willem Castelyn was hired as industry lead for insurance, but seems to have since moved to SwissRe as COO, based on his limited LinkedIn profile, which lists Roos as a connection.
Murray was not available to comment this morning.
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