Tuesday, December 4, 2007

Responding to The Register

OK, folks, it's been a really long time since I blogged. Guilty as charged of procrastination beyond belief. But today's article in The Register means that I've got to get back to the keyboard. Here goes...

Let's start with a few objective facts about the state of EnterpriseDB:

1. We're in the final month of our best quarter ever
2. 2007 sales growth over 2006 will be measured in multiples, not percentage points
3. We have nearly 200 customers, compared with about 60 at the end of 2006
4. In just 7 quarters of sales, our repeat business rate is huge
5. Our average sales price is increasing consistently over time

Does this sound like a company in trouble? No, it doesn't seem like it to me, either. So, what's the story?

The story is really simple and really common. EnterpriseDB is a young company, and like every other young company I've ever been involved with, we are fine-tuning our business model. In our case, that meant recognizing that a large direct field sales force was overkill, and that most prospective customers prefer to work with us over the phone, anyway.

So, we had to say goodbye to a few great people, and we also asked a couple of underperforming individuals to leave. At the same time, we also brought on several new key individuals, and are actively hiring for many more (including -- guess where -- inside salespeople).

Like any business, we make plans based on educated guesses about what the market will want, and how we we can best deliver it. We adjust those plans according to actual market feedback. These adjustments include changes in products, service offerings, sales models, and every other aspect of business.

The problem is not that we've made a few changes. The problem would be if we failed to do so.


TimD said...

Andy I'm sure you'll weather this storm... and just for the record IMHO Register articles don't warrant response!!!

Tim Dempsey

Andy Astor said...

thanks for the good words, tim. I've had a surprising number of calls and emails with similar themes.

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