Or gan i za tion al Strategies and the Sales Function

SunGard also faced some unique challenges, however. On the way to building its existing reputation as one of the world’s leading software and technology services companies, SunGard grew largely by acquisition. Since its founding in 1982, more than 160 acquisitions have taken place. When Neve and Powell came on board, SunGard’s go-to-market approach was highly fragmented, left to the individual businesses to define. Frequently, multiple sales reps pursued the same clients. The company had thousands of consultants engaged in professional services work, yet its main selling focus was licensed software.