Unisys announced a widespread reorganisation on Thursday in an attempt to reduce internal competition and the duplication of its sales efforts to boost revenues.
The move follows a statement by Larry Weinbach, the firm's chief executive, last month, that he was "embarrassed" because sales looked as if they would slow during the first few months of next year as he put plans in place to reposition the company away from selling hardware towards more lucrative services.
As a result, sales people will now become what Unisys is calling client relationship executives (CRE). They will be tasked with selling the firm's entire portfolio of hardware, software and services to vertical markets such as communications, public sector, financial services, transportation, publishing and commercial.
Under the current system, customers could expect a visit from up to three staff selling such products individually.
Weinbach explained: "We had problems over internal competition. We were competing for internal resources. We were competing for clients."
Unisys first experimented with the socalled "single point of accountability" sales initiative last year, implementing the model among its 200 biggest clients in Europe and the US. It proved to be a successful way of increasing sales and is now being expanded as a result.
Weinbach said that Unisys had spent two years studying more than 750 companies to try and figure out how to proceed and added that the company would also launch an ecommerce Web site next year for customers to buy its products online in an attempt to cut costs.
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