Pros
Sales is through an independent VAR network, which has apparently experienced some really good times financially - those days may be long gone. Camaraderie between VARs is generally good (for those that stick it out), but not encouraged by management - who would rather instigate a highly competitive feeding frenzy among partners. First gen product seemed stable, but now receives little to no support. New product risk is high, and development is sketchy.
Cons
Demo resources are scarce and difficult to schedule. Too little support for either product is available to help VARS get established. Senior Management dissuades promotion of older product and often uses coercion to motivate reps to sell newer ‘buggy’ software. Management coercion is typical and may involve territory restructuring, taking back your share of maintenance earnings, vetoing contract agreements, clawing back commission, etc…) internal staff are reportedly inspired by management to use negative verbal treatment toward the VARs as a way to motive.