MicroStrategy Account Executive interview questions

This is a very technically driven company, as opposed to sales focused. Decisions are made in Virginia and the field has little power to make important decisions about how to structure transactions. There appears to be little strategy beyond promoting the latest version of the software as having better features and ease of use. This is a very weak strategy for a company that is not growing it's customer base. It takes more than just a slightly better interface to displace competitors and force a decision on hundreds of thousands of dollars in CapEx.