-upper sales management have been at the company for a long time and are stuck in their ways. -lied about their reps quota attainment (very few reps are above 50% to quota) -Pricing is too high, specifically the commercial market minimum is too high relative to other competitors and prospects usage rates in this segment -The Movable Ink product is NOT a must have! The product is a nice to have, which makes selling an uphill battle -Major investments have been made in AI... commercial team is NOT allowed to sell AI and it feels like commercial is put on the back burner (makes sense as the segment is not bringing in revenue)