To a large extent, the problem is the result of Informix's determination to promote Universal Server, even at the risk of prematurely abandoning its flagship Online Dynamic Server database software. They oversold the Universal Server and undersold the quality of the relational database system. Moreover, says Monash, Informix tried to pull a fast one on its customer base. The first version of Universal Server wasn't nearly as mature as the marketing materials would have buyers believe. Even if the product had been more mature, the sales force would still have had a problem, said Charles Phillips, an analyst with Morgan Stanley.
Salesmen can only focus on a few narrow messages.
And that was one message that got botched in the translation. In its rush to promote the new technology, Informix inadvertently froze sales of its older products. The upshot was an inventory backlog that approached worrying proportions. However, analysts say company CEO Phil White, who offered a public mea culpa for the missteps that led up to this point, is not in immediate danger of losing his job. But he's worked magic before.