Great Product, Terrible Sales GTM and Culture
Pros
Product is world class and best of breed if you can get companies to buy into total platform approach for observability.
Cons
Sales culture is unbearable, around the clock micro-mgmt, BDR metric driven operating model, and completely unrealistic quota expectations for how the GTM is set up. Maybe 10% of sales reps are hitting quota, after the 9 month ramp period is over expect that to be the last commission you receive and if you haven't cracked a whitespace account by then expect mgmt to turn the heat up and make life miserable to force you out. The products are great all together, but if customers want to only purchase or implement one of the main products they struggle to stand out on their own against competition. The billing and pricing model they have in place is designed to entrap customers and get them to have overages on a monthly basis and they then send you to go bill collect every month. Whole separate sales organization internally who handles the largest enterprise customers and make no commission so purely whitespace hunting. Leadership/Founders mantra to sales folks is literally "Dont F*** It Up" as they think the product is so amazing all we can do is screw it up when talking to customers.
