Pros
Amazing Product, Gartner Leader, over $1bn ARR
Cons
This is all specific to the commercial sales organization. - Less than 10% of net new commercial reps (SME, FinServ, Healthcare, Middle Enterprise, SLED) hit ramped quota in 2020 - 65% attrition rate for commercial AEs in 2020 (looks to be higher so far this year) - Approximately 50% attrition rate YTD of commercial sales management -15% to 30% lower base pay than market (~$60k) - 2-3x more expensive than most costly competitor, 10x more than others - Territories are up to 300% unbalanced between account quantity for the same quota - Channel strategy for commercial is non-existent ; channel partners are hard to engage due to constant Proofpoint AE churn - More focus on pipeline than actual revenue - Leaders do not abide by Rules of Engagement nor defend their team members deals when other teams come to lay claim. - Leadership will admit cold, direct prospecting into accounts is not productive - but measure you on metrics for these anyway rather than focusing on channel productivity. - Inept management at every level - CRO and SVP don’t care to fix commercial because it has such a small impact on total business. - Poor benefits for a multi-billion dollar tech company - Executive team sold out to a cheap investment firm In essence, RUN.
