Where to begin... We've seen a lot of turn over in the past few months at FullStory. It should speak for itself that it took almost a year to hire a new VP of Sales. Pricing decisions are made in a vacuum and it changes frequently. This causes us to lose trust with current customers and makes it hard to compete in a competitive market. Sales was hired on late in the game. It took about 4 years for the company to build out a sales team. From there, it seems as if sales is treated like second class citizens. Decisions are made that makes it harder to sell versus making it easier to close the deal. When we hit big revenue milestones we are told to "put our heads down and continue to work" while the rest of the company will celebrate a big product launch with balloons, champagne and cake. Finance expects us to be bill collectors when customers aren't paying. Instead of taking action, we just get clawbacks on our commissions. Sales is also in charge of renewing customers, which is fine. However, even customers that have the luxury of a "high touch hugger" will not hear from their CSM during the renewal process. Lastly, the office environment itself is a wreck. The space was designed in a great way, but it's actually dirty. There are flies swarming everywhere, sticky floors, and disgusting bathrooms. To sum it up, if this company actually had a sales driven culture, we'd IPO in the next 2-3 years.
