Strong foundational product. Zero clue how to scale & grow the business
Pros
Incredible onboarding and enablement program. This team educates you extremely well on the product and how to sell it. Best onboarding program I've seen in decades of tech sales Only issue is they always bring in a few "rah-rah" people in the week long class which candidly makes it seem cheesy & cult like (which it is). Pay is decent IC co workers are pretty decent folks to work alongside with. They'll shower you in BS tech swag if that's your thing. I think we all have water bottles and backpacks at this point though.
Cons
No true help from management sales management. They quickly will tell you to sync with XYZ person, 1 on 1s are only about status of deals - no advice on how to advance deals, managers that join calls are flies on the wall. This could just be the ex-SFDC folks. This place is littered with ex Salesforce folks that can sure analyze a regional sales dashboard and remind you than another 12 emails a week will get us to quota, etc.. They have significant ex-Salesforce leadership in place who lack the ability to critically review deals and help. No disrespect to SFDC, but once you have a product that monopolizes the market you forget how to sell and more importantly listen to prospective customers, you lose the ability to critically analyze. As a rep, if you are looking for coaching/feedback the last place I'd look is sales management. As they expanded their product portfolio to additional cloud back up platforms, it's pretty apparent they mis-calculated demand by a remarkable gap. I'd argue this initiative was driven by SFDC releasing a backup solution (meaning this was a reactive adjustment). They used this expanded product portfolio to justify mass hiring sales across every segment (cutting territories, etc) w/o any true tests of their new product line. As you can see by the mass layoffs, this didn't exactly pan out. Funny thing was though, when you just hire more sales people and cut territories while trying to push untested products it doesn't always work? Proof point, take a look how many folks they hired in Q1/Q2 and let go through EoY. Account Hold overs - if you start as a new AE there will be an insane amount of holdovers/accounts in your patch. This is normal anywhere but where it differs in OwnBackup is that these holdovers have no expiration, no terms - they can literally hold it for as long as they like - even if they are no clear next steps. I could literally call into Berkshire Hathaway today, say I called and own the account til the end of time. Territories - they will tell you their SFDC is tight and they've identified all SFDC, MSFT, ServiceNow, etc customers in your patch so you can hit the ground running. They have not, their database is result of data dump from some other platform and you'll get about 50% of the total accounts the promised you. On the CS side, some of the managers surely struggle with the "power" allocated to them. Not unusual in tech, but also not helpful in growing and retaining your customer base.
