Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Question

Accepted Answer

North American Strategics. Apptio's product (mostly), sales motion, marketing, go to market, customer success, implementation etc are all geared towards very large IT organizations - the bigger the better. The bigger, the more complex, the more the value the technology delivers is required - and the larger the sale. The Apptio sales organization is the land of "the haves, and the have nots".

Answer

having been an Enterprise net new logo rep the last 8+ months, I saw who was hitting quota (very small % of the sales org) and who wasn't - the NA Strategic Sales team did quite well (large existing customers, upselling, know the Apptio product, etc) as did the mid-market team (simply because they ALL had over 2k accounts up to $1B, quota between $500k-750k, etc).....the net new logo team(s) are the worst place to be at Apptio  - 1 out of 8 reps hit quota this past year (and that rep has been there 5+ years) and 6 of the other 7 weren't even halfway to quota - additionally, the Sales Mgmt at this company is maybe the worst I have ever worked for - the VP of Americas has been there 10+ years, never hits his number, leads with an iron fist, gets involved in deals yet can't close a door.....yet continues to keep his job?!

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Apptio

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Apptio

81.60

Anonymous Q&A

Which divisions, regions, or business units may be more or most advantageous to sell for and why?