How challenging is it to sell against competitors in the sales role at CloudBees?

Question

Accepted Answer

Not sure about other region, in EMEA/APAC - pretty damn challenging. Reasons show as follow:
1. No brand awareness. Even though most software engineers heard about Jenkins, they aren’t decision makers; and decision makers only listen to end-users’ opinions to a certain extent.
2. On the ground team is….let’s just say not the best. No strategic sale, the number one strategy I heard from the leadership is - give them a discount, and bring them in this month. 
3. High employee turnover rate. 100% of the BDRs resign within 6-12 months. 
4. CloudBees sacked the whole partnership team in 2022. As a result, the revenue in EMEA + APAC was negatively impacted given how difficult it is to sell directly to big account without partner’s help.

I have no clue how NA operates - which also gives you some hints that this company works in silo a lot and don’t know how to operate in the international market.

In short, if you want to join CloudBees NA, ask around. But EMEA/APAC, no.

Answer

If the customer already uses opensource Jenkins for CI jobs then it's relatively manageable to sell against Gitlab and GitHub etc. However if the customer is non Jenkins and are a strong advocate for Microsoft then difficult to sell against. Some new stuff coming which might change this.

Answer

Cloudbees products are only a good fit for very large, complex and regulated development shops with legacy systems and heavy use of Jenkins. It is a good fit for companies that value choice and open source tools looking for enterprise support and scalability. Otherwise, usually not win.

Answer

I would say if you have a company still using Jenkins heavily and relying on it as their main CI/CD tool then you have a chance if not then it will be harder something to take into account in your Sales campaign! There’s still quite some Jenkins out there in the market but not easy to find!

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Anonymous Q&A

How challenging is it to sell against competitors in the sales role at CloudBees?