How many accounts do Ent reps get for a book and hit quota? Is there a start up or corporate culture? Is the product sticky? Vision vs technical sale?

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Accepted Answer

Depends on what territory.  West/East coast have 10 or so - mix of greenfield and current clients.  Newer territories, like in central, can have 20 or more.

Product is very sticky and a must have - not a nice to have.  Every company must have observability to operate. You can look up DDOG’s retention.

Sale is both vision and technical.  Vision is having a centralized observability tool (vs using 5+ tools) and technical sale is making sure we can deploy the agent, pull the right metrics, etc.  rarely does the product not cover a prospect/clients requirements.

Answer

Account number depends on territory. Generally speaking EAEs have 10-20 accounts. Depending on the territory, it could be largely made up of prospects or an equal mix of prospects and paying customers. However, ROEs are designed in a way that doesn't give global ownership to Enterprise accounts, which is a point of friction in many cases given that Enterprise accounts have a global footprint with decision makers and end users spread out across the globe. Generally speaking, rep attainment is an area that needs to be improved upon in order to maintain/improve retention. Stronger territories have 30-40% of reps hitting quota, while more greenfield territories have 10% of reps attaining quota. Quotas are equal and based off of OTE. Maturity of territory is not considered when assigning quota, which is another area of friction. Some territories require 30% growth YoY growth to hit quota, while other territories require 400% YoY growth. 
Product wise, it is both a technical and vision selling motion. Observability strategy is constantly evolving, and meeting the technical requirements of today and the next 3 to 5 years is always part of the value proposition. Product is very sticky. Pricing is extremely complex and a point of frustration with customers.

Answer

^Solid and accurate answer. Product is best in class. We only lose on very niche tech stack/use case, or if undercut on price by competition, in which case they always come back 6-12 months later for our functionality. As far as culture, it’s about as corporate as it gets if you’re in office. ENT reps appear to have more freedoms, but nothing startup about Datadog in North America divisions.

Answer

Culture is in between Startup and Corporate. Unfortunately senior leadership team does not seem to have a clear vision where they want to take this. Sale is technical. Less visionary. I would very much focus on quota achievement across the team in the past and ask the right questions there.

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How many accounts do Ent reps get for a book and hit quota? Is there a start up or corporate culture? Is the product sticky? Vision vs technical sale?