Are sales targets achievable and realistic at Druva? Have they been on the rise or decline in the past few quarters?

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Accepted Answer

This is heavily dependent on which department within the sales organization you are looking to join.

SMB and corporate sales seem to provide the best product market fit and also the best chance of success.  This is really because the largest deals come from the Phoenix product backing up server workloads to the cloud.  100-200TB workloads are a great fit for Phoenix and one can also leverage the platform in this space and also find success adding on ransomeware protection and backing up other workloads such as endpoints, O365 or easily automate backups within AWS such as DynamoDB EC2 etc.

The Enterprise struggles in a big way on the new business side of the house.  Enterprise has the most success with Endpoint backup and O365 backup which typically aren't as important to organizations.  There are specific use cases with Phoenix such as remote office backup where Druva performs well but seems to a niche use case.   It is harder to sell the platform at Druva on the Enterprise side.   There used to be 21 Enterprise reps at Druva and now the team is down to 7 or less and seems to be continuing in that direction.

Druva does have an incredible net retention score and once they land customers tend to keep them due to the overhaul in changing vendors and great support and the product typically just works unless it's a new product.

Account Managers in charge of renewal and upsell seem to consistently have a much higher percentage of people making quota and going to P-Club.  I'm not sure of the segmentation for account managers but this is the place to be at Druva.

Corporate Sales - Yes  (dependent on territory)
Account Managers - Yes
Enterprise Sales - Hard No..... you wont make quota.

Overall Druva has had some good growth but it's been slow.  The golden standard for the software industry is 30-40% growth rate where Druva has been growing at a 20% clip since inception in 2008.

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Anonymous Q&A

Are sales targets achievable and realistic at Druva? Have they been on the rise or decline in the past few quarters?

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