Why hasn't...

Question

Why hasn't Salesforce started laying off more overlay reps that came from Mulesoft, Tableau, Slack, etc?

Current Employee · Accepted Answer

This is just a guess so don't take it as law.  
Tableau has become the new group of sellers for anything analytics related.  Think of it as Analytics Cloud that sells Tableau, CRMA, Dataroma, etc.
Mulesoft is a rather technical role from the seller prespective and I think it would become too difficult for the Core AD to also cover this with all the other things that got dumped into the the Core AD bag to sell.
I am surprised that Slack has not let more people go as I think that would be a rather easy one for the Core AD or another role to pick up.  Also they may align more products with Slack to sell as well.
I do know that most of these roles have lost a ton of their supporting teams.  For instance, Salesforce got rid of everyone in Tableau that supported the Tableau AE other than the SE.  That is a HUGE amount of information that the main seller for Tableau has to now learn and become the SME on.

Current Employee · Answer

They have fired people from Mulesoft definitely

Current Employee · Answer

AEs from all specialties (Cloud AEs) and the generalists (Core) have been laid off. Core as Generalists would have a hard time selling Mulesoft and Tableau. Tableau targets different audience compared to most other SF solutions. Also Tableau has a very different, shorter, Sales Cycle. Mulesoft as well has a different audience and sales motion from Core products.

Current Employee · Answer

They have laid off a lot in Slack and Mule.

Former Employee · Answer

They have laid off a lot in this area. Is your question why they haven't laid off more? If it is, I think they want to keep people around with mule/tab/slack expertise because SF leadership believes those are the greatest areas of opportunity in the coming years. The acquisition price tag was too big to not have any in house expertise on those parts of the portfolio

Former Employee · Answer

They have.  Quite a few were laid off from Tableau in late Q3/Q4 last year...Same with Slack....  Mulesoft is a different sales motion than Tableau or Slack and having knowledgeable overlay reps there (vs. taking core reps and having them sell Slack & Tableau) is a bit more critical.

Current Employee · Answer

They have laid off a lot from all overlays.  The solution sets, the target buyers and the plays are diverse and a single rep would be hard-pressed to run it all without overlays.

Current Employee · Answer

There were major layoffs in Tableau and CRMA- collapsed down to one Analytics AE.  Granted fee are crossed trained which was a huge misstep by ELT for last 3+ years    Even with Core leadership moving over many lack enterprise selling skills.

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Anonymous Q&A

Why hasn't Salesforce started laying off more overlay reps that came from Mulesoft, Tableau, Slack, etc?