Got approa...

Question

Got approached about an Enterprise role at Splunk, and it sounds like I would be covering around 30 accounts or fewer. How are things going right now? Is the conversation worth entertaining?

Current Employee · Accepted Answer

I would advise extreme caution here.  Splunk is churning a LOT of customers because they sell for a 45% premium to the competition.  The NA sales leadership team is very detached from reality.  They say "Sell the value"  Terrific idea.  How do you sell a 45% premium to a competing product that has 95% of the functionality.  After the acquisition by Cisco was announced - they kept comp plans in place and even lowered quotas.  However now that Splunk is fully aligned to Cisco's FY - they are increasing the quotas significantly to reduce compensation costs.  Also, be very careful, the head of NA sales has created "Emerging Sales Team"  This is a disaster - it is a collection of accounts Splunk has churned that will never buy again.  A complete hopeless territory.  Finally, the head of NA sales wants all Reps to spend 60% of their time documenting everything in SF.  You end up writing 5 paragraphs per deal.  This person actually spends weekends randomly reviewing deal documentation and sending nastygrams to rep's managers when it's not perfect.  Micromanaging culture to the max!

Current Employee · Answer

Definitely worth entertaining. It is a great technology. The flaw is around the GTM strategy. If you have 30 or so accounts, you should be OK. When you get down to 1-3 accounts and sell them out is where the problems really start. I would caution you about competing products. Splunk is great, but there are better, more innovative and less expensive solutions out there who are going to bite into their business. Customers are tired of the high expense and want alternatives.

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Anonymous Q&A

Got approached about an Enterprise role at Splunk, and it sounds like I would be covering around 30 accounts or fewer. How are things going right now? Is the conversation worth entertaining?