Why is Tipalti's quota attainment so low? The product seems like it solves a real problem in finance

Question

Accepted Answer

Little to no inbound lead flow, and the outbound marketing team is questionable at best. There is little to no support for sales from a (quality) marketing perspective - any materials provided sound canned and robotic. A large number of customers never go live because of a terrible post sales experience (post sales implementation and compliance teams are useless at best) resulting in massive clawbacks for sales and overall awful customer experience. Our product is the most expensive on the market yet doesnt have sufficient functionality to justify the cost. Tipalti also does not have a comprehensive benefits package or competitive pay, resulting in a serious challenge at finding quality sales reps who actually know how to sell.

Answer

(major) Product gaps for specific industries, poor post-sales implementation, sub-optimal sales messaging, overpromised on inbound lead flow, hyper hiring and over-segmentation of territories.

Answer

Product is not market ready, lack of functionality + lots of competitors with very little differentiation.  Add hyper hiring to this and vast majority us not hitting

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Why is Tipalti's quota attainment so low? The product seems like it solves a real problem in finance