Is it challenging to sell Verkada's products right now? What are the biggest headwinds?

Question

Accepted Answer

Don’t accept an offer from Verkada unless they guarantee you a SLED/Government position.  Corporations simply don’t care enough about security by spending the money on enterprise systems like Verkada. 22% of Corp reps hit quota last quarter, of which 8% are fully ramped.

Answer

You are playing the territory lottery. If you have a territory with a robust channels network, you will eat well. Otherwise with more and more competition in the space, it is getting harder. As was mentioned, SLED/Gov is where it is at. I believe 60-70% of Verkada's revenue comes from SLED/Gov. Should tell you something.

Answer

Haven't worked there for a long time, but in my experience, if you don't have a good territory with reliable partners you're treading water. It is a GRIND when you're self-sourcing every single opportunity you close and have to give away significant margin to please the partners and hope they repay the favor with good introductions. I was there when you could do both sled and corporate but it didn't matter.

Answer

Not really. If someone has an active project, our win rate is over 50%. The challenge is getting in front of them, and turning cold prospects into interested buyers. This is not a "nice to have" product and the PMs have build an incredible ecosystem of devices. If you're capable of working hard and hunting, you can do really well here.

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Anonymous Q&A

Is it challenging to sell Verkada's products right now? What are the biggest headwinds?