Rubrik
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Rubrik
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Former Employee When they shifted from 30ish accounts to 15 strategic net new logos everyone suffered unless they had a ton of pipeline going into the FY25 fiscal when I was there.
Everyone has backups already and they sign 3 year contracts. Do the math: 15 / 3 = 5 companies evaluating each year and my bet is half stay with the incumbent... so you have 2.5 to win each year in a highly competitive motion. Granted these strategic accounts yield high ACV, you have to win them.
Rubrik is good in that they don't only do on-prem backup, but you'll find the likelihood the prospect look at Rubrik for cloud, SaaS or unstructured while using someone else for core backup is relatively low.
Those were the wedge to get a foot in mid-contract, but it was an uphill battle. Eventually left after 11 months of missing quota post segmentation... after making $300k in my first 6 months before they segmented.
3.3
May 22, 2025
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