Targets for account growth via a land and expand model are unrealistic. It's a user based licenses model, meaning one person can run a whole departments workflows. Rather than the more industry standard model of license costs based on number or size of workflow being run.
They have absolutely zero channel to work with and scale out. other than some small install partners.... you're on your own.
They call themselves a SaaS company but yet none of their software is in the cloud or run as a service. It's installed on you PC/Laptop and taps into local data or data in servers/public cloud. Only 3 products to sell and we were told not to sell one of them because it didn't work and we were endlessly being promised new innovative products but entire product team were eventually shut down.
In Enterprise you're given 18-22 "spending accounts" (they could have 1 license on credit card in Romania... not exactly strategic). Account are changed every 12 months and can be removed even if you're in mid sales cycle. Typically those accounts ready to drop on a larger department investment are handed straight to SLT favorites... The old boys.
The people that have been there the longest aren't particularly welcoming. and there is a culture of don't share the things that aren't working, just nod and move on. Many of the SLT were internal promotions that destroyed the entire sales function and all left during 2021. There are some good leaders left, however they are left to paddle a sinking ship.
