The people are great; structure, training, sales approach have a long way to go.
Pros
Good, solid, well-intentioned people. They hire well. Great place to start your career when you're just out of school. The more senior folks are friendly and eager to share - there is a good sense of camaraderie. The staff genuinely care about the great work our customers do.
Cons
Sales compensation is below market. They don't seem to value experience as many senior sales members have left in the last year. Territories and quotas can be changed with no warning and limited explanation so it's very difficult to cultivate and develop relationships with customers. There is a new desire for a "consultative" relationship but the sales infrastructure, strategies, and messaging are overwhelmingly transaction focused. They are working on sales training, career paths, transforming into a "true Saas" company, but they have a long, long way to go.