Pros
Decent base salary and talk a good game around AI; a strong public sector offering, corporate side much more limited buying segment.
Cons
1) Corporate Addressable Market / TAM - Much more limited 'addressable market' on physical security offering and new cyber security in current state than meets the eye. Offering on both sides of the business resonates only with largest logos if they have a need and not every rep has large enough logos that actually see value in offering, so AEs success can hinge on territory and which are not even close to consistent across sellers. 2) Cyber offering very limited niche and typically a "nice to have", not a need to have. Bringing in a lot of cyber personas, but not many Enterprise and smaller companies really want the Dataminr cyber offering as they can't action it and it just creates a lot of noise. Largest accounts only want cyber in very pointed use cases. 3) Physical Security has headwinds as so many smaller competitors. The addressable market is now much slimmer in physical security as most have already bought the offering that needed us and those that have not, don't want us for very particular reasons or did not like us the 1st time. 2-way comms, incident management not mature enough to displace competitors 4) Cyber has an even more limited TAM - The distinction between "cyber risk" and "cyber intelligence" is pretty wide. Many accounts do not want a "cyber newspaper"...too noisy and limited usage. 5) GTM Strategic Mis-alignment - Territory, mis-aligned regional focus. The business is regionalizing account sets, which means the majority of sellers get very small organizations, not largest, so a large disconnect when offering only resonates with larger security teams. Small companies don't want Dataminr as they can't action it--it was the reason the entire commercial seller team were all let go last year. There is a very large strategic mis-alignment as leaders are saying we are only going after the largest logos, but as above majority of team just got much smaller accounts--extremely low propensity to buy. 6) Referral Inequity - The top 3-5 reps get referrals, remaining reps have not seen any in years, yes years. High inequity in how leads are distributed. There were supposedly 1600 leads coming out of a trade show, we have not seen any distributed in over 6 months--seems a large miss 7) Staff churn - A lot of leaders and top performers leaving. Sellers with physical security background are feeling very underappreciated given the spotlight on unproven cyber sellers and wondering where they fit. Cyber background sellers noting the limited market for cyber offering. 8) Ruthless firings with no severance - Brand Team that was brought in and cut enmasse 6 months later with no notice; the channel team of 20+ which was dismissed enmasse too with no notice and no severance. A lot of wrecked careers in the wake of Dataminr and most are very heavy hitters. In most cases, it is not a seller problem, it's a product, TAM and Territory Problem that the company doesn't address. Accountability is great, but leadership also needs to be accountable for the inequity across territories and accounts that have a direct effect on seller success. Additionally have an understanding that the offering has a lot of product gaps that competition is taking advantage of. Better focus on setting sellers up for success. Great sales environment for a few, not for most outside largest Metros.
