Which divi...

Question

Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Current Employee · Accepted Answer

North American Strategics. Apptio's product (mostly), sales motion, marketing, go to market, customer success, implementation etc are all geared towards very large IT organizations - the bigger the better. The bigger, the more complex, the more the value the technology delivers is required - and the larger the sale. The Apptio sales organization is the land of "the haves, and the have nots".

Former Employee · Answer

having been an Enterprise net new logo rep the last 8+ months, I saw who was hitting quota (very small % of the sales org) and who wasn't - the NA Strategic Sales team did quite well (large existing customers, upselling, know the Apptio product, etc) as did the mid-market team (simply because they ALL had over 2k accounts up to $1B, quota between $500k-750k, etc).....the net new logo team(s) are the worst place to be at Apptio  - 1 out of 8 reps hit quota this past year (and that rep has been there 5+ years) and 6 of the other 7 weren't even halfway to quota - additionally, the Sales Mgmt at this company is maybe the worst I have ever worked for - the VP of Americas has been there 10+ years, never hits his number, leads with an iron fist, gets involved in deals yet can't close a door.....yet continues to keep his job?!

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Anonymous Q&A

Which divisions, regions, or business units may be more or most advantageous to sell for and why?