How challe...

Question

How challenging is it to outsell competitors in the sales industry at FullStory?

Former Employee · Accepted Answer

Very.

The product is expensive by design, and the barrier to entry is much higher than competitive technologies.

You'll be preached at about value selling, and how competitors don't provide the same value - but, you're selling to DevOps and Product teams that are cash-strapped and reactive - not PROactive (which is part of FullStory's value prop and messaging)

The technology demos well, and is feature rich, so it isn't like competitors are blowing them away from a development perspective.

It really comes down to the fact the market isn't a large one, and there isn't a huge appetite for Session Replay and/or Product Analytics technology. It's viewed as a "nice to have" , not a "must have". FullStory tries to solve this problem, by defining itself as "Digital Experience Intelligence" technology - it isn't application monitoring (DataDog), and it isn't just Product Analytics. Its something else entirely, off in its own corner begging for attention.

What this leads to is a lot of confused prospects ("What does FullStory do exactly?") and "Competitors" beating you because they're simply better suited for established business cases.

The technology is, oftentimes, viewed as a solution looking for a problem.

Ask any rep there, "What does FullStory do, exactly?" - even the most seasoned rep will joke that its hard to explain "...because it does so much!"

It does a lot - but, does it do anything of consequence?

Former Employee · Answer

In addition to the previous answer, the product analytics market is starting to add session replay and journey mapping to their platforms. I can't speak to the quality of these offerings, but what's already seen as a nice to have is something that can now be added on to higher priority purchases.

Former Employee · Answer

It used to be easy. The product is good. The problem is that the company continued to raise prices time and time again when the market started to get momentum. Now they have a very commoditized and overpriced offering and have not innovated much in the past couple years

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Anonymous Q&A

How challenging is it to outsell competitors in the sales industry at FullStory?