Going thro...

Question

Going through the interview process now for an Enterprise AE position.  My main concern is the product already being sold to it's maximum extent accounts I'd inherit which is why the prior AE may have left.  Are most of the account "maxed out" and is the company still routinely landing new logos?

Current Employee · Accepted Answer

Things were tough for me exactly because of your concern. Many accounts were oversold previously and accounts are all looking to reduce their consumption. The main selling opportunity is getting them to migrate to cloud or getting them to include their observably needs into the contract. its Hard.

Current Employee · Answer

Splunk has diversified its portfolio significantly in recent years which has created much more “room” in accounts to sell into as a result. Even in the core product area, there is still significant room to grow and as another enterprise seller, I feel like there is plenty of room to further sell

Former Employee · Answer

I would find out if your patch would be all greeenfiled, all install base, or a combination.  There is growth potential if selling to existing accounts because some of the solutions are consumption based.  
New logos can be tricky because the market is saturated w/ competitors and everyone already knows "Splunk."

Current Employee · Answer

Depends if your patch is growth vs. install. Our model is such a way that you can always increase consumption via adoption - if the customer is happy, they will try new use cases, which grows consumption. Also, theres a variety of products to sell to different folks imo.

Current Employee · Answer

If it's current customers, there's always room to grow. That's the beauty of the consumption and use case based license model. Unless it's a small account. If we are talking Fortune 1000 - you can sell to them for years. If it's midmarket, they can max out pretty quick.

Former Employee · Answer

I would not say they routinely landed new logos when I left (1.5 years ago).  Your account being "maxed out" depends on what they currently have. Are they currently using SaaS?? If you have a large Cloud ES (Enterprise Security) customer, then I'd say you're ceiling is dramatically lower than customers who don't use cloud/InfoSec. Other products/areas (ITSI/Splunk Observability) aren't as strong in terms of PMF and in some cases (Splunk O11y) cannibalize the core offering.

Also, where are they on their current contract? Consuming the majority of it? Near a renewal?

All depends on the account!

Current Employee · Answer

Splunk nowadays has more than just the "known splunk enterprise" Software.. there are new products and services that enhance the use case areas (security and observability). And it's always the question: does the account utilize both use cases in all areas? Probably not.

Current Employee · Answer

Company is not landing new logos and is in  churn mode on existing accounts.  If you have a "growth" territory - beware.  Those territories are dumping grounds for accounts that do not like Splunk or have churned.  Its a road to no where.

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Anonymous Q&A

Going through the interview process now for an Enterprise AE position. My main concern is the product already being sold to it's maximum extent accounts I'd inherit which is why the prior AE may have left. Are most of the account "maxed out" and is the company still routinely landing new logos?