How challe...

Question

How challenging is it to sell against competitors in the sales role at Splunk?

Current Employee · Accepted Answer

Not hard when you go higher up and have a strategy/vision conversation across multiple facets as no other competitor is in the Observability & Security space let alone a leader in both. Head to Head feature function is where it gets complicated and then small nuances come up (Who is more expensive, who is easier, internal talent, need, etc)

Current Employee · Answer

I think it depends on the competitor and the customer(as always, cheesy answer). The nice thing about Splunk is in our core areas(security and ITOps) we're undisputed best-in-class and everyone knows it. The downside is we have a reputation for being too expensive(may not be as warranted these days IMO). So customers usually come to us, or accept a meeting with us, knowing they they see the value in a more-expensive tool that's better than the rest. Or, we lose on price to customers who are budget conscious.

On our other products, like our whole Observability suite, sucks and it's hard as hell to win a deal. That's why we had a year-long SPIFF for 2x every o11y dollar you sell.

Former Employee · Answer

Splunk has a reputation for being the best and the most expensive.  I personally think that the biggest problem is that a lot of prospects are not even considering or reaching out to Splunk because of its reputation of being too expensive. 
As others have said, in the area of security, Spounk is the best and once you get the pricing issue resolved, it's easier.  In the other and newer areas for Splunk, it can be more competitive and difficult.

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Anonymous Q&A

How challenging is it to sell against competitors in the sales role at Splunk?