Ventajas
Great Product - A lot of ppl has mentioned that already, but this is true unless your prospect is willing to spend time to understand, on the other hand, as we are being pushed for Fast Landing Solution, we are trying to sell Splunk (Splunk Insight..who will really buy?) as packaged solution and this is not what Splunk support to be.
Desventajas
Deal Size and Linearity- Keep pushing for multi Million deal, without giving clear direction and keep changing the way Sale team can credit. Basically this is pushing the experienced splunker to leave, and for new join, won't survive for 6 months. Before you ramp up, you are fired as you cannot meet linearity. Useless Selling Process - Prospect need a solution but not a bunch of selling talk, BVC, DSA, IVA are all business talk while they are needed, you can't push the prospect to buy another 1TB just because of BVC, DSA result. Prospect won't enjoy these kind of conversation and pushing the sale team to do this is meaningless. Endless Learning - This can be good or bad, for instance, you need to learn security operation including firewall, WAF, sysmon, IDS/IPS, OS event log...only for you to sell SIEM and all a sudden you need to speak different language of LTM, JVM, transaction logging for IT/App Monitoring, if you are lucky enough then you also need to talk about IoT, BA, ML...and please you need to understand a bunch of SPL to show the real value of Splunk. Is that a bit too much for a single SE to handle to build 100GB deal and then management bark at you on why you spend time on such a small deal and where is the M deal? what can you say.. Toxic Management - Everyone is just playing political stuff and not care about how to really make "Customer Success", what a joke when we said "Customer Success" is our top initiative...end up is, no big deal no talk. Terrible CRO - All are numbers, where is CEO? seems just like few years ago in SKO, "We are all working for her"..lol