Pros
Eric is great - a great leader, great engineer, and great human.
Cons
-Sales policies regarding downsells, debooks, and commission payments feel unethical/immoral. Zoom is making AE’s take debook and commission hits for deals the AE was never a part of initially, and was never paid on initially. How can Zoom take commissions away when never paid to begin with? -Sales ops: Most AE’s spend a large part of their day managing broken accounts, and doing so with non-existent tools and processes. This is the place to be if you want to become an expert in invoices, billing, statements, collections, and fixing licensing provisioning and other problems, rather than selling. We cannot manage large, complex accounts via chat, opening tickets and tracking them, stalling our clients while we mess around with it internally, etc.) -Quotas: It is shocking how few reps (enterprise and majors) made the number. The quotas are unrealistic and difficult to hit, especially when sales policies in place constantly work against the rep (see item 1). -Leadership: CRO is nice guy, but no smarter than average bear. Exec under him is a highly paid cheerleader and little more. The bright / good execs are leaving or have retired -Strategy: Our primary competitor did an excellent job putting a pricing and go-to-market strategy together against Zoom. Zoom does not have a cohesive sales strategy at the moment (we are selling a platform talking about features/functions, we have no great answer to the competition we are currently facing, our sales motions are inviting prospects to a never ending series of webinars and cold calling, etc.). It feels archaic and frantic/desperate. -Support: Support org and success org are backed up causing reps, SC/SE’s, and others in the field to try to support clients. Again with nonexistent tools and processes. -Morale: Feels pretty low at the moment across the board.
