Good People, No Foundation — Process and Politics Undermine Everything
Pros
The individual contributors doing the actual work are talented and genuinely committed to their customers. If you're in a ground-level role, you'll find good people around you. I was able to build strong, meaningful customer relationships and take pride in the work I did for them.
Cons
Go-to-market strategy changes constantly — just when a process starts to take shape, it's scrapped and rebuilt from scratch, making it nearly impossible to build anything repeatable or measure success over time. Customers are frequently handed off to new internal owners, which destroys the trust and continuity that took time to build. It's a recurring frustration for clients and employees alike. Advancement has little to do with performance or results. Who you know — and how closely you're connected to certain people in leadership — determines your trajectory far more than the quality of your work. The sales hiring model is a recurring red flag. Rather than developing talent from within, they hire experienced reps from the industry and rely on those individuals' existing contacts to generate new business. Once that personal network is tapped out, the results dry up — and the cycle repeats with the next outside hire. There is no investment in building a sustainable, process-driven sales engine.