Pros
1. The product demos well and, on paper, includes many features enterprise brands are looking for across personalization, lifecycle marketing, and customer engagement.
2. There are hardworking people across sales, SDR, marketing, onboarding, and support who are trying to do good work and support customers despite a challenging environment.
Cons
1. Commission is not handled in a clear or reliable way. The commission plan is not clearly written and is not consistently followed. Salespeople who close business will spend significant time disputing compensation they earned.
2. There is a noticeable gap between what is positioned during the sales process and what product, onboarding, and support teams are able to consistently deliver. This creates tension internally and disappointment for customers after signature.
3. The US sales motion is difficult due to limited client references, product gaps, and pressure to over-position capabilities in order to win deals.
4. The culture normalizes burnout and employee frustration. One comment from the CRO and co-founder during an AMA stood out: “You should want to quit Insider at least once a quarter. Once you want to quit three times a quarter, we can look at the problem.”