bendandsnack

Account Exec

Is it normal for delivery to suck?

Hello,

New-ish AE at a services company, coming up from being an SDR.

Our company has grown 3x in the past 2 years. While we're now selling Enterprise deals, it seems like our delivery team can't keep up.

Since we sell services, what we can "deliver" is a little fluid as most deals are very custom.

With that said, our delivery team seems to block every single deal by saying "no" after we've pitched something to a customer. They don't like working on small 3-4 week projects, however they consistently screw up large Enterprise projects. That can be lethal to our company as we're in a very niche industry and a lot rides on our reputation/word of mouth.

On top of that, my Sales Engineer keeps trying to push back on me about what we can deliver to a customer because he's more concerned about keeping in the good graces of delivery than the customer/industry we work in.

Is this normal?

I like everything else about my company, but this is making me consider leaving. I'm not comfortable selling something knowing that we're not guaranteed to deliver a good project. I'm also frustrated that they're saying "no" to everything after it's already been pitched to a customer(which is what the process is supposed to look like).

☁️ Software Tech

✌️ Growing Pains

8

8 comments

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antiASKHOLE

Tycoon

1

Bravado's Resident Asshole

That makes it tough. I know my old company had issues with delivery, but that was all because of supply chain shortages with it being hardware. It definitely seems like you have the short end of the stick.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Do you guys have a partner channel to leverage and help with this? It does a few things: the best partners not only bring you leads, they are instrumental in helping close them; they provide key delivery or implementations when you can't scale; they provide some healthy competition so your in-house services team gets better.

FinanceEngineer

Politicker

0

Sr Director, sales and partnerships

Yup, that happens until you are past a certain point. My delivery still sucks and we do government contracts

TennisandSales

Politicker

0

Head Of Sales

Yes this is very common.

It is very hard for companies to get the balance right with the number of ppl to have on the implementation / delivery team.

Especially when the company grows. Because the company normally needs a very specific profile that is hard to find.

But what is really annoying is when that team tries to turn down projects…..like hey it’s YOUR job to do this sooo please don’t fuck it up

TennisandSales

Politicker

0

Head Of Sales

Yeah sometimes it’s not even the size….it’s just that leadership thinks ANYONE can implement a company. Which isn’t true haha

CuriousFox

WR Officer

0

🦊

Oof my previous company was like that. I continously raised hell until they did what I needed them to do. Which was their job. Anywhoooo.....I ended up sending a small giftcard here and there for lunch on me. Decided I could catch more flies with honey, ya hear?

Boutdamtime

Politicker

0

Client Executive

Yes a lot of places have shitty day 2 implementation. It doesn’t make it any less terrible or acceptable imo. Partner channels can help but a lot of corporations just want $ and see partners as a blocker to $. Finding a good balance is hard but they’re out there.

JMSwiggidy

Politicker

0

Enterprise Account Executive

I get having issues with delivery due to growth or just entering the enterprise space. But that your SE is more worried about delivery’s opinion stands out as odd… are you selling services that are outside of what your company delivered on, or are they just denying small deals? Org doesn’t want small deals and just entered the ent space… how are you keeping the lights on? Small deals keep the bills paid until you flesh out the ENT process and can scale that process. Then you can start hedging more on ent… <br><br>I’d say for a high-growth company having issues with delivery, especially when entering ENT space, can be normal. Most of this stands out as bad practice to me though.

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