BitcoinAddict

Supply Chain/Logistics vs Cybersecurity, better SaaS space?

So after a long and grueling job hunt, I am approaching a final round with two publicly traded companies but both have told me the final rounds are formalities FWIW. The cybersecurity one even said that unless I am an idiot, I should get the offer.

One company does supply chain/logistics/freight forwarding software and is a public company in that regard that has been around for decades. Another is a Cybersecurity company. Both G2 and Gartner leaders in their space.

What is a better SaaS space to sell into for the next few years?

☁️ Software Tech

👥 Hiring

40 comments

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oldcloser

Arsonist

💀

Homie, I wish I could add value. Others will have a better, more informed perspective. I just want to congratulate you on getting to where you are. Solid fight ✊✊✊

BitcoinAddict

Opinionated

Thank you man, it has been a massive grind

RandyLahey

Politicker

Account Executive

PBC is right to point out Cyber security is just always going to have a baseline of sales, always a need.

Frankly, I have sold into the 3PL space before and it is fucking tedious. Margins are tight, and competitors have carved out extremely precise niches.

If you have a juicy book and are more of a farming/AM type role, it can be fantastic.

BitcoinAddict

Opinionated

What if 3PL company is a leader that's been around for a while?

braintank

Politicker

Enterprise Account Executive

My understanding is 3PL is always a race to the bottom: who can do it cheaper

RandyLahey

Politicker

Account Executive

This right here. A margins-obsessed race to the bottom. But if you are in the right org with the right niche moat, you can make great money.

BitcoinAddict

Opinionated

Got you

BitcoinAddict

Opinionated

I see so selling to finance in a way

0PercentCloseRate

Politicker

Oh boy

I am in the supply chain/procurement vertical right now. It's going through a lot of changes and getting a lot of new attention and funding.

Supply chain is infinitely more practical and tangible than cybersecurity, but you're going to deal with absolute asshat prospects. Supply chain is generally a cost-savings center, so the idea of spending money on something often goes counter to how they are used to thinking about their jobs.

However, I've quite enjoyed getting closer to the manufacturing world. If you go for the supply chain role you will learn a lot of engineering and manufacturing concepts just by being in that world, which will tee you up for future opportunities in those areas.
I'm pretty sure I'm one of the few supply chain reps on this board, so I'm happy to answer any Q's you might have. I've been in the space for just under five years.

BitcoinAddict

Opinionated

Thank you, I am going to DM you with some questions. The company does supply chain, logistics, and also freight forwarding.

0PercentCloseRate

Politicker

Oh boy

Happy to answer questions. Just FYI, I do not have the app so I don't have access to DMs (android user here). Is there a better way to communicate with you? Can either do in this thread or offline in a different manner

BitcoinAddict

Opinionated

How can we best do this offline? That is what is tricky haha

BitcoinAddict

Opinionated

Screw it I will ask it this way.

For 3PL, Freight Forwarding, and Logistics. What companies are the ones you should be working for?

0PercentCloseRate

Politicker

Oh boy

So I'm on the procurement side of things and know little about specifically freight forwarding, but some who are 'big' right now in the logistics space that I hear a lot about are:

FourKites

BlueYonder

Samsara

o9

Just make sure you avoid companies that were recently acquired or being acquired by any larger 'beasts' like coupa, oracle, or SAP. There is a lot of investment happening so there is naturally going to be a lot of movement and consolidation.

Are you interviewing with a 3PL provider? Or is this a software than manages multiple different providers of warehousing, 3PL, last-mile providers?

BitcoinAddict

Opinionated

How about companies in the space that have been around for decades, like since the 80s.

0PercentCloseRate

Politicker

Oh boy

You could check out Kinaxis. They have a good reputation and I've met a few of those guys. They seems like a good-natured bunch

BitcoinAddict

Opinionated

Are they hiring by any chance?

0PercentCloseRate

Politicker

Oh boy

There's always a job or two posted. Happy hunting

Justatitle

Big Shot

Account Executive

1.) congrats on getting to the offer stage2.) Both industries aren't going anywhere for the foreseeable future. Go to whichever one you get a better gut feeling from. (Better manager, pay, glassdoor insight.)

BitcoinAddict

Opinionated

That is what I am likely going to do.

poweredbycaffeine

WR Lieutenant

☕️

One word: Crowdstrike

As long as total fuck ups happen, cyber is always going to be needed.

BitcoinAddict

Opinionated

Even if Crowdstrike is involved in said screw-ups lol

poweredbycaffeine

WR Lieutenant

☕️

Fixing the strike with the same tool that caused it is like welding over a broken weld. It’ll be fine. M

TennisandSales

Politicker

Head Of Sales

so i dont have experience in ether industry. I think Cyber is the safe bet.
But i always think about the buyer.
Which buyer is easier to sell to?
Which buyer is less jaded?
Also look at the companies:
Which company has a better long term vision? Which company has better leadership? Which company has a leader you are more excited to work with.
The big one in my mind is always: Which company can you learn more from that will help advance your career.

When i worked in martech Saas i found it so annoying how jaded everyone was and it was SO much harder to breakthrough the noise.

When i switched to life sciences i found the buyer to be much more open. not as much competition and they wanted me to help (of course its no cake walk but compared to martech it felt much different)

from my view, supply chain / logistics could be a bit less crowded than Cyber. (although maybe not by much)

lowhangersalesbanger

Executive

Account Executive

Cyber is probably the safer option but these are both industries that aren't likely to go anywhere

BitcoinAddict

Opinionated

Looks like I got a tough decision to make

JustGonnaSendIt

Politicker

Burn Towns, Get Money

I have worked in both of these industries selling software.

Generally, Supply Chain will have a better 'operational value' - Meaning it's easier to get people's attention on and actually do value-based selling. Especially on anything in the 'Planning' domain.

Cyber, while a high-visibility thing, REALLY struggles against 'good enough'. And often it's difficult to get companies to spend on, as there's not really a cost savings you're returning to them. It's more like a reduction in the likelihood of something bad happening.

4/5 of the deals over $5M I've sold in my career have been in Supply Chain.

With either of these broad industry groups, it really depends on the specific area you're selling into, and the account base you're targeting. Mileage will vary greatly - Some Cyber Software companies will be way better than some Supply Chain ones, and vice-versa.

Gasty

Notable Contributor

War Room Community Manager

Congratulations!!!

Both are good options, you can see who pays more, which platform you like more, who has better facilities and maybe more about long term career - which vertical you’d like to get into.
Also, check for growth opportunities and employee feedback - realtime!! Talk to existing and ex employees.

braintank

Politicker

Enterprise Account Executive

Probably cyber. Unless it's a shit company.
Can you tell us more?

jefe

Arsonist

🍁

All else equal, I'd go cybersecurity, but both are really solid. Especially as they're leaders in their spaces.

I think cyber has better margins, is more interesting, and might have a better ICP.

BitcoinAddict

Opinionated

I see so it seems like even if Cyber is better, its not by much

jefe

Arsonist

🍁

I think so. Like I wouldn't avoid the logistics just to hold out hope for cyber, but if both are in front of you and roughly equal, I'd go with cyber.

BitcoinAddict

Opinionated

Got you man, thanks!

Phillip_J_Fry

Opinionated

Director of Revenue

Cyber all day. 3PL/Logistics feels saturated and ultra competitive with an industry that isn't changing much. Cyber has to keep up with new trends and new threats, which means new products/offerings. There were 300 million ransomware attacks in 2023, with a total payment value in the trillions. Plus, your market is literally every single company to exist, where 3pl is specific to well, logistical focused companies.

BitcoinAddict

Opinionated

Great point

Juancallclose

Catalyst

Director

Neither are easy. I prefer to work with manufacturing and logistics folks if that's worth anything. Cybersecurity just seems so saturated

Sunbunny31

Politicker

Sr Sales Executive 🐰

I'm very impressed, and what a nice problem to have. Congratulations.

BitcoinAddict