OEM got hit today
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@qa Thank you. means a lot. we're treated like bottom feeders
I agree with most of this.
I’m not an ISR anymore, but I was one fairly recently. AEs are very good at selling the value of their role upward, especially to their managers, and there are definitely visible parts of the job—QBRs, customer meetings, presentations, etc.—that can make the role look highly impactful. But those moments don’t represent the entire workweek. There are five days in a workweek, and the day-to-day reality is very different from the occasional high-visibility moments with customers or leadership.
ISRs, on the other hand, are working the entire time. The role is massively undervalued, but it’s also treated as a commodity position. I think that’s why people who have never actually done the job often have no idea how much continuous work happens behind the scenes or how relentless the pace can be.
So yes, I’d argue AEs are generally overpaid for the amount of consistent day-to-day work involved.
SCs can absolutely add value, but I’d still say they’re overpaid. TSRs are probably the most valuable of the three. They often have the least control over where their quota is going to come from, and in many cases have limited visibility into what will actually land. For them, each quarter can be more of a roll of the dice than a straightforward execution against a predictable pipeline.
And if you’re an AE reading this and getting offended, maybe ask yourself whether it’s because it’s inaccurate—or because it hits a little too close to home. If you want one piece of advice, make sure your ISR knows you value them, and make sure other people know it too. Give them credit, recognize the work they’re doing, and you’ll have someone who has your back when you need it.
Ignore them, take the work for granted, and eventually you may find out just how important that person actually was.
@ed AE's have been taking credit of revenue generated from ISR's/TSR's for decades same with SC's who are probably more overpaid than AE's as many bring zero to the table. The ISR's often have more business acumen and are more valuable to the organization than the AE who are overpaid for their dinner host potential.
Apparently, the people being targeted are the AEs who make a single customer visit per half, manipulate their Sales Activity figures, and then take credit for ISR-generated revenue in quarterly updates to leadership all while earning two or three times what the ISR does.
Somehow, that’s the group that has been identified for cuts. The decision-making here is difficult to comprehend.
Next in line will presumably be the ISRs, once ODW is sufficiently functional to provide the data needed to identify who can be eliminated.
Progress, apparently. Hurray for AI.
@OP long overdue
I’m part of the OEM team covering the Northern region and I’m based in Romania. The rest of my colleagues are located across the UK/Ireland and the Nordics. At the moment, I haven’t seen or heard any internal discussion around WFR affecting OEM.
No they didn't.
I didn’t think there was much OEM org left to hit? Who got hit?
Sorry to hear that. What region(s)?