Ex-Verkada Sales Execs Join Spot AI
Like its neighbor Verkada, Spot AI aims to be a Silicon Valley physical security rocketship, raising $40 million last year.
However, Spot's sales organization had turbulence and has now brought in 5 former Verkada sales executives, including its new sales VP.
In this note, we examine who is out and in at Spot AI, what the ex-Verkada sales leaders are already doing, what opportunities they have, and the challenges they face.
This is the companion report to Spot AI On Growth And 2024 Plans.
Executive *******
**** ** *** ********* ** **** its ********* ****** ******* **** ***** leaders** ** ********* ****** ******* ** ***** *************** ****** *** **** **** *** numerous *********** **********.
****** ******* ***** **** ******* ***** sense, ***** *** ************ ********* ** the *********, ******* ****** *******, *** subscription ***** *****.
**** ** ** ******* ************ *******-***** giveaways, **** ***** ****** ******* ** how ******** ***** ***** ***, *********~$*** *** * ***** *********$*** ****** **** ******** ********* *****.
*** **** *** **-******* *********** ** at **** ** **** ** *********** to ***, ********** ***** ******* *** likely ****** ***** **** ********* **** and **** ****** ** ***** *******.
Spot's ** ** ***** *** **** ** ***** *********** ***, *** ***** *********
**** ******, **** **'*** ** *********** **** ** ***** *************** **** ***** ~* **** ** the *******:
**** ** ******** ** ******* ** the **-***** *******' ********** **** *** company.
*** ***** *******, ******** ***** **** reviews, *** ***************** ***** ** *** **** (***** below) **** *** **** ***** *** the *******.
**** **'* **-*******, *****, ********* ** the *** *****, ****** **** *** constantly ********** ****'* ********* *********** *** let *** ***** **** **** **** Spot ***** *** ** ******* ** the **** *** **** ** ** was ** ****** * ***** ***** for *** *******:
** *** ********** ********** *** ********* investments ** ***** ** ******* **** customers *** ******* ********. ** ***** to ****** **** ** *** ********* resources ** *** ****** **** ** 2023 ******* ****** ***, ******* *** weekly ******* *******, ****** ***, *** and ********* ********* **** *** ** guide ** **** *********. ** **** of **** ********, ** *** ********* that *** ***** *** ** * focus ***** *** ****.We **** ***** ***** **** ****** *** ********** ***** ** ******* ******* **** **** **** ** ******’* ** *******. *** ***** **** ********** **** * *** ***** ** *** ** **** **** ******* ******* *** ****** - *** **** ***** ** ****** ** ***** ***** ******** *** **. Looking into next year, we will invest more in trade shows and are looking forward to meeting channel partners and customers at ISC West. [Emphasis added]
Ex-Verkada ***** ******* **
***** ****, **** ** *** ******* in ******* **-******* ***** ******* (***** and **** ******** *****), ***** ***** sense ***** *** ******* ****** *******, sales *****, *** ******** ********* ** their ********** ************, ***** ** ****** later ** *** ****.
***** ** * ***** ******** ** the **-******* ***** ***** ** *** last ****:
- **** **'* ** ** *****,**** ******, *** ***** ** **** ** November ****. ****** *** ********** ** Verkada *** ****** ***** ***** ** several ***** ********** ***** *** ***** his **** ***** ** * ******* Regional ***** ********, ********* ** ******** data.
- ******** ** ************ ********, *** ***** ** **** ** November ****. ******** *** ** ******* for **** **** ***** *** **** several ***** ********** *****, ****** *** time ***** ** ** **** ***** Director, ********* ** ******** ****.
- ****** ***** *************** ********* ***** ** **** ** ******** 2023. ****** *** ** ******* *** four *****, ***** *** *** ** several ***** / ***** ********** *****. Toelle **** *******'* *******'* **** *****, ending *** **** ** ******* ** an **** ***** ********, ********* ** LinkedIn ****.
- ******* ************* ********* ***** ** **** ** *** 2023. ****** *** ** ******* *** over * **** *** ***** *** time ***** ** ** ******* *********.
- ********* ************ ************ ************ ***** ** **** ** ***** 2023. ********* *** ** ******* *** more **** * **** ** * Senior ******* ***** *******, ********* ** LinkedIn ****.
- ******* ************ ******, *** ****** **** ** **** year, ********** ****** ** *******, ******, and *********.
Gupta ********* ******** ********* *******
******* **** ****,**** ******** ***** ******** ********* *********** ****** ******* ********** ** ******* in *****. ***** ********* *** ******* they **** **** ***** ****, ****** they ********* **** ** *** ******** and **** ******** *******, ***** ******** changes ** *** **** *********** ********** structure, ** ** *******:
******** * ******* ** **** **** and ** ** ****** *** *** best. ** *** **** **** ***** floor ******* (**** ***********, ********** **********) which ** ********** ****** **** **** different. ** ***** ** *** ****, addressed **** ** *** ******** *** made *** ******** *******. *** ***** team *** **** ********** ****** **** quarter ***** *** ** **** ***** about *** **** ** **** ** place *** *** ******* ******* *** team.
***** ** *** ******* ** * review **** ********** ***** ****'* ***** culture:
*** *** **** ** ***** *** hired ** *** ****** ** **** and *** ******* *** **** ******** since. ***** **** *** ** **** good **** ******* ******, ** **** over ***** ** ***** (**** *** there *** **** ********). ****** **** admitting **** **** * ******* **** over ******, **** *** *** *** hires ** ********** *********** ***** ** force **** ***....
Co-founder ***** ******* ** *** ***** *** **-******* ******* ********
***** ******* ** ***** *** ******* is ********* *** ****** **** *** hires **** **** **** ** *** last ****:
**** ** ********* ********* ************ ****** our ********** ***** *** ******** ******. In *** **** * ****, ** have ***** **** ********* ****** **** the *******. **** ** *** ***** several ********** ***** ****** ***** ** 2023 *** ** ****’* ******* ****. Key ***** **** -**** **- ***** ********* [******* ** ******** 9],****** ******- ** ** ***********,****** *******- ******** ** ********** *****,****** ******- ******** ** ** *****,****** ******- **** ** ******* *********. *** are ******* ***** ****** ************* ** **** ******* *** ** have *** * *** ***** **** us **** ******* (*********) ***.
********** *** ******** ****** ******** ** several **-******* ***********, *** **-******* ********* potential ***** ******* ******** *** ******* on **** **'* ******* *** *** the *** ***** ****** **** *******:
**** *** *** *** ******* *** our ******* ** ***** ****** ****** customers *** ******** **********. **** ** hire ******, ** *** ******* *** people *** ****** **** *** **** to ***** *** **** ********* **** adds ***** ** *** ********. ********, we **** ** **** ****** *** are **** ** ***** * ******* work *********** ***** ***** ***** *** talented ****** ***** **** ** ****.
** **** ****** ******* *** *** above ****** *** * ******* *** recent ****** ** ***** **** * few ********* ********* *** ****** ****. We **** **** ** ** * place ***** *** **** ******* *** win *** ******* ***** ******** *** themselves *** ***** ******** - **** financially *** **** **** ******* ************ development.
Verkada-Style *********
***** ***** *****, **** *** **** offering **** **** ********* ********* **** Verkada, *********~$*** *** * ***** ********** ********** ** * ******* *****:
** *$*** ****** **** ********* ********* * ******* ****:
*** ***** *********, **** ** ******** *** ************** *****, ** ***** *****, **** some ****** ********* ** ******* ********* or ********, ******** ***** ********, ** government ********* ** ****** *********, *** more:
**** **** ******** ** ******* / track *** *** ** **** **** out, ** ** ****** **** ** continue *********, ***** *** ********* ***** confirms **** **** "****** ****" ** marketing ******** **** *** *******, *** did *** **** ** ******* **** includes *** "*******-*****" *********.
Similar ******* ** *******, *** ********* ***********
***** **** *** ***** **-******* ***** leaders *** ******* ******* ******* ********* / *********, *** *** ********* **** some ********* ***********. *** *******, ******* sells ******* *** ***** ******** ******** offerings (****** *******, *********, ***.), ***** Spot **** ***** ***** *** ***** cameras (** ****** ******) ******* ****(*** ******)** ***** ** ***** ********** ****** ***** ** ***** ******** cameras **:
** ********* **, **** ********** **** ** ****** their ******* *** **** *** "****** will **":
***** **** ** * ************** ******* the ***, ******* ** ****, **** generates *** ***** ******* *** ******** but ***** ** ************* **** ********* who **** ** **** ******** *******, which ******* ***** ******* ** *******, as ** ***-**-*** **** ********. ******, Verkada's ******** *******:
"*** ***** **** ****** * ***-**** license, *** *** **** ********* ****** the ******** ** **** *******, ** like ***'** *** ****** ** ****,"
*** ****, ************ ******** **** ************* *** ******** ******** ********* ** * *******:
Spot *** ****
**** **'* **-******* ******** ** **** how *** ********* **** *** *** Spot's ********:
*** ********* **** ** *** *** open ******** (*******, ****, ********, ************), AI ******* ********* (** ** ******* 3 ************ ********** ******* *** ******** - ***** ********** *** ******* ******** daily ** ********** ******** **********), ***** of ********** ********** (** ****** * new ******* ***** * ***** ** so), **** ** *** *** ***** (our ******* **** **** ** ** times * *****, **’** *** ***+ location ********* ******** **** ******** ** under * ******), *** ** *** best *** ******* ******** ******** *** success ****
Spot.ai *** ******* **, ***** *********
** ******** ** ******* ****** *******, subscription *****, *** ********* *******, *** competitors' ************ *** **** **** ***** miles *****:
Sales **** **********
*** ******* ** *** ***** ********** team ******* ** ** **** ** compared ** ***** **** ** *******. They *** *** ******* * ******** product *********, **** **** ***** ********, less ** ***** ** ***** *** marketing, *** **** *** ***** *********** to *****. ** ********, **** *** now ****** *** ******** ********* *** prospects **** ***** ****** (*** **** established) ******** / ********** *** **** likely **** ******* *** **** ********* for *****.
** **** ****** *** *** ***** team, ** **** **** ** ************* from *********, ******* **** *** ***-**** model *** **** ******* ** ****** its ******** ****. ***** **** **** not **** *** ***** *** *** intensity ** *******'* ***** ********, ** remains ** ** **** *** **** of *** *******-************** ***** ********** / ************* *** ********** **** ***** / employ ** ****, *.*. (******** * cold-calling *******, ********* *********** ****** **** ******** **** *******,*********** ******, ***.) ** **** **** ******* begun ***** ******* *********, ***** ******* has **** ***** *** *****.
**** *** ****** ******* ***** ***** noted ******** *** ******* **** **** bring ** ***** ******* **** - messaging *** ******* ***'* **** ** correlate *****.
**** ** * ***** ***********. ** fairness ** *** ******* **** **** went ** ****, ** *******, **** were ***** ** *******'* *****. ** the ***** ****, ** **** *****, I ** ********** ** *** **** adapt ** ****. * ** ***** Spot, ***** ** **** ********, **** structurally ********* **** ** ** **** supportive ** *** *******.
******* ******* *** **** * *** tell *** **** **** ** ** going ** ***** *** ******* *** right ***.
******** *** ********** *******’* ***** *** burn *** * *****. ** ******* (with **** *****) **** **** **** people *** ******* *****, **** * ruthless ***** *******, ***.
*** **** ****** ***** ******* *****’* a ****** *** ** ** ******. Some ****** ***** ******* **** **** to *****, *** **** ****.
** ******* (**** **** *****) **** they **** ****** *** ******* *****
*'** ***** ******* ****, **** ******* firing ****** *** ******* ***** ** a ****** ********. *** ***** *** meant **** ******* ** ****** ********** in ****** ****, ***.
*** **** ****** ***** ******* *****’* a ****** *** ** ** ******.
** ***** ******* ***** *** ********* but **** *** ********* ******** ** burning **** **** *** *** ***** team?
**** ** ** *********** ***********, ****.
* *** *** **** ********** ** want ** ** ****** *** ***** way ** ****. ** **** ******* to *** *********** ** ******* ***** channel ******** ********, ******** *******, *****, and ******* ********* ****.
**** ** *********** ** ** ** how ** ********* ******* ******** * longer-term ******** **** ** ********* ******* rocketship ** **** *********. **** ********* and ********** ******** *** *****-**** ******, it ******* ******** **** ******** ****-**** channel ************. *** ***** **'* *********** right *** ******* *** ******.
** *** ***** ** ****** ****** for ******* *****, **** **** *********** *** ********* ****** ** that *****:
***** ****** ****** *** *** ********** without ***** ****** ** * ***** territory *** ****** ******** **** **** deal ***. ** *** ********* ****, the ******* **** **** ** ************* smaller *** ******** **** * **** transactional **** **** (******* * ***** partner) ** ********* ********* ** ******. Sales ********** **** **** ********* **** underperformance ** * **** ** ******** and ***** ** ***********. ** *** miss *****, ** ** **** ***** that *** ****** *** ** **** be ********** ** *** *** ********** activity. ** *** *** ** **** PTO, **** ******** **** ** “****, do *** **** * **** ** quota?” ******** **** **** **** ** the ******* *** ****** ** ********* they **** ***** **** ******. ******** EOQ ** ********* ** ***** ******** you ***, ***** “**** ** *****” deals *** *** **** ********* ******* of ****** *** ****** **** ** keep **** ***. **** ****** ***** reps ** **** ***** **** ****** that *** ** ** ******** ** sign *** *** ** **** **** of ****** ***** ***. *** ********* can ***** ***** ****** *** *** turned ***. **, **** ****** ********* and **** ***** ******* ***** *****. Partners ***’* **** **** ** **** because **** **** ********** ****** **** to *** * ********.
******* ***** ***** ******* ***** ** most ************* (*** **** - ******* but *** ******). *** ** **** Glassdoor ****** ** ******** *****, *** Verkada ******* ***** ** *** *******.
***** ********** ******** *** ******* ** judge - ** ***** ** *** individual ***** ****** *** ** ***** be ***** **********, ******* ******, ** plain *********** ***** ******* ** *** company. **** *******'* ********** ***** ******, I ***** **** **'* **** ******** result ** *********** ********** *******.
* **** ** ***** ******** ********* and **** *** *******'* ********** *** I **** *** **** ****** ************ with *** ** *******, ********* ** Dahua ********. * ******* ******** *** I *** ******* ************, ** **** pushed *** ***** ******** *********. *****, he **** ****** ** ***** *** for ** ***. ** ****'* ******, pushed *** ** ****** **** ******* that * ****'* **** *** ******'* stop. *'** *** **** ******* ********* call ** ***** **** ****** ** other *************. **** **** **** *******. they ***'* *** *********. **** ***'* even **** ** * ** * fit *** *** ******* ****** **** start *******.
**** * **** ** ** ***** employees ** **** *********** **** **** big *******, *** **** ** ** interrupt ** ** *** *******. **** have ** **** ** *** ********* or ***** *****. *** **** ** is **** ** *****.
*** ********, ******** *** **********, *** gone ** ***** ** **** ******* the **** *** *** **** ******. Sales ** *** ***** ***** *** webinars. ************ ***** **** ** ** forgotten.
* **** * ******* *** ****-**** and ** *** *** **** **** I **** ****. ** ***** ***** 3 **** * ****, ********* **** his ******** *** ** ** ******* it.
******* **-******* *********** ******:
**********: * **** *** * **********.
* **** *** ** *** ***** to **** *** ****** ******* ***** which ***** ******** *** ******* **** they ***** ** ***** ******* **** - ********* *** ******* ***'* **** to ********* *****.
*******, *******, ******** * **** **** since ** ***** **** **** **** several ***** ***** ***** **** ** Verkada *** **** ******* **** **** and *****'* ****.
****** ** **** ** *** ****** as ** ***** *** **** **-**** players **** * ****** ***** ** the ***. ******* ******* ** *****'* continued ******.