The sales organization is failing, completely.
As mainly a Federal contractor (90% of their business is from the Federal Government), Appian seems to think that overlaying their federal solutions to state government and commercial verticals will provide the same outcome. It doesn’t. This has been a disaster as indicated by decreased pipeline by a sales organization that is largely ignored.
There is no sales organization. Appian is an organization created by consultants who have hired “industry experts” who claim to have sales experience. Sales process is largely defined by a poorly implemented Salesforce platform with multiple processes. The sales culture doesn’t exist from top to bottom. If you’re and “AE” or in a sales role, you’ll be lucky to hear from anyone regarding strategy, sales execution, partner alignment or marketing focus. And I’m not even being creative.