Pros
Good product. Engineering is talented. HQ in Reston is nice. Appian World conference has stepped up its game over the years.
Cons
Overwhelming majority of sales reps fail miserably. Zero sales for the year is very common. Only a few of the 100+ reps hit quota or even come close. Most of these have a territory of install accounts, which is the only path to real revenue. Appian Sales management has zero strategy for breaking into new logos. Sales Engineering has no appetite or capacity to appropriately resource the “land” deals that will ultimately “expand”. Believe the reviews re Nepotism and Loyalty - the SVP only surrounds himself with those who will kiss the ring and the sales management org is full of family friends. Everyone else will be verbally abused in front of their peers during QBRs. Between QBRs, an extraordinary amount of effort takes place to avoid SVP tantrums and knee jerk reactions that destroy deals and morale. Appian co-founders don’t understand sales, and even struggle with normal human interaction. Some are better / worse than others, but none know or appreciate real sales talent.