An elongation in the sales cycle for a more complex but more valuable subscription is perfectly acceptable to me, and in fact preferable to a short low value sale.
A longer sales cycle might seem to be negative, but that is wholly dependent on how much the individual rep has to put into the sale itself.
If they can call on (for example) five customers a week and sell something of value X that closes in a week then that’s fine.
If they can call on five customers per week and sell something of greater value than X (that percentage is unknown at the moment but is probably more than 10%) that closes in a month then there will be a temporary blip which is what we are seeing, but the cadence of sales will be unaffected after that blip because the issue is with the customers’ internal signoff loop being more complex.
The first think that I do in cases like where I hear about sales issues is go to read the employee reviews at Glassdoor.com. In Docusign’s case then the MDRs and reps are excited by the opportunities rather than overwhelmed or despondent:
Compare and contrast that by reading the reviews at Glassdoor for Nutanix, where sales issues were flagged up at least 8 months ago and continue to this day:
So please don’t conflate the prospects of the two companies (I know that a number of people were badly burned by NTNX) because they have completely different sales issues.