Databricks co-founder shares enterprise sales tactics for startups at TechCrunch Disrupt
Databricks co-founder and SVP of field engineering Arsalan Tavakoli-Shiraji shared advice at TechCrunch Disrupt on how startups can win large enterprise customers. He argues that people and processes matter more than technology, and that legal, contractual and security readiness is often what decides a deal. His tips are to sell under a larger vendor's umbrella (as Databricks did through its Microsoft Azure partnership), to address the "four Cs" of AI adoption (context, choice, cost, control), and to target expensive legacy systems such as IBM AS/400 and mainframes. This is industry and business news with no incident, vulnerability or threat activity described.
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Databricks co-founder shares enterprise sales tactics for startups at TechCrunch Disrupt
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Databricks co-founder and SVP of field engineering Arsalan Tavakoli-Shiraji shared advice at TechCrunch Disrupt on how startups can win large enterprise customers. He argues that people and processes matter more than technology, and that legal, contractual and security readiness is often what decides a deal. His tips are to sell under a larger vendor's umbrella (as Databricks did through its Microsoft Azure partnership), to address the "four Cs" of AI adoption (context, choice, cost, control), and to target expensive legacy systems such as IBM AS/400 and mainframes. This is industry and business news with no incident, vulnerability or threat activity described.