Right people in the right roles.

How to navigate the enterprise deal.

• the data guy who can’t sell.

  • Explaining the promising, but limited results requires understanding the math and science but also telling the story.

• the sales guy who is out of his technical depth.

  • How quickly does your sales guy lose the story once technical integrations and deep, industry specific solutions consulting comes up. Did you skimp on a solutions architect?

• the machine learning girl who speaks too much truth.

  • If you must read your notes, verbatim, to the client, please skip, the “they are dumb because X” part.

• the sales exec vs engineer exec on delivery timelines.

  • you are always selling the roadmap. The ability to deliver it is crucial. I have been in conversations where a founder promises an end to end experience in 3 months, but engineering + product can’t deliver in a year.

• the services vs saas contracts.

  • service contracts get logos, but saas contracts help you raise.

  • In a perfect world you are all SaaS, but its harder in deep tech.