This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Today he shares his professional growth, from working in sales straight out of college to ultimately joining Hammerspace. He gives an overview of what it means to build a startup sales organization from the ground up, solve the most pressing issues of storage and product-market fit, and focus sales on the media, entertainment, and gaming verticals.

HIGHLIGHTS

• Building a startup sales org: ICP, culture, and solving product-market fit
• A go-to-market plan that focuses on media entertainment and gaming
• Hiring sellers with strong networks in media and entertainment 

QUOTES

Solving the storage issue so sellers can focus on selling - Chris: "I would say to a recruit is one, we solved the holy grail of storage. How many times have you gone into a customer and they said, “Yeah, what if, it'd be great if you could do this?’ So we've been hiring folks that have been selling to customers and listening to customers ask this question, this global file system that connects data around the world."

Hammerspace focused on hiring sellers with established networks - Chris: "We went and hired folks that had experience and a very strong network in media and entertainment so they can go to their customer base. We had to build content. We had customers that were willing to talk about us publicly. So that's been very successful."

Find out more about Chris in the links below:

• LinkedIn: https://www.linkedin.com/in/bowenca/
• Website: https://hammerspace.com/

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