This episode of Tech Sales Insights features Chris Bowen, Senior Vice President for Sales at Hammerspace. Nailing down product-market fit is one of the biggest challenges for any startup and Chris shares how they figured out theirs. He also speaks on how they hired their sales team based on a builder mentality and their ability to sell a vision. He discusses their 4 pillars namely sales, partnering, technology, and marketing.

HIGHLIGHTS

• Product-market fit and hiring a sales team with a builder mentality
• Partners and alliances accelerate growth
• Focusing on big deals and customer acquisition compensation

QUOTES

Figure out product-market fit with these questions - Chris: "Do you have multiple sites? Are you where are you at in your journey to cloud? Do you have multiple types of storage or tiers of storage? Do you have a workflow that you're trying to share across multiple sites? If they answered 2 of those questions, that's a potentially very good fit for Hammerspace."  

Spending time on the biggest deals and sales enablement - Chris: "I'm always looking at where the deals for the quarter are. We have a top 10 deal list that I tend to focus on. Most of them are the bigger deals for the quarter. I keep an eye on obviously for next quarter and where we are for the year. And then a lot of it's with the sales folks, enablement, and then really how do I drive partners and technology."

Find out more about Chris in the links below:

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

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