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Selling to a CIO & Enterprise Sales | Sandeep Sakharkar CIO GXO, FootLocker, XPO
Sandeep Sakharkar is a seasoned CIO and IT Leader having worked at GXO Logistics, XPO, Footlocker, J&J. As part of his job, Sandeep has been responsible for allocating hundreds of millions in software budgets. In this discussion we discuss how startups can sell to the CIO org as they navigate the enterprise selling process. Sandeep is based in London.
In Today’s Episode with Sandeep We Discuss:
1. What's the Enterprise Sales process? When does the CIO or CIO org get involved? How to get in touch with them? What considerations should a startup keep in mind when selling into the enterprise? How to compete, especially when you don't have feature parity with incumbents
2. How to price your products for the enterprise? How do large enterprise do price discovery? How does budget allocation take place? How is the current thinking in terms of budgets for AI powered solutions?
3. How to shorten sales cycles when selling to the enterprise? How to make POCs successful? The role of Infosec
4. How to get a CIO's attention? How to get them as potential advisors
This is a power packed episode for anyone considering selling to the CIO orgs in large enterprises
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By Rishabh KaulSandeep Sakharkar is a seasoned CIO and IT Leader having worked at GXO Logistics, XPO, Footlocker, J&J. As part of his job, Sandeep has been responsible for allocating hundreds of millions in software budgets. In this discussion we discuss how startups can sell to the CIO org as they navigate the enterprise selling process. Sandeep is based in London.
In Today’s Episode with Sandeep We Discuss:
1. What's the Enterprise Sales process? When does the CIO or CIO org get involved? How to get in touch with them? What considerations should a startup keep in mind when selling into the enterprise? How to compete, especially when you don't have feature parity with incumbents
2. How to price your products for the enterprise? How do large enterprise do price discovery? How does budget allocation take place? How is the current thinking in terms of budgets for AI powered solutions?
3. How to shorten sales cycles when selling to the enterprise? How to make POCs successful? The role of Infosec
4. How to get a CIO's attention? How to get them as potential advisors
This is a power packed episode for anyone considering selling to the CIO orgs in large enterprises