Databricks Co-Founder Says Enterprise Sales Depend on People and Partners

Databricks co-founder and Senior Vice President of Field Engineering Arsalan Tavakoli-Shiraji said startups need people, processes and partners as well as strong technology to win large enterprise customers, describing sales access as a key benefit of the company’s Microsoft partnership. “People and processes matter the most,” Tavakoli-Shiraji said in an interview published Oct. 26. He recalled that Databricks had been unable to secure a meeting with UBS before partnering with Microsoft. After the partnership, Microsoft sales staff arranged meetings and advocated for Databricks, he said. Sales agreements could also use Microsoft’s terms.

Source: TokenPost