Establishing shared success criteria before enterprise pilots enables post-pilot sales
Florian Leibert · 20VC: Why You Should Not Always Listen To Your Investors, The Pros and Cons of Strategic Investors & How To Approach Operational Efficiency with Scaling with Florian Leibert, Founder & CEO @ Mesosphere · Jan 19, 2018 · at 16:28
Florian Leibert, founder and CEO of Mesosphere, shares sales execution lessons learned regarding managing software proof-of-concepts.
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“I think it's super important when you go into a pilot, paid or unpaid actually, to identify the success criteria, and if you do that right, You basically can then make a sale upon completion of the pilot.”
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