Poojan Kumar: Successful AI startups scale through bottom-up adoption, not top-down sales
Poojan Kumar · How Poojan Kumar Used “Discontinuity” to Sell Two Startups | Nutanix ($12B) & Commvault ($4B) · May 10, 2026 · at 20:08
Poojan Kumar, founder of PernixData and Clumio, contrasts traditional top-down data center software sales with modern bottom-up, consumption-oriented enterprise software adoption.
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“The ground up adoption is how you have to target it. You have to essentially think about how are you going to essentially get this thing in the hands of your end user, make it very easy and essentially make sure that it's something that is, is, is loved by the end user. And that's how, you know, and I think all the successful companies today in the AI space, Are pretty much that, right? I think they have seen adoption, you know, ground up, and it's not really top down where somebody.”
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