Rubrik Demanded Paid Pilots to Ensure Enterprise Skin in the Game
Soham Mazumdar · He quit Google, launched Rubrik—then grew to $1B ARR & a $16B market cap. | Soham Mazumdar, Co-Fo... · PMF Show · Sep 2, 2025 · at 16:51
Rubrik co-founder Soham Mazumdar explains Rubrik's sales strategy for data center enterprise hardware.
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“So we always did paid pilots at Rubrik. I think the rationale was that, you know, you want some skin in the game. And then, you know, there is a, there is this like data center hardware component, right? So it's kind of like, it's a lot of effort to kind of get like a POC going. So in some ways, if you're not, not at all vested in it, I think it's, it is not like, you know, like just press a button and you're, you know, like a trial just starts. This was like a significant amount of effort on the customer's part as well. So we want to make sure that there was skin in the game.”
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