Nithrakashyap: New enterprise products need dedicated incubation sales teams, not core reps
Arvind Nithrakashyap · AI and Cybersecurity: Scaling Rubrik to a Billion Dollar Enterprise with Rubrik's Co-Founder and CTO · Jun 25, 2025 · at 6:08
Rubrik co-founder and CTO Arvind Nithrakashyap shares Rubrik's go-to-market framework for incubating second and third product lines.
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“So the way it works is when you're starting a new product, typically if it's a new buyer, It's hard for a large core sales team to go and do that because they're selling, they're used to selling in a certain way. And then how does it fit into the new product? It's hard for, it's hard to go enable, like, 500 sellers to do this. So what we do is we create a, initially we create a go-to-market incubation team, and these folks, they only make money if they sell this product, right?”
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