Selling SaaS to Operations is Harder Because Operators Run Physical Facilities
Kiren Sekar · Learnings from Innovating in Underserved Markets with Samsara CPO Kiren Sekar · Mar 19, 2022 · at 44:06
This episode carries Kiren Sekar's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Kiren Sekar, Chief Product Officer at Samsara and former Meraki executive, contrasts selling software to physical operations buyers versus traditional IT departments.
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“Big difference, I think, between how IT departments bought, which is what we were selling in Meraki, and how operations buy us, which is how we're selling it at Samsara. I think first and foremost, operations departments are really busy operating. You know, in IT, a lot of their project work is buying and deploying new technology, whereas in operations, it's, you know, running a warehouse or a factory or a truck yard, and so getting time is, is harder”
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