Lenta: Enterprise sales injects friction, whereas consumption models must remove it
Ed Lenta · Lessons Learned in Scaling Early-Stage to Hyper-Growth Companies: From VMware, AWS and Databricks · Mar 21, 2023 · at 9:14
Ed Lenta, SVP and GM at Databricks, contrasts the go-to-market strategies required for traditional committed enterprise software contracts versus usage-based consumption models.
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“Because where enterprise sales is about injecting friction, like value engineering, or proof of concepts, or business cases into the sales process, when you move to a consumption model, it's actually about removing friction. It's about doing exactly the opposite.”
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