Podcast · 60 min listen

What Startups Can Learn from a $1.7B Co. Chief Information Officer | Karthik Chakkarapani

Siddhartha Ahluwalia with Karthik Chakkarapani · The Neon Show Free Intermediate India

Zuora's CIO walks through his actual evaluation path, from first look to security review to procurement, and how many pitches survive each stage. Hearing the buying committee described from the buyer's chair is worth more than any stakeholder map template.

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The question it answers

  1. Every deal seems to have five people in it. Who actually signs, and who am I wasting time on?

Read with it

  1. A seven-step method for building relationships beyond one contact. It is written for new deals but the mechanics are identical... Highspot Article · 11 min read Multithreading in Sales: The B2B Selling Framework Jessica Hitchcock
  2. Names the roles precisely (end user, champion, economic buyer, influencer, veto power, procurement) so you stop calling... Disciplined Entrepreneurship (MIT) Article · 10 min read The Decision-Making Unit: The Who-is-Who of Your B2B Sales Process Martin Giese and Matthias Hilpert
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