Welcome back to another episode of The Enterprise GTM Podcast. Today we are joined by the Vice President of Enterprise Data and Analytics at Swire Coca-Cola, Bharathi Rajan.
In this episode, Bharathi delves into crucial aspects of GTM that founders should pay attention to:
🔹 Know Your Customers and Their KPIs: Understanding what drives your customers is key to offering solutions that truly meet their needs.
🔹 Transferable KPIs Across Industries: Bharathi shares how fundamental business problems remain consistent across sectors like healthcare, finance, and manufacturing. Founders should leverage this when pitching horizontal products to different industry verticals.
We also dive deep into her recent product buying experience:
🔸 Continuous Engagement: Stay in your customers' inboxes and minds. Be present when you become highly relevant to them.
🔸 Power of Reference Selling: Never underestimate the influence of your current customers. Their endorsements can be game-changers.
🔸 Competitive Landscape: A good market always has competition. Learn how Bharathi's team evaluates competitors—not just on price.
🔸 Pricing, TCO, and ROI: Understand how enterprises weigh the decision between replacing existing products and adopting new ones.
One standout takeaway: Bharathi refers to the vendor they chose as a "partner." This reinforces a recurring theme we've heard throughout our podcast series, especially in conversations with Leslie Venetz. Customers today are seeking partners, not just products or platforms.
👉 If you're keen to gain invaluable insights from the other side of the table, this episode is a must-listen!
Quotes:
“Data is so foundational for us to do anything in the AI – space.” — Bharathi Rajan [0:04:46]
“For me, our customers are everyone across the organization.” — Bharathi Rajan [0:08:00]
“Data is data at the end of the day.” — Bharathi Rajan [0:08:40]
“Deeply understanding your customer’s business will make a big difference even in your first dialog with a prospect.”— Bharathi Rajan [0:14:00]
Links Mentioned in Today’s Episode:
Bharathi Rajan on LinkedIn
Swire Coca-ColaTim Zonca on LinkedIn
Tim Zonca on X
Vidya Raman on LinkedIn
Vidya Raman on X
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit
veenormous.substack.com
