How Much Do You Think Relationships Matter in This World?

As Chief Revenue Officer of cloud content management and file sharing company Box, Mark Wayland and his team have taken on a “land, adopt, and expand” business model to attract new buyers across various industries and locations.

This strategy seems to be paying off — according to Box, 68% of the Fortune 500 currently use the SaaS company’s products.

On today’s episode of Go To Market Grit, Joubin and Mark talk more about Box’s go-to-market strategy, as well as the importance of learning from failure.

In this episode, we cover:

• The importance for a sales leader to hone sales operation and strategy skills. (3:01)
• How sales has changed as technology evolves. (9:37)
• How Box is changing how people work through cloud content management — and why sales leaders should focus on forging a positive workplace culture. (18:25)
• Selling across segments: Box's go-to-market strategy. (24:29)
• Why Box aspires to be a ‘trusted advisor’ to enterprise businesses. (27:16)
• How remote work during the COVID-19 pandemic has made it more difficult for Mark to make personal connections with his sales team. (31:27)
• 'You have to fail a lot in order to succeed': How Mark defines grit. (33:58)
• 'Land, adopt, and expand': Box's future plans for growth. (43:03)

Links:

• Connect with Mark Wayland
  • LinkedIn
  • Box’s website
• Connect with Joubin
  • Twitter
  • LinkedIn
  • Email: gtmg@kleinerperkins.com
• Learn more about Kleiner Perkins