The Enterprise GTM Podcast
How to Sell to Enterprises with Bharathi Rajan
Sep 20, 2024
Bharathi Rajan, Vice President of Enterprise Data and Analytics at Swire Coca-Cola, shares invaluable insights for founders looking to sell to enterprises. She emphasizes knowing your customers and their KPIs for tailored solutions. Bharathi discusses the relevance of transferable KPIs across industries and the pivotal role of continuous engagement with clients. She also highlights the power of reference selling and the complexities of the competitive landscape, including decision-making factors like pricing and ROI. Her perspective on vendors as partners is a game changer.
30:20
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Quick takeaways
- Understanding your customers and their specific KPIs is essential for effectively aligning solutions with their unique needs and challenges.
- Highlighting the significance of data quality and governance is vital for enterprises in leveraging advanced technologies and making informed business decisions.
Deep dives
Importance of Data Quality
Data quality is emphasized as a critical factor in driving insights and business decisions at Swire Coca-Cola. The North Star metric introduced by the team underscores the collective goal of maintaining high data quality standards, which includes accuracy, timeliness, and availability. This foundational aspect of data management is considered imperative for leveraging advanced technologies like AI and machine learning. Any inconsistency in data can hinder operational efficiencies and decision-making processes, thus highlighting the need for robust data governance and quality control measures.
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