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Data Driven Sales Engineering | Varun Badhwar - Endor Labs , Palo Alto Networks
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Alok Shukla, in a conversation with Varun Badhwar, Founder/CEO of Endor Labs, Former GM/SVP of Prisma Cloud at Palo Alto Networks, on why being data-driven and product led is the future of enterprise sales engineering.
An alumnus of USC, Varun currently serves as the Founder & CEO of Endor Labs, a startup focused on software supply chain security.
Before starting Endor Labs, Varun was the founding GM and SVP of Prisma Cloud at Palo Alto Networks, where he built the cloud-native security business from scratch to over $300M ARR in 3 years. Varun joined Palo Alto Networks by acquiring RedLock, a CSPM startup he founded three years prior and sold for over $230M.
Chapters
1. Data Driven Sales Engineering | Varun Badhwar - Endor Labs , Palo Alto Networks (00:00:00)
2. Introduction (00:00:08)
3. Sales process at RedLock (00:03:05)
4. How was the product trialed at RedLock? (00:04:39)
5. Change of GTM over last 8 years (00:06:38)
6. How to deal with a user persona that does not want in-person engagement? (00:08:26)
7. Crystal balling 2023 for Startups (00:13:24)
8. Why is product telemetry crucial for GTM? (00:15:45)
9. How do Sales engineers conclude PoC is going good? (00:18:03)
10. Should Product Managers be incentivized? (00:21:51)
11. Product Automation is the missing trifecta of automation (00:24:11)
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