How Startups Can Sell to Big Companies Ft. Karthik Chakkarapani, Zuora
If you’re a startup selling to enterprises, understanding how a CIO discovers and evaluates you can change everything.
Most founders believe that cold emails and polished decks drive attention, but Karthik Chakkarapani, CIO of Zuora shares that nearly 80% of the startups he evaluates are found through outbound - while researching solutions, through peers, or even on LinkedIn. For many startups, this alone can reshape how they think about go-to-market.
How does an enterprise decide whether to buy from a startup or not? Karthik walks us through Zuora’s three-step buying process. It starts with…
The skinny
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