Databricks co-founder shares his secrets for winning big enterprises customers

Arsalan Tavakoli-Shiraji, co-founder and senior vice president of field engineering at Databricks, revealed that selling to big enterprises requires more than just having the best tech. People and processes matter most in securing large deals. He shared his experiences and tips on how startups can win big customers, including hitching a ride on a giant's sales team and being prepared for legal, contractual, and security questions. Tavakoli-Shiraji's strategies helped Databricks land deals with over 70% of the Fortune 500 companies, with a current valuation of $190 billion.