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January 11, 2023
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1
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Can I get that software in blue? Podcast
Learn about Momento Cache and our methods for bringing it to market.
Mo
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Podcast
In this episode of "Can I get that software in blue?"—a podcast by and for people engaged in technology sales—Momento's Commercial Operations Leader, Eric Heikkila, shares how Momento is adapting to the ever-changing environment of how customers buy and ensuring their go-to-market team is configured to meet those needs and deliver value. He and the hosts discuss why Momento Cache is so unique, product-led vs. sales-led growth, selling directly vs. through a cloud marketplace, how the skillsets required to be a Sales Development Representative, Solutions Architect, or Sales Rep have evolved over the last 10 years, and more.
At the end of the day [customers] are not only buying software. There is still that relationship element. I always say that when you boil [the go-to-market process] down to its simplest, primary components, there's really just two things: building and shipping amazing products that really help customers... and educating them about them... Whether it's a sales person on a first call talking about the high-level benefits to get that second or that third meeting or the hands-on solutions architect that's doing an in-the-weeds half-day [or a] hands-on workshop that's teaching the technical aspects [or] the documentation—it's about teaching them.
Mo is, first and foremost, adorable. Second, Mo is a squirrel. The only things Mo loves more than acorns are customers—it’s why Momento decided to make them the official Momento mascot. Mo is not sure how they feel about the responsibility, but they definitely love customers. And acorns. So they keep doing the job.
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