A New Journey & Category to build

At the risk of stating the obvious, the B2B technology space is looking pretty different these days when compared to just a few years ago. Easy, cheap capital made it pretty easy for everyone to act boldly and for many people in the space that, quite simply, was the only world that they had known.

Now, every morning people wake up seeking to find the right balance of remote and onsite work, growth and profitability and how to think, act and operate in a new paradigm (don’t you just love that word? ;)?

But despite all this change, from my standpoint as a sales leader, the way most people look at sales in tech has remained stubbornly stagnant, despite “new” learnings that are a decade old at this point and the success of companies leaning into self serve both as a primary and complementary sales motion. This is even more puzzling given the overlap these concepts have with PLG (an acronym that people don’t seem to hate as much as many others) and the obvious diverging buying preferences and optimal experiences for each kind of customer.

With all of this in mind, I’m extremely excited to be ramping into my role leading sales at Cube - The Semantic Layer for building data apps - which is giving me the opportunity to develop and grow a broader and more holistic approach to sales.

At Cube, we’re embracing the increasingly difficult challenge of creating a new category of software for “The Modern Data Stack” and leaning into the often brutal skepticism that comes with it. Companies have so many data sources and data silos that they are struggling to bring together their data to analyze it in a meaningful way.? The idea that businesses will centralize into just one Snowflake or BigQuery or Redshift has long been a dismissed pipe dream for the enterprise. Many data sources connected to many data tools equals total data chaos, and Cube intends to solve this problem.

As part of this journey, we intend to give our customers different paths through our free development instance for testing and trying out Cube, self-serve options (because not everyone wants to talk to Sales right away or at all)? and the traditional sales experience where we can walk you carefully through how Cube can help your specific business needs. Each customer often has their own optimal journey when discovering, learning, evaluating and potentially buying a new product for their stack and we want to offer those different paths for our customers.

The road ahead for us will be both exhilarating and exhausting as we attempt to challenge how our customers - some of the smartest professionals in the world - think about and see best practices. It’s also critical that we have the humility to learn, iterate and evolve from the experience of our customers as well.?

The journey has just begun and I couldn’t be more excited :) If you are interested in joining us, please let me know!