Hitting Hadoop Out of the Park
April 23, 2015
I recently had the opportunity to use our sell-design-build method with the hottest thing in data storage, Hadoop.
Splice Machine, the Hadoop RDBMS (Relational Database Management System), was able to acquire customers with our process prior to launching its 1.0 product in late 2014.
Why is this a big deal? Splice Machine is a company claiming to have a better solution to data storage than that of a multi-billion dollar company, Oracle.
Monte Zweben, Splice Macine’s CEO was open to the process from day one, which lead to its success. By selling to customers first, they were able to recognize that they were talking to the wrong audience. They quickly pivoted and ‘pitched’ to prospects’ decision-making teams, instead of just interviewing users. This enabled them to get to the right people with the right dialogue. It resulted in sales backlog for the right product.
Click here to read the full press release.