Startups have never been under more pressure to grow quickly. To do that, many of them must land large enterprises, the deep-pockets of the IT world, as customers. But as any company that sells to enterprises will tell you, it’s not easy to win such contracts. One critical mistake most younger startups make is believing that their tech will practically sell itself, says Arsalan Tavakoli-Shiraji, co-founder and senior vice president of field engineering at Databricks, which helps businesse…
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