One Million By One Million Blog, Sep 11th 2015
– Sramana Mitra: When you go into a direct account to sell, are you going into the CIO’s office or are you going to the business departments where you see the use cases.
Luca Scagliarini: The value of what we do even if it’s highly technical is perceived at the business level. The upstream group in an oil and gas company understands the complexity of processing unstructured and structured information together. It’s the security officer in some companies. It’s the compliance officer in certain companies. We usually go direct to the business. We try to limit the number of use cases because we cannot cover everything, but the use case is very broad. The CIO or IT team is the operational part. We have all the answers for the CIO becuase we’ve been doing this for many years in many different implementations, but we go to the business to sell.
