Jason M. Lemkin discusses whether regular sales reps can sell technical products like MongoDB. The challenge: databases are hard to demo, and you need reps who've sold conceptual products before, not just people who can close deals.
Question even though Mongo is your average AE technically smart enough about Mongo I I get how they could answer the initial questions and close the deal but are they really smart enough to convince a technical user to deploy more workloads? Can they really have those conversations on their own or do you need so many other resources in sales engineering and architects and ses? It's just an interesting question with the technical product, can they really be such a trusted insight on technology that they can really create more workload insights?
It's a great question. I mean it does have to do with the profile of rep that you hire. We do have when we hire reps we are looking for people who've sold not just like a technical product but also kind of a conceptual product. Right. Because a database isn't really something that you can like demo. Right? It's very you can demo Atlas product but it is very.
It'S hard to demo.
