Data Driven Sales Engineering | Varun Badhwar - Endor Labs , Palo Alto Networks

Alok Shukla, in a conversation with Varun Badhwar, Founder/CEO of Endor Labs, Former GM/SVP of Prisma Cloud at Palo Alto Networks, on why being data-driven and product led is the future of enterprise sales engineering.

An alumnus of USC, Varun currently serves as the Founder & CEO of Endor Labs, a startup focused on software supply chain security. 

Before starting Endor Labs, Varun was the founding GM and SVP of Prisma Cloud at Palo Alto Networks, where he built the cloud-native security business from scratch to over $300M ARR in 3 years. Varun joined Palo Alto Networks by acquiring RedLock, a CSPM startup he founded three years prior and sold for over $230M. 

Chapters

• 0:08 Introduction
• 3:05 Sales process at RedLock
• 4:39 How was the product trialed at RedLock?
• 6:38 Change of GTM over last 8 years
• 8:26 How to deal with a user persona that does not want in-person engagement?
• 13:24 Crystal balling 2023 for Startups
• 15:45 Why is product telemetry crucial for GTM?
• 18:03 How do Sales engineers conclude PoC is going good?
• 21:51 Should Product Managers be incentivized?
• 24:11 Product Automation is the missing trifecta of automation