Building Enterprise Products: Security, Trust, and Sales Excellence

In this episode of Building Globally: Lessons in Enterprise Product Growth, host Adam Stead is joined by Nader Balata, Director of Product Management at Equinix and former Director of Product Management at Salesforce. They discuss the key differences between B2C and enterprise B2B product management, focusing on security, reliability, and the complexities of enterprise sales cycles.

In this episode of Building Globally: Lessons in Enterprise Product Growth, host Adam Stead is joined by Nader Balata to explore:

● The fundamental differences between B2B enterprise and B2C product management

● The importance of security, reliability, and support in enterprise products
● The disconnect between decision-makers and end-users in enterprise software
● The role of trust and relationships in enterprise sales
● Salesforce's successful approach to enterprise product marketing and sales
● The technical complexity of enterprise product development
● How B2B products are becoming more consumer-focused in design
● The stability of enterprise product management careers compared to B2C

Nader Balata brings his experience from both Equinix and Salesforce, offering unique insights into how enterprise product management differs from B2C and smaller B2B companies. He shares specific examples from his time at Salesforce, including how they won deals through trust-building and comprehensive customer support.

Building Globally: Lessons in Enterprise Product Growth is handcrafted by our friends over at: fame.so

Previous guests include: Mauricio Monico from Wish; Lucas Thelosen from Google; Marc Esmiley from Microsoft; Diego dos Santos from Mastercard; Manlio Lo Conte from Meta; Sanah Ansari from Capital One; Meg Watson from Doordash; Daniel Lereya from Monday.com; and many others.

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