Breaking the Mold: How Consumption Models are Disrupting Traditional PreSales Techniques

Databricks has revolutionized the way companies consume data and analytics by providing a unified platform that allows businesses to scale their data infrastructure quickly and efficiently. However, to change and succeed in a consumption-based sales model, the Databricks PreSales organization has made some critical changes across forecasting, headcount, and compensation.

During this discussion, you will learn about the unique challenges that arise when selling a consumption-based model and the solutions that Databricks has implemented to overcome them. We’ll delve into how Databricks forecasts demand for their product, determines optimal headcount across their PreSales team, and inputs to consider when designing a compensation plan that aligns with the consumption-based model.

Join Toby Balfre, VP of Field Engineering at Databricks, and Brett Crane, VP of Solutions at Vivun to discover valuable insights into how Databricks’ PreSales organization has been able to drive customer adoption and fuel growth in the consumption-based sales model.