InnovateXStream

Musarrat Husain

"InnovateXStream" delves into the heart of Industry 4.0, exploring the technologies reshaping our industries and society. From AI and IoT to smart manufacturing and digital twin, each episode unpacks the impact, challenges, and opportunities of the Fourth Industrial Revolution. Join us for expert insights and real-world applications, as we navigate the future of innovation together.

Episodes

  1. The Art & Science of Selling Industrial Software – A GTM Deep Dive with Dave Westrom

    02/21/2025

    The Art & Science of Selling Industrial Software – A GTM Deep Dive with Dave Westrom

    Industrial software sales are a different beast. Unlike consumer or even enterprise SaaS, selling to industrial businesses means navigating long sales cycles, complex decision-making hierarchies, and a web of stakeholders—each with their own priorities. In this episode, I sit down with Dave Westrom, author of Industrial Software-to-Market: A Go-To-Market Guide for Early-Stage Software Companies, to break down what really works in GTM strategy for industrial software. His book isn’t just another GTM playbook—it’s a field manual for selling industrial software, packed with real-world lessons from the trenches. Dave provides a roadmap on how to position, sell, and scale industrial software businesses with clarity and execution. If you’re in this space, it’s a must-read. We discuss: ✔️ Lessons from his book—why industrial software sales need a different approach ✔️ The cat, dog, and tiger framework—understanding how different customers buy ✔️ The importance of partner ecosystems in industrial GTM strategy ✔️ How to align sales efforts with organizational dynamics for better deal closures ✔️ Common GTM pitfalls and how to avoid them If you’re selling, marketing, or building industrial software, this episode (and Dave’s book) will change how you think about GTM execution. Link to Dave's book: https://www.amazon.in/Industrial-Software-Market-Go-Early-Stage-ebook/dp/B0DV731FT5

    54 min

About

"InnovateXStream" delves into the heart of Industry 4.0, exploring the technologies reshaping our industries and society. From AI and IoT to smart manufacturing and digital twin, each episode unpacks the impact, challenges, and opportunities of the Fourth Industrial Revolution. Join us for expert insights and real-world applications, as we navigate the future of innovation together.