How can sales reps and principals work together on an IoT project?
You have to look at what does compensation look like – principals are used to one motion, and sales reps are used to another motion – so getting these two to understand each other, and each other's needs and values is important.
We created an engagement model framework that we use as a living document. When we submit an approved statement of work internally, we have to know who is the sales rep, who is the principal, and who is playing the different roles – and make sure the customer understands that too. Because from cross-functional capabilities we have, in an enterprise environment, from the customer's side it's impossible to ask one sales rep to align across an organization. But having a rep and principal go in together, we're seeing a lot of success in that model.