This is a story of Pudding — a startup that grew out of ambition to solve real challenges in B2B technical evaluation and sales process.
If you are a part of sales team that sells cybersecurity, networking, Storage, IoT or any product that goes through evaluation before closing the sales, then you would have gone through the grueling, painful and unpredictable process, known as Proof of Concept. Before founding Pudding, When I was working as a sales engineer, I often wondered why POCs are so complex and difficult to manage. Why are sales teams using the same old tools and methods when those POCs can make or break company’s revenue stream?
There had to be a better way! So in Oct 2018, we started building Pudding with the mission to make POCs easy to manage and predictable for both sales teams and their customers.
Before product launch in April 2019, Idea of Pudding seemed great. POC pain points were real but we wanted to be sure that POC visibility and management is a widespread problem. We wanted to be sure that Pudding provides substantial value to its users and not just incremental add-on to existing tools and methods.
So, early this year in February as we were getting ready to launch the product, we started reaching out to real audience, and pitched our product. Almost everyone we pitched to — they validated that POC visibility and management is a problem. Getting validation from our target users was a relief and exciting at the same time, but what blew our mind away was the number of demo requests we received.
We followed through those demo requests. Many of those demos converted into our early customers. We have been lucky to see amazing support. Sales engineering community has been vital in spreading the word and providing feedback. As a result, Pudding has been growing consistently month over month. Here are some interesting numbers:
Customers are the center of our universe. They have been our biggest supporters. We listened to customer’s feedback and followed through by adding features and functions into the product that our customers desperately needed.
In 2020, one of the goal is to make POC data easily accessible anywhere, which means:
We are also working on some really interesting product ideas. Our dev, QA and CS teams will continue to grow to support the needs of our customers.
Finally, we wanted to share our thank you notes. So, here they are:
Salesforce is considered as a “source of truth” for all sales related data in CRM. To maintain the spirit of “source of truth”, Pudding supported 2-way sync since beginning for sales engineering and Proof of Concept(POC) information. Salesforce being such a critical app for POC management, we continuously tried different methods to improve Pudding’s integration..