An interview with Ellen Rubin, co-founder of ClearSky Data.
This week, we caught up with Ellen Rubin of ClearSky Data to understand the enterprise technology ecosystem in Boston. She provides great insight into working with customers and partners to grow an enterprise startup.
Tell me about what you are currently working on at ClearSky Data.
"Clearsky Data is a year old. We’re not saying what we’re doing yet, but we are focused on a set of problems in the enterprise space that my co-founder Lazarus Vekiarides and I are familiar with."
"This is the third enterprise startup I have built on at the plumbing level of the industry where there are issues of data management, storage, and network connectivity, among others. Enterprise is not always the sexiest area of tech, but what is most interesting for me is coming up with something that works for customers that are tackling large, messy, complex system level problems. If you create something that dramatically improves what they thought couldn’t be fixed, your toughest customers become incredible evangelists. We are often selling to veteran IT guys who are used to having business people complain to them all day long. Their budgets are getting smaller, and demands are getting bigger. When they consider new and cutting-edge technologies, a lot of times they are making a bet for their own career or for the company. When you can make the tech work for them, it is a dramatic success.”
So how do you build relationships with these key IT individuals that are going to make or break your business?