SaaStr 299: Automation Anywhere CIO, Yousuf Khan on The Big Green and Red Flags When Pitching CIOs Today, How To Approach Pricing Discussions with CIOs & How to Make Procurement Processes Successful

Yousuf Khan is the Chief Information Officer @ Automation Anywhere, the only web-based and cloud-native RPA platform. To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA to name a few. Prior to Automation Anywhere, Yousuf was the CIO & VP of Customer Success @ Moveworks. During his time at the company, they raised over $108m from Lightspeed, ICONIQ, Kleiner, Sapphire and Bain Capital. Before Moveworks, Yousuf was CIO @ Pure Storage during their period of hypergrowth both as a private and public company. Finally, before Pure, Yousuf's first role in the valley was with Qualys again as CIO where he owned the entire global IT budget.

In Today's Episode We Discuss:

• How Yousuf made his way from the UK to the valley and how that led to his becoming one of the leading CIOs today in the rising prominence of CIOs in enterprise?
• What are the biggest green lights for CIOs when startups are pitching them? Why does Yousuf believe now more than ever, the buyer experience is more important than the price? What makes for the best buyer experience for the CIO? What are the biggest red flags CIOs see when startups are pitching them? What must startups always remember when pitching CIOs?
• How does Yousuf advise CIOs to approach pricing strategy when pitching CIOs? What must startups remember about how CIOs think about price? What other elements of the contract should startups really spend a lot of time focusing on? Where do founders make mistakes in negotiation? What can they do to enforce a sense of urgency when signing new clients?
• What can startups do to actively work with procurement teams and make the process as fast as possible? How does Yousuf advise founders to think about customised procurement requests to fit certain buyers? What do CIOs really want to see in the form of security and compliance? How can startups clearly and articulately present their plans for security, compliance and change management?

Yousuf's 60 Second SaaStr:

1. Who does Yousuf think is killing it in the world of CIO's today? Why?
2. What is the ideal relationship between the CIO and the CEO?
3. What are the core reasons buying processes take longer?

Read the transcript on our blog.

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Jason Lemkin

Harry Stebbings

SaaStr

Yousuf Khan