Scaling a start-up As with any fast-growing, start-up in an extremely competitive marketplace, MapR was challenged by scaling its sales team without the benefit of a common sales framework. Each seasoned professional that joined brought a wealth of experience as well as exposure to different sales methodologies. Steve Fitz, Senior Vice President of Worldwide Field Operations at MapR, knew the lynchpin to increasing productivity was getting everyone on the same page, and establishing a consistent process to identify real opportunities, early-on. He chose the ValueSelling Framework, which provides a simple, 6-box process to prepare for sales calls, guide conversations, and accurately qualify opportunities. A formal plan letter serves as a “gut check” to ensure that the cust

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