On the TechTO stage ×1
First seen on the TechTO stage in 2018. Every talk is searchable — ask the archive about Natasha ↗
In their words
it's not about just the product that you're selling or the value that you're providing but how do you actually differentiate yourself completely from the competition
Around the web ×1
Quick answers
What does Natasha Narayan do?
She runs IcebergIQ, a buyer-intelligence firm that interviews the customers a B2B software company won, lost or churned, and reports back what actually drove the decision. She is co-founder and CEO.
What did Natasha Narayan do before IcebergIQ?
Ten years at Xerox, joining at 19 in Australia, then a break from tech running a homeopathy practice on the Danforth in Toronto, then customer success at Gainsight — the company she spoke for at SalesTO in 2018.
What was her point about differentiation?
That she learned early at Xerox to sell against the customer's real problem, not the product. Winning 110 Quick Copy stores across Australia and New Zealand came from solving their HR training gap, not from pitching copiers.