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b'ABOUT MICHAEL\\nMichael Wing is the President of Vast Data, a hot company in the AI space. He has a background in sales and has been instrumental in the success of Vast Data.\\n\\nSHOW SUMMARY\\nIn this episode of Tech Sales Insights, Randy Seidl and Michael Wing discuss the company\'s disruptive technology and its recent announcements in the AI space. Vast Data has experienced unprecedented success, achieving a $100 million ARR in just three years. The company\'s unique architecture and focus on unstructured data make it a leader in the industry. Wing also shares insights into Vast Data\'s sales process, emphasizing the importance of discovery and customer engagement in designing solutions.\\n\\nKEY TAKEAWAYS\\nVast Data\'s architecture is built on the emerging standard of NVMe over Fabrics, allowing for superior performance and scalability.\\nThe company\'s focus on unstructured data and AI applications sets it apart from competitors.\\nVast Data\'s recent announcements, including the Vast Database and Vast Data Space, further solidify its position as a leader in the industry.\\nVast Data\'s sales process involves a heavy level of discovery with customers to understand their priorities and problems before proposing solutions.\\nEngaging with customers in designing the final solution before presenting a proposal helps to ensure a higher success rate.\\n\\nQUOTES\\n"Vast Data\'s architecture is so much better than the original PowerPoints led customers to understand." - Michael Wing\\n"We don\'t fear a single technology from any of the big guys that can compete with us." - Michael Wing\\n"You got to earn the right to ask for the business and don\'t start throwing proposals at the door." - Michael Wing\\n\\nFind out more about Michael Wing in the link below:\\nLinkedIn: https://www.linkedin.com/in/michael-wing-a61b9027/\\n \\nThis episode of Tech Sales Insights is brought to you by: \\nSales Community: https://www.salescommunity.com/\\nSandler: https://www.sandler.com/'