Between Two Quarters, Ep 2, Feat: Urvashi Tyagi
We sat down with Urvashi Tyagi — former CTO of ResMed and ADP — for our latest Between Two Quarters episode. With leadership roles at ResMed, ADP, American Express, Amazon, Microsoft, and IBM, Urvashi has a proven track record of driving global tech strategy and revenue growth at scale.
In this conversation, she offers a rare buyer-side perspective on what actually moves the needle in enterprise software — essential insight for any founder building or selling into the enterprise.
Here are a few key takeaways:
🔹 Software buying has radically changed.
The shift to cloud and digital maturity means centralized decision-making is now the norm. Urvashi breaks down how internal investment councils — made up of finance, procurement, and product stakeholders — evaluate new tools and vendors.
🔹 Digital maturity of the buyer matters.
Selling to a company just beginning their digital transformation looks very different from selling to one that’s already built a sophisticated data and AI infrastructure. Understanding where a company sits on that curve can shape your go-to-market.
🔹 Trust and transparency are table stakes.
From AI model behavior to data protection, enterprise buyers now expect vendors to bring documentation, clarity, and accountability from day one. As Urvashi puts it: “No trust, no deal.”
🔹 Dogfooding isn’t optional.
Founders must live their product. The sales process starts at product design, not the first meeting — and buyers can tell when you don’t use your own tool.
🔹 Don’t sleep on references.
References aren’t a checkbox at the end — they’re part of building trust from the beginning. Urvashi shares how top startups weave real customer stories into their early sales motion.
🔹 Yes, we talked pricing.
From ROI-driven buying decisions to budget creation, Urvashi explains how framing your value — especially with legacy tool replacement — can open up dollars that didn’t previously exist.
📺 Watch the full interview below – or follow me on LinkedIn to get shorter clips with key moments in real time!
