Still Curious S1E9 - Bo Alroe
    Bo Alroe

    So we knew nothing about higher education at all when we started out. All that energy to find universities and speak with them and interview with them and understand their needs and show them what we had, where we had gotten to, that was all driven by curiosity.

    Danu Poyner

    You're listening to the Still Curious Podcast with me, Danu Poyner. My guest today is Bo Alroe, an expert in sales management strategy and execution in the enterprise software industry based in Denmark. Bo is formerly a co-owner of Atira, a Danish software company most well-known for creating a system called Pure that helps universities manage their publications and information about their research.

    This was a new category of system when it was created in the early 2000s.

    Bo Alroe

    And we had no knowledge of the size of the mountain we were climbing. And at that point we were still learning and remember they were learning. It's not like they had a vision of a perfect research information management system that didn't exist at the time.

    Danu Poyner

    I met Bo a few years ago when I was managing a project to select and implement a research information management system at an Australian university. And we selected Bo's system Pure. Bo and I have since worked together at Digital Science, a global data science company, also in the tech for research space.

    In this episode, we're doing a deep dive into Bo's experience with Pure, from how it got started.

    Bo Alroe

    Strategy was, we'll work for food, really!

    Danu Poyner

    Through to training at global sales team.

    We talk about how most people think about sales.

    Bo Alroe

    It's a scheming, middle-aged white man in a suit. That's not tailor-made with an automated smile with the agenda to get to your money as fast as possible. Right? That's what people understand. When you say sales person,

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