In this episode of the Selling SaaS Podcast, host Duane Dufault interviews Chuck Reigrut, a guest who made a significant career pivot after spending 17 years in the tech sales industry. Chuck shares his journey, starting from his first sales job at a local Italian restaurant to eventually selling ad space for a local newspaper. He discusses the challenges of starting out in sales without experience and the importance of hustling. Success in a job requires a combination of industry experience and domain experience. Chuck explains that while self-belief and being up for the challenge are important factors for success, having a combination of industry experience and domain experience is crucial. He shared his own experience of transitioning from the EdTech industry to the ICM space. After spending a significant amount of time in the EdTech industry and gaining knowledge about the buying cycle and industry differences, they made the life-changing decision to switch to the ICM space. They highlight the importance of understanding the specific industry and its unique characteristics, as well as having the necessary sales skills, to be successful in a new field. Chuck also highlights the need for a two-way street in partnerships. It is not just about the speaker's company leveraging the partner's resources and contacts; it is also about providing value and support to the partner. This mutual exchange of value is essential for a successful partnership. He also discusses the significance of understanding the connection and benefits of partnerships rather than becoming an expert on the partner's technology. In the enterprise space, where there are multiple moving parts and decision-makers, having a deep understanding of how the partnership connection is made can provide a competitive advantage. It allows the speaker to come to market with a carefully crafted solution that addresses the specific needs and challenges of the customer, helping them stand out and get ahead in the deal-making process.