The Fero Labs Playbook: Converting Technical Expertise into Enterprise Sales

The Fero Labs Playbook: Converting Technical Expertise into Enterprise Sales

Technical founders face a common challenge: translating deep expertise into business value. In a recent episode of Category Visionaries, Fero Labs CEO Berk Birand revealed how they turned their academic background into a successful enterprise sales motion targeting billion-dollar manufacturers.

The Academic Edge Surprisingly, academia provided unexpected preparation for enterprise sales. “A lot of what you do as a grad student, writing papers, applying for grants, is about selling a very technical concept,” Berk explained. “I’m not selling it for money. You’re selling it to be accepted at a conference or a trade show or a publication. But ultimately, the exercise is pretty much the same.”

Starting from Zero The learning curve was still steep. “By the time I founded Fero, I’d spend six, seven years doing a PhD. I’d done internships along the way, but I just had no idea how a company actually operated,” Berk admitted. “We are doing enterprise b2b sales. I had never done sales before. I never done marketing before.”

Building the Sales Motion Rather than letting their lack of business experience hold them back, they turned their technical background into an advantage. Their approach had three key elements:

1. Humble Expertise “Being very upfront, being very humble since day one, very clear that we don’t know anything about steel,” Berk shared. “Our value add here is not steel production. It’s not chemicals production. What we bring in is the data science part, and you guys are the experts.”
2. Trust Through Transparency They made their AI explainable and kept customers in control. “Our software also tells them why these predictions, what recommendations are made,” Berk noted. “And as a result, there was this human in the loop aspect that actually reduced the off chance of something going wrong.”
3. Value-Based Positioning Instead of leading with technology, they focused on business outcomes. One customer’s steel plant saved a million pounds of raw materials in a year following their AI recommendations.

The Evolution As the company grew, they recognized the need to bring in experienced executives. “For the past year or two, that’s exactly what we’ve done. We brought on executives for each of our go to market functions that have a ton of experience,” Berk explained.

The key was timing this transition. “There comes a point where it’s time to hire executives that have been doing this for a long time,” he noted. “They can bring in that relevant experience in terms of processes, in terms of go to market motions, and they can really do pattern matching.”

Finding the Right Support Their choice of investors played a crucial role. “Many of our early stage investors have a focus in terms of working with technical founders, and they have internal acceleration teams that are very much focused on instructing and teaching and coaching technical founders to pick up the sales and go to market side of things.”

The Results Today, Fero Labs serves multinational companies with “5-10 billion plus in revenue, usually with 50-100 plans worldwide.” Their secret? Focusing on value creation rather than technical sophistication. “It’s just quite incredible to bring in a team together that can drive this much impact across the world just by redoing digital software through software,” Berk reflected.

For technical founders selling to enterprises, Fero Labs’ journey offers valuable lessons: leverage your academic experience in unexpected ways, lead with humility while being clear about your expertise, and know when to bring in experienced executives to scale. Most importantly, remember that even the most sophisticated technology needs to be translated into clear business value to succeed in enterprise sales.