Matt Ober was looking for unconventional datasets before alternative data became an established industry. He has led data strategy at WorldQuant, served as Chief Data Scientist at Third Point and now works with data providers through Social Leverage and Initial Data Offering. In this episode, he explains how the market operates from the fund's side.

The buying process differs sharply between quant and fundamental investors. A quant team may begin by examining coverage, history, frequency, delivery and point-in-time integrity. A fundamental analyst usually begins with a company and a specific investment question.

We discuss what vendors should provide during a trial, why external research cannot replace a fund's own testing and how poor documentation can waste a limited evaluation window. Matt also gives his views on pricing, renewals, distribution and the importance of maintaining good relationships with buyers.

In this episode of Selling Signals, we’re joined by Kai Searle, Senior Consultant at Engage PSG. Kai helps data, research and AI businesses build go-to-market teams across the US, UK and EMEA.

We discuss why hiring for data companies differs from hiring for SaaS. Kai explains what separates elite data sellers from average ones, and how candidates can assess whether an opportunity is as strong as the hiring team says it is.

This episode is for founders building commercial teams and for candidates navigating the data sales market.

In this episode of Selling Signals, we’re joined by Nick Derewlany, a data monetisation leader who has worked across GlobalData and Trustpilot building new data products inside larger organisations.

Nick brings a practical view on how corporates should think about commercialising existing data assets. We talk about why “we have lots of data” is not the same as “we have a data business”, and what companies should prove before hiring a team or putting large revenue targets in front of the board.

The conversation also covers the path from 0 to 1, the importance of repeatable demand, and why $1m ARR across several customers is a very different signal from one large bespoke deal.

This episode is for anyone building, buying or selling data products, particularly inside companies where data monetisation sits alongside a much larger core business.