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“I’ve seen people go in to pre-sales leadership because they want to make more money and that is the worst reason to become a Sales Engineering Leader of any sort. If you’re just doing it to make another small bump in OTE, it’ll crush you. You’re no longer just dealing with your prospects, your sales […]

“At CloudHealth over 50% of our business was being driven by existing customers so the Customer Success team was accountable for making sure the customer is always in buying mode. The more you take care of your customers, you minimize the churn, you maximize the expansion, and when that’s working in conjunction with new business, […]

“There’s an actual skill in being able to translate technology in business, fluidly back and forth. The top presales engineers are ones that understand business and sales. They know where we are in the sales process, they know the way deals work and how they flow, and they also know exactly where the technology fits […]

“I think that every great sales organization has an even greater presales organization right there with them. I think it truly is one of the most unique roles where you have that perfect marriage of business and technology. If (we) had a crappy presales team at BladeLogic, I guarantee you, it would not have been […]

“I still have to explain the WHY. The WHY is about painting a picture of a future state that could be many miles down the road – you’re looking at that mountain way off in the distance and saying, if people are working for me, why should they take that long journey to the top […]

“I think it’s really important when you’re leading or building a sales organization to pay attention to the nuances of the sale and modify the playbook to meet the growth strategy of the business. There is no cookie cutter. There are no shortcuts. There are elements that stay static, but adapting with agility has helped […]

“I’m very proud to have worked for two very iconic companies, PTC and BMC. The reason I’m at BMC is because I’m committed to what we’re trying to achieve here and never more so than now because I see a massive amount of transformation coming. What I like to do is to transform things and […]

“I think leaders are leaders. I think a lot of that is just innate. If I took Bob Ladouceur and put him in charge of BladeLogic sales, would he have been successful? I 100% agree with that. If I took McMahon and put him in as a high school football coach, I 100% think he […]

“Do you need to be a specialist in something to sell it? No. You need to know how to sell, learn what that product can do for a customer, and then apply the playbook, and you can be successful.”  – Mauro Trione Hunters and Unicorns shares the playbooks from leaders, founders, executives and investors from high growth technology companies. […]