CIOs: is there a gorilla in your midst?This is a cross-post from something I posted on LinkedIn in mid-December.Jan 14, 2021Jan 14, 2021
The Four Judges of the Platform of PlatformsServiceNow aspires to become the defining software company of the 21st century. To do this, we are deploying in our customers the platform…Aug 11, 2020Aug 11, 2020
The Value of Value DiscussionsOne behavior common to successful sales and presales professionals is comfort discussing their solution’s economic value and ability to do…Jun 16, 20191Jun 16, 20191
Being Strategic and Delivering PromisesA presales engineer’s success is realized when delivering solutions that allow customers to achieve business outcomes. Doing this requires…Mar 20, 2019Mar 20, 2019
The Presales ManagerI’ve wanted to write this story for a while. A short talk with my manager inspired me to start. While I usually write about presales…Feb 12, 2019Feb 12, 2019
High Performance PresalesMeasuring efficiency is a challenge for large sales and presales teams.May 21, 20184May 21, 20184
“What Keeps You Up At Night?”Last month I was listening to my colleague, ServiceNow’s solution consulting (presales) lead for EMEA. He was discussing the structure of a…Dec 26, 20171Dec 26, 20171
“What is the difference between machine learning and automation?”Seemed like a simple question when it was asked. The customer sitting in front of me was earnest. In response I almost instantly launched…Nov 21, 2017Nov 21, 2017
Good CultureThis is the second half of my culture story spanning years in IT. Part one was published last weekend.Nov 14, 2017Nov 14, 2017
Bad CultureDo you like your job? Do you look forward to work in the morning? Are you eager to see what new problems present themselves to you each…Nov 7, 2017Nov 7, 2017
