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Tech Sales Insights

Tech Sales Insights

By Randy Seidl + David Nour
Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
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E29 - Rethinking Our Personal Touch with Steve Fitz, Sumo Logic
Join Randy Seidl and David Nour for this episode of the Sales Community's Tech Sales Insights podcast, as they host Steve Fitz, Chief Revenue Officer at Sumo Logic. Steve is responsible for Sumo Logic’s worldwide customer and field operations efforts, including aspects of customer-facing activities including sales, channels, customer success, and support, as well as professional services.  Prior to joining Sumo Logic, Steve was Sr. Vice President of Worldwide Field Operations for MapR. He was also President & GM of Avaya U.S. Operations leading the go-to-market transformation in Avaya’s private equity turnaround. Previous to that Steve held executive positions in general management and sales at Isilon Systems and EMC Corporation, leading and scaling the go-to-market organizations globally for both later stage startup and growth companies. Steve will be our guest on LinkedIn LIVE today at Noon ET, so hope you'll join us for a live Q&A. We also turn the show notes from this podcast into more in-depth articles, so check them out on SalesCommunity.com. We have some great guests coming up, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts or at SalesCommunity.Com/Events. 
30:36
May 12, 2021
E28 - Evangelizing a New Category with Mary Beth Vassallo, Nexthink
Join Randy Seidl and David Nour for this episode of the Tech Sales Insights Podcast as they host Mary Beth Vassallo, VP & GM - North America at Nexthink. Mary Beth brings 25 years of sales leadership and go-to-market experience, specializing in building and transforming teams into high-performing organizations. She joined Nexthink in April 2017 with an ARR of roughly $4M, 20 customers, and a small office in downtown Boston. Over the last four years, her emphasis as the VP of North America has been on building the team and driving the business by attacking the large enterprise market. Using a value selling motion the North America team has generated $40M in ARR, grew the customer base to over 100 companies, while tripling the average revenue per customer. Prior to Nexthink, Mary Beth was the VP of Sales for the Application Delivery Software business and VP of Global Accounts for the Networking business at HPE. Prior to HPE, Vassallo was the VP of Global OEM Sales at Blue Coat Systems. She also held various executive sales leadership positions at Voltaire (Mellanox, now NVidia), Brocade, and EMC. Vassallo holds a Bachelor of Arts degree in Mathematics from Syracuse University. Don't forget, Mary Beth will be our guest on LinkedIn LIVE today at Noon ET. We turn the show notes from these podcasts into more in-depth articles, so check them out on SalesCommunity.Com. We have several outstanding guests joining us in the next several weeks, so subscribe to Tech Sales Insights wherever you consume podcasts.
36:23
May 5, 2021
E27 - Platform Shifts with Keegan Riley, Sysdig
Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Keegan Riley, the Chief Revenue Officer for Sysdig. Sysdig is a San Francisco-based cybersecurity startup with over $200M in VC funding from Accel Partners, Bain Capital Ventures, Insight Venture Partners, Glynn Capital, and Goldman Sachs.  Before joining Sysdig in 2018, Keegan was VP and General Manager of North America Data Storage at Hewlett Packard Enterprise, running a $1.5B/year P&L. He joined HPE via the acquisition of Nimble Storage, where as VP of Americas Sales he helped build the company from VC backed startup, through a successful IPO, and the eventual acquisition to HPE. Prior to Nimble, he held engineering, sales, and leadership roles at HP Lefthand Networks, EMC Corporation, and multiple startups. Outside of work, Keegan dedicates most of his philanthropic efforts to St. Jude Children’s Research Hospital. He is part of the St. Jude Chicago Advisory Council and serves as the Committee Chair for the St. Jude Chicago Golf Classic, an event that has raised over $25M for the St. Jude Mission. He’s also participated in the St. Jude Memphis Marathon several times as a sponsor, fundraiser, and (very slow 5k) runner. Keegan holds a B.S. in Electrical Engineering from the USC Viterbi School of Engineering, and an MBA in Management and Organization from the USC Marshall School of Business. He lives in the Chicago area with his wife and two daughters. Keegan is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us! Show notes from this podcast will be featured in the Sales Community.
38:47
April 28, 2021
E26 - Curve Benders with David Nour
He is a senior leadership/board advisor, educator, executive coach, and bestselling author. Internationally recognized as the leading expert on applications of strategic relationships in profitable growth, sustained innovation, and lasting change, he is the author of eleven books, including bestsellers Relationship Economics® (Wiley) and Co-Create (St. Martin’s Press), as well as the forthcoming Curve Benders (Wiley, 2021). He serves as a trusted advisor to global clients and coaches corporate leaders and is an adjunct professor at the Goizueta Business School at Emory University. He was recently named to the Global Gurus Top 30 Leadership Professionals and the Thinkers 50 Radar Class of 2021 lists. A Forbes Leadership contributor on the Future of Work, and an Inc. contributor on Relationship Economics, his unique insights have been featured in various prominent publications, including The Wall Street Journal, The New York Times, Fast Company, Huffington Post Business, Entrepreneur, and Knowledge@Wharton. He’s also the host of the popular Curve Benders podcast. Born in Iran, he immigrated to the U.S. as a teenager with $100, limited family ties, and no fluency in English. He graduated from Georgia State University with a bachelor’s degree in business management and went on to earn an Executive MBA from the Goizueta Business School at Emory University. Join Randy Seidl on this episode of the Tech Sales Insights Podcast with co-host, David Nour. BTW, Nour will be Randy's guest on Tech Sales Insights LIVE today at Noon ET, so join us on LinkedIn, Facebook, YouTube, and Twitter. We turn the show notes from these podcasts into more in-depth articles, so check them out in the Sales Community. We have several fabulous guests coming up in the next several weeks, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts.
40:17
April 21, 2021
E25 - Business Case Focus with Greg Scorziello
Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Greg Scorziello from London, UK. Greg is a highly effective leader with over 30 years of experience creating and building international operations for early-stage and mid-size companies such as EMC when it was a sub 100 person entity. Listen to learn how Greg helps leaders quantify the strategic value and commercial impact that their solutions/services deliver to their clients. His proven methodology has enabled businesses to increase average order size and gross profit by up to 10x which in turn has a material impact on accelerating business growth. Greg is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us! Show notes from this podcast will be featured in the Sales Community.
43:12
April 14, 2021
E24 - Coaching the Five C's with Cheryl Cook, Dell Technologies
Join David Nour and Randy Seidl for this episode of the Sales Community Tech Sales Insights podcast with Cheryl Cook, SVP of Global Partner Marketing at Dell Technologies. Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications, and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the partner community, Cheryl is a 20+ year partner veteran, known as an innovative, collaborative leader who creates compelling business solutions that accelerate partners’ success. Prior to her current role, Cheryl served as Vice President, Global Channels and Alliances, leading channel strategy for the company worldwide. Her responsibilities included setting Dell’s partner strategy company-wide, as well as developing and executing channel programs, training, certification, and global marketing programs that enabled partners to grow their business with Dell. Cheryl and her team contributed to the growth of Dell’s global channel business from 33% to over 40% of Dell’s total revenue. Prior to running Dell’s channel business, Cheryl served as Vice President of Enterprise Solutions, where she was responsible for the go-to-market strategy and execution for Dell storage, server, networking, and related software businesses. Cheryl has more than 25 years of IT and high-tech experience. A contributor to Fortune Magazine’s 50 Most Powerful Women’s community, Cheryl is an active proponent of women in business and technology. Cheryl is the founder and executive sponsor of the Dell Technologies Women’s Partner Network, an initiative that supports and empowers our community of women partners. Cheryl also contributes to Dell’s Women in Action and Dell Women's Entrepreneur Network. Honored by CRN numerous times as one of the Power 100 Women of the Channel, 50 Most Influential Channel Chiefs and Top 100 Channel Sales Leaders, as well as Channel Partners Top Gun 51, Cheryl serves on the board of directors for ARC Document Solutions, is a member of Channel Focus Club 50 and holds a Bachelor of Science in Computer Science from the University of Florida.
41:10
April 7, 2021
E23 - Two Winners in Every Deal with Colin Mahony, Vertica
He leads the Vertica business for Micro Focus, helping the world's most data-driven organizations leverage and monetize their business data through advanced analytics and machine learning. Founded in 2005, Vertica offers one of the industry's most advanced analytics platforms for ingesting, processing, and storing large volumes of continuously flowing information.  In 2011, he joined HP as part of the highly successful acquisition of Vertica and took over as VP and GM of HP Vertica, where he guided the business to remarkable annual growth and recognized industry leadership. Prior to Vertica, he was VP at Bessemer Venture Partners, primarily focused on enterprise software, telecom, and digital media investments. Prior to Bessemer, he worked at Lazard Tech Partners and was a Senior Analyst at the Yankee Group.  He earned an MBA from Harvard Business School and a Bachelor's degree in Economics with a minor in Computer Science from Georgetown University. Join David Nour and Randy Seidl on this episode of the Tech Sales Insights podcast with Colin Mahony.
38:05
March 31, 2021
E22 - Leading From Within with Craig Hinkley, WhiteHat Security
He joined WhiteHat Security as CEO in early 2015, bringing more than 20 years of executive leadership in the technology sector. In this role, he is driving customer-centric focus throughout the company, broadening WhiteHat's global brand and visibility beyond the application security space and security buyers, to the world of the development organization and DevSecOps approach to application development. Prior to joining WhiteHat, he served as VP and GM of the LogLogic business unit for TIBCO Software, where he was responsible for global field sales and operations, client technical services, engineering, R&D, product design, and product management. Before TIBCO, he served as the GM of HPE's Networking Business in the Americas. Earlier in his career, he held positions at Cisco Systems and Bank of America. He earned a bachelor's degree in Information Technology from the Swinburne University of Technology in Australia. Join David Nour and Randy Seidl on this episode of the Tech Sales Insights podcast with Craig Hinkley. BTW, three quick points: Craig will be our guest on LinkedIn Live, today at Noon ET - hope you'll join us. We turn the show notes from these podcast interviews into more in-depth articles, so check them out on Sales Community. We have some fabulous guests joining us in the coming weeks including Greg Scorziello, Keegan Riley, Mary Beth Vassallo, and Cheryl Cook, so hope you'll subscribe to the #TechSalesInsights wherever you consume podcasts.
40:06
March 24, 2021
E21 - Grit, Passion, and Intellectual Curiosity with Andrew Ettinger, Astronomer
He is currently the Chief Revenue Officer of Astronomer which is the commercial developer behind the popular open-source project Apache Airflow. With a deep passion for helping emerging and disruptive technology companies build sustainable teams that thrive and deliver significant value to the marketplace, he has a long track record of sales success. He most recently spent 10 years at Pivotal Software leading them from $0-500M in ARR in 4 years to an IPO. He is very active in the start-up community both investing and advising companies on the best Go-To-Market strategies and plans to effectively build, operate, and scale organizations. Join Randy Seidl and David Nour on this episode of the Sales Community's #TechSalesInsights podcast with Andrew Ettinger. BTW, three quick points: Andrew will be our guest on LinkedIn Live today at Noon ET. Join us for a live "Ask Me Anything" session. We turn these podcast interviews into more in-depth articles, so check them out at SalesCommunity.com We have some fabulous guests joining us in the coming weeks, so hope you'll subscribe wherever you consume podcasts or at SalesCommunity.com/Events.
33:03
March 17, 2021
E20 - Three 'Ships' with Jennifer Haas
Chief Revenue Officer / Executive Vice President of Sales and Marketing, Jennifer Haas, is known for building, scaling and leading high-performance teams focused on profitable revenue growth, customer success, and operational excellence. For two decades, she has had the honor of holding progressive global leadership positions in Fortune 100 companies and start-ups in the technology and healthcare sectors. She brings with her a deep understanding of the sales process, a willingness to roll up her sleeves, and a calculated approach to leadership. She has a unique mix of big company pedigree and entrepreneurial fortitude with well-rounded business acumen. Most recently, Haas went from leading a national Business Development team in a $1.6B segment of the $40B tech company Oracle to having P+L responsibility as the CRO / EVP of Sales and Marketing for a SaaS company focusing on digital medicine in the healthcare market. Haas serves on the board of Mama Hill’s Help and was the Chairman of the Oracle Rep Advisory Board. She is a regular panel participant and speaker in the tech space and the partner community. Haas has a B.S. from the University of Washington and has completed executive education at UW Foster Business School for Corporate Governance and MIT for Financial Leadership. Haas makes her home in Orange County with her husband and stepson. Passions include international travel, boating, hiking, and giving back. She is a healthy lifestyle and vibrant real food advocate and a masters swimmer. Certified in Scuba and a capable yacht captain. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Jennifer Haas. Don't forget, three quick points: Seidl and Nour host each week's guest on a live Q&A live stream on LinkedIn, YouTube, and Facebook, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.        We have some fabulous guests joining us in the next several weeks, so learn more at SalesCommunity.com/Events.
32:15
March 10, 2021
E19 - Mission-Driven Founders with Ed Sim, Boldstart Ventures
He is the founder of boldstart ventures, a day one partner, and a true believer in developer first and SaaS founders. boldstart is often the first investor working closely with technical founders at company formation. He is currently a board member/observer of Snyk, Kustomer, BigID, Env0, and Cycle. Notable first check investments include Superhuman, Security Scorecard, and Front. He previously co-founded Dawntreader Ventures where he led first-round investments in LivePerson (NASDAQ: LPSN), GoToMeeting (acq. By Citrix), and Greenplum (Pivotal Software). He has a BA in Economics from Harvard. Join David Nour and Randy Seidl on this episode of the #TechSalesInsights podcast with Ed Sim. Three quick points: Ed will be our guest on a livestream Q&A on Linkedin, Facebook, and YouTube - Wed, 3/3 at 2 PM ET - Join Us We turn the show notes from these podcasts into articles, so check them out on SalesCommunity.Com  We have some fabulous guests coming up, such as Jennifer Haas, Andrew Ettinger, CRO at Astronomer, Craig Hinkley, CEO at White Hat Security, Mary Beth Vassallo, VP & GM of North America at NextThink, and Keegan Riley, CRO at SysDig. Stay up to date at SalesCommunity.com/Events
41:01
March 3, 2021
E18 - Personal Accountability with Peter Quirk, HPE
He is a VP/GM of Top Accounts, responsible for HPE’s Hybrid IT, Intelligent Edge, Software, and Services. His organization spans 84 countries and owns all aspects of the HPE customer relationship. The accounts are led by the Enterprise Account Executives (EAE), Enterprise Account Manager (EAM), PointNext, Storage, and Server Specialists. The EAEs & EAMs are responsible for the executive relationship and coordinating the HPE specialists who in turn, work with our clients to transform, manage, and evolve businesses to take advantage of their traditional IT assets and the Cloud. By harnessing Hybrid IT, the Intelligent Edge, and flexible consumption models securely, customers create significant business value. His team is accountable for more than 1.3+ billion in revenue, interfacing across HPE's global business units, ensuring strong synergies between product and service teams, to bring the full power of the HPE portfolio to customers globally. Prior to joining HP, he spent four years at CommVault Systems (CV), where he held the District Sales Manager role for the Northeast; Before CV he spent six years at EMC / Legato Systems where he was the AVP Sales Northeast. As part of the EMC software group, he was responsible for managing sales of the company's Information Management Software and Infrastructure Software product offerings. Prior to EMC as President of The Edward S. Quirk Co., he managed all aspects of the commercial & retail tire business for nine years. He started his career in technology at Computer Associates International, Inc. as a field account manager, and soon became a Sr. account manager. He is a graduate of Boston College where he received a B.S. degree from the Carroll School of Management. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Peter Quirk. Don't forget, three quick points: Seidl and Nour are hosting Peter for a live videostream interview, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.       We have some fabulous guests joining us in the next several weeks, so learn more at SalesCommunity.com/Events.
32:15
February 24, 2021
E17 - Action-Oriented Executives with Ken Dougherty, Dell EMC
He is the Vice President, Americas Enterprise Preferred Sales at Dell EMC. In this role, he oversees the go-to-market strategy and field sales organization for a $1.5 billion business across the Dell Technologies portfolio. He brings over 20 years of experience leading sales at storage and enterprise software companies. He excels at building high-performance sales teams and driving significant revenue growth. Prior to joining Dell EMC, he served as Vice President of North America Sales at Kaminario leading direct and indirect sales. Prior to Kaminario, he led the HP Big Data sales organization for the Eastern U.S. and Canadian markets where his team delivered double-digit growth and consistently overachieved sales goals throughout his six-year tenure. In 2011, he was recognized as Global Sales Leader of the Year at HP. He also led the Eastern and Canadian Region at Compellent, establishing new markets and delivering triple-digit revenue growth. Ken began his sales career at StorageTek and spent 10 years in various sales and sales management positions. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Ken Dougherty. Don't forget, three quick points: Seidl and Nour are hosting Ken for a live video stream interview, so check out the SalesCommunity.com/Events for #TechSalesInsights for updates.      We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.       Our next guest will be Ricardo Di Blasio, the Chief Revenue Officer at CommVault - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
29:15
February 17, 2021
E16 - Thinking Big Enough with Kevin Haverty, ServiceNow
He serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Drift since 2018. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Kevin Haverty. Don't forget, three quick points: Seidl and Nour are mixing things up and will host this week's guest at a live YouTube video stream interview, so check out the Nour Group or Sales Community YouTube Channels for #TechSalesInsights for updates.     We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.      Our next guest will be Ken Dougherty, Vice President of Sales - Enterprise Preferred at Dell EMC - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
30:11
February 10, 2021
E15 - Purposeful Obstacles Beyond Your Comfort Zone with KC Choi, Samsung
As the Corporate EVP and GM of the Global B2B/B2G Team at Samsung Electronics, he is responsible for the sales and go-to-market leadership for Samsung mobility products, services, and solutions including 5G, Knox Security Galaxy, Note, Galaxy Tab, wearables and IoT to Samsung's global enterprise customers and partners. Previously, he was the SVP of Global Systems Engineering of Dell EMC's world-class technical presales engineering organization that helped its customers and partners transform their information technology capabilities to realize the best outcomes in today's digital economy. Earlier in his career, he joined Compaq/HP as Director of Americas Solutions Architecture, before being promoted to VP of Americas Solutions Architecture, Cloud and Total Customer Experience. Originally from Seoul, South Korea, he graduated from UC Irvine with a BA/BS in Economics and Electrical Engineering. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with KC Choi. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.    We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.     Our next guest will be Kevin Haverty, Chief Revenue Officer at ServiceNow - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
37:31
February 3, 2021
E14 - Undetracted Learning with Bill Swales, VMWare
He is the Vice President and Channel Chief of the Americas Partner Organization at VMWare, where he is responsible for indirect routes to market for the Americas: United States, Latin America, and Canada, which includes Solution Providers, Corporate Resellers, Public Sector Partners, OEMs, Systems Integrators and Outsourcers, ISVs, and Distributors. Prior to VMware, he was Group Vice President for the Alliances and Channels Sales organization in Oracle's North America Technology Division where he was recognized by technology news source CRN as one of the "Top 50 Most Influential Channel Chiefs." A fierce competitor, he is highly regarded by partners, peers, and team members for his deep understanding of channel and business fundamentals, combined with a data-driven, no-nonsense approach to delivering results. Prior to Oracle, he was Senior Vice President of Worldwide Sales for the Cloud Systems and Solutions Group at Seagate Technology. His experience includes leading the Industry Standard Server and Storage business units at Hewlett Packard, where he held full P&L responsibility throughout the Americas region. He has also held leadership positions and senior sales roles at EMC, IBM, and McData Corporation. He holds a B.S. in Business from DePaul University and has participated in the Harvard Executive Education Program. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Bill Swales. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.   We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.    Our next guest will be KC Choi, EVP and Global Leader, B2B Mobile at Samsung - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
29:11
January 27, 2021
E13 - Sales Operating Plan with Mark Stephenson, Evisort
He’s a Silicon Valley tech sales veteran, and the Chief Customer Officer for Evisort, an artificial intelligence (AI) technology company, having recently closed a $15 million Series A funding round led by Vertex Ventures and M12, Microsoft’s venture fund, with participation by Amity Ventures and Serra Ventures. Overseeing marketing, sales, and customer success, he has complete accountability to build strategy and execution around the full customer lifecycle. He helps clients optimize the use of Evisort’s “google for contracts” software-as-a-service (SaaS) contract analytics solution which has embedded AI capability to read and understand the meaning in legal documents like contracts. He helps clients create greater agility and effectiveness around how contracts and legal documents are generated, approved, processed, and renewed. With over 25 years of sales leadership expertise in technology solution sales at high-growth, venture-backed firms as well as at scale enterprises such as Cisco and HP, he previously led Avi Networks where he rapidly scaled the business until the company’s successful acquisition by VMware in 2019. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Mark Stephenson. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.   Our next guest will be Bill Swales, VP and Channel Chief at VMWare Americas - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
27:40
January 20, 2021
E12 - What's Your Brand with Peter McKay, CEO - Snyk
He is Chief Executive Officer of Snyk (pronounced Sneek), leading a worldwide organization that is disrupting the security industry. Prior to Synk, he was the Co-CEO, President, and Board Member at Baar, Switzerland-based Veeam Software with over 3,500 employees, 240K customers, and $1 Billion in bookings. His previous leadership roles include SVP and GM of the Americas at VMWare, GM of Watchfire at IBM, EVP of Sales at PTC, and SVP at Computer Associates. He is a graduate of Northeastern University with a BS BA in Accounting and Finance, loves cycling, and spending time with his family. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Peter McKay. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.  Our next guest will be Mark Stephenson, CRO at Evisort - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
34:47
January 13, 2021
E11 - Keep Flying the Airplane with Brian Bell, CEO - SportsEngine
He is Chief Executive Officer at SportsEngine, responsible for setting the overall direction and product strategy for the company, as well as new growth initiatives. Prior to SportsEngine, he held several executive positions at technology companies including President/COO at Code42, Executive Director, Americas Sales at Dell, and Vice President of Worldwide Sales at Compellent Technologies. He holds a Bachelor's degree in Human Factors from the United States Air Force Academy and a Master's degree in Human Factors from the University of Illinois. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Brian Bell. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com. Our next guest will be Peter Mckay, CEO of Snyk - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
31:04
January 6, 2021
E10 - Making Bold Moves with Jas Sood, HPE
She is the Vice President and GM of HPE’s North America Infrastructure and Services Business. Over her 25-year career at HPE, she has held roles of increasing responsibility and gained a unique depth of management and leadership experience. She has strong Sales, financial, and business acumen and has spent her entire career in the technology industry.  She has a reputation for personal integrity, independent thinking, and collaboration with others in order to drive business results. Prior to her current role, she has held numerous prior executive-level roles at HPE in Sales, Finance, and Operations. She obtained her undergraduate degree in Economics from UC Irvine and an MBA from Pepperdine University. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Jas Sood. Don't forget, two quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
31:52
December 16, 2020
E9 - Out of Your Comfort Zone with Jeff Casale
He has a consistent track record of leading and scaling high growth organizations from sub $20M to billions through complex and often ambiguous go-to-market challenges. Success has required creating and executing bold strategies to enter new markets and build predictable revenue growth. The most important foundational element has been a proven track record of servant leadership. Creating an environment where people are growing and developing as they take risks and make the mistakes necessary for ongoing success. He most recently served as President DT Select Group at Dell Technologies, now a $10 billion business, responsible for strategic planning, business operations, go-to-market, and management of key functions for Dell's most strategic global relationships, including sales, channels, services, and field marketing.  Previously he spent five years at VMware and led business operations for the company’s Americas region, bringing more than 20 years of experience in U.S. and international markets, storage and information software, and global sales and service. Prior to VMware, he spent 19 years at EMC, where he led global channels, OEMs, and go-to-market strategy. While at EMC he also held executive and operational leadership positions for sales and services across Latin America and for the company’s Europe, Middle East, and Africa (EMEA) regions. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with servant leader and board advisor, Jeff Casale. Don't forget, two quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
33:29
December 9, 2020
E8 - Going Above and Beyond with Rich Wenning, CyberArk
He is the Senior Vice President of North American Sales for CyberArk. In this capacity, he leads an organization focused on CyberArk’s identity security portfolio. CyberArk protects against advanced cyber threats, supports compliance initiatives, and empowers digital transformation. Anchored in privilege access management, CyberArk adaptively manages access for a broad range of human and machine identities, from any location or device, across cloud and hybrid environments, and throughout the DevOps pipeline. He has over 25 years of industry experience, and he’s held a variety of senior leadership and client-facing positions with Palo Alto Networks, IBM, Cisco Systems, and Hewlett-Packard Company. He has a passion for building a culture of learning, empowerment, and engagement, reinforcing the right traits, values, and behaviors that lead to client success. A native New Englander, and avid baseball fan, he has served on the Board of Directors for the Greater Boston Chamber of Commerce, and the Customer Advisory Board at Inwood House. He is a graduate of Northeastern University in Boston, and he received his MBA from Fordham University in New York City. He lives in a suburb west of Boston with his wife and two children. Join Randy Seidl and David Nour on this episode of the Sales Community #TechSalesInsights with Rich Wenning. Don't forget, two quick points: Seidl and Nour host each week's guest in a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
31:49
December 2, 2020
E7 - Passion for Learning with Peter Bell, Amity Ventures
He is the General Partner at Amity Ventures where he focuses his energy and expertise on partnering with entrepreneurs to build companies of consequence. He has spent three decades starting, building, and investing in technology businesses. His thematic areas of focus include Machine Learning, Big Data, Cybersecurity, Internet of Things, Autonomous Logistics, Data Analytics, Cloud Computing, Personal/Mobile Commerce, FinTech, and Enterprise Software. He has served on the boards of numerous technology companies over the past two decades including, most recently, Gigamon, LevelUp (acquired by Grubhub), Ocarina (acquired by DELL), Turbonomic, WePay, Qumulo, and ENJOY.  He is currently on the board at Vowel, an emerging leader in enterprise collaboration, Column, a platform for public notice, and Playco, a leader in mobile gaming. He began his career at Price Waterhouse in Boston. In late 1986, he began to sense the opportunities arising in the information age of enterprise computing and joined an exciting young company in Natick, Massachusetts, EMC Corporation. He relocated to San Francisco in 1987 to help lead EMC initiatives in Silicon Valley. EMC was acquired by Dell in September 2016 for $67 billion. In 1998, he embarked on his own entrepreneurial journey and co-founded StorageNetworks, a pioneer in cloud computing. He led the company as its CEO and completed an IPO in 2000. After stepping down as CEO in 2003, he formed his own investment firm, Stowe Capital, focusing on early-stage investments in enterprise software, data center infrastructure, and consumer internet companies. He was a member of the faculty at MIT Sloan School of Management from 2003 to 2006, where he taught entrepreneurship. He was also a Distinguished Executive in Residence and member of the faculty at Boston College from 2003 to 2010, where he taught at the Carroll School of Management. In 2006, he joined Highland Capital Partners, a leading global venture capital firm, where he led investments in early and growth-stage technology companies, eventually becoming the Managing General Partner of the firm.  He lives in the San Francisco Bay Area with his family, serving as a Trustee at Sacred Heart Schools Atherton from 2012 through June 2018. He joined the Board of Trustees of Boston College in 2000 and currently serves as a Trustee Associate. He is also an advisor to the Shea Center for Entrepreneurship at Boston College. He holds a BS in Management from Boston College, an MBA from the Harvard Business School, and an Honorary Doctorate from Babson College. Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Peter Bell. Don't forget, two quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
38:23
November 25, 2020
E6 - Love to Build with Bill Hogan, SecurityScorecard
He is a recognized industry leader in the IT and Security Field. As the Chief Revenue Officer of SecurityScorecard, the leader in security ratings, his team serves global clients such as GE, McDonald's, Charter Communications, All State, AIG, and Bank of NY Mellon to name a few. He is a seasoned executive with a proven track record leading high performing teams solving enterprise-class problems.  He previously ran Global Financials and Strategic Accounts at Fortinet. Before Fortinet, he served as President and Chief Revenue Officer at Webhouse, Inc. He spent a decade at NetApp as VP of Global Accounts, Financial and America’s Enterprise. At HP, he served as its GM of Storage Virtualization Systems Group, after its acquisition of StorageApps where he served as VP of Sales. Earlier in his career, he spent a decade at EMC in various sales and sales leadership roles.  He serves on various charitable boards, including Diocese of Brooklyn Futures in Education, Alive and Hope Foundation, Tuck RUSH for Literacy, St Baldrick’s Foundation, and St Agnes CYO. Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Bill Hogan. Don't forget that we turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
39:15
November 18, 2020
E5 - Make the Number with Ken Grohe, WEKA
He is a technology veteran, bringing more than three decades of SaaS and storage leadership to his role as President and Chief Revenue Officer (CRO) for WekaIO. Prior to joining the company, he was CRO of Samsung’s Stellus Technologies, a leading data systems company that addresses the way companies capture, store, access, and process unstructured data. Prior to Stellus, he served as President of SignNow, SVP, and GM of Barracuda Networks, and CRO of Virident, a Western Digital Company. He also had an impressive 25-year career at Dell EMC, finishing as VP and GM with a focus on the global flash business. In addition to being an international best-selling author, he holds a degree from Stanford University Graduate School of Business and a BS, cum laude, in Management from Boston College. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Ken Grohe.
41:07
November 11, 2020
E4 - First in a Role to Grow Something with Paola Doebel, Ensono
She joined Enonso in May 2020 from Hewlett Packard Enterprise (HPE) where she served as the Vice President and General Manager for the North America Compute, Software Defined, High-Performance Computing (HPC) and Artificial Intelligence (AI) team. Prior to her North America roles at Ensono and HPE, she lived with her family in Asia-Pacific for 8.5 years where she held various technology leadership roles at Dell Technologies and HPE. She has held multiple roles at HPE in Asia-Pacific from strategy and operations to leading the APJeC Datacenter and Hybrid Cloud business based in Singapore. Prior to joining HPE, she was a Director at Dell Technologies (Dell) in APJ where she led the Enterprise Infrastructure and Options businesses for the region based in Seoul, South Korea, and Singapore. She started her technology career at Dell based in Austin, Texas, and North Carolina where she held roles ranging from product management to global business and product development. She graduated with a Bachelor of Arts in English Literature from the University of Pennsylvania in Philadelphia, and currently lives in the Chicago area with her family. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Founding Advisory Board Member of the Sales Community, SVP and Managing Director of North America at Ensono, Paola Doebel. Don't forget, we turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.
33:47
November 4, 2020
E3 - Imagining the Possible with Frank Rauch, Check Point Software
His responsibilities include strategy, execution, and results for Check Point Channel Partners around the globe. His last position was Vice President of VMware’s Americas Partner Organization. In this role, he was responsible for indirect routes to market for the Americas, which include national and regional solution providers, public sector partners, original equipment manufacturers, system integrators and outsourcers, ISVs, and distributors. Prior to VMware, he was Hewlett-Packard’s Americas Vice President and General Manager of Enterprise Channels. He also held VP roles in strategy and direct sales with HP. He started his career with IBM in sales and executive staff roles. He and his teams have been recognized with over 65 channel awards and he has been personally recognized with 13 CRN Channel Chiefs awards and has been ranked consistently in the CRN Top 25 Channel Sales Leaders. He is a graduate of Drexel University with degrees in Marketing and Computer Systems Management. He lives in the Philadelphia area and is active on several advisory, non-profit, and partner advisory boards. In his spare time, he also enjoys mentoring students and startups.  Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Frank Rauch, Head of Check Point’s Worldwide Channels. We turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.
39:53
October 28, 2020
E2 - High-Performance Culture with Jim Sullivan, President & CEO - NWN Corp.
With more than 30 years of enterprise technology industry experience, he has a track record of scaling both emerging and established companies for rapid global growth. As President of Actifio from February 2011 until May 2019, he helped drive this copy data management software pioneer to a unicorn valuation of $1.3 billion, more than 3,500 global customers, and a 50% CAGR. He co-developed the company’s strategy and led sales, presales, channels, and OEM distribution, from pre-revenue to achieving high growth, positive cash flow, and global operations. Prior to Actifio, he served as the President of enterprise storage technology provider XIV, responsible for the company’s business direction and go-to-market model, including sales, marketing, and global services operations. After XIV was acquired by IBM in 2008, he spent three years as Vice President of IBM Storage, generating more than $1 billion in total sales. He spent six years as CEO of CentrePath Network, and prior to that spent 12 years helping to grow EMC Corporation from $80 million to more than $10 billion in annual global sales, serving in several senior management positions culminating in Senior Vice President of Sales. He served on the boards of AppIQ until its acquisition by HP in 2005, and Diligent, a deduplication software pioneer acquired by IBM. He currently serves as chairman of the board of Weka.io, maker of a software-defined file system, and is a board member of Titus Software, a Blackstone portfolio company. He is active as a member of YPO (Young Presidents’ Organization), and with his Alma Mater, Boston College. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Jim Sullivan, President, and CEO of NWN Corporation. We turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.
40:35
October 21, 2020
E1 - Sales Community Vision with Randy Seidl, Founder and CEO
He is a global technology board director, CEO, CRO, executive recruiter, sales community leader, consultant, advisor, and investor with extensive sales and executive leadership experience. Put simply, he helps companies and individuals grow.  He is known for his unique ability to scale emerging growth and Fortune 500 technology companies as well as individual’s careers. Uniquely, he has worked in startups/smaller companies and industry-leading organizations such as Hewlett Packard, Sun Microsystems, StorageTek, and EMC Corporation. He has a record of consistently increasing company value through his strategic leadership, go-to-market expertise, people skills, and his extensive executive relationship network.  His COVID moment, that you'll hear about in this episode, led to his planned launch of the SALES COMMUNITY this month as a sales social network with a mission to be the best resource to add value to technology sales professionals by providing a community where members can: promote equity, diversity, and inclusion, learn more and grow, give and get feedback, network, access a library of best in class resources, and have fun. Join us on this inaugural episode of the Tech Sales Insights with the Sales Community founder and CEO, my friend, Randy Seidl.
20:21
October 14, 2020