Alan Scott Brown

Questioner
DISC Type : c

Chief Transformation Officer at Ingenico

Greater Sydney Area, Australia

Overview

Alan is the Chief Transformation Officer for APAC at Ingenico, where he focuses on driving digital transformation for clients. He has an extensive background in change management and business performance from his time as an executive at Commonwealth Bank and holds a certificate in Business and Climate Change from the University of Cambridge.

He is a people-centric leader who enjoys building team morale, having cooked for his diverse team of over 180 staff from 24 countries. Alan is inspired by stories of dedication and perseverance and is passionate about environmental initiatives, personally celebrating his teams sustainability achievements.

He spearheaded a Terminal Recycle Program that successfully recycled 144, 000kg of materials in a single year.

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Digital Transformation
As Chief Transformation Officer for APAC, his primary role is to help clients navigate and implement digital change to support their business.
Corporate Sustainability
He led a massive terminal recycling program and studied climate change and business at the University of Cambridge, showing a strong commitment to environmental responsibility.
Change Management
He has formal training from Prosci and established the Change Management capability for Business and Private Banking at Commonwealth Bank.

Media Appearances

Alan has no verified media appearances

Work History

10-2024
Chief Transformation Officer at Ingenico
1-2023 - 10-2024
Head of Services at Sentral
1-2018 - 1-2023
Executive Director at Commonwealth Bank
7-2012 - 1-2018
Executive Manager Merchant Solutions Business Performance at Commonwealth Bank
1-2010 - 8-2012
Executive Change Manager Business Bank at Commonwealth Bank

Education

2021 - 2022
Business and Climate Change Towards Net Zero Emissions from University of Cambridge
7-2010 - 8-2012
Change Management from Prosci

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater Sydney Area, Australia Job Level : Leadership Designation : Chief Transformation Officer at Ingenico
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Insights For Selling To Alan

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alan is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Alan

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Alan move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Alan take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Alan

Personality Compatibility


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