Andrew Gibson

Wildcard
DISC Type : ics

Sr. Director Alliances - Partner Ecosystem at Coupa Software

Atlanta, Georgia, United States

Overview

Andrew has no verified overview

Personality Overview

Requires Proof

Friendly But Slow

ROI Driven

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Andrew has no verified topics they care about

Media Appearances

Andrew has no verified media appearances

Work History

3-2023
Sr. Director Alliances - Partner Ecosystem at Coupa Software
4-2021
Director of Alliances at Coupa Software
4-2018 - 4-2021
Mid-Market Account Executive at Coupa Software
5-2016 - 4-2018
Account Executive at SAP Ariba
1-2014 - 5-2016
Sr. Demand Management Executive, Southeast at SAP Ariba

Education

2004 - 2009
Management from University of Georgia - Terry College of Business

More Information

Social Presence :

Prographics :

Exp : 17 Location : Atlanta, Georgia, United States Job Level : Senior Designation : Sr. Director Alliances - Partner Ecosystem at Coupa Software
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Help them realize that there is no personal risk in making this decision
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Andrew

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Andrew move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Andrew take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Andrew

Personality Compatibility


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