Barbara Riggan

Questioner
DISC Type : c

Client Partner at Slalom

Helotes, Texas, United States

Overview

Barbara is a Client Partner at Slalom with over 20 years of experience in technology and business transformation, split between consulting and leadership in financial services. She previously managed IT budgets of $1. 4B at USAA. Colleagues describe her as a smart leader who advocates for her people.

She maintains a strong connection to the institutions that have shaped her career, including Accenture, where she was a Senior Manager, and the Massachusetts Institute of Technology, where she pursued executive education.

Unique fact: While at USAA, she was accountable for IT Opex/Capex budgets totaling $1. 4 billion.

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

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. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

SaaS Go-to-Market
Recently co-authored an article on modernizing go-to-market strategies to unlock revenue growth for SaaS companies, addressing today's fast-paced digital environment.
Enterprise AI Adoption
Actively promotes the strategic partnership between Slalom and OpenAI, focusing on helping enterprise organizations deploy AI at scale to transform processes and innovate.
Organizational Change
Highlights Slalom's recognition in a Forrester report for helping organizations embrace continuous change through human-centered and AI-augmented transformation.

Media Appearances

Barbara has no verified media appearances

Work History

6-2021
Client Partner at Slalom
12-2016 - 6-2021
Vice President at Harland Clarke
8-2011
Executive Director at USAA
6-2011
Senior Manager at Accenture

Education

B.S. from Texas A&M University
2012 - 2014
Executive Education from Massachusetts Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 14 Location : Helotes, Texas, United States Job Level : Senior Designation : Client Partner at Slalom
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Insights For Selling To Barbara

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Barbara 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 Barbara

  • 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 Barbara move?

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

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


You And Barbara

Personality Compatibility


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