Bart Kaplan

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DISC Type : cd

VP Product Expert & Global Role Lead, Enterprise Architecture at Gartner

Washington DC-Baltimore Area, United States

Overview

Bart Kaplan is a VP and Global Role Lead at Gartner, specializing in advising executives on IT strategy, enterprise architecture, and technology innovation. With an MBA from UC Berkeley, colleagues describe him as an insightful, logical, and credible strategic advisor who excels at achieving consensus across business and IT.

His international experience includes a fellowship for an internship with the German Parliament (Bundestag) while studying at the University of Bonn. He also holds a Master’s Degree from Georgetown University and has a listed interest in effective data presentation.

Unique fact: He holds a Series 65 certification as an Investment Adviser.

Personality Overview

Demanding

ROI Conscious

Upfront

They focus on objectivity in a pitch and pay little attention to bells and whistles.  They respond well to confident salespeople. They care equally about the product and its potential impact.

Topics They Care About

Enterprise Architecture
This is his core specialty and current focus in his role as VP, Global Role Lead at Gartner, where he is a product expert.
IT Transformation
His background at VMware involved delivering IT strategy and ROI analyses to CIOs and CTOs who were pursuing major IT transformation and cloud computing initiatives.
Executive Communication
He is a skilled communicator focused on C-level relationships and took a specialized course on "Presenting Data and Information, " indicating an interest in clarity and impact.

Media Appearances

Bart Kaplan: IT Executive Partner Profile & Insights - Gartner. Featured in Gartner

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Bart Kaplan - VP, Global Role Lead, Enterprise Architecture – The Org. Featured in The Org

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Work History

5-2022
VP Product Expert & Global Role Lead, Enterprise Architecture at Gartner
2018 - 6-2022
Senior Leadership Partner at Gartner
2015 - 2018
Leadership Partner at Gartner
2014 - 2015
Strategist, Accelerate Advisory Services at VMware
2013 - 2014
Program Manager, Velocity at VMware

Education

2000 - 2002
MBA from University of California, Berkeley, Haas School of Business
Master’s Degree from Georgetown University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : VP Product Expert & Global Role Lead, Enterprise Architecture at Gartner
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Insights For Selling To Bart

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Stress on the business value that your product offers
  • Make sure that you you respond to any queries from them quickly

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Refrain from asking too many questions
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bart is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Bart

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Bart move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Bart take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Bart

Personality Compatibility


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