Brian Cassano

Captain
DISC Type : DS

VP Channel Success - Americas at Tango Networks

Dallas-Fort Worth Metroplex, United States

Overview

Brian has no verified overview

Personality Overview

Long-Term Thinker

Output-Driven

Decisive But Calm

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

10-2024
VP Channel Success - Americas at Tango Networks
12-2023 - 10-2024
Director, Business Development VAR at 8x8
3-2021 - 7-2023
Manager - Channel Strategy and Enablement at Verizon Business
8-2008 - 3-2021
Emerging Technology Specialist - Global Alliances at Verizon Business
Territory Channel Manager at Interactive Intelligence

Education

Master of Business Administration - MBA from Pace University - Lubin School of Business
Bachelor of Science - BS from SUNY Oneonta

More Information

Social Presence :

Prographics :

Exp : 17 Location : Dallas-Fort Worth Metroplex, United States Job Level : Senior Designation : VP Channel Success - Americas at Tango Networks
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • During followups, use phone or text if needed, they should be fine
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Brian

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Brian take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Brian

Personality Compatibility


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