Brian Daniell

Trailblazer
DISC Type : DI

Chief Customer Officer at Billtrust

Acton, Massachusetts, United States

Overview

Brian Daniell is a results-driven Chief Customer Officer and Operations Executive at Billtrust, with a history of leading global customer-facing organizations of over 1, 000 employees at Deltek. He specializes in driving customer retention and operational scale for PE-backed firms. Colleagues describe him as innovative, calm, and respected.

He has a proven track record of significantly improving key business metrics, having reduced Time-to-Value by over 40% and cut customer support response times by 80%.

Personality Overview

Values Relationships

Informal

Achievement-Oriented

They are more likely to accept new and exciting technologies.  They prefer to ensure that they are in control of the situation. If they come to believe in your value proposition, they will be your champion.

Topics They Care About

AI in Finance
He frequently shares research and webinars on how AI can improve cash flow predictability and efficiency for accounts receivable teams.
Customer Revenue Growth
His work focuses on improving Gross Revenue Retention (GRR) and Net Revenue Retention (NRR), having delivered a 4-point NRR uplift in a previous role.
B2B Payment Efficiency
Shares content on the challenges of manual processes in B2B payments, such as check usage, and advocates for solutions that get invoices paid faster.

Media Appearances

Billtrust Appoints Brian Daniell as Chief Customer Officer. Featured in Marketscreener

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Brian Daniell Joins Billtrust as Chief Customer Officer - PR Newswire. Featured in PR Newswire

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Billtrust appoints Brian Daniell as Chief Customer Officer. Featured in Billtrust (News)

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Work History

4-2024
Chief Customer Officer at Billtrust
12-2019 - 4-2024
Chief Customer Officer at Deltek
12-2013 - 12-2019
Senior Vice President, Customer Success at Deltek
10-2008 - 12-2013
Vice President, Operations at Deltek
5-2003 - 10-2008
VP, Global Support & Services at Deltek

Education

BS from Bentley University
Technology Services Management from Warton Executive Education

More Information

Social Presence :

Prographics :

Exp : 30 Location : Acton, Massachusetts, United States Job Level : Leadership Designation : Chief Customer Officer at Billtrust
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Talk about yourself and some of your achievements at the start of the conversation
  • Showcase existing customers and use case-studies to grab their attention

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Do not look like someone who doesn’t know what they are talking about
  • Don’t force involvement of other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Brian

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can Brian take some risk or not?

  • If necessary, they will be ready to take risks.

You And Brian

Personality Compatibility


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