Brian McHughs

Pioneer
DISC Type : ids

VP of Software Sales at Innovative Driven

Denver, Colorado, United States

Overview

Brian is the VP of Software Sales at Innovative Driven, recognized as an innovator in AI-driven legal technology. A co-founder of Indexed I/O, he holds recent certifications in AI from MIT and Northwestern. Colleagues describe him as a knowledgeable, creative, and results-oriented leader.

Outside of work, Brian enjoys the Colorado outdoors, playing golf, and spending time with his family. He also has an appreciation for local microbrews and relaxing on a downtown Denver rooftop when time allows.

He was recently a finalist for the "Enterprise Innovator of the Year" award for his work in implementing cutting-edge technologies.

Personality Overview

Friendly But Fast

Driven But Considerate

Decisive But Friendly

If they are convinced, they can become very strong champions for your product  They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

AI in eDiscovery
He frequently speaks on AI models and their practical application in eDiscovery and has earned recent AI certifications from MIT and Northwestern University.
Legal Tech Innovation
As a co-founder of Indexed I/O and an "Enterprise Innovator of the Year" finalist, his career is focused on building and promoting transformative legal technologies.
Solving Data Challenges
He states his passion is solving major challenges with eDiscovery solutions, believing "The bigger the problem, the more satisfying it is to solve it. "

Media Appearances

Brian has no verified media appearances

Work History

3-2025
VP of Software Sales at Innovative Driven
9-2013 - 3-2025
Co-Founder at Indexed I/O
2011 - 8-2013
Solutions Architect at Trackvia
11-2008 - 11-2011
Director of Operations and Client Relations at InterLegis, Inc.
6-2005 - 11-2008
Director of Electronic Evidence Discovery at TechLaw Solutions, Inc.

Education

1994 - 1997
B.A. from Cornell College

More Information

Social Presence :

Prographics :

Exp : 28 Location : Denver, Colorado, United States Job Level : Senior Designation : VP of Software Sales at Innovative Driven
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Showcase existing customers and use case-studies to grab their attention
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Brian

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are generally fast movers and can take quick decisions
  • Can Brian take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Brian

Personality Compatibility


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