Brian Zupko

Critic
DISC Type : C

Sr. Storage Technical Specialist at IBM

Chagrin Falls, Ohio, United States

Overview

Brian Zupko is a Senior Storage Technical Specialist at IBM, designing custom storage solutions for enterprise clients. His extensive career includes roles at Hewlett Packard Enterprise, Dell, and Apple, focusing on hyper-converged infrastructure, virtualization, and AI hardware. He holds a Bachelor of Science from Wilkes University.

Outside of his technical role, Brian demonstrates a keen interest in theoretical and applied physics. He follows the work of physicists like Michio Kaku and explores advancements in quantum computing, connecting complex scientific concepts to real-world technological applications.

He recently took a field trip to see the IBM Quantum System One at the Cleveland Clinic.

Personality Overview

Information Seeker

Objective Thinker

Precise

Unless the value is proven by data, they are unlikely to value fancy features.  They enjoy working alone and do not rely on others very often. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

AI & Data Storage
He actively posts about the need for high-performance storage, like IBM's Storage Scale 6. 0, to keep up with the demands of AI at scale.
Hyper-converged Infrastructure
He has a proven background in this area from his previous roles as a Hybrid IT Specialist at HPE and a Sr. Consulting Engineer at Dell.
Enterprise Data Strategy
His commentary on LLMs and unstructured data indicates he thinks deeply about how enterprises can better leverage their core data assets.

Media Appearances

Brian has no verified media appearances

Work History

4-2022
Sr. Storage Technical Specialist at IBM
1-2021 - 4-2022
Technical Sales Engineer at Zinc Performance Industries
10-2019 - 1-2021
Hybrid IT Specialist at Hewlett Packard Enterprise
3-2006 - 3-2019
Sr. Consulting Engineer at Dell
3-1997 - 3-2006
Sr. Systems Engineer at Apple

Education

Bachelor of Science - BS from Wilkes University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Chagrin Falls, Ohio, United States Job Level : Junior Designation : Sr. Storage Technical Specialist at IBM
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready for penetrating questions and critical examination of your pitch
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Brian

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Brian take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Brian

Personality Compatibility


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