Claudio Mariani

Researcher
DISC Type : Cs

Head of Enterprise Architecture at Banco BPM

Greater Milan Metropolitan Area, Italy

Overview

Claudio has no verified overview

Personality Overview

Soft Communicator

Detail Oriented

Perfectionist

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. They are always well-planned and adopt a systematic approach.

Topics They Care About

Claudio has no verified topics they care about

Media Appearances

Claudio has no verified media appearances

Work History

10-2021
Head of Enterprise Architecture at Banco BPM
12-2019 - 10-2021
Head of Application Architecture at Banco BPM
11-2011 - 12-2019
Responsabile Architetture IT at Banca Mediolanum
1-2007 - 11-2011
IT Enterprise Architect at Intesa SanPaolo S.p.A.
5-2006 - 12-2006
IT Application Solutions Architect at Intesa SanPaolo S.p.A.

Education

2004 - 2005
Executive MBA from MIP Politecnico di Milano
2003 - 2004
Corso Executive in Management dell'e-Business from MIP Politecnico di Milano

More Information

Social Presence :

Prographics :

Exp : 26 Location : Greater Milan Metropolitan Area, Italy Job Level : Mid-senior Designation : Head of Enterprise Architecture at Banco BPM
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Insights For Selling To Claudio

During A Call Or A Meeting

DO's

  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Actively address their concerns around change, risk, and acceptance by users
  • When following up with them, expect slowness; use questions to engage them, preferably over email.

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Claudio is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Claudio

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Claudio move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Claudio take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Claudio

Personality Compatibility


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