Diane Gray

Captain
DISC Type : DS

Director, Digital Experience & Engagement at LAM Technology

Washington DC-Baltimore Area, United States

Overview

Diane Gray is the Director of Digital Experience & Engagement at LAM Technology, advising CIOs on modernizing UCaaS and CCaaS environments. Colleagues describe her as a customer experience guru and a strong leader with deep expertise in reducing telecom costs. She is certified in AI for Customer Contact Leaders.

She positions herself as an independent advisor, not a product reseller, focusing on delivering unbiased guidance and stronger supplier accountability for clients.

Personality Overview

Decisive But Calm

Output-Driven

Long-Term Thinker

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

UCaaS & CCaaS Modernization
Her primary focus is helping CIOs and IT teams modernize their communication and contact center platforms without increasing cost or internal complexity.
Telecom Cost Reduction
She consistently delivers 15–30% telecom cost reductions for clients through strategic contract optimization and independent advisory.
AI in Contact Centers
Holds a certification in AI for customer contact leaders and has experience guiding evaluations for platforms like Observe. AI and NICE.

Media Appearances

Diane has no verified media appearances

Work History

3-2022
Director, Digital Experience & Engagement at LAM Technology
6-2020 - 3-2022
Director of Professional Services at 8x8
4-2019 - 6-2020
Regional Manager, Professional Services at 8x8
12-2018 - 4-2019
Senior Project Manager at 8x8
4-2017 - 12-2018
Professional Services Enterprise Project Manager at RingCentral

Education

1986 - 1989
Education details unavailable from Center for the Media Arts

More Information

Social Presence :

Prographics :

Exp : 33 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Director, Digital Experience & Engagement at LAM Technology
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Insights For Selling To Diane

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
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Diane 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 Diane

  • 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 Diane move?

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

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

You And Diane

Personality Compatibility


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