Ernie Hu

Critic
DISC Type : C

Chief Operating Officer at CAST

New York, New York, United States

Overview

Ernie Hu is the Chief Operating Officer at CAST, responsible for scaling the "Software Intelligence" market category. A graduate of the University of Wisconsin-Madison, he previously had a long career at IBM, including as General Manager of IBM Cloud for Greater China. People who have worked with him describe him as motivating, diligent, and intelligent.

His extensive executive assignments across the US, Asia Pacific, and China suggest a global mindset and high degree of adaptability. He has a track record of leading large, culturally diverse teams and operating effectively in varied international business environments.

Unique fact: He was recognized by China Global Entrepreneur as one of the "40 under 40 Tech Business Elites" and is a published author.

Personality Overview

Objective Thinker

Information Seeker

Critic

They don’t appreciate bells and whistles unless backed by data.  They are quite likely to negotiate on pricing or other key terms. They enjoy working alone and do not rely on others very often.

Topics They Care About

Software Intelligence
As COO of CAST, he is a leader in scaling this emerging market category, often described as an "MRI for Software".
Legacy Modernization
He has recently commented publicly on the growing complexity of enterprise systems and the challenges of updating legacy technology.
Go-to-Market Strategy
His role involves overseeing all country managers, field operations, and partner channel integration on a global scale.

Media Appearances

Ernie Hu - The Software Intelligence Pulse. Featured in CAST Software – The Software Intelligence Pulse

See Now

Work History

12-2017
Chief Operating Officer at CAST
1-2016 - 11-2017
Vice President, IBM Cloud, Greater China Group at IBM
1-2011 - 12-2015
Vice President and General Manager, IBM Software Group , Greater China Group at IBM
1-2010 - 12-2010
Chief Of Staff to Senior Vice President, IBM Middleware, World Wide Software Group at IBM
2008 - 2010
Director of Information Management, IBM Software Group, Asia Pacific / Eastern Europe and LATAM at IBM

Education

7-1989 - 12-1993
Bachelor of Business Administration - BBA from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 19 Location : New York, New York, United States Job Level : Leadership Designation : Chief Operating Officer at CAST
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Insights For Selling To Ernie

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Do not use very emotional or colorful language
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • 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 Ernie is

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

  • 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 Ernie move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Ernie take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Ernie

Personality Compatibility


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