Gary Testa

Trailblazer
DISC Type : DI

President & CEO at Engineered Fluids. Inc.

St. Petersburg, Florida, United States

Overview

Gary Testa is the President and CEO of Engineered Fluids, leveraging over 30 years of experience in leading technology start-ups to innovate in the electronics cooling industry. He focuses on developing biodegradable, single-phase liquid immersion cooling solutions for data centers and high-powered devices. His peers describe him as a dynamic, visionary, respected, and tenacious sales leader.

Outside of his corporate role, Gary is an avid water sports enthusiast with a passion for surfing, sailing, fishing, and outrigger canoe paddling. He relocated his company from San Francisco to St. Petersburg, Florida, attracted by the citys vibrant atmosphere, quality of life, and great boating and fishing opportunities on Tampa Bay.

An interesting fact is that Garys professional and personal passions intersect perfectly; he shared his excitement about a project using heat reuse from data centers for surfing.

Personality Overview

Friendly But Fast

Assertive

Values Relationships

They respond better to a combination of speed and relationship.  They do not mind taking risks and can make hard decisions, if necessary. They will bat for you if they come to believe in you.

Topics They Care About

Liquid Immersion Cooling
As President & CEO of Engineered Fluids, he is a pioneer in developing single-phase, liquid immersion cooling for data centers, crypto mining, and electric vehicles.
Data Center Sustainability
His company focuses on creating biodegradable dielectric coolants as an environmentally conscious alternative to power and water-intensive air conditioning.
Crypto Mining Efficiency
A significant portion of his company's revenue comes from providing cooling solutions to global crypto-based companies, enabling them to reduce operating costs and improve performance.

Media Appearances

Gary has no verified media appearances

Work History

3-2017
President & CEO at Engineered Fluids. Inc.
3-2016 - 1-2017
President / Chief Revenue Officer at Star2Star Communications
5-2011 - 3-2016
Global Vice President - Cloud and Service Providers Solutions Group at Polycom
2-2010 - 5-2011
VP Worldwide Sales, NCM Portfolio / Tivoli at IBM Tivoli Software
9-2008 - 2-2010
VP Worldwide Sales at Intelliden

Education

9-1995 - 6-1999
BA from UC Irvine
1996 - 1998
Russian - Immerisive Language Program from Norwich University

More Information

Social Presence :

Prographics :

Exp : 34 Location : St. Petersburg, Florida, United States Job Level : Leadership Designation : President & CEO at Engineered Fluids. Inc.
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Give them control of the sales process
  • Help them visualize the impact of their decision
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don't make any commitments that you might not be able to fulfill
  • Don’t hesitate from asking them how they truly feel about your product
  • Don’t force involvement of other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Gary

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They can make decisions quickly if they develop trust in you and conviction in the product.
  • Can Gary take some risk or not?

  • They can take risks if necessary.

You And Gary

Personality Compatibility


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