Heiko Schandua

Critic
DISC Type : C

Vice President IT Products Commercial at Miele

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Heiko has no verified overview

Personality Overview

ROI Driven

Information Seeker

Negotiator

They choose to analyze logically and value facts to emotions.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Heiko has no verified topics they care about

Media Appearances

Heiko has no verified media appearances

Work History

1-2024
Vice President IT Products Commercial at Miele
5-2018 - 1-2024
Senior Vice President, Global IT Application Management & Software at Vorwerk Gruppe
1-2016 - 4-2018
Divisional CIO & SVP IT, Kobold & Thermomix at Vorwerk Gruppe
4-2012 - 12-2015
Managing Director and Founder at Ordinatus Consulting GmbH
4-2011 - 3-2012
Senior Strategy Consultant - Technology Transformation at Capgemini Consulting

Education

2001 - 2006
Diplom from Karlsruhe Institute of Technology (KIT)
Abitur from Bischöfliches Cusanus Gymnasium Koblenz

More Information

Social Presence :

Prographics :

Exp : 18 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Senior Designation : Vice President IT Products Commercial at Miele
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Insights For Selling To Heiko

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don't give superficial answers, they are easily rattled by them
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Heiko is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Heiko

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Heiko move?

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

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

You And Heiko

Personality Compatibility


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