Ken C.

Critic
DISC Type : C

Director, Data and Analytics at Intercontinental Exchange

Greater London, England, United Kingdom

Overview

Ken has no verified overview

Personality Overview

Critic

Objective Thinker

Information Seeker

They enjoy working alone and do not rely on others very often.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

7-2018
Director, Data and Analytics at Intercontinental Exchange
10-2016 - 7-2018
Head of IT Services & Operations, Credit Market Analysis at Intercontinental Exchange
8-2014 - 10-2016
Head of IT Services & Operations, Credit Market Analysis at S&P Global Market Intelligence
3-2013 - 3-2014
Senior Project Database Specialist at RBS Markets and International Banking
6-2011 - 3-2013
Senior Project Database Specialist at RBS Markets and International Banking

Education

MSc from Imperial College London

More Information

Social Presence :

Prographics :

Exp : 20 Location : Greater London, England, United Kingdom Job Level : Mid-senior Designation : Director, Data and Analytics at Intercontinental Exchange
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • 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

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

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

  • 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 Ken move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Ken take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Ken

Personality Compatibility


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