Ken Lane

Questioner
DISC Type : c

Director, IT Solutions and Service Delivery at University of Calgary

Calgary, Alberta, Canada

Overview

Ken has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

They prefer to analyze every situation thoroughly.
  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

4-2021
Director, IT Solutions and Service Delivery at University of Calgary
4-2020 - 3-2021
Associate Director, Applications and Business Intelligence & Analytics at University of Calgary
1-2015 - 4-2020
Associate Director, Applications and Web Services at University of Calgary
5-2009 - 7-2011
Business Intelligence Analyst at SMART Technologies
6-2008 - 1-2009
Lead Solution/Technical Architect, Business Analyst at Pengrowth Corporation

Education

1984 - 1988
Bachelor of Science from Memorial University, Newfoundland and Labrador
1990 - 1991
Diploma from Keyin Technical College

More Information

Social Presence :

Prographics :

Exp : 16 Location : Calgary, Alberta, Canada Job Level : Mid-senior Designation : Director, IT Solutions and Service Delivery at University of Calgary
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Ken

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Ken take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Ken

Personality Compatibility


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