Kumar Rathnam

Questioner
DISC Type : c

SVP / Head of Global Products - Digital, Sales & Marketing Solutions at Dun & Bradstreet

San Francisco Bay Area, United States

Overview

Kumar has no verified overview

Personality Overview

Systematic

Cautious & Analytical

Price-Sensitive

They prefer to analyze every situation thoroughly.
  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Kumar has no verified topics they care about

Media Appearances

Kumar has no verified media appearances

Work History

5-2025
SVP / Head of Global Products - Digital, Sales & Marketing Solutions at Dun & Bradstreet
7-2023 - 4-2025
Head of Global Products, Digital Audiences at Dun & Bradstreet
6-2016 - 6-2023
Head of Digital Solutions Consulting / VP Data & Tech Strategy at Dun & Bradstreet
1-2011 - 4-2016
VP Product & Technology, B2B Global at CBS Interactive
6-2007 - 12-2010
Senior Director, International Technology at CBS Interactive (International)

Education

Master of Business Administration (M.B.A.) from San Francisco State University
Master’s Degree from Bharathiar University

More Information

Social Presence :

Prographics :

Exp : 23 Location : San Francisco Bay Area, United States Job Level : Leadership Designation : SVP / Head of Global Products - Digital, Sales & Marketing Solutions at Dun & Bradstreet
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Insights For Selling To Kumar

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kumar 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 Kumar

  • 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 Kumar move?

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

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


You And Kumar

Personality Compatibility


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