Malcolm Ferguson

Initiator
DISC Type : Di

Non-Executive Director at Guide Dogs NSW/ACT

Sydney, New South Wales, Australia

Overview

Malcolm is a senior IT executive in the ANZ market with over 20 years of leadership experience at firms like Accenture and Oracle. He specialises in enterprise software, digital transformation, and cybersecurity. Colleagues describe him as an exceptional, persuasive, and professional leader with a Bachelor of Business from QUT.

He is passionate about animal welfare and community causes, serving as a Non-Executive Director for Guide Dogs NSW/ACT and as a member of UNSWs Animal Care and Ethics Committee. He aims to leverage technology to enhance independence for people with low vision or blindness.

Unique fact: Malcolm is legally blind in one eye, which provides him with personal insight and drives his work in the disability sector.

Personality Overview

Conviction Driven

Friendly Challenger

Confident

They respond well to objective pitches but also attach some value to relationships.  They don’t mind taking a stand if they believe in something. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Supporting Disabilities
As a board member for Guide Dogs NSW/ACT, he is passionate about empowering people with low vision, a cause connected to his personal experience.
Women in Tech
Demonstrates his commitment to diversity and inclusion by serving as a judge for the ARN Women in ICT Awards in both 2024 and 2025.
Tech Innovation
Actively engages with the Australian tech ecosystem's future by participating as a judge for the 2024 ARN Innovation Awards.

Media Appearances

Our board – Guide Dogs NSW/ACT. Featured in Guide Dogs NSW/ACT (official website)

See Now

Work History

3-2025
Non-Executive Director at Guide Dogs NSW/ACT
8-2024
Member, ACEC at UNSW
10-2021 - 4-2022
Integration Practice Lead, ANZ at Accenture
1-2019 - 7-2021
Sales Director, ANZ at ConnectWise
11-2018
Member, Advisory Board at Reddzebra

Education

Bachelor of Business from QUT (Queensland University of Technology)

More Information

Social Presence :

Prographics :

Exp : 19 Location : Sydney, New South Wales, Australia Job Level : Mid-senior Designation : Non-Executive Director at Guide Dogs NSW/ACT
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Acknowledge their status and position during the conversation
  • Clearly address the competitive aspects

DONT's

  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be very informal even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Malcolm

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Malcolm take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Malcolm

Personality Compatibility


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