Marco Naveda

Questioner
DISC Type : c

Sr. Director, Network Architecture at Ciena

Ottawa, Ontario, Canada

Overview

Marco has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

They are more likely than others to negotiate on pricing and terms.  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

Marco has no verified topics they care about

Media Appearances

Marco has no verified media appearances

Work History

3-2021
Sr. Director, Network Architecture at Ciena
3-2018 - 3-2021
Principal, Office of the CTO at Ciena
3-2012 - 3-2018
Sr Advisor Portfolio Strategy at Ciena
6-2002 - 8-2010
Optical R&D Leader at Nortel
Photonic Switching SW Architect at Xros/Nortel

Education

1986 - 1988
MASc from University of Ottawa
1983 - 1986
B Eng from University of Ottawa

More Information

Social Presence :

Prographics :

Exp : 24 Location : Ottawa, Ontario, Canada Job Level : Senior Designation : Sr. Director, Network Architecture at Ciena
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Insights For Selling To Marco

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • 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 Marco is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Marco

  • 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 Marco move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Marco take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Marco

Personality Compatibility


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