Marko Gudelj, PhD

Examiner
DISC Type : sc

Business Development Manager and Co-Founder at Robotiq.ai

Croatia

Overview

Marko Gudelj is the Co-Founder of Robotiq. ai, leveraging his PhD in Industrial Engineering to solve complex automation challenges. His career progressed from software engineering to leading enterprise sales organizations. Described by colleagues as committed, dedicated, and skilled, he earned degrees from FESB and the University of Novi Sad.

His academic background directly informs his view that companies struggle with automation because the final 20-30% of execution—the "execution gap"—is still done manually.

Personality Overview

Unexpressive

Process Oriented

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Enterprise Automation
He co-founded Robotiq. ai specifically to address the 'execution gap' where hidden manual work in legacy systems leads to increased costs, risks, and frustration for companies.
Sales Workflow Friction
Believes sales teams are hindered by workflow friction, not a lack of motivation. He advocates for automating mundane work to allow them to focus on selling.
Practical AI Applications
Views AI's primary value as fixing fragmented workflows that frustrate employees, rather than replacing people, thereby allowing them to perform their best work.

Media Appearances

Marko has no verified media appearances

Work History

8-2018
Business Development Manager and Co-Founder at Robotiq.ai
6-2018 - 12-2021
CEO at M&I Systems Co. GmbH
12-2016 - 1-2019
Head of Sales at M&I Systems, Co.
12-2015 - 12-2019
Senior Consultant & Managing Partner at Procesna Inteligencija
12-2015 - 12-2016
Performance Management Department Manager at M&I Systems, Co.

Education

2001 - 2007
Master's degree from FESB - Faculty of Electrical Engineering, Mechanical Engineering and Naval Architecture
9-2015 - 12-2021
Doctoral degree from Faculty of Technical Sciences, University of Novi Sad

More Information

Social Presence :

Prographics :

Exp : 20 Location : Croatia Job Level : Leadership Designation : Business Development Manager and Co-Founder at Robotiq.ai
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Insights For Selling To Marko

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marko is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Marko

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Marko move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Marko take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Marko

Personality Compatibility


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