Moray MacLennan

Sharpshooter
DISC Type : DC

Founder at Leaping Fish

Bangkok City, Thailand

Overview

Moray MacLennan is a global product and go-to-market strategist with over 15 years of experience in health tech and B2B SaaS. As the founder of Leaping Fish, she helps tech companies clarify their value propositions to accelerate sales. Described by colleagues as a transformational and authentic leader, she holds a Bachelor of Dramatic Arts.

Her passion for effective communication stems from her background in dramatic arts and an early job where she was nicknamed a "dialogue merchant" for her ability to trade in conversations and stories. This interest in narrative shapes her professional approach to building compelling sales and product strategies.

Unique fact: In one of her first jobs, her boss called her a "dialogue merchant, " a moniker that has stuck with her.

Personality Overview

ROI Driven

Rigorous & Demanding

Precise But Practical

They prefer to be the ones controlling the conversation or defining the terms.  They take a lot of pride in personal achievements. They are not always relationship oriented.

Topics They Care About

GTM Messaging
Her current focus as the founder of Leaping Fish is helping B2B tech companies make their value obvious through effective go-to-market messaging and positioning to speed up sales cycles.
Value Propositions
A core theme in her work and social media posts is the importance of tying product features to outcomes buyers care about, defining a clear and differentiated value proposition.
Digital Health
She has extensive experience in health tech and insurance from roles at Amplify Health and Vitality Global, and recently moderated a panel at the Insurtech Insights Asia conference.

Media Appearances

Moray has no verified media appearances

Work History

1-2024
Founder at Leaping Fish
3-2025
Strategic Advisor at The CareVoice
8-2022 - 6-2024
Solution Lead | B2B2C SaaS at Amplify Health
8-2019 - 7-2022
General Manager | North America at Vitality Global
11-2015 - 8-2019
Principle Specialist | China Market Entry at Vitality Global

Education

Education details unavailable from Saïd Business School, University of Oxford
1991 - 1994
Bachelor of Dramatic Arts from University of the Witwatersrand

More Information

Social Presence :

Prographics :

Exp : 15 Location : Bangkok City, Thailand Job Level : Leadership Designation : Founder at Leaping Fish
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Insights For Selling To Moray

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Objectively showcase the impact that your product creates
  • When negotiating terms, help them build an impression that they are the ones calling the shots

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Moray is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Moray

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Moray move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Moray take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Moray

Personality Compatibility


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