Otto Ilse

Critic
DISC Type : C

Head of IT Service Operation Management at ADAC IT Services GmbH

Greater Munich Metropolitan Area, Germany

Overview

Otto has no verified overview

Personality Overview

Negotiator

ROI Driven

Precise

They prefer to analyze logically and value objective facts over emotions.  Unless the value is proven by data, they are unlikely to value fancy features. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Otto has no verified topics they care about

Media Appearances

Otto has no verified media appearances

Work History

2-2018
Head of IT Service Operation Management at ADAC IT Services GmbH
10-2015 - 1-2018
Head of Communication & Collaboration Services at Allianz Technology SE
11-2007 - 9-2015
Director IT & Organisation at Efficient Energy GmbH
8-2001 - 10-2007
Head of Systems- & Servicemanagement at HVB Information Services
3-1999 - 7-2001
Program Manager at Systematics AG

Education

1983 - 1991
Dipl.-Ing. from Technische Universität Braunschweig
1975 - 1982
Abitur from Gymnasium Uslar

More Information

Social Presence :

Prographics :

Exp : 26 Location : Greater Munich Metropolitan Area, Germany Job Level : Mid-senior Designation : Head of IT Service Operation Management at ADAC IT Services GmbH
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Insights For Selling To Otto

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be formal and objective, they will appreciate it more
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t try too hard to build a relationship with them
  • Make extra effort to not seem pushy or confrontational
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Otto is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Otto

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Otto move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Otto take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Otto

Personality Compatibility


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