Paul Cranston

Questioner
DISC Type : c

Director of Professional Services at J2 Interactive

Belfast Metropolitan Area, United Kingdom

Overview

Paul is the Director of Professional Services at J2 Interactive, an expert in InterSystems technologies focused on solving healthcare interoperability challenges. A certified InterSystems IRIS Development Professional, he has extensive experience in technical architecture and leading large-scale Health Information Exchange deployments. He holds a Bachelor of Engineering from Queens University Belfast.

He strongly advocates for modernizing core business systems rather than undertaking high-risk replacements from scratch, preserving valuable, time-tested business logic.

Personality Overview

Price-Sensitive

Not Easily Convinced

Systematic

They prefer to analyze every situation thoroughly.
  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Healthcare Interoperability
His stated professional focus is helping healthcare organizations use InterSystems technologies to solve their everyday interoperability challenges and implement Unified Care Records.
Legacy Modernization
He promotes modernizing, not replacing, core business systems to preserve decades of hard-won business logic, as demonstrated in his work with key clients.
InterSystems Platform
As a certified InterSystems IRIS Development Professional and SQL Specialist, he has deep expertise in their technology stack, including large-scale HealthShare implementations.

Media Appearances

Paul has no verified media appearances

Work History

5-2025
Director of Professional Services at J2 Interactive
4-2016 - 5-2025
Technical Solutions Architect at J2 Interactive
2-2015 - 4-2016
Senior Developer, Team Lead at Sopra Steria
4-2014 - 2-2015
Lead Product Specialist at Kainos
4-2011 - 4-2014
Senior Software Engineer at Kainos

Education

2004 - 2008
Bachelor of Engineering (BEng) from Queen's University Belfast

More Information

Social Presence :

Prographics :

Exp : 18 Location : Belfast Metropolitan Area, United Kingdom Job Level : Mid-senior Designation : Director of Professional Services at J2 Interactive
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Paul

  • 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 Paul move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Paul take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Paul

Personality Compatibility


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