Paul Dockerty

Critic
DISC Type : C

Director Customer Success - Data as a Service at Elsevier

Amsterdam Area, Netherlands

Overview

Paul has no verified overview

Personality Overview

Information Seeker

Objective Thinker

Critic

They don’t appreciate bells and whistles unless backed by data.  They enjoy working alone and do not rely on others very often. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

5-2024
Director Customer Success - Data as a Service at Elsevier
5-2022
Customer Success Manager - Data as a Service at Elsevier
4-2019 - 5-2022
Customer Engagement Manager - Elsevier Professional Services Group at Elsevier
9-2013 - 11-2017
Ph.D. Project - Chemical Biology at University of Groningen
1-2013 - 7-2013
Master Research Project at Université Paris Descartes

Education

2013 - 2017
Doctor of Philosophy (Ph.D.) from University of Groningen
2012 - 2013
Master’s Degree from Université Paris Cité

More Information

Social Presence :

Prographics :

Exp : 11 Location : Amsterdam Area, Netherlands Job Level : Mid-senior Designation : Director Customer Success - Data as a Service at Elsevier
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

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

DONT's

  • Do not use very emotional or colorful language
  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Paul

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Paul take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Paul

Personality Compatibility


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