Paul Gottsegen

Inquirer
DISC Type : dc

CMO, President ISG Research at ISG (Information Services Group)

Morristown, New Jersey, United States

Overview

Paul Gottsegen is the President of Client Experience at ISG, leading global marketing and driving the firms positioning in AI. His career spans CMO and P&L leadership roles at Mindtree, Infosys, HP, and Dell, leveraging an MBA from The Wharton School to blend marketing, sales, and product strategy to exceed financial targets.

Outside of his corporate roles, Paul is passionate about mentoring high-performance teams and is the Board Chair for the Gastric Cancer Foundation, a cause he is connected to through a close personal friendship. He also draws inspiration from leadership philosophies and values strong family connections, as shown in his reflections.

He is the author of the upcoming book "Do The Opposite (Sort Of), " which focuses on unlocking business opportunities by challenging conventional wisdom, scheduled for a 2026 release.

Personality Overview

ROI Conscious

Demanding

Judgemental

They respond well to confident salespeople.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

AI Transformation
He is a leader in ISG's efforts to capitalize on AI and new technologies and has spoken on the need to rebuild operating models for an AI-first world.
Challenging Convention
He is authoring a book, "Do The Opposite (Sort Of), " centered on overruling conventional wisdom to unlock new opportunities, reflecting a core personal and professional philosophy.
Go-to-Market Strategy
Considers his "super-power" to be blending marketing, sales, and product leadership, having led end-to-end brand and marketing turnarounds at several major tech firms.

Media Appearances

Paul has no verified media appearances

Work History

10-2019
CMO, President ISG Research at ISG (Information Services Group)
10-2013 - 10-2019
Executive Vice President, CMO and Americas Sales Leader at Mindtree Ltd.
9-2010 - 9-2013
CMO at Infosys
4-2007 - 8-2010
VP Marketing at HP
VP Marketing at Dell Inc

Education

1986 - 1988
Master of Business Administration (MBA) from The Wharton School
1982 - 1985
Bachelor's degree from Brandeis University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Morristown, New Jersey, United States Job Level : Leadership Designation : CMO, President ISG Research at ISG (Information Services Group)
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Tell them that you are there to help them create visible impact within their organization
  • Refer to testimonials from others in similar positions

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Avoid repeating yourself or making generalizations
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Paul

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Paul take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Paul

Personality Compatibility


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