Paul Kotylo

Commander
DISC Type : D

Modern Work Solution Area Lead | AMBG Americas | Software & Platforms, Comms & Media, and High Tech at Avanade

San Clemente, California, United States

Overview

Paul Kotylo is a results-driven Director at Avanade, leading the Modern Work Solution Area. An ex-Microsoft professional and University of Michigan graduate, he specializes in driving innovation through platform modernization and Generative AI, with a strong track record in reducing costs and enhancing workflows for enterprise clients.


He received the Microsoft Services RISE Award for his role in the largest deal sold in HLS in 2021, valued at $23 million.

Personality Overview

Candid & Clear

Very Quick

Decisive

They respond well to strong and respectful communication.  They are not always relationship oriented. They like to move fast and expect the same from others.

Topics They Care About

Generative AI Adoption
His current role focuses on driving innovation in Generative AI, and he views Microsoft 365 Copilot adoption as a transformative trend for organizations.
Platform Governance
Views the new era of AI as intrinsically linked to a new era for data and platform governance, highlighting it as a key lesson learned.
M365 Migrations
Shares content on the complexities of Microsoft 365 tenant-to-tenant migrations, emphasizing the importance of setting expectations for end-user disruption.

Media Appearances

Paul has no verified media appearances

Work History

12-2024
Modern Work Solution Area Lead | AMBG Americas | Software & Platforms, Comms & Media, and High Tech at Avanade
7-2023 - 12-2024
Modern Work Platform Modernization Offering Lead – West Region, Director at Avanade
8-2020 - 7-2023
Modern Work, Senior Consultant II at Microsoft
8-2017 - 7-2023
Senior Consultant at Microsoft
7-2010 - 7-2023
Office 365 Deployment Consultant II at Microsoft

Education

2005 - 2010
Bachelor of Business Administration - BBA from University of Michigan
2003 - 2004
Education details unavailable from Schoolcraft College

More Information

Social Presence :

Prographics :

Exp : 20 Location : San Clemente, California, United States Job Level : N/A Designation : Modern Work Solution Area Lead | AMBG Americas | Software & Platforms, Comms & Media, and High Tech at Avanade
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Get to the point quickly instead of spending time doing small talk
  • Be respectful but crisp

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Avoid being too verbose
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

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

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

Insights For Deal Planning

    How fast (or slow) will Paul move?

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

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

You And Paul

Personality Compatibility


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