Paul Pahwa

Critic
DISC Type : C

Vice President Operations at CAI

Greater Harrisburg Area, United States

Overview

Paul has no verified overview

Personality Overview

Negotiator

Critic

Precise

They like to take decisions independently and do not seek others' support often.  They prefer to analyze logically and value objective facts over emotions. 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

11-2024
Vice President Operations at CAI
11-2021 - 11-2024
Vice President, Global Strategy & Operations at CAI
1-2011 - 11-2021
Director of Offshore Solution Centers at CAI
Consultant at Amtex Systems
Research Associate - IT at The Energy and Resources Institute

Education

1995 - 1997
MS from Bharati Vidyapeeth
1992 - 1995
BS from Delhi University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Greater Harrisburg Area, United States Job Level : Senior Designation : Vice President Operations at CAI
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

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

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