Randy Perry

Activist
DISC Type : Cd

Vice President, Sales Enablement Practice, IDC WW Custom Solutions at IDC

Framingham, Massachusetts, United States

Overview

Randy Perry is the Vice President of IDCs Sales Enablement Practice, with over 30 years of experience helping IT providers sell to C-level decision-makers. He focuses on linking technology initiatives like AI and cloud to improved business outcomes. He is a graduate of the United States Military Academy at West Point.


He pioneered Return-on-Investment (ROI) and Total Cost of Ownership (TCO) methodologies at IDC and has completed more than 1, 000 business value studies throughout his career.

Personality Overview

Value Conscious

Meticulous

Observative

They respond well to confident salespeople.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Business Value Strategy
He developed and led IDC's Business Value Strategy practice for over two decades, demonstrating thought leadership in promoting the financial benefits of IT.
Sales Enablement
His current role focuses on helping IT providers sell their products and services by tying technology initiatives to measurable business outcomes for customers.
Enterprise Recovery
He has published content on IDC's model for enterprise recovery post-pandemic, advising on how to adapt sales strategies to the new business landscape.

Media Appearances

Randy has no verified media appearances

Work History

4-2020
Vice President, Sales Enablement Practice, IDC WW Custom Solutions at IDC
7-1992 - 3-2020
Vice President, Business Value Strategy, IDC WW Custom Solutions at IDC

Education

Bachelor of Science - BS from United States Military Academy at West Point

More Information

Social Presence :

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Exp : 33 Location : Framingham, Massachusetts, United States Job Level : Senior Designation : Vice President, Sales Enablement Practice, IDC WW Custom Solutions at IDC
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Insights For Selling To Randy

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Refer to testimonials from others in similar positions
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Don’t expect them to change their mind quickly if they say no once
  • Refrain from asking too many questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Randy is

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

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

Insights For Deal Planning

    How fast (or slow) will Randy move?

  • Their decision making speed is somewhere in the middle.
  • Can Randy take some risk or not?

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

You And Randy

Personality Compatibility


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