Rich Carlton

Evaluator
DISC Type : dcs

President at Aunalytics

South Bend, Indiana, United States

Overview

Rich Carlton is the President of Aunalytics, bringing over 25 years of leadership in technology and data-focused businesses. His expertise spans AI, data analytics, and cloud infrastructure, having led three separate companies to the Inc. 5000 list. He holds a Bachelor of Science from the Indiana University Kelley School of Business.

Rich is deeply committed to his community, actively participating in economic development initiatives for the South Bend-Elkhart region. He serves on multiple boards, including the South Bend-Elkhart Regional Partnership, and is a passionate advocate for regional innovation. He and his wife, Susan, have three children who all work in technology.

He has served as the board chair for three different organizations spanning banking, healthcare, and commerce.

Personality Overview

Fast But Analytical

Hard To Convince

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Regional Economic Growth
Actively involved in the South Bend-Elkhart Regional Partnership and frequently speaks on panels about local economic development, innovation, and community growth.
Data Analytics & AI
Leads a data analytics and AI company, Aunalytics, which was nominated as Tech Company of the Year by TechPoint in 2024 for its work in the field.
Technology Leadership
Has a long history of leading technology businesses from startup to established growth, with a focus on data platforms, cloud infrastructure, and cybersecurity.

Media Appearances

Rich Carlton | President & CEO, Aunalytics (Podcast Episode). Featured in Buzzsprout

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Rooted & Reaching Shorts – Rich Carlton of Aunalytics. Featured in YouTube Shorts

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Aunalytics President Rich Carlton to Speak at the California Nevada Credit Union League's REACH 2021. Featured in Benzinga

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Work History

4-2020
President at Aunalytics
10-2019 - 4-2020
President & Data Services Lead at Aunalytics
1-2011 - 10-2019
President & COO at Data Realty
8-2006 - 9-2010
Vice President Sales at GramTel
2-2001 - 8-2006
Vice President Sales at ECI

Education

1988 - 1992
Education details unavailable from Indiana University Bloomington

More Information

Social Presence :

Prographics :

Exp : 30 Location : South Bend, Indiana, United States Job Level : N/A Designation : President at Aunalytics
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Insights For Selling To Rich

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rich is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Rich

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Rich move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Rich take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Rich

Personality Compatibility


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