Scott McKechnie

Inspirer
DISC Type : di

Vice President of Engineering & Solutions at Communication Resources Inc

Red Bank, New Jersey, United States

Overview

Scott is the Vice President of Engineering & Solutions at Communication Resources Inc, specializing in unified communications, APIs, and virtual data centers. A graduate of The University of Texas at Austin, colleagues describe him as a visionary, customer-focused leader with a deep understanding of technology.

He is recognized for his ability to energize teams and identify new opportunities to deliver revenue with leading-edge technologies. His career has focused on creating and growing innovative platforms, from application enablement at Avaya to video conferencing at Lucent.

While at Lucent Technologies, he developed a new video conferencing platform that successfully grew to become the #1 market leader.

Personality Overview

Confident & Optimistic

Generous

Fast Adopter

They usually prefer to drive the conversation.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Unified Communications
He leads the Unified Communications division at CRI, responsible for strategy, sales, and deploying UC solutions for mid-to-large enterprises.
Application Enablement
At Avaya, he managed the Application Enablement portfolio, focusing on APIs and Web Services that allow third parties to develop custom applications.
Virtualization & Cloud
His current role involves creating solutions centered on virtual appliances and virtual data center design and implementation.

Media Appearances

Scott McKechnie – Communication Resources, Inc.. Featured in Communication Resources, Inc. (CRi) – Management Team Page

See Now

Work History

9-2012
Vice President of Engineering & Solutions at Communication Resources Inc
11-2008 - 9-2012
Director of Unified Communications Div at Communication Resources, Inc
5-2007 - 7-2008
Director of Product Management at Avaya
1-2000 - 4-2007
Senior Product Manager at Avaya
1996 - 2000
Development Mgr & Product Mgr at Lucent Technologies

Education

5-1980 - 5-1982
MS from The University of Texas at Austin
9-1976 - 5-1980
BS from Ball State University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Red Bank, New Jersey, United States Job Level : Senior Designation : Vice President of Engineering & Solutions at Communication Resources Inc
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Get them to a point where they are ready to bat for your product internally
  • Acknowledge their status and position during the conversation

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Scott

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Scott take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Scott

Personality Compatibility


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