Stephanie Woerner

Doer
DISC Type : ds

Director, MIT Center for Information Systems Research (CISR) at MIT CISR (MIT Center for Information Systems Research)

Cambridge, Massachusetts, United States

Overview

Stephanie Woerner is the Director and a Principal Research Scientist at MITs Center for Information Systems Research (CISR). An expert in technology-enabled organizational change and digital business transformation, she holds a PhD from Stanford University. She is the co-author of "Future Ready: The Four Pathways to Capturing Digital Value. "

In a podcast interview, Stephanie mentioned that she loves to bake and makes a great biscotti. She enjoys the combination of science with the tactile nature and smell of baking, and especially loves the enthusiastic reception from her family.

Early in her career, she managed the MIT SeeIT project, a five-year National Science Foundation-funded initiative at the MIT Sloan School of Management.

Personality Overview

Fast-paced

Risk-Accepting

Long-term Focused

They exhibit a rare combination of being result-oriented but patient at the same time.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Digital Business Transformation
Her core research area, focusing on how companies use technology and data to create more effective business models and manage organizational change.
Enterprise AI
A recent focus of her research and presentations, examining AI maturity in enterprises and its impact on business models and board-level strategy.
Future-Ready Leadership
A key theme from her book and recent webinars, exploring how leaders can navigate uncertainty and build resilient, high-performing organizations.

Media Appearances

Stephanie Woerner | MIT Sloan. Featured in MIT Sloan School of Management

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Stephanie Woerner, Principal Research Scientist at the MIT Sloan School of Management. Featured in Facebook (MIT Sloan Executive Education)

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Work History

6-2022
Director, MIT Center for Information Systems Research (CISR) at MIT CISR (MIT Center for Information Systems Research)
6-2022
Principal Research Scientist at MIT CISR (MIT Center for Information Systems Research)
2-2007 - 5-2022
Research Scientist, MIT CISR at MIT CISR (MIT Center for Information Systems Research)
7-2000 - 2-2007
Postdoctoral Researcher and Research Scientist at MIT Sloan School of Management

Education

PhD from Stanford University Graduate School of Business
MA from Stanford University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Cambridge, Massachusetts, United States Job Level : Mid-senior Designation : Director, MIT Center for Information Systems Research (CISR) at MIT CISR (MIT Center for Information Systems Research)
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Insights For Selling To Stephanie

During A Call Or A Meeting

DO's

  • Stick to your standard pitch and qualifying script, don't try to wing it
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephanie is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Stephanie

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Stephanie move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Stephanie take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Stephanie

Personality Compatibility


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