Stephen Hayward

Evaluator
DISC Type : cds

Director of Marketing at BIOVIA

San Diego, California, United States

Overview

Stephen is the Director of Marketing at BIOVIA, bringing extensive experience in B2B and B2C marketing for global software firms. Holding a PhD from the University of Toronto, he has a strong track record of boosting customer engagement and leading successful go-to-market strategies.

His background is deeply rooted in academia and science, having previously lectured in organic chemistry at the university level. He maintains an interest in his alma mater, the University of Toronto, and follows advancements in technology from companies like NVIDIA.

Unique fact: Before entering the marketing field, Stephen taught organic chemistry to classes of approximately 400 undergraduate students.

Personality Overview

Fast But Analytical

Quality Focused

Thorough Evaluator

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 They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

AI in Science
He actively posts about how Scientific AI and Generative AI are at the forefront of defining the future of the lab and drug discovery.
Go-to-Market Strategy
He directed the GTM strategy for a major software rebranding and led a successful pivot to virtual events, significantly increasing customer attendance.
Customer Engagement
His career focus is on increasing customer awareness and adoption through strategic marketing efforts and events, both virtual and in-person.

Media Appearances

Stephen has no verified media appearances

Work History

9-2021
Director of Marketing at BIOVIA
9-2016 - 9-2021
Senior Product Marketing Manager at BIOVIA
4-2011 - 8-2016
Technical Marketing Specialist at Advanced Chemistry Development, Inc., (ACD/Labs)
1-2011 - 4-2011
Lecturer at University of Toronto

Education

2005 - 2010
PhD from University of Toronto
2003 - 2005
Master's degree from University of Toronto

More Information

Social Presence :

Prographics :

Exp : 15 Location : San Diego, California, United States Job Level : Mid-senior Designation : Director of Marketing at BIOVIA
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

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

  • 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 Stephen move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Stephen 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 Stephen

Personality Compatibility


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