Susan Tu

Wildcard
DISC Type : sci

Senior Engineering Manager - Service Management and Security Products at NETSCOUT

Westford, Massachusetts, United States

Overview

Susan has no verified overview

Personality Overview

ROI Driven

Friendly But Slow

Requires Proof

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Susan has no verified topics they care about

Media Appearances

Susan has no verified media appearances

Work History

11-2018
Senior Engineering Manager - Service Management and Security Products at NETSCOUT
9-2014 - 11-2018
Engineering Manager - Enterprise and Service Provider at NETSCOUT
4-2010 - 9-2014
Product Manager at NETSCOUT
9-1999 - 12-2000
Senior Consultant at Burntsand (acquired Primix Solutions in 2000)
Software System Engineer at Sun Microsystems

Education

1990 - 1992
Master from University of Virginia
1984 - 1988
BS from National Central University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Westford, Massachusetts, United States Job Level : Middle Designation : Senior Engineering Manager - Service Management and Security Products at NETSCOUT
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Focus on immediate action-items rather than the larger goals
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Susan

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Susan take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Susan

Personality Compatibility


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