Tom Fritts

Visionary
DISC Type : Ds

Account Executive at Avio Consulting (MuleSoft Partner)

Naperville, Illinois, United States

Overview

Tom is an enterprise customer success leader with over 15 years of experience at firms like Salesforce and Oracle, focusing on SaaS, AI, and integration. A University of Illinois graduate, he holds a Salesforce Certified AI Associate certification. Colleagues describe him as hardworking, customer-focused, and compassionate.

Over a recent holiday, Tom pursued a significant personal project by writing and publishing a book. This guide is aimed at business leaders looking to implement AI, reflecting his passion for making complex technology accessible and practical for real-world business application.

He is the author of the book, "AI for Business Owners – The Leader’s AI Playbook".

Personality Overview

Big Vision Person

Risk Tolerant

Fast But Thoughtful

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

AI for Business
Authored the book "AI for Business Owners – The Leader’s AI Playbook" to help business leaders turn AI concepts into tangible results.
Customer Value Realization
His career focuses on helping enterprise clients translate complex platforms like MuleSoft and Salesforce into measurable business outcomes.
MuleSoft & Integration
Possesses deep expertise from his time at Salesforce (MuleSoft) and now leads enterprise sales of MuleSoft architecture at Avio Consulting.

Media Appearances

Tom has no verified media appearances

Work History

3-2023 - 11-2025
Account Executive at Avio Consulting (MuleSoft Partner)
4-2019 - 3-2023
Regional Manager, Customer Success - Life Sciences (MuleSoft) at Salesforce
8-2016 - 4-2019
Customer Success Executive at Verizon Connect
4-2015 - 6-2016
Customer Success Director at Jive Software
9-2006 - 4-2015
Director, Client Success at Oracle

Education

Bachelor from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 19 Location : Naperville, Illinois, United States Job Level : N/A Designation : Account Executive at Avio Consulting (MuleSoft Partner)
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Come across as a trustworthy professional and be respectful, they usually know their game
  • During followups, use phone or text if needed, they should be fine
  • Use phrases like 'your team deserves', 'best in class' etc.

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom 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 Tom

  • 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 Tom move?

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

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

You And Tom

Personality Compatibility


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