Tom Gawczynski

Evaluator
DISC Type : cds

Vice President, Solution Engineering at AvePoint

Greater Chicago Area, United States

Overview

Tom Gawczynski is the Vice President of Solution Engineering at AvePoint, leading a North American presales team with over 15 years of IT experience. He focuses on Microsoft 365 solutions for commercial and public sector clients. Colleagues describe him as a skilled, driven, and innovative leader.

He has authored several publications on network security strategies, drawing from his past experience as a Director of Technology for a school district.

Personality Overview

Hard To Convince

Quality Focused

Thorough Evaluator

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

M365 Copilot Adoption
His recent activity focuses on preparing organizations' data and governance to ensure they fully benefit from their investment in Microsoft's AI tools.
Presales Leadership
He is responsible for leading and enabling a large presales engineering team, focusing on technical analysis, customer requirements, and ensuring client success.
Information Governance
He frequently discusses managing the complexities of information governance, particularly with the introduction of generative AI into enterprise environments.

Media Appearances

Tom has no verified media appearances

Work History

1-2021
Vice President, Solution Engineering at AvePoint
4-2019 - 1-2021
Director, Solution Engineering at AvePoint
7-2017 - 4-2019
Senior Manager, Solution Engineer at AvePoint
6-2013 - 10-2015
Director of Technology at Kankakee School District #111
4-2010 - 5-2013
Network Administrator at Crete-Monee School District 201-U

Education

2002 - 2004
Education from Illinois State University
2006 - 2011
AAS from Prairie State College

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Chicago Area, United States Job Level : Senior Designation : Vice President, Solution Engineering at AvePoint
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Insights For Selling To Tom

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
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

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
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

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

  • 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 Tom move?

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

Personality Compatibility


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