Tony Bawcutt

Questioner
DISC Type : c

Senior Director Business Development at Bandwidth Inc.

Greater Seattle Area, United States

Overview

Tony Bawcutt is a seasoned business development leader specializing in technology alliances and global partnerships. With extensive experience at Microsoft, Tata Communications, and now Bandwidth Inc. , he focuses on strategic planning and negotiation in the unified communications and cloud collaboration sectors. People with whom he has worked describe his negotiation skills as "excellent" and his industry knowledge as "deep".

Tony is a co-inventor on multiple US patents, including one for a "Virtual Identity Identifier" and another for aggregating devices in multimedia communication sessions.

Personality Overview

Systematic

Cautious & Analytical

Price-Sensitive

They prefer to fully evaluate every situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Strategic Alliances
His entire career, from Microsoft to Bandwidth, has focused on building and managing strategic partnerships with major technology and telecommunications companies.
Cloud Collaboration
His current role at Bandwidth Inc. involves managing relationships with the largest cloud-based collaboration companies on the planet.
Unified Communications
He has deep domain expertise in this area, having led business development for Microsoft's Lync/Skype for Business and for Tata Communications' UC offerings.

Media Appearances

Tony has no verified media appearances

Work History

6-2022
Senior Director Business Development at Bandwidth Inc.
4-2017 - 5-2022
Global Account Director - Microsoft at Tata Communications
1-2016 - 3-2017
Director Business Development, Unified Communications, NextGen at Tata Communications
2012 - 2015
Director of Business Development | Skype for Business/Office 365 at Microsoft
2003 - 2012
SR. BUSINESS DEVELOPMENT AND STRATEGY MANAGER | Office Server Products, 2003 - 2012 at Microsoft

Education

Business Adminstration from Conestoga College, Kitchener, Canada

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Seattle Area, United States Job Level : Senior Designation : Senior Director Business Development at Bandwidth Inc.
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tony is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tony

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tony move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tony take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Tony

Personality Compatibility


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