Umesh Bajaj

Questioner
DISC Type : c

Partner at Partner of Greenway

Bengaluru, Karnataka, India

Overview

Umesh Bajaj is the CEO of HealthAsyst, a healthcare IT services provider. His expertise in building businesses was developed over a 14-year tenure at Wipro, where he was the Chief Executive of the Healthcare Division. An alumnus of the Indian Institute of Technology, Roorkee, he is described by peers as intelligent, hardworking, and supportive.

A unique aspect of his career is his long-term dedication to the healthcare technology sector, having led Wipros healthcare division before founding and steering HealthAsyst as CEO since 1999.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Healthcare IT
As the founder and CEO of HealthAsyst and the former Chief Executive of Wipro's Healthcare Division, his entire career has been dedicated to this sector.
Building Businesses
This is a stated specialty, demonstrated by his leadership roles at Wipro and his success in founding and growing HealthAsyst for over two decades.
Strategic Partnerships
He has a history of forming partnerships with major industry players like Allscripts, Greenway, and TriZetto Provider Solutions to deliver comprehensive IT solutions.

Media Appearances

Umesh has no verified media appearances

Work History

2013
Partner at Partner of Greenway
2007
Partner for IT solutions and services at TriZetto Provider Solutions
2003
Partner at Allscripts
7-1999
CEO at HealthAsyst Pvt Ltd
1985 - 1999
Chief Executive at Wipro Healthcare Division

Education

1974 - 1975
PGDIT from Indian Institute of Foreign Trade
1969 - 1973
BE from Indian Institute of Technology, Roorkee

More Information

Social Presence :

Prographics :

Exp : 48 Location : Bengaluru, Karnataka, India Job Level : Leadership Designation : Partner at Partner of Greenway
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Insights For Selling To Umesh

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Umesh is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Umesh

  • 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 Umesh move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Umesh take some risk or not?

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

You And Umesh

Personality Compatibility


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