Varun Santosh

Questioner
DISC Type : c

Director of Product Marketing at VMware

San Francisco Bay Area, United States

Overview

Varun has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Varun has no verified topics they care about

Media Appearances

Varun has no verified media appearances

Work History

2-2023
Director of Product Marketing at VMware
7-2019 - 3-2023
Product Marketing, NSX Networking and Security at VMware
5-2017 - 8-2017
Business Strategy and Operations Manager, Enterprise Networking at Cisco
10-2015 - 7-2019
Technical Product Manager at VeloCloud Networks™ , Inc.
7-2012 - 9-2015
Sales Engineer, Enterprise Software and Security at Hughes Network Systems

Education

Master of Business Administration (MBA) from University of California, Berkeley, Haas School of Business
MS from University of Maryland

More Information

Social Presence :

Prographics :

Exp : N/A Location : San Francisco Bay Area, United States Job Level : N/A Designation : Director of Product Marketing at VMware
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Insights For Selling To Varun

During A Call Or A Meeting

DO's

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

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Varun 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 Varun

  • 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 Varun move?

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

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Varun

Personality Compatibility


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