In this episode of Tech Sales Insights, Randy Seidl welcomes Rich Kucharski, the Global Field CTO and Transformation Leader at Dynatrace. They discuss a range of topics centered on sales, technology, and transformation. Rich shares insights from his impressive career spanning roles at Sharp Electronics, EMC, XIV, and J.P. Morgan. Key discussions include bridging business goals with technical solutions, the importance of executive briefing centers (EBCs), effective POC processes, and the role of sales engineers in building long-term customer relationships. Rich also highlights Dynatrace's growth, their innovative approach to application performance monitoring, and the company's commitment to outserving competitors. The conversation concludes with Rich providing advice for his younger self, acknowledging key mentors, and emphasizing the critical partnership between sales and engineering teams.

KEY TAKEAWAYS

• Understanding Customer Challenges: Rich emphasizes the importance of thoroughly understanding customer pain points and business objectives to tailor technical solutions that drive significant business impact.
• Building a Shared Vision: Establishing a clear, shared vision with customers can guide them through the transformation process, even when encountering obstacles.
• The Role of Data: Access to and management of data is crucial for delivering seamless customer experiences and driving organizational transformation.
• Innovative Customer Solutions: Real-world examples, such as the proactive door monitoring solution on a cruise line, illustrate the tangible benefits of Dynatrace's technology in enhancing customer satisfaction.
• Cultural Values at Dynatrace: A supportive, accountable culture with a focus on acting accountable and continuous improvement is key to the company's success and employee satisfaction.

QUOTES

• "It's all about the data. If you can provide a platform that provides seamless access to data, it really can help transform a company."
• "The ultimate home run is you have a proposed sales proposal that the CFO gets really excited about because you're saying, here's how we're going to help you generate revenue, save money, get a competitive advantage, or stay out of jail."
• "It's important to establish what perfect could look like and then set a journey to get there, which kind of pulls in all the teams at Dynatrace serving a customer."

Find out more about Rich Kucharski through the links below: https://www.linkedin.com/in/richkucharski/

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.