E143 - Leveraging Services and Consulting as a Competitive Advantage with Chris McCarthy

10/23/23 • 47 min

Chris McCarthy is a seasoned go-to-market executive with extensive experience in the technology industry, and the founder of 45 East, LLC. He has worked for companies like IBM, EMC, Cisco, HP, HPE, and Microsoft, where he has built strong relationships with sales teams, partners, and clients to deliver technology-based solutions that drive measurable business outcomes.

In this episode of Tech Sales Insights, Randy Seidl interviews Chris McCarthy, a go-to-market executive with a background in consulting services. They discuss the importance of leveraging services and consulting as a competitive advantage in the technology industry. Chris shares his insights on the evolution of services and consulting, the challenges of balancing product and services teams, and the growing trend of customer success. He emphasizes the value of understanding customer outcomes and delivering solutions that align with their goals. Chris also highlights the significance of storytelling and value selling in building strong customer relationships.

KEY TAKEAWAYS

Services and consulting play a crucial role in driving the adoption and consumption of technology solutions.
Balancing the motivations of product and services teams is essential for success in the tech industry.
Customer success is an emerging trend that focuses on co-innovation and co-investment with customers.
Value selling is critical in demonstrating the impact and benefits of technology solutions to customers.
Storytelling is a powerful tool for communicating the value and relevance of technology solutions to customers.

QUOTES

"Customers don't buy things. They buy outcomes."
"Value is derived from listening and empathy skills with the customer."
"Focus on the first 30% who get it and make them wildly successful."
"You don't need to be a know-it-all. Be a learn-it-all."
"Storytelling is critical in communicating the value of technology solutions to customers."

Find out more about Chris McCarthy through the links below:

LinkedIn Profile: https://www.linkedin.com/in/chris-m-mccarthy/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

KEY TAKEAWAYS

Services and consulting play a crucial role in driving the adoption and consumption of technology solutions.
Balancing the motivations of product and services teams is essential for success in the tech industry.
Customer success is an emerging trend that focuses on co-innovation and co-investment with customers.
Value selling is critical in demonstrating the impact and benefits of technology solutions to customers.
Storytelling is a powerful tool for communicating the value and relevance of technology solutions to customers.

QUOTES

"Customers don't buy things. They buy outcomes."
"Value is derived from listening and empathy skills with the customer."
"Focus on the first 30% who get it and make them wildly successful."
"You don't need to be a know-it-all. Be a learn-it-all."
"Storytelling is critical in communicating the value of technology solutions to customers."

Find out more about Chris McCarthy through the links below:

LinkedIn Profile: https://www.linkedin.com/in/chris-m-mccarthy/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

Previous Episode

E142 - Successful Selling To & With GSI’s with Kevin Purcell

In this episode of Tech Sales Insights, host Randy Seidl is joined by Kevin Purcell, a seasoned expert in selling to and with Global System Integrators (GSIs), and the Head of Global Strategic Partnerships at Hitachi Vantara. They explore the significance of GSIs in the tech industry, share valuable insights on how to effectively collaborate with these complex organizations, and offer practical strategies for companies of all sizes to leverage GSIs in their go-to-market approach

KEY TAKEAWAYS

Understanding GSIs: GSIs, or Global System Integrators, play a critical role in the IT industry, driving approximately 10% of the total market revenue. They work closely with enterprises to shape their digital transformation journeys.
Investment in GSIs: To succeed with GSIs, companies must be prepared to make significant monetary and resource investments. The key is to pick the right GSI partner willing to collaborate and invest in a mutually beneficial partnership.
Go-to-Market Strategies: Companies can achieve success with GSIs by focusing on specific niche areas or industry verticals. It's essential to establish relationships with senior personnel within the GSIs, align goals with their interests, and create joint offerings that add value to both parties.
Executive Sponsorship: Building a strong relationship with an executive sponsor within the GSI can open doors to significant opportunities. These sponsors often have industry experience and connections that can benefit both companies.
Building a GSI Team: Companies should assemble a team of experienced professionals who understand the complexities of working with GSIs. These team members should have global experience, industry knowledge, and the ability to build meaningful relationships.

QUOTES

"If you're not including GSIs in your indirect channel strategy, you might be missing out on a significant portion of the market opportunity."
"Pick one GSI, make it successful, and then build from there."
"Executive sponsors within GSIs can help advance your career within that organization by bringing revenue and value."
"Investing in GSIs requires significant monetary and resource commitments, but the rewards can be substantial."
"Understanding the unique persona within GSIs is crucial to building successful relationships."

Find out more about Kevin Purcell through the links below:
Greg Casale: https://www.linkedin.com/in/kevinpurcelllinkedin/

This episode of Tech Sales Insights is brought to you by:
Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

Next Episode

E144 - The Secret Sauce When It Comes to Leadership with Carl Eschenbach

In this episode of Tech Sales Insights, Randy Seidl has an insightful discussion with Carl Eschenbach, a successful partner at Sequoia, as they unravel the secret sauce behind effective leadership. This episode delves into how the landscape of sales, technology, and leadership has evolved, emphasizing the role of innovation, data-driven approaches, and the crucial qualities that differentiate successful companies. Learn about Carl's journey from his humble beginnings to becoming an influential figure in the business world and venture capital.

KEY TAKEAWAYS

Evolution of Sales Tech: Explore the changing dynamics of sales, leveraging technology tools like Gong, which have revolutionized sales strategies, making them more data-driven, efficient, and strategic.
Leadership and Boardroom Insights: Discover the art of effective leadership, the critical role of the founder or entrepreneur, and the visionary qualities needed to steer companies to success.
Company Differentiation: Understand the distinction between category creators and market disruptors and how both play crucial roles in shaping industries.
Operational Expertise: Insights into how an operator-turned-investor like Carl Eschenbach brings hands-on experience to support and guide companies, from leadership mentoring to sales strategies.

QUOTES

"Sales today is as much data-driven as it is science or art."
"You can hire for skills, but you can't hire for passion and drive."
"We help companies see around corners, anticipate what's coming, and navigate uncharted territories."
"Category creators and market disruptors both play pivotal roles in shaping industries."

Find out more about Carl Eschenbach through the links below: