Brian Allison Email and Phone Number

Sales and Marketing/Channel leader for collaboration software and solutions. We distribute the Moxtra application across the globe to Master Agents, Agents and Resellers. Moxtra is widely used in Fintech to bring banking and collaboration together through layered SDK integration. “Trusted Advisor” is not good enough. It’s usually held up as the Holy Grail for those that work as a sales professional in anything and everything computer-related. With a BSEET from DeVry University, I long ago learned that technology alone is not enough. I’ve come to believe that giving advice and being trusted enough to have that advice listened to and even acted upon is necessary but insufficient. What I try to achieve is something along the line of “Mandatory Guide.” I’m not content with providing advice, I want my client to insist that I lead them along the entire journey.I have seen instances where I provided excellent advice, with a project plan and an architecture that was the best-possible solution for them, only to see that design get handed over to a competitor who then did the sale and implementation. That represented a lot of effort with no return. Conversely, some of the things I have done that helped move me beyond just an Advisor role were to tell the customer not to buy anything, or even to buy something from a competitor. In the first instance, the customer had enough gear to run their operation, it just wasn’t deployed efficiently. In the latter case, my primary competitor had a superior niche product for their needs, and I told them they should buy it. While they were surprised that I said that, I told them I would be doing them a disservice by trying to get them to buy my inferior product (it went unsaid that they would have quickly figured that out for themselves). By clearly putting their interests before my own, I earned a position where I was given first shot at any and everything they were doing going forward. That’s where I want to be.