A Day in the Life of a Tech Sales Exec: George Dragatsis, A/NZ Enterprise Presales Director and CTO, Hitachi Vantara

Existing and prospective tech buyers want the most adaptable and relevant solutions, but most of the time, their decision to purchase comes down to a dollar value.

This is the view of Hitachi Vantara’s Enterprise Presales Director and CTO, George Dragatsis, who says that although cost is important – particularly as CFOs look for savings in a flat economy – extrapolating and analysing data shared by customers that highlights their challenges is also vital.

Dragatsis tells ADAPT that sellers need to run through a “deep and meaningful” assessment with customers to understand where their problems exist, the implications of those issues and the need for a payoff.

“Once we understand that, not only technically but also commercially, we are able to understand what the data is telling us…and have a meaningful conversation in which we can consult and advise back and provide the right direction for our prospects and customers.”