ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "Maximizing ROI: The New Era of Warehouse Automation (EP 17, Ch 3)"
Episode Synopsis
Mike DeLeonardis discusses the challenges of introducing innovative technology in the market, particularly in the context of warehouse automation. They explore common objections related to ROI and business cases, emphasizing the shift towards higher ROI expectations.
The discussion also highlights the importance of understanding client needs through value selling and the role of client success in ensuring continuity and satisfaction post-integration.
Key Topics
The market is evolving towards higher ROI expectations
Value engineering is crucial for overcoming objections
Identifying pain points collaboratively with clients is key
10-15X ROI is becoming the new standard in automation
Client executives must understand both technology and ROI
Guest
Michael DeLeonardis is the Chief Revenue Officer of Verity. With more than 25 years of experience in building and scaling high growth technology businesses, Mike leads Verity's global go-to-market strategy, enterprise expansion, and customer success initiatives.
Verity Headquartered in Zurich, Verity has been awarded over 150 patents for their Warehouse Intelligence Platform. Their fully autonomous AI-powered inventory management solution is transforming supply chain operations for some of the world's largest logistics, retail, and manufacturing companies.
Timestamps
00:00 Overcoming Market Objections
03:04 The Evolution of ROI in Warehouse Automation
03:32 Verity Client Executive Attributes
04:49 Client Success Model in an AI First Company
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales
The discussion also highlights the importance of understanding client needs through value selling and the role of client success in ensuring continuity and satisfaction post-integration.
Key Topics
The market is evolving towards higher ROI expectations
Value engineering is crucial for overcoming objections
Identifying pain points collaboratively with clients is key
10-15X ROI is becoming the new standard in automation
Client executives must understand both technology and ROI
Guest
Michael DeLeonardis is the Chief Revenue Officer of Verity. With more than 25 years of experience in building and scaling high growth technology businesses, Mike leads Verity's global go-to-market strategy, enterprise expansion, and customer success initiatives.
Verity Headquartered in Zurich, Verity has been awarded over 150 patents for their Warehouse Intelligence Platform. Their fully autonomous AI-powered inventory management solution is transforming supply chain operations for some of the world's largest logistics, retail, and manufacturing companies.
Timestamps
00:00 Overcoming Market Objections
03:04 The Evolution of ROI in Warehouse Automation
03:32 Verity Client Executive Attributes
04:49 Client Success Model in an AI First Company
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales
In God we trust