Presales and Extracting IP with Brad Koontz

Presales and Extracting IP with Brad Koontz

Brad Koontz


FULL SHOW NOTES
https://podcast.nz365guy.com/194

  • A brief introduction about Brad Koontz personal, family and career background 
  • Describes what is Atlanta famous for – a good place to visit 
  • Talks about how Brad spends his time with his family  
  • An introduction about Pre-sales and how important Pre-sale is in his career 
  • How Brad started working with technology and Pre-sales  
  • Brad’s definition of Pre-sales 
  • The qualities of an excellent Pre–salesperson  
  • Skills of a good Pre-salesperson  
  • Key things traditional consultants should consider if they plan on moving to Pre-sales 
  • The training and resources available for people to focus on when it comes to Presales 
  • Talks about the role of the Pre-sales team that works effectively in the engaging life of the sales cycle 
  • Difference between Dynamics and Power Platform when it comes to practices 
  • To create a robust and healthy pipeline, what sales rhythms a partner needs to engage in to 
  • A discussion about Brad’s journey and experiences to Intellectual Property Development 
  • Brad’s thoughts on Intellectual Property Management 
  • A conversation about Brad’s view on repeatable IP 
  • Introduction and the outcome of their 3-day hackathon 
  • The common denominators of what makes a lot of consultants successful in Intellectual Property Management 

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Brad Koontz

Brad Koontz is the Vice President of Solution Sales at Hitachi Solutions. He is currently responsible for the North American Dynamics Presales team. Brad came to Hitachi Solutions as part of the Customer Effective acquisition and has been in the Dynamics channel for 14 years. He believes that those in presales are not only the rock stars of the sales cycle, but they can also play a major role in the creation of ideas and solutions that become valuable intellectual property.