AMA: Splunk Director, Customer Success | AMER CMT, Ryan Fixell, MBA on Influencing the C-Suite

When working with C-suite executives, I've found they mainly focus on two key concerns:"What tangible value am I gaining compared to the costs of the contract?""How can I...

This is something that must evolve and scale in step with increased spend or additional products added to a contract. Contracts are growing larger, and with companies bec...

I usually focus entirely on their perspective—what they care about, how they view their key business objectives, and their priorities. Most of the time, the conversation ...

Don't get caught up in the little things/tasks. Quick tasks or helping the admins or smaller teams are great, but stay focused on the bigger picture and learn how the us...

My best advice is to take the risk and reach out, but be sure to clearly communicate your purpose. Avoid coming across as a new sales rep merely trying to close a deal. I...

A clear sign that you’ve earned an executive’s trust is when they reach out to you directly. Executives can contact anyone they choose, so if they choose you, it means yo...