At Dimensional Insight, our employees are our biggest strength. In fact, many of our employees have been with the company for 20, 25, even close to 30 years! However, we also have a strong roster of new talent here.
I recently sat down with one of the newer faces at the Burlington office, Bill Myers, to discuss his journey from downsizing from a larger company, brand recognition, and the importance of transparency in his client relationships.
What is your role at Dimensional Insight and what responsibilities does it entail?
My role here is a sales director for the goods and services division – essentially everything except for healthcare. My job is to manage existing relationships that are long-term clients of Diver, as well as find new business and prospects.
What drew you to working at the company?
What drew me here was the family-like atmosphere. I liked how the company is approaching 30 years old, is profitable, and is very strong in its niche markets. Also, selfishly, from a technology standpoint, I wanted to learn something new.
I know that before working here, you worked for Oracle. What was your position there?
Sales, but in a few different capacities. I was an inside sales rep, then a field sales rep, then I managed a team of five sales reps. I covered Canada, New York City, and the mid- Atlantic.
Oracle is a much larger company. What was it like making the shift to a smaller company?
Within a large sales organization, there is a well-established sales process and lots of training, which is great for someone early in their sales career. With that said, after time, these processes can be a bit frustrating and can make getting deals done difficult. This is primarily due to strict approval processes and complicated internal operations polices. The appeal of working for a smaller firm like Dimensional Insight is that I can knock on the CEO’s door, I can knock on Ed’s (our VP of sales’) door, I can take him to meetings with me, and I can learn from this great talent. That would be the biggest difference culturally.
From a territory standpoint, I currently cover US and Canada. And everything in between which I love. When I was at a larger organization, there were close to 150,000 sales reps, so everyone had their own territory. When I was in New York City, I was one of eight people for New York City and it was broken down by zip codes. So, I could be on one block with a client, and across the street is a different territory.
Our company has the slogan, “Dimensional Insight takes care of the customer and the employee, and the customer and employee will take care of Dimensional Insight.” What does this mean to you and how does this apply to your responsibilities?
I’ve never been one to shove a solution down someone’s throat. What I think that means is customer service is very important. If you take care of your clients, over time your clients will take care of you. I worked with sales folks before who can be a little more on the selfish end, trying to cram a deal in. You’ll get your deal, but you’re not going to get the next one. If you take issues head-on, get ahead of issues, be an advocate, be a quarterback for support, maintenance, whatever it may be, your clients will eventually keep growing with you and the company.
Why do you enjoy working in this industry?
To be honest, I started off in banking and finance. I got into technology by accident. I wanted the opportunity to make more money, I wanted to do something different. And honestly, I don’t have a technical background, I graduated with a degree in psychology. I wanted to learn something in the cutting edge of businesses and technology, what keeps things going, and Oracle provided that for me. Over time, I wanted to spread my wings a bit and learn something new. I was selling infrastructure technology at Oracle, this (Diver) is completely different. It’s a very powerful tool and enables me to have business conversations with end users and propose solutions that enable company growth.