IBM Summit Program Experience – 12 – Farewell IBM!

Link to video:

Today marks my last week at IBM.
It has been an incredible journey over the last 3 years.
This video captures some of the highlights! Have a listen!

I am forever grateful for the opportunity to work for such a great organization and to be surrounded by amazing people 😊

My heart is filled with such great memories, from how I felt when I first received my dream internship, to graduating from Global Sales School, to being in charge of a full sales territory, and to all of the awesome people I have been able to work with 🧑‍🤝‍🧑

I also hold dear in my heart all of the opportunities provided for me to make an impact on people, including the Summit Program, Employee’s Charitable Fund, EANG, and Blue Core Coaching 🙏

Sharing my story and empowering others around me, are two personal values that I discovered and let flourish during my time at IBM. These are two things I will continue doing for the rest of my career 👏

I’m taking a couple weeks off before starting the next journey, stay tuned 👋!


Hosting the IBM Canada Lunar New Year Celebration Feb 2021

Last Friday my team hosted the IBM Canada Lunar New Year Celebration and I was selected to host the show 🎤! With our team effort we brought out 100 attendees from all across North and South America for an hour long show of fun and education!

Whenever I’m on brought on as an organizer, I always try innovate, by giving the audience something completely new. So we decided on hiring a virtual comedian 💡! DK Phan recounted stories of cultural mishaps, asian parents with high academic expectations, and life as a former kung-fu instructor😂! We had the audience laughing out of their seats and yes – we triple checked to ensure this all fit within our diversity guidelines.

One thing that I was surprised with was the amount of IBMers of non-asian backgrounds who attended but who were eager to learn and relate to the festivities. One attendee pointed out that during Diwali, they have the same tradition of “cleaning out the house” for the New Year.

Lisa Marie Chen helped the audience to find their Chinese Zodiac!

👉 Any IBMers interested in attending future events or volunteering with EANG, please message Caroline Yang, CHRL, CCP!

👉 DK Phan is also open to future comedy gigs! DM me or him for info!

Quote from DK Phan

“Ryan Ing is incredibly organized and ran a terrific show for the IBM Lunar New Year show.  He was an amazing host and facilitator, setting me up for success by priming the crowd for a comedy show and bringing me up just as if he were a professional comedy club MC himself.  He was also very thorough leading up to the event in terms of making sure that everything would work from a technical standpoint and providing me with all of the tools necessary to put on a great show.”

Ryan Ing – Professional Speaker Moderator

If you are reading this page, you are likely an Event Organizer hosting a Speaker Panel event and are curious – how can I make my event be amazing for the attendees?

How can I make the presentation engaging enough so that attendees don’t lose interest after 15 minutes?

How can I create an event that people will speak highly about to their friends, and want to attend again in the future?

Average ModeratorRyan – The “Talk show Host Experience”
Allows the panelists to self-introduce themselvesHosts a pre-interview with the panelists prior to the event to get to know them, then gives a highly compelling introduction at the event
Asks the same question to each moderatorAsks different, tailored questions, to each panelist
Sticks to “safe” topicsAsks “controversial” questions in a graceful way, revealing the intimate facts that the audience really wants to hear
Allows panelists to finish their answers, even if they know its boring for the audienceI will cut off a panelist from speaking in the most polite way possible, if I feel they are talking for too long
Sticks to asking open-ended questions e.g. “What is the biggest lesson in your career?”Uses both open-ended and close-ended questions.

As an example, look at reporter Steve Paikin, one of Canada’s best journalist and interviewer. He always asks the most DIFFICULT questions

My Process

– I talk with you (the organizer) to understand

– I book a 1:1 with each of the panelists to get to know their story.

How You Benefit

– You

Why should I choose Ryan as opposed to someone else?

– I have spoken on 12 panels and attended over 24.

The cost

– Nothing! I do this for free.

Well let’s first break down the pieces of a Speaker Panel Event.

You have four people with competing interests.



Panelists – Want to make themselves good without bragging. Want to

Audience – Want to be entertained, educated, inspired, and want to network with everyone above.

Completing the Blue Core Coaching Program

Ryan co-facilitated a 8 week coaching program which included 5 facilitated online sessions with just over 20 learners. Ryan was exceptional in his communication skills in facilitating learning conversations that kept the team engaged and curious. He was pro-active throughout the entire process, taking initiative to reach out, set the tone with the team and insure that the two of us were on the same page as we created this experience for the team. During the online sessions he brought relative points to the discussion and was supportive of each individuals learning experience.

Julie Foxcroft, Certified Coach

How A Tech Sales Team Is Organized

Are you interviewing for a tech sales role and not sure where you fit?

In this article you will learn how a sales team is organized, that way if you are interviewing at a company, you will know exactly what role you fit into and you can ask way more educated questions to the interviewer. is the company that pioneered this organizational structure, as published in this book.

SDR: Sales Development Rep – Inbound leads. Inbound calls, live chat on the website, download ebook, etc. KPI: Number of leads qualified.

BDR: Business Development Rep – Outbound prospecting – “40 dials a day”, cold emailing, LI sales navigator, tools like SalesLoft. KPI: # of calls. # of connects (how many pick up the phone). # meetings of booked.

AE: Account Executive – Closing. – Pitching, demoing, qualifying, objection handling, pricing. KPI: # of deals closed. # deal size / revenue.

CSM: Customer Success Manager – Ensuring the customer is happy with the product. KPI: # customer satisfaction (csat), # retention rate, #upsells cross-sells

Sales Engineer / Tech Sales – Help AE’s close deals by providing technical expertise. “Product experts” KPI: Usually salary, or maybe 80% base salary

KPI means Key Performance Metric, which is the main measurement of the person in that job. Think of batting averages in baseball or field goal percentage in basketball.

So here’s how the sales process happens. An SDR receives a call from a customer who is interested in buying, or a BDR makes a cold call and finds an interested customer. The SDR or BDR books a meeting with the AE. The AE shows up to meeting and assesses needs, makes the pitch, talks pricing, handles objections and goes for the close. The Sales Engineer also supports the AE during the meeting to answer technical questions.

For shorter sales cycle, the AE may have 1-2 meetings. For longer sales cycles, they may have up to 10 meetings. Once the customer has bought the product, the CSM takes over to make sure the implementation goes smoothly, and ensures customer satisfaction so that they renew when the contract ends.

If you want to learn more in-depth about this, you can buy the ebook Predictable Revenue by Aaron Ross. It’s an easy 90 minute read that gets right to the point about the above, but in more detail.

Ted Rogers Influencer Series – August 27th, 2020 6pm-7pm

I am speaking this Thursday 6pm to Ryerson Students. Sharing the stage with another TRSM Alumni Marco Baltazar 🔥🏆!!

The purpose of this event is inspiration/motivation to lift the spirits of any student on their career journey, especially during these difficult times! Event is a brief 60 minutes long, and you will be able to ask questions.

👉 If you are a Ryerson student/alumni, please feel free to register, link in comments.

#speaker #TRSM

Overall, the event went great and I experimented on ways to make it more engaging – I screenshared even if for only 30 seconds to make a point. I also brought a couple of props in. I physically showed the books I was recommending by pulling them off my bookshelf.

Audience: 30 people live at the event.

Event Timeline & Internal Planning

Samvit Roy asking Jim Whitehurst about IBM Culture During Slack AMA

Congrats to my colleague Samvit (Sam) Roy, MBA, CSPO, BE for being first to ask our new President a question during his Slack AMA session!!

Jim answered honestly and transparently. Great content. He also used some humor to lighten the mood, a much-needed pause from the pandemic.

Here were my favorite jokes:

“If you put a Red Hat together with big blue, you get a purple shirt which I would have wore… but I didn’t do my laundry yesterday” 😂

“I have a lot of experience but I’m also new to IBM. At the office I would still be trying to find the bathroom… but luckily I’m working from home so I know where it is” 😂😂

“No I’m probably not gonna write a new book, but maybe when I retire I can write a new one describing how IBM became the defining technology company of the 21st century just as it was in the 20th century” 🙏🙏🙏

#bars #IBM #Red Hat

The Industry Standard Salary for SaaS AE’s

The Industry Standard for AE’s follow this formula (according to this research report interviewing 300 SaaS companies)
The Magic Formula

Quota should be 5X OTE  
Example 1

$100K base salary

$200K OTE

$1mil ACV Quota

Example 2 – more junior person

$50k base, $100K OTE, $500K ACV Quota

So what?
– If you ask a SaaS AE what their quota is, you can likely calculate what their salary is 

If you are negotiating a salary and they give you a quota that is 10x your OTE, say no! You’re being unfairly compensated for the difficulty of the role.

The reason for this proportion is because paying you 20% of revenues leaves your company enough room to still make profit. Also, this is for net new customers, not for renewals.

I’ve talked to salespeople at Splunk, Qualtrics, other cloud companies, etc. and the salespeople there all earn an amount consistent to this formula.

To gather enough skills to become qualified to get an AE job I’d say takes 3-4 years of experience from graduation.

But once you have those skills, you can pretty much go to any SaaS company (anything on the Forbes Cloud 50 list) and get a salary package like the one above

Arvind Krishna’s first day as IBM CEO, on Slack

Us IBMers are HYPED to see our new CEO hopping on Slack on his first day on the job to open the bridge to communications. “CEO Office Hours”? – first time I’ve heard that before.

Let alone probably the first time I’ve ever seen a slack post with 1000 likes 🏆

First impressions matter!


(Sometimes these posts go viral)

IBM Summit Program Experience – 11 – IBM ECF Video 2019

View Video Here

Giving back to your community is a great feeling with many aspects to feel proud about 🤗
👉 Everyone has their own favorite part — what’s yours?

🎬Amazing to have a production team to help out on this project, as most of my previous have been solo acts.
👏Thank you to all the volunteers, coordinators, and all those involved in the IBM Community:
Carolyn MurphyAnna DreyzinBridget King, CHRPKrista ShibataRalph ChapmanEllen KoutsikosKarel VredenburgShalise Goffe, CPDSShola AgoroFarza (Farzaneh) GhodsTanya Liblik, CHRL, PMP, CIDDVira Badiani, BSc, GCIB, MSc, CPDSDave Robitaille, Erica Carnovale, Caroline FinlayAndrew SafrankoHelen MitresBirgit Siegel AllisonCamille Chandra
👨🎥: David Lindermere

Feel free to click “share” if it gave you a laugh and some positive vibes 😊.

As we move into the Holiday season, keep up that charitable spirit! 🎁