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! 🎁



IBM Summit Program Experience – 10 – Snack Video

View Video Here

Friends, what impact do you think free snacks have on employee engagement? 🤔
IBMers, how do you feel about the free snacks?
#Comedy#News#Puns#EmployeeEngagement IBM

To me, small perks like these make a difference! And to see one of the largest technology companies in the world offer a perk that is most often found at the smallest technology companies in the world… to me that represents a shift in culture.

If this gave you a chuckle, give it a like. I may make more videos about every day business life in the future. 😊


IBM Summit Program Experience – 9 – Landing On A Team

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I have officially ‘landed’ on IBM‘s Data Science team.
Here’s a picture expressing the way I feel about it: 🚀🌕
Data Science isn’t rocket science – in simple terms its helping clients discover insights from their data to improve business decision-making.

Lead by experts Lee Cratchley and Robb Corrigan … it’s gonna be a great year of tremendous learning and exploring new heights.

“I feel like a boy playing on the seashore, diverting myself now and then to picking up stones and shells whilst the great ocean of truth lay all undiscovered before me.” – Isaac Newton

If anyone in my network knows any other experts I should be learning from, feel free to tag / let me know!
#IBM #DataScience #Analytics #IBMSummitProgram


IBM Summit Program Experience – 8 – Demo2Win

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Sales training? Everyone’s got a method.
Software demo training? Rarely taught, but critical for tech workers 💻!
Last week I attended Demo2Win, a two-day workshop that teaches professionals how to effectively demo software.

Learning: Imagine you are showing your manager a report, a customer your software, or even a friend a new app that you love… here’s a proven methodology you can follow:

Don’t just jump into “showing” right away! 😲

1️⃣ TELL them what you are going to show them in simple 1-2-3 steps (Or else they might get caught thinking.. ok where is this presentation going?)

2️⃣ SHOW them (Avoid saying “click this or that”. Say “If you want to…” Focus on their intention, not features.)

3️⃣ TELL them the benefit. Answer the most important question – SO WHAT?

Demos are to help people see what they can achieve, not to show how a technology works.

Thanks for the workshop & for awarding my demo with a mobile tabletop. Now I can stand while I demo like a pro 🤵

If anyone is working on a demo, feel free to reach out – happy to share more of what I learned to help you out.
2Win! #IBM#IBMSummitProgram#GlobalSalesSchool


IBM Summit Program Experience – 6 – Final Presentations (Video) + Graduation

View Video Here

Our final project for IBM Global Sales School was a written proposal + 30 minute presentation to a panel of judges roleplaying a client. Applying our learnings from the previous six months, and working together in a hotel room til midnight for two nights, Team Red was able to deliver and score 1️⃣ First Place in our class

Here’s a 3 minute cut-down version of our 30 minute presentation. I’d love to show more but we can’t give away too much to future students of the program =)

When I was graduating I selected IBM over various options because I believed it to provide one of the best corporate sales training programs in the world. I can now affirm it to be true. ✅✅ The past six months of training have been so valuable and jam-packed with unique offerings delivered from the best, all across the USA ✈️. I felt the need to capture a piece of it in video form before it was all over.

I’d like to thank Team Red for a memorable finish and the Summit Program Management for providing what I wanted and more out of a New Graduate Program 🙏. I look forward to bringing this solid foundation to our clients as I transition to the field over the next 6 months.

After 6 whole months of training, we graduated!! (Photo of my team below)


IBM Summit Program Experience – 5 – Top Gun Systems & Platform Example Speaker

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For the past few months IBM I have been trying to figure out what IBM is doing in the Blockchain space – today we got to speak to originator himself

Jerry Cuomo, VP Blockchain Technologies at IBM, shared the story about the pioneering of the Hyperledger project and the business value the FoodTrust project and TradeLens project are providing today.

At the most primordial level, all blockchains require a consensus method, immutability, and some type of incentive for participants to join the network. Whether the blockchain is then public or permissioned, it depends on the use case desired.

Along his 30+ years at IBM he has published many patents, help found WebSphere software, and has testified in front of the US Government advising on the impact of digital currencies.

If you want to know something you have to find the original source of truth. Safe to say, I had all my questions answered clearly!