Cysive, Inc. is a provider of Interaction Server software that allows enterprise customers to interact with customers, partners, and employees over multiple communications channels.
Since 1993, Cysive has built mission-critical business systems for Global 2000 firms, including Cisco Systems, AT&T, Chase, Equifax, First Union, Schneider National, and DaimlerChrysler, among many others.
We recently interviewed Nelson Carbonell Jr., founder and CEO of Cysive:
Cysive has grown from a basement startup to a publicly held and growing Software Company over the past 10 years. What would you say are the most important things you've done in terms of sales and marketing to bring the company to this point?
Since 1993, we’ve always been focused on building the most innovative systems for the biggest name companies in the world. Our product vision and engineering team are our most strategic assets because they create products that solve the largest problems in enterprise computing, the problems that our competitors leave until last to solve. But our approach to sales and marketing has been the reason we went public, the reason people know our company by name.
Cysive’s most successful sales and marketing strategy through the years has been a focus on selling large systems to “household name” companies. Once we have sold large systems to companies everyone has heard of, we gain reference power that significantly reduces sales obstacles and price pressures. When prospects hear the names of our install base, they stop questioning our credibility to go up against “the big guys” and become actively interested in what we’re doing and how we can work with them.
How did Cysive fare in 2002 given the economy, and what can you tell us about the overall market opportunity for Cysive's technology in 2003 and beyond?
In 2002, we faced the same challenges as other enterprise software companies. In other words, it could certainly have been a better year from a revenue standpoint. That said, in 2002, we controlled the things we influence very well, including product development, cost control, conservation of cash, sales training, and key account education and relationships. Additionally, we built a great deal of momentum in the public’s awareness of Cysive and our Cysive Cymbio Interaction Server.
In 2003, first and foremost, we know that enterprise software budgets will increase, and that’s a key trend for the entire industry. In addition, we have used 2002 to increase our technology lead and our sales relationships, so we are now positioned to build on the momentum generated in 2002. Technology innovators are currently looking for next-generation solutions and we are confident and optimistic about our success potential in 2003.
Tell us about the company culture at Cysive and how that helps you attract top (sales) performers?
Cysive is about two things: innovation and excellence. These twin pillars of strength are apparent in our software and in our sales team. Over the years, we’ve found that top sales performers are motivated most by two things: selling the leading product in the market and selling products that do exactly what we say they will do. So by definition, when we build products that are way ahead of the competition, and we do it to the highest standards of quality, our sales team excels.
What are Cysive's sales and marketing hiring plans near term, and for the rest of 2003?
In 2003, we expect both more sales activity and results. We’ll add key strategic roles in the sales team throughout 2003. Right now we are seeking to hire experienced enterprise software and IT solution sales professionals in New York, Boston, Chicago and California. We are also in "Draft the Best Athlete" mode for sales talent across the country.
What does Cysive look for in potential sales candidates?
We look for senior sales people who have demonstrated the ability to navigate complex accounts and to close deals with the largest and most successful companies in the world. A key requirement is experience selling enterprise software infrastructure solutions into the Global 2000, especially financial services and transportation & logistics companies. The successful candidate will work in a coordinated manner with other members of Cysive, such as our Technical Directors and Sales Engineers. In addition, Cysive Alliance Partners (System Integrators, Consultants and OEM’s) will be engaged as needed.
As the company has grown, have you remained somewhat involved in the interviewing and hiring process for Cysive's sales positions? Also, are you actively engaged with your sales team - and if so how?
I have always been directly involved in both managing and supporting Cysive’s sales efforts. I am personally involved in all hiring decisions, and I follow that up with weekly involvement in account analysis, strategy and face-to-face account meetings. I place the highest priority on sales efforts.
-- END --
For more information about Cysive, please visit www.cysive.com.
For more information about the Software & IT Sales Employment Review and SalesRecruits.com, please click on one of the links below, send email to info@salesrecruits.com, or call (631) 262-9100.
About Us Services Employer Info Candidate Info View Jobs View Resumes Contact
