Patrick Lannigan - Spring 2005
I first met Mark Polin at Progress Software. Him and I
hit it off, at that time, because our life seemed to have so many parallels. I
had quit Progress Software, as did he, we both bought a house, and our
wives were pregnant. (oh to be that young again)
Mark did a great job of proving his value at Progress
Software by picking the most difficult to operate product, at the time (Fast
Track) and he had mastered it. The real shine on his pre-sales skills, however,
were brought out when he presented, and in how he handled objections. Mark had a
voice that is the envy of any public speaker. It's deep. So deep that I'd love
to see him try radio at some point. He'd be good at it.
Mark also proved his ability as a speed-learner when he
jumped, with both feet, into the Progress 4GL, and into account management. The
fine art of account management is lost on many a pre-sales person. Not with
Mark. He worked closely with sales people to determine strategy and priorities.
Perhaps that's why he did so well at Sybase and Sun Micro. Those were very large
accounts he was helping to manage.
Mark also had heart. There was this one pre-sales
person at Progress Sofwtare, who was fresh out of school and drowning in school
loan debt. There was no way he could afford a car. So Mark gave him one. Yes it
was old, and yes it was on its last legs, but it was still an outstanding
charitable gesture. A good measure of any man.
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©Patrick Lannigan
lannigan at gmail dot com
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