Strava
More depth in Customer Engagement and Power Platform.
A PERSONAL FOLLOW-UP TO OUR CONVERSATIONFROM JASON / AGILIDYRobbie, after our conversation.
You’ve built a broader Velosio.
Let’s help every client see it.
I spent more time thinking about the role and what our strategy could look like. This is where I kept coming back: deep account understanding, useful advice and a way to help every seller turn it into action.
Watch my follow-upSee what I meanJason
THE WHOLE VELOSIO, THROUGH THE CLIENT’S EYES
The client’s next priorityThe relationship is our starting point.
Business applicationsERP + Customer Engagement
Data & insightVisibility + better decisions
Cloud & applicationsAzure + modernization
Industry expertiseContext + practical advice
Connect a business priority to the right expertise. Make that connection visible and useful to the client.
A NOTE TO YOU, ROBBIE
I wanted to bring something back to the conversation.
Rather than leave our discussion at how I might fit the role, I wanted to show you how I think and how I work. I went deeper into Velosio’s direction, the acquisitions and the capabilities you have brought together.
What interests me is the possibility of turning all that depth into a more proactive commercial relationship with every account. A client might know the team they have worked with for years. Do they also understand what the whole Velosio can help them accomplish next?
My starting thesis: we earn more share of wallet by earning a deeper understanding of the client’s business, then making Velosio’s value specific to that client.
You’ve described moving Velosio toward a data-first organization. I think that is a powerful lens for our own commercial strategy too: use what we know to help the client see something new, then act on it.
Jason Wickman
These are my initial thoughts after our conversation, informed by public research. I would validate them with you and the team.
WHY I KEEP COMING BACK TO THE ACCOUNT BASE
The acquisitions expand what we can do.
The account conversation makes it matter.
Domain 6
Enterprise capabilities and industry expertise.
Kopis assets
Commercial Azure and application capabilities.
Acuitas
Longstanding Dynamics relationships with access to a broader portfolio.
Our opportunity may be to connect those capabilities across the account base while preserving the trust each team has earned. Start with the client’s business priorities, then connect the appropriate people and expertise.
Acquisition facts are sourced below. The opportunity is my hypothesis, not an assessment of Velosio’s internal performance.
MY FOLLOW-UP, IN MY VOICE
What our strategy could look like.
My ElevenLabs voice clone narrates this personal briefing. Open the video
THE PAGE YOU ARE LOOKING AT IS PART OF THE IDEA
This is how I sell.
I bring useful work to the conversation.
At Agilidy, I do the research, develop a point of view and build something tangible before asking for a commitment. It is my free-consulting approach to selling.
Teach
Find a consequential issue the account may not have fully recognized. Give the client a new way to think about it.
Tailor
Make the story specific to the company, its economics and the executive making the decision. A personal page, video or prototype carries the insight.
Help them move
Offer a practical next step. Help the buyer validate the problem, build internal agreement and make a useful decision.
That is the connection to Challenger selling at scale. AI accelerates the research and production. Sellers own the insight, judgment and relationship.
LET ME MAKE THE IDEA CONCRETE
What one account could experience.
A fictional distributor lets us demonstrate the motion without pretending we know a real client’s internal situation. Explore how the same research becomes a personalized client brief and a seller’s next action.
A PERSONAL BRIEF FOR THE CLIENT
Your next stage of growth needs a clearer view of margin.
Before proposing another system, I would like to explore whether pricing exceptions and service costs are obscuring the profitability of your growth. We can validate the issue and show what a shared margin view could look like.
ILLUSTRATIVE DISTRIBUTORSomething useful firstA margin visibility prototype using an agreed sample and business baseline.
The decision we help you makeWhere to intervene, which accounts need attention and whether the opportunity warrants investment.
Why VelosioA trusted relationship connected to data, customer engagement and automation expertise.
THE SELLER’S VIEW OF THE WHOLE ACCOUNT
What they buy today.
What matters to them next.
I would connect the commercial account map to the relationship map: what the client already buys, who we know, what their business needs next and where the broader firm can help. An empty cell is a question to research, not permission to pitch.
| Illustrative account | Existing relationship | Business priority to validate | Potential expertise |
|---|---|---|---|
| Distributor | ERP + account team | Margin visibility as growth accelerates | Data + commercial processes |
| Manufacturer | Finance applications | Service responsiveness and account profitability | Customer Engagement + analytics |
| Professional services firm | Project systems | Connect selling, utilization and delivery | CRM + project insight + automation |
Illustrative research hypotheses. Not actual Velosio accounts, installed systems or qualified opportunities.
WHERE I WOULD START WITH THE TEAM
Fifty accounts. A few strong plays.
A motion worth repeating.
Build and activate
Start across existing and acquired relationships. Learn the account history, validate the business priorities and select two or three useful growth plays. Personally build the first experiences and coach the sellers through the conversations.
Inspect and improve
Compare preparation time, executive engagement, validated problems and qualified expansion pipeline with a similar group. Follow revenue and gross profit as opportunities mature. Scale the work that earns meaningful client engagement.
Every seller should leave with a teaching point, the right executive to engage, the evidence to validate, a specialist to involve and an owned next action in CRM.
WHY I THINK THIS CONNECTS TO THE ROLE
Shape the strategy.
Coach the team. Build it myself.
I bring 25+ years across Microsoft, CRM, sales and marketing leadership, with a technical foundation and hands-on Challenger coaching. I can connect the commercial strategy with the practical work needed to execute it.
That is what I wanted this follow-up to demonstrate. I would help the team do the research, turn it into a useful point of view and put it in front of the client in a way that feels personal and valuable.
Robbie, this is a starting point for what our strategy could become. I would welcome your thoughts.
Jason
Continue our conversation