Name: How Bryan Peña Turned Adversity into Opportunity
Uploaded: 2023-05-25T16:00:36+00:00
Duration: 36 min 54 s
Description: On this episode of The Blacklist, Brian Peña, CEO of Define Solutions, shares his expertise on the intersection of humans and technology. He talks about the challenges of starting a business during th

1 year ago

On this episode of The Blacklist, Brian Peña, CEO of Define Solutions, shares his expertise on the intersection of humans and technology. He talks about the challenges of starting a business during the pandemic and the importance of being comfortable with chaos. Peña also emphasizes the need for equity, fairness, and equal opportunity in the workplace.

00:00 Trailer.
00:45 Welcome to the Blacklist.
01:36 "Studied, supported, found, and grew: Defiant."
02:10 Started business at LAX airport.
02:55 Redefining income in chaotic times.
03:57 You have to take the plunge. Take the plunge now.
04:22 Believe in yourself, succeed.
04:58 Exchanging competency for currency: highs/lows.
06:06 Uncomfortable, invoice cycles, low lows.
06:48 "Actor to corporate job at Universal"
07:25 Scared and clueless
07:54 "Hire the person, not resume."
08:22 Breakthrough from chaos, fairness, equity.
09:19 Developing unique offerings for enterprise.
10:19 Identifying opportunities in client base.
11:10 "Identified proprietary niche, reduce risk, win clients"
12:33 "Raise stakes, make decisions wisely"
13:09 Collaboratively identify success niche, land & expand.
14:08 Penetrate enterprise buying strategies.
15:01 Managing billion-dollar spend efficiently.
15:43 Optimizing spend annually via AT7 process.
16:33 Sales job: selling a solution.
17:54 Researching suppliers to find best fit.
18:32 Enterprise sales strategy education.
19:26 Researching best suppliers for price.
20:25 Long sales cycle, driven by pain/scarcity.
21:31 "Time to value, time to contract"
22:24 Accelerate business decisions with prepaid.
23:09 Early signature discount incentive.
23:56 Monetary performance for discount.
24:19 Incentive-driven procurement savings.
24:45 Penny pinching leads to losses.
25:42 Low price not always wins.
26:26 Won shorter proposal processes.
27:23 Tolerance, direct/indirect procurement fun.
28:03 Cultural fit, delivery, price, competence.
28:43 Contract Hell: Program Adoption
29:38 Unemployed, sales role, arm with tools, not adversarial.
30:25 "Human capital, future of work, HR tech."
31:04 Grow tech services with sales strategy.
32:06 AI creates and eliminates jobs.
32:52 Automation threatens jobs: pattern recognition.
33:32 Technology: Force Multiplier.
34:34 "Start own business: Now is best time"
35:13 Embrace change, innovate, succeed.
35:52 AI: Humanizing Machines Again.
36:45 Take a photo, wrap up.