The Smart IT: Buyer-Seller Workspace Construct Interview
In this episode of The Smart IT Podcast, I invited Diana Polansky, from the world of marketing working with innovators and their startups, to interview me about the The Smart IT: Buyer-Seller Workspace Construct. This will be Part 1 of 2 of the episode. Our discussion offered a deep dive into the evolving intersection of technology, marketing, sales, and technology seller's growth. We explored the complexity of navigating the modern technology marketplace, particularly for startups balancing scaling challenges with maintaining product quality and trust. We discussed the process of aligning a company’s vision with the right technology, a task that requires both strategic clarity and operational readiness.We discussed the role of content in sales and how effective storytelling, education, and clear communication can build trust and move prospects through a complex security buying journey. Diana emphasized the shift toward buyer enablement, where both buyers and sellers play increasingly dynamic roles in solution evaluation and decision-making.The episode also addressed the organizational pain points of sellers: bridging internal silos, managing value expectations, and creating systems that support sustainable growth instead of chasing rapid, unsustainable scalability. This includes realistic approaches to market fit, understanding addressable markets, and managing the gap between market projections and operational realities.The conversation highlighted the importance of rethinking the sales processes, building maturity and readiness for adopting new technologies, and improving customer experience through intentional design and trust-building.#smartIT #sales #B2B #startups #salesstrategy #gotomarket #customerexperience #buyerenablement #businessinnovationLink to this episode: https://youtu.be/HsCUwneMs_sShow Notes:Diana on LinkedIn: https://www.linkedin.com/in/dianamikaelapolansky/Link to this episode: https://youtu.be/HsCUwneMs_sThe Smart IT Podcast YouTube Channel: https://www.youtube.com/@thesmartitpodcastCaptivate Website for all episodes: https://the-smart-it-podcast.captivate.fm/
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The Smart IT Workspace Construct: Market -- Sellers and their Perspectives on Market Dynamics
How Top IT Sellers Build Trust, Solve Real Problems, and Stay Top of MindIn this episode of The Smart IT Podcast, I sat down with Nick Kaderli to dive into the human side of tech sales, chatting about what happens behind the scenes, why timing and empathy matter, and how great reps don’t just close deals but rather build long-term relationships.🔑 Key Takeaways▪️ Partnership matters: Junior sellers can fast-track success by humbly learning from seasoned Pre-Sales Technical resources and making life easier for them.▪️ Transparency wins: IT buyers want honest conversations, not pressure. Sellers should focus on understanding needs, not just pushing products.▪️ Respect timelines: A “call me in 6 months” doesn’t mean “never.” Respect builds trust and trust builds business.▪️ Intent data equals opportunity: If a buyer revisits your webinar or whitepaper, it's a chance to re-engage, if lead with with value.▪️ Supply chain risk is real: Modern cyber threats often come from third parties. Organizations must move from static vendor risk assessments to continuous, intelligent monitoring.▪️ ROI gets attention: If your solution can prove real time or cost savings, especially for vendor risk, executives will listen.This episode is a must-listen for IT leaders and market sales professionals alike. It’s a reminder that behind every deal is a real conversation, a real problem, and a real person trying to make their company better.#smartit #cybersecurity #techsales #ITleadership #ROI #TrustBasedSellingLink to this episode: https://youtu.be/fa2UsqgirBsShow Notes:- Nick on LinkedIn: https://www.linkedin.com/in/nick-kaderli-a60574326/- Link to this episode: https://youtu.be/fa2UsqgirBs- The Smart IT Podcast YouTube Channel: https://www.youtube.com/@thesmartitpodcast- Captivate Website for all episodes: https://the-smart-it-podcast.captivate.fm/
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Smart IT Workspace Construct: Market: Improving the Buyer-Seller Experience
In this episode of The Smart IT Podcast, I welcomed Paula Rosecky and Katherine R. Dollar to the show to chat about the complexities of the buyer-seller relationship in the technology marketplace. This is another in a series for the "Smart IT Workspace Construct: Market" for improving the Buyer-Seller Experience.We explored the importance of understanding buyer needs, the role of storytelling in sales, and how to stand out in a competitive market. As IT leaders are under immense pressure to find, evaluate, procure, and implement new technology for their organizations, it has never been more important to optimize the buying process.The discussion emphasized the need for empathy, education, and collaboration from sellers to create a successful sales experience for buyers.One of the key takeaways was the importance of seeing the sales process through the eyes of the buyer. Sales professionals must build authentic relationships, understand client pain points, and ask the right questions to uncover deeper needs. By developing emotional intelligence and engaging in meaningful conversations, sellers can position themselves as trusted advisors rather than transactional vendors.The conversation also highlighted the power of storytelling in sales. Narratives help humanize complex solutions and make them more relatable to buyers. Coupled with education, on both sides of the relationship, this approach helps clarify the value proposition and supports better decision-making. Transparency in pricing and value communication is also essential for building trust and credibility in a competitive market.Ultimately, sales today is not just about selling products or services, it's about fostering trust, empathy, and collaboration to meet real needs and create lasting value.Link to this episode: https://youtu.be/THkErqddimc#smartIT #sales #buyer-seller #market #valueproposition #storytelling #customerjourney #salesprocessProduction: Brilliant Beam Media, Syya YasotornratShow Notes- Paula on LinkedIn: https://www.linkedin.com/in/paula-rosecky/- Katherine on LinkedIn: https://www.linkedin.com/in/katherinedollar/- Link to this episode: Link to this episode: https://youtu.be/THkErqddimc- The Smart IT Podcast YouTube Channel: https://www.youtube.com/@thesmartitpodcast- Captivate Website for all episodes: https://the-smart-it-podcast.captivate.fm/
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Applying IRMBOK to Risk Management
In this episode of The Smart IT podcast, I welcomed Jeff Lowder, a seasoned risk professional and author of the upcoming Information Risk Management Body of Knowledge (IRMBOK), to the show. The conversation centered on how risk management professionals must evolve beyond traditional roles to become strategic partners in decision-making. Modern IT demands a deeper understanding of business objectives, as technology is not just about infrastructure—it’s about enabling organizations to thrive while managing risk effectively.Jeff reviewed IRMBOK, a comprehensive guide for information risk management, covering both process frameworks and practical techniques. It covers a lot of intuitive and useful tools that risk practitioners can utilize in their work.A major theme of the episode is the inadequacy of conventional risk methods—such as high/medium/low risk matrices—and the push toward quantitative approaches. Many cybersecurity professionals are trained to focus only on downside risk, but real-world decision-making involves balancing both risks and opportunities. This broader perspective, which Jeff calls "decision management," leads to better alignment with how executives and boards think and make choices.He emphasized the need for upskilling in quantitative risk analysis, stating that most of the required math is basic and accessible. He advocated for a more rigorous, business-aligned, and outcome-focused approach to IT and cybersecurity risk management, underlining that better decisions—not just compliance—should be the end goal.“Risk management is about helping the business make better decisions—not just saying no.” - Jeff LowderLink to this episode: https://youtu.be/SRrvluPLuls#SmartIT #IRMBOK #RiskManagment #CRQ #DecisionManagement #DecisionScience #CyberRisk #SiRA #SiRACon #SiRAcon25Production: Brilliant Beam Media Syya YasotornratShow NotesJeff on LinkedIn: https://www.linkedin.com/in/jlowder/Society of Information Risk Analysts (SiRA): https://www.societyinforisk.org/SiRAcon'25: https://www.societyinforisk.org/SiRAconSiRAcon'25 Registration: https://web.cvent.com/event/aea3fabb-28f2-48e0-99b7-9eab5e226ee4/websitePage:a14c3e74-c745-4825-b56e-fca5f73d25a6Link to this episode: https://youtu.be/SRrvluPLulsThe Smart IT Podcast YouTube Channel: https://www.youtube.com/@thesmartitpodcastCaptivate Website for all episodes: https://the-smart-it-podcast.captivate.fm/
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Humanity and Purpose: Sharing your Gifts with the World
In this episode of The Smart IT podcast, I welcomed Victor L. Malloy to the show. We discussed the evolving role of IT professionals, the importance of purpose, and navigating a successful career in technology. We explored the generational shift between “digital immigrants” who grew up with early computing (like punch cards and DOS) and “digital natives” born into today’s AI-driven world. He emphasized the importance of bridging that gap through mentorship, experience sharing, and a shared commitment to learning.Vic offered practical guidance for young IT professionals, encouraging them to go beyond technical certifications and develop real-world skills, business literacy, and human-centered capabilities like communication and leadership. He warned against becoming a “paper tiger”—someone with credentials but no practical application—and urged newcomers to embrace frustration as a natural part of growth. IT isn’t just about solving technical issues; it's about understanding the business, aligning technology with strategic goals, and creating real value.A key highlight of the episode is the PIVOT framework: Pause, Imagination, Vision, Organized Plan, and Take Charge. This personal growth model encourages intentionality, clarity, and action in both career and life. Vic also challenged listeners to reflect on five life-defining questions from Dr. Myles Munroe: Why am I here? Who am I? Where am I from? Where am I going? What can I do? These questions form the foundation of finding purpose and meaning, especially in fast-moving, high-pressure IT environments.Vic closed with a powerful reminder that your gift is unique—and it’s your responsibility to develop and share it, not take it to the grave. With CHOOSE LIFE (Love, Integrity, Family, Education), he tied technical growth to deeper personal values. Vic brought a blend of hard-earned wisdom, career advice, and life philosophy for anyone who wants to thrive in IT while staying true to themselves.💬 “Frustration is the weight that builds your technical muscle. Embrace it.”— Vic MalloyLink to this episode: https://youtu.be/tTwuipZT-rk#SmartIT #TechLeadership #ITCareers #PIVOT #CareerGrowth #DigitalTransformationProduction: Brilliant Beam Media with Syya YasotornratShow Notes:Vic on LinkedIn: https://www.linkedin.com/in/victor-l-malloy-c-76b791158/Dr. Myles Munroe [Munroe Global]: https://www.youtube.com/@MunroeGlobalLink to this episode: https://youtu.be/tTwuipZT-rkThe Smart IT Podcast YouTube Channel: https://www.youtube.com/@thesmartitpodcastCaptivate Website for all episodes: https://the-smart-it-podcast.captivate.fm/
The Smart IT Podcast, where IT professionals can assemble and hear from each other, industry leaders, thought leaders, and those in adjacent fields to collaborate and learn from each other and explore what’s next for IT.
The Smart IT Podcast explores what’s next for IT as it continues to find ways to get the important things done for our organizations.
Preparing for the next decade, we need to think differently about how we approach our work to continue to thrive into the future.
Smart IT is an approach, conceptual framework, and development model to getting the important things done by transforming the way traditional IT thinks, works, and leads. It supports the disruption of the status quo, simplifies the complex, reduces uncertainty, and improves risk mitigation.
There has never been more pressure to deliver for our organizations; but I know IT is up to the challenge.
That will require IT to lead by working smarter. Let’s do it together.
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