How I Succeeded is a regular series on Lifehacker where we ask business owners for the secrets and tactics behind their success. Today: Lachlan McKenzie from Centrify.
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Current gig: Country Manager ANZ for Centrify
Location: Melbourne, Australia
Current mobile device: iPhone 6S and iPad. While I love Samsung TVs, I haven’t been tempted to to their mobile devices.
Current computer: MacBook Pro
One word that best describes how you work: Responsive
What apps/software/tools can’t you live without?
Skype, Slack, SalesForce, WebEx, Microsoft Outlook, Microsoft Office, Concur and our Centrify Identity Service.
What social network do you find the most useful?
LinkedIn for Business and Facebook for friends and family.
What were the most important lessons you learned while growing your business?
The most credible brand promotion comes from customer and third party endorsements, such as Gartner, so make sure your prospects know about these. Share your insights and enthusiasm with your network and business partners to help them effectively advocate for your offerings.
What has been the most surprising part of your business journey?
How fast businesses, corporations and governments are adopting the cloud.
What everyday thing are you better at than anyone else?
My ability to fall asleep quickly after the baby’s midnight snacks. Once my head hits that pillow, I’m out like a light.
What’s your sleep routine like?
Opportunistic — because we have a two-month-old baby.
What advice would you offer to other businesses on how to succeed?
Sell the problem you solve, not the product. It’s easy to talk about product’s features before you know if they get rid of the pain felt by your prospect. Continue asking questions to discover fully how your product solves your customer’s problems. Keeping customers happy requires a constant process of learning.