DocuWarians is a new blog feature that introduces you to the people behind the product. This month, Marcin Pichur, VP of Sales — Emerging Markets, who has been an avid rock climber for 20 years, explains the similarities between climbing and sales.
My tasks and responsibilities at DocuWare are ...I’m responsible for business development and sales in Italy, Spain, Latin America, the UK and emerging markets. When I started working at DocuWare 10 years ago, my territory included every country except for those in Europe, Latin America and the U.S. That meant intensive travel between Dubai, Singapore, Russia, Turkey and many other places. This was a huge change for my kids as before I was traveling about once a month. Working at DocuWare, I was away every week. After one of these trips, my kids asked me, “Daddy what do you do when you travel?”
My background prepared me for this role because ...
Before I joined DocuWare, I was a serial entrepreneur and ran a small ECM consultancy with 30 employees. Working in a corporate environment was a completely new experience for me as I’d usually worked for myself before. At first, I felt like a small cog in a big wheel, but then I started to notice DocuWare’s entrepreneurial side. I’m responsible for a huge market, and it’s very much up to me to decide how to grow and develop it. Yet, unlike an entrepreneur, I do not have to worry about EVERYTHING. Now I have a team to help me. I focus on things that I love and am good at. Although I am part of bigger organization, I still see how my actions and decisions have impact on the business. That’s absolutely inspiring and motivating.
My favorite DocuWare feature is ...
- Simplicity and user experience.
- The same UI, configuration, administration and implementation for both cloud and on-premises solutions.
- Preconfigured cloud-based solutions which can be up and running in 3 days.
How would you describe our corporate culture?...
- No politics: we say what we do, and we do what we say.
- It’s OK to fail. We do not hide our mistakes and share them openly. As an organization and in our teams, we learn from these mistakes and we strive to avoid similar ones in the future.
- We base our decisions on data. We were one of the first companies in the document management space that created a sales process that is constantly measured, improved, and lived every day.
Major insight I had because of COVID...
- One small change can make a difference — I used the same holds as before but used them differently. It’s the same in sales. We do not need to change everything. Sometimes small things we’ve learned from experience or training seminars can have a huge impact.
- What works for your colleague may not work for you.
- Even if you fall or fail, you can learn something valuable.