We put together a Q&A with Scotty to help you get to know him better.
Can you tell us a bit about your background and experience in sales before joining VAPAR?
Scotty: I’ve been in Sales roles for 10+ years, all within the world of technology sales, mostly at companies in the start-up and scale-up stages. Before joining VAPAR, I spent six years at another SaaS company in the water sector called 120Water. 120Water is a cloud-based compliance platform for utilities and government entities alike to manage their drinking water regulations, sampling programs, infrastructure material designations, and more.
What drew you to VAPAR and this role in particular?
Scotty: I was initially drawn to VAPAR through a mutual connection of mine and Amanda’s that vouched highly for both the VAPAR product and the VAPAR team. Through conversations with Amanda, Michelle, and others, I came to believe not only in the viability of the product and the make-up of the team, but also in that by bringing VAPAR to North America, I could fulfil a personal desire of mine to work with a product/company that made the lives easier for my clients while also serving to protect public health.
How do you usually approach building strong customer relationships in a new region?
Scotty: All strong customer relationships begin with trust, and people don’t trust scripts or playbooks – they trust other people. So, in every conversation I have, whether it be good, bad, or in-between, I try to remain as human as possible. When clients are coming onboard in a new region, they are buying us as humans who make-up VAPAR, as much as they are buying the VAPAR product.
What's one professional accomplishment you're proud of?
Scotty: I’m really proud of the growth model I created at my previous employer. I began the entire “Expansion” funnel, working to grow our current customer base into deeper relationships and product coverage. Through these efforts the Expansion portfolio accounted for over 35% of the company’s total revenue in 2023. A full department was created after that to scale and capitalize on the work that was proven out that year.
What is one “guilty pleasure” you have?
Scotty: One of my hobbies is watching movies, but my guilty pleasure has to be that I LOVE critically panned movies, especially in the action genre. I could watch any of the “Fast & Furious”, “Mission Impossible”, or “James Bond” movies on repeat and never get tired of them. And yes, this makes it very hard for my wife and I to pick out movies on Netflix that we agree on. If you’re ever looking for an action flick with cheesy one-liners and completely unrealistic stunts, I am your go-to source.
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