Hey, everyone. CA here at Coveo headquarters in the lounge, actually, with Anthony Dumas
who's a sales manager for the Sitecore line of business at Coveo
Welcome, Anthony. It's a pleasure to host you today.
Thanks for having me. Glad to be here.
So senior sales manager for the Sitecore line of business,
can you tell us a little bit more about your daily job?
Well, pretty much it's a job that we've made progress over the years,
and I've been in that role for past two years,
and mainly what we do is we work with a network of partners that are tasked by companies
through RFPs or true digital replatforming project to look at the search component.
So I'm working with these digital agencies, these system integrators
to position Coveo as a search component of often a broader project.
Cool. What is the main challenge you encounter while talking with these guys?
There's a lot of people around the table, and sometimes the value of search and obviously the role
that search can play is misconceived,
so it's really to be able to put the search component into a broader perspective.
Also be able to make sure that our product is fully leveraged to its best extent.
So of course, quantifying is something that can be harsh.
What about the trial version that Coveo has with the Sitecore line of business?
Is it helping you? How do you use that?
It's been a big help because these system integrators or even clients will use that trial version
that can be [provided] straight from a website to actually get a 30-day trial on our products
So they'll be able to leverage content within their Sitecore, which is the CMS we're working with,
but also other repositories such as YouTube or [a] website to demonstrate the value that's part
of the project and obviously then being able to confirm that Coveo will be the solution of choice for them.
So you kick the door open with the trial version.
It's a hammer to help us, but sometimes you need more than one hammer to open the door.
What kind of other hammers could you need?
It's working with the… because obviously we talk a little about website search in that play,
but it goes beyond website search.
We have, now, machine learning, as we all know, usage analyitics
So another component that goes beyond search that will help us to elevate the value
that we're bringing to these project[s].
And this is the main challenge that we often face,
is that search is perceived as a specific requirement, but it can be so much more than that.
Yeah, it's actually the cornerstone of a bigger project – let's say for a web refurbishing.
Absolutely. And we often think of Coveo in my reality of a website search component, but we can talk about
Internet as well. We can talk about login. We can talk about customer community. So I think a lot of this is not
new to us, but it's a value proposition that we need to be comfortable working with and talking about.
How did you end up senior sales manager for such a line of business?
I've always pictured myself as being a salesperson. In fact, I come from a background. Both of my parents were
sales reps, so I knew this was a path I wanted to follow. I got started at Coveo about five years ago as a BD
(business development), climbed a ladder, climbed one level after the other, and the dynamic of this role is really
about interaction. I'm a sociable type of guy, so being able to build the pretty thorough network with partners
but also work with end clients in better positioning our product, understanding technology, which is something
that is evolving so rapidly, is definitely something that I was looking myself doing.
And this role has been great for me. It's been three years, and it's been a fun ride.
What would you say has been your biggest struggle,
through climbing the different levels to the position you're at now?
I think it's a mix of understanding your skill set, what you can bring in the mix. What we do is complex, technology
is something evolving very quickly, so being able to understand what role you can bring into
these complex sell cycles but also finding the right individual internally to help you push this into obviously
a sell and getting a closed deal. But most importantly is to leverage that network of partners that are crucial to
our success as an organization and as a division, Coveo for Sitecore. So that blend of finding the right folks,
getting them involved internally but also nurturing that level of partner has been a bit of an ongoing challenge.
Seems like you really love your role and your organization.
Can you tell us a little bit more about what you particularly appreciate from the Coveo life?
The Coveo life. Good question. I think if we look back at the last years, there's something great about Coveo,
is that we celebrate success, and people sometimes take risks, take initiative and that mindset of people not
being afraid to take risks, not being afraid of being slapped on the finger but really looking forward to the
reward of achieving something great, being a sale, being a project, is something that a lot of people look for and
obviously appreciate working in that type of context
And of course, failure is on the path to success, of course, right?
So you feel like you've got room to actually make mistakes and maybe learn from them.
Yeah, and if you don't try, there is a lot of those campaigns that we would not have won.
You mentioned the trial before, but we've taken so many routes to actually position Coveo as being the de facto.
solution to that. So being a workshop and looping in even some of our executives
to some of these campaigns. It's really something that a lot of people feel you can go knock on doors.
You can take risks. You can take initiative. And if it works, great. If you fail,
well, learn from it and obviously, try something else
Anthony, thank you very much.
Thank you for that.
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