Enhancing The Sales System with Mike Scariano – Episode 1 of The Pursuit Desk

Matthew Martin
Marketing Manager

This week’s episode of The Pursuit Desk features Mike Scariano, Vice President of Sales at Neudesic, a technology consulting organization with over 800 global employees.

Mike manages a $100M sales budget and brings over 17 years of experience in the Microsoft System Integrator Partner Channel.

Learn more about Mike and Neudesic.

Time stamps and topics covered:

5:21 Building an effective pursuit process for a national sales organization.

8:12 Leveraging multiple channels to acquire net-new consulting clients.

10:10 Making the life of sellers easier with multi-channel lead generation.

10:25 How to cross-sell and overcome the challenge of a geographically separated sales team.

11:57 Sharing the skills of consultants is more important now than ever.

12:32 How has ikaun changed the way Neudesic staff’s its consultants?

13:16 What to do with consultants hitting the bench during a slowed workload due to COVID-19.

14:31 Embracing automation during economic downturns.

15:23 Why does he give clients access to view his consultant’s experience?

17:43 Remote work lowered the burden on clients to pay for travel & expenses, allowing the selling community to help companies they normally wouldn’t be able to.

18:45 Breaking up the sales team into sales enablement, onboarding, and reporting.

19:30 Why he’s doubling down on sales enablement.

19:52 The single commonality and struggle that the team faces with sales enablement.

20:38 How to share success stories in real-time.

21:37 Choosing which RFPs to respond to, why he’s selective, and why he didn’t respond to a lot of them.

22:49 Increasing RFP win-rate with the pursuit desk.

Key Features

Ikaun was built to help organizations easily create, discover, and use knowledge to enhance employee productivity and increase business outcomes.

Experience Finder

Experience Finder

Leverage your organization's collective experience for better decision making; easily search for internal experts by skill sets, industry expertise, and more.

AI-Enhanced Search

AI-Enhanced Search

Ikaun’s Intelligent-Knowledge-Assistant searches through your ikaun environment and other connected systems to help answer FAQs, find people, find assets, or support complex research scenarios.



Create easy-to-read profiles that include biography, skills / expertise, employment history, certifications, affiliations and other key information about your employees.


Proposal Generator

Leverage experience already unified in your ikaun platform to create beautiful on-brand proposals and pitches in minutes.

Knowledge Campaigns

Knowledge Campaigns

Deploy knowledge campaigns to inform employees about active pursuits, new clients, or firm news.



Connect your document management systems, CRM, and other popular applications with ease and confidence.