“Beaze: Meet the Team” is a series on the team building out Beaze, a platform that provides continuous lead generation for service providers. Today, we’re chatting with Peter Alexandre, our Director of Business Development, on how to succeed while busting bias.
So, Why Beaze?
As a Haïtian, I, like many others, face a world full of inequality and prejudice. When people think of my country, they think of it as a dangerous, impoverished nation. They don’t see a country that once produced 80% of France’s external income, nor do they see a society that raised the first successful slave rebellion against Napoléon, leading to its independence. They don’t see people ready and willing to do what’s necessary to succeed.
I believe in a world where more people excel based on their potential and capabilities and have equal access to opportunity. I want to be part of a company that democratizes wealth generation.
The average annual household income in Haïti is roughly $450 USD PER YEAR (or $1.23 per day) or the cost of an iPad. A Haïti-based web developer could easily earn that in a week creating an online storefront for a mom and pop chocolate boutique in Belgium; that shop would be simultaneously getting an incredible discount compared to the average market price for web development based Europe, usually around $5-10K USD. The positive impact of this change could be life-changing for all.
What’s your philosophy when it comes to tech?
We need to focus on helping each other. Technology is simply a tool to leverage the amount of partnership you can maintain while still being helpful to one another; it helps us automate away the repetitive tasks that drain our motivation and resources. Technology doesn’t replace our inherent human impulse to want to connect. We get so much more done when we collaborate, and vendors can be an essential part of a business’s success.
How should businesses go about choosing vendors?
Find an ethical vendor who asks and answers the right questions. As best said by Albert Einstein, “If I only had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.” Solutions can be amazingly inexpensive and straightforward when you’ve got the right measures of success and an open mind on how to get there.
Back when virtual machines (VMs) like Docker weren’t yet the norm, I remember saving a client ~$1M. A government agency considered buying a new license to replace their current server as its hardware was aging out and took over a week to recover when it failed. I realized VMware could virtualize away this old mainframe and proceeded to exceed all expectations. It was faster than the old system, no longer dependent on obsolete hardware and even recovered in a manner of minutes.
If this client had engaged a less honorable vendor, they might have just given the client what they wanted at face value resulting in a $1M+ billable. Instead, I gave them a long-term solution that shockingly cost them only $10K total (1% of the original cost) and that had future scalability in mind. It’s better to play the long game and earn customer trust.
Beaze intrinsically enables customers to ask the right questions from an almost endless supply of subject-matter experts. Customers can then receive more relevant and competitively valued bids in record time.
What’s your secret to closing deals and partnerships?
Remember that customers are human, regardless of the way you interact with them. You must fulfill their emotional needs more than anything else; this means eliminating stressors (like those caused by bias, selection and repetition), then focusing on a solution in terms that they appreciate and understand.
Beaze does this by driving the entire negotiation towards achieving a specific end goal quickly and efficiently based on merit, not aesthetics.
How can someone deliver if they’re dealing with bias as a visible minority?
Perform extraordinarily well. That way, people will forget about any preconceived stereotype and instead associate you with overshadowing success. While it doesn’t feel fair to be constantly held to such a high standard, it’s the situation we’ve inherited.
Once, I had a particular sales goal at Cisco to achieve. While most of my non-minority peers would have been happy with attaining $250K in sales within a year (well within their target quota), I went the extra mile to reach $2.5M single-handedly. The entire business group was stunned because they never expected me to succeed because of my appearance. I never want my kids to think that mediocrity is ok.
In sports, success is driven by beating the records of our predecessors. Winning the Canadian Championship in track and field gave me a great sense of accomplishment and appreciation for world-class talent; it established the foundation of character necessary for me to push myself when competing alongside international business leaders.
Customers expect a lot from their partners, and they should. You need the best talent to get ahead. Beaze allows everyone to succeed based on what vendors can do for you right now, and it evens out the playing field, so everyone gets a fair chance.
How does being a parent affect your work?
Kids get straight to the point; they don’t carry the same baggage as adults and don’t have a filter. It’s a constant reminder to eliminate the noise and to focus on what’s important right now.
Kids also very adaptable. My daughters’ ability and willingness to learn makes me realize that I can always go further and do more for my community.
Tell us about how you give back and why that’s so important?
I mentor several kids from different countries including Brazil and Haïti. I give them guidance on technology career paths so they can fast track their careers. It’s so rewarding to help propel them forward; I wish I had options like this when I was just getting started.
When all is said and done, what do you hope for Beaze to achieve?
I want people to be valued for their skills rather than their origin or appearance.