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Selling technology Solutions that solve real problems

The ultimate success of any technology company relies on clearly articulating their value and obtaining buy-in from stakeholders. As an IoT company that works with different verticals, we understand that effective communication is an absolute must.

There are good reasons why communicating the value of technology solutions may pose a challenge. First, there is a need to listen and understand your client. A survey by LinkedIn found that 80% of buyers don’t believe that the salespeople they deal with understand their business. The communication challenge gets even more complicated because, on average, 6.8 people are involved in each B2B purchase decision, according to CEB. Not only are there more decision-makers
than ever before; they are also more diverse and engage with different content.

So how does a technology company overcome this challenge?

Take, for example, a problem that we at Eddy are trying to solve: risks of water damage in buildings. From insurers to property managers, everyone is aware that this is a significant issue. In fact, it has become so common that water is now the cause of 45% of all interior property damage. Yet the technology protecting from water leaks has not seen any meaningful advancements for decades.

Eddy challenged that status quo in 2015 with a suite of intelligent products and real-time data to protect buildings. Over the years, we listened, learned, built expertise and invested 30 million dollars in developing a set of agile solutions to tackle the threat of water damage in any building. Everyone at Eddy has become well versed in the problems we solve and how we do it exactly. Today, our clients vary from owners of single-family homes to insurance companies to large commercial building operators.

To learn more about our sales and marketing process, listen to the full episode of Pathmonk Podcast where Eddy’s VP of Marketing, Nadine Evans, shares insights on intelligent water leak detection technology and how we communicate complex technical solutions to our stakeholders.

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Paul Pathak​

Director

Paul Pathak is a partner of Chitiz Pathak LLP. Paul practices principally in the areas of corporate, securities, corporate finance, mergers and acquisitions and commercial law. He represents and provides sophisticated guidance to private and public corporate clients in a broad range of industries, including mining, technology, manufacturing, venture capital and merchant banking.

George Krieser​

Director

George Krieser founded Total Credit Recovery Limited (“TCR”) in 1980 and is the President and Chief Executive Officer. TCR is the largest 100% Canadian-owned and operated collection agency, solely collecting Canadian debt. George previously served as a Director of Universal Energy. He also served as a member of the board of directors of Baycrest Foundation and as a member of the fundraising committee for UJA Federation of Greater Toronto.
Gary Goodman​
Director
Gary Goodman is a Trustee and Chair of the Audit & Risk committee of Boardwalk Real Estate Investment Trust., a former Chairman of Huntingdon Capital Corp., trustee of Gazit America & Brightpath Early Learning, and is a member of the advisory boards of the Vision Funds. Gary was previously Executive Vice President of Reichmann International where he served as a senior financial executive and trusted advisor for over 30 years.

Chris Gower

Director

Chris Gower started his career in construction on the tools – framing houses, where he grew a deep appreciation for the trades. Prior to his current role as Chief Operating Officer, Buildings at PCL Construction (“PCL”), Chris held positions including construction risk manager, senior project manager, district manager and regional vice president. Throughout his more than 25 years at PCL, he has delivered iconic construction projects across Canada, Australia and the United States.

June Thomson

EVP, Sales, Marketing
& Business Development

June joined the Eddy team coming from Enercare after 10+ years in various roles, most recently as Vice President of the North American Builder Division. June has been in the HVAC industry for over 41 years, holding several roles throughout her career from Technician to Provincial Offences Officer.

Saj Khan

COO & President

Sajid Khan helped launch Eddy Solutions and has been in the role of Chief Operating Officer since inception. With more than 20 years of leadership and operational experience in the home services sector, Saj has held roles such as COO of Eco Energy Service, Vice President of Operations at both National Home Services and Universal Energy.

Boris Baril

CFO

With more than 25 years of financial experience, Boris has held both public and private company CFO roles; supported two (TSX listed) initial public offerings (IPOs), debt and equity capital raises, and M&A transactions. Boris graduated from York University and is a CPA, CA.

Mark Silver

CEO & Chairman

Mark L. Silver is President of Optus Capital Corporation. Mr. Silver has made significant real estate investments in both development stage and income producing properties in the residential, commercial and industrial sectors over his 35 year business career. Over the last 22 years, these investments have been made through his company, Optus Capital Corporation. Mr. Silver was a founding partner and Chief Executive Officer of Universal Energy which was sold in 2009 to Just Energy Group Inc. He co-founded Direct Energy Marketing and grew the company to over $1.3 billion in revenues before selling to Centrica PLC (also known as British Gas) in 2000.