In this episode of Tech Sales Insights, Paul Fipps, President of Strategic Accounts at ServiceNow, shares his journey from an Army career to pivotal roles in leading technology companies. Paul reflects on his military background's profound impact on his leadership style, emphasizing the importance of placing the mission or company objectives first, the team second, and personal motives third. He discusses the critical role ServiceNow plays in digital transformation, offering insights into the company's purpose-driven approach and innovative AI-powered solutions. Throughout the conversation, Paul underlines the significance of a strong team-oriented culture and how it drives success in customer relationships and company growth. KEY TAKEAWAYS Leadership Principles from the Military: Paul Fipps shares his key leadership lesson from the military, emphasizing the priority of the mission or company objectives, team cohesiveness, and personal motives in that order. ServiceNow's Purpose-Driven Approach: ServiceNow focuses on enhancing the world of work by offering a powerful, workflow-based platform for digital transformation across industries and functions. Innovative AI-Powered Offerings: ServiceNow's rapid innovation, notably in generative AI, has led to groundbreaking, live product launches with powerful AI capabilities out of the box. Strategic Account Management: Paul's role involves overseeing the largest and most strategic customers, aligning resources across geographies and industries to drive digital transformation and business outcomes. Culture & Team Dynamics: The success of ServiceNow is attributed to its strong culture, with a focus on the team and core values in daily decision-making and problem-solving. QUOTES Paul Fipps: "Company or mission first, team second, and myself third." Paul Fipps: "In the military, you can see what phenomenal leadership looks like, and you can see what less than phenomenal leadership looks like. If you're smart, you learn from both sides." Paul Fipps: "ServiceNow's purpose is to make the world of work work better for everyone." Find out more about Paul Fipps through the links below: LinkedIn Profile: https://www.linkedin.com/in/paulfipps/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/ Sandler: https://www.sandler.com/