An Interview With
Greg Upton

Staying ahead of the curve is essential for success for any business, but it couldn’t be more true in the technology sector. Greg Upton, the Sales and Business Development Director at Fortitude Nicsa Global, embodies this ethos, constantly pushing the boundaries to introduce cutting-edge services that cater to the evolving needs of customers. With a background as a technical field engineer and an in-depth knowledge of Ekahau Wireless Surveys, Greg brings a unique blend of technical expertise and strategic vision to his role. In this exclusive interview, we explore his journey, insights, and the pivotal role he plays in driving innovation within the company.

Q: Greg, thank you for joining us. Can you share a bit about your career journey from a technical field engineer to your current role as Sales and Business Development Director at Fortitude Nicsa Global?

A: Thank you for having me. I started my journey in technology as a field engineer, visiting customer sites resolving a variety of issues to now as the Sales and Business Development Director for FNG has been quite transformative. In my previous roles, I was deeply immersed in the technical aspects of resolving customer issues promptly, gaining hands-on experience in server maintenance, switch deployment, troubleshooting networking issues, and a range of other technical tasks. However, I soon realised the importance of bridging the gap between technical expertise and business strategy. This realisation led me to transition into a sales and business development role, where I could leverage my technical background to identify new opportunities and drive growth for our business. The experience I’ve gained allows me to speak to our customers and partners on a technical level which ensures that we can go above and beyond to exceed expectations with the work we deliver.

Q: How has your technical background influenced your approach to sales and business development, particularly in introducing new services to customers?

A: My technical background has been instrumental in shaping my approach to sales and business development, especially when it comes to introducing new services to customers. Having spent years in the field, I understand the pain points and challenges that customers face firsthand. This insight allows me to identify gaps in the market and tailor our offerings to address specific needs effectively.

In the case of Ekahau Wireless Surveys, for example, my understanding of the technology enables me to articulate its value proposition to customers in a compelling manner. I can provide detailed insights into how our survey services can optimise their wireless networks, improve performance, and enhance overall user experience. This technical knowledge not only builds trust with customers but also positions us as thought leaders in the industry, it’s also valueable knowledge that I can pass on to our team.

Q: What are some of the key benefits that Ekahau Wireless Surveys bring to customers, and how do you communicate these benefits effectively during the sales process?

A: Ekahau Wireless Surveys offer a plethora of benefits to customers across various industries. Firstly, they provide comprehensive visibility into the wireless environment, allowing customers to identify and mitigate potential issues such as interference, coverage gaps, and capacity constraints. This proactive approach to network optimisation helps minimise downtime, improve reliability, and ultimately enhance productivity.

During the sales process, I emphasise these benefits by showcasing real-world examples and success stories. By illustrating how Ekahau surveys have helped previous clients overcome challenges and achieve tangible results, I can demonstrate the value proposition in a tangible and relatable manner. Additionally, I leverage my technical expertise to address any technical questions or concerns that customers may have, instilling confidence in the efficacy of our services.

Q: As someone deeply immersed in both the technical and business aspects of the industry, how do you stay informed about emerging technologies and market trends?

A: Staying informed about emerging technologies and market trends is paramount in our industry, and I make a concerted effort to stay ahead of new developments. I regularly attend industry conferences, webinars, and networking events to connect with thought leaders and gain insights into the latest advancements in our field. Additionally, I maintain active memberships in professional organisations and online forums where I can engage in discussions and exchange ideas with peers.

Furthermore, I foster close relationships with our technical teams and partners, leveraging their expertise to stay informed about new technologies and solutions. This collaborative approach ensures that we remain at the forefront of innovation and can adapt our offerings to meet evolving customer demands effectively.

Q: What advice would you give to aspiring professionals looking to follow a similar career trajectory, transitioning from a technical role to a sales or business development role?

A: My advice to aspiring professionals looking to transition from a technical role to a sales or business development role is to embrace the journey wholeheartedly. Recognise that your technical background is a valuable asset that sets you apart from your peers and positions you for success in a sales capacity. Focus on honing your communication skills, both verbal and written, as effective communication is paramount in sales.

Moreover, don’t be afraid to step outside of your comfort zone and take on new challenges. Embrace opportunities for professional development and continuous learning, whether through formal training programs or on-the-job experiences. And above all, maintain a customer-centric mindset, always striving to understand and address the needs of your clients effectively.

Q: What would you say you enjoy the most about working in the technology and IT sector?

A: What I enjoy most about working in the technology and IT sector is the constant innovation and the opportunity to be at the forefront of transformative change. The pace at which technology evolves means that there’s always something new to learn and explore, whether it’s adopting cutting-edge solutions, adapting to emerging trends, or solving complex problems with creative solutions. Additionally, the collaborative nature of the industry fosters a dynamic environment where ideas are shared freely, and teamwork is paramount. Being part of this changing sector allows me to continuously challenge myself, expand my skill set, and contribute to meaningful advancements that have a tangible impact on our customers businesses. To make their lives easier.