Dr. Ryan O'Sullivan

Propense is an AI-powered solution that uses firms’ historical data, service offerings, internal initiatives, and market events to anticipate where clients have additional needs that a firm isnt currently serving. By anticipating client needs, Propense helps firms proactively deploy the entire breadth of their service offerings to support the firms’ clients.

Propense is an AI-powered solution that uses firms’ historical data, service offerings, internal initiatives, and market events to anticipate where clients have additional needs that a firm isnt currently serving. By anticipating client needs, Propense helps firms proactively deploy the entire breadth of their service offerings to support the firms’ clients.

In this podcast series, we discuss the experiences of senior executives who successfully navigated complex deals by strategically identifying, mapping, and cultivating essential stakeholder relationships. Each episode explores practical strategies and real-world case studies, highlighting how these executives secured buy-in, mitigated risks, and ultimately closed deals that drove significant business growth. Listeners will gain actionable insights on building influential networks, fostering collaboration, and achieving tangible results in high-stakes negotiations. Dr Ryan OSullivan is a senior executive, board member, business adviser, startup investor and university guest lecturer. He has spent his career perfecting and then evangelizing a ‘relationship first’ approach to growing revenue. This has resulted in many awards and accolades over his career, including the most net-new clients in a year on multiple occasions, fastest net-new client in the organization’s history, first strategic deal (total contract value over $50 million) in a new country and largest deal in the organization’s history. He has won deal of the year and salesperson of the year on multiple occasions and has been the number one annual revenue earner many times, often for consecutive years. Ryan started his career generating net-new business and realized early on that focusing on prospect organizations where there was an existing relationship resulted in disproportionate success. Understanding the value of existing relationships led him to the following question: what are the contributing factors that determine a good quality business-to-business relationship? Ryan was so determined to get a well-evidenced answer to this question that he spent seven years researching it, resulting in a PhD. He applied this evolved thinking to great success during his eight years at Infosys and, more recently, at his philosophical home, relationship intelligence and mapping company, Introhive.