The Importance of Relationships and going to the Dark Side of Sandler

“I want this deal!”

Those resolute words echoed from Bob Schwartz in 1998 when, within just a year of joining Wyse, he had already become the company’s top salesperson. We were pitching a complete Citrix-based thin-client setup for ABM Industries, and Bob played a pivotal role in securing the first Fortune 1000 company to adopt an end-to-end server-based computing environment, complete with thousands of Wyse WinTerms.

Bob was a maestro of the Sandler Sales System, renowned for enigmatic principles like, “A ‘no’ is the second-best thing to a ‘yes’.” However, he applied Sandler techniques not only with customers but also with Wyse colleagues and others, causing some irritation. In the acknowledgments section of my debut Citrix book, I cheekily thanked “Bob ‘Darth’ Schwartz - who went over to the ‘dark side’ of Sandler.”

Reconnecting with Bob for tea in Santa Clara nearly 25 years later was a fantastic reunion. Despite sporadic Facebook connections and occasional messages, meeting face-to-face served as a powerful reminder of the enduring value of these relationships.

The Harvard Grant Study, an 80-year endeavor tracking 268 Harvard undergraduates, revealed a profound truth: it’s not money, fame, social status, intelligence, or genetics that predominantly shape happy and fulfilling lives—it’s relationships. Throughout my career, connections with customers and colleagues like Bob have marked both challenging business ventures and delightful social moments.

For 2024, my sole New Year’s resolution is to actively cherish and maintain these old friendships even more. The insights from the Harvard Grant Study resonate deeply with me, reinforcing the immeasurable worth of these enduring connections.

Bob emphasized that long-term relationships require trust and integrity—especially when connecting people in one’s network. I was particularly gratified when Bob offered to introduce me to one of his long-standing friends—an Orbie-award winning CIO at a major firm—embodying the reciprocal benefits of these enduring connections.

These relationships, forged through shared experiences and mutual support, have been invaluable guides in my journey. They’re not solely about opportunities; they offer depth, wisdom, and shared experiences that continue to enrich my life in unexpected ways.

In this fast-paced world, nurturing these enduring connections feels more valuable than ever. They form the bedrock of my growth, offering insights, collaboration, and a sense of camaraderie that I hold close.