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Konposit helps international technology founders navigate the U.S. Fortune 100 sales…
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Articles by Tracy
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How to Build Meaningful Client Relationships, Part I
How to Build Meaningful Client Relationships, Part I
I expect this may be part of a multi-part piece, but I wanted to touch on the topic of building meaningful client…
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Customer, Customer, Customer!
Customer, Customer, Customer!
I’ve been selling and been in front of senior executive clients for the better part of 20 years. I’ve had some…
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The Next Advertising Frontier
The Next Advertising Frontier
Tracy De Cicco and Steve Atkin In this article we explore the seismic shift that is occurring in digital advertising as…
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Do You Know Who Made Your Clothes?
Do You Know Who Made Your Clothes?
Steve Atkin and Tracy De Cicco Retail in today's climate is a very fickle industry. Customers are empowered to choose…
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7K followers
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Tracy DeCicco, MBA reposted thisTracy DeCicco, MBA reposted thisWith permission from Michel Bernaiche, I’m reaching out on behalf of his family. Michel and his wife, Liz, are profoundly grateful for any support you can offer. Their 23-year-old son, Christian, is in immediate need of a living kidney donor due to an extremely rare 7‑in‑1‑million disease. Christian is on the cusp of graduating from college, has already begun a full-time role at Titleist, and is fighting every day with remarkable strength. But time is not on his side. He lives just outside Boston, and finding a kidney donor ASAP is critical. Ideal donor profile: Age: approximately 20–40 Blood type: O (If you don’t know your blood type, that’s OK—testing is part of the process.) Non‑O donors may still be possible through paired donation, though the process is more complex. This is not a typical transplant situation, and the urgency is real. If you or someone in your network is willing to begin the screening process, the direct donor link for Christian at Massachusetts General Hospital is below. Enter his full name—Christian Bernaiche—and you may leave the date of birth blank: MGH Donor Registration: https://lnkd.in/gHkUzdKW We need to expand the circle of people who hear Christian’s story. Please consider: Might you — or someone close to you — be willing to step into the donor testing process for Christian? How might you help amplify this message through your own networks? A family friend has begun spreading the word, and these examples may be helpful as you think about how to share: Facebook: https://lnkd.in/gXMAqd9G X: https://lnkd.in/gxaf3XGe Instagram: https://lnkd.in/gw4BRSss Contact Michel Bernaiche here on LinkedIn. PLEASE SHARE to help find a live kidney donor for Christian! Thank you!
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Tracy DeCicco, MBA shared thisCould there be a better friend than a dog?…Tracy DeCicco, MBA shared thisISN’T THIS EVIDENCE OF A CURE FOR AGING ? Who knew the fountain of youth was actually as simple as getting a four legged, furry, friend. “I don’t think there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature.” —John D. Rockefeller DOGS ARE THE BEST
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Tracy DeCicco, MBA posted thisFor foreign startups looking to engage with the US tech market, or more deeply engage with the large enterprise, there are a few things to keep in mind when attempting to engage with the C-suite: The P&L Priority A CEO doesn't buy your product to help you move your needle. They entertain business solutions that impact their bottom line. If your collateral speaks in technical KPIs instead of "EBITDA," "SG&A Reduction," or "Customer Lifetime Value," you are speaking a language they don't use. 2. The "Safe Bet" U.S. Retail and other large enterprise executives are under immense pressure to de-risk every possible exposure. When a non-U.S.-based firm enters the room, the first thing a C-suite executive looks for is institutional maturity: think flawless communications, vertical expertise, knowledge of the American market, on-point collateral, etc. 3. Adding Value The most successful international entrants don't "pitch" to the C-Suite; they consult. They show up with a point of view on the U.S. retail landscape (or fill in the vertical) that is so sharp, the CEO views them as a peer. Your sales decks shouldn't be about your product (if there is even a deck at all) —they should be about the CEO’s market challenges, and things you’ve seen in market that move the needle for their peers (public stuff, never confidential stuff).
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Tracy DeCicco, MBA posted thisWhy Fortune 500 Retailers (among others) may be Ghosting You You are a tech startup leader. You have 20+ brilliant engineers. You have a "Game-Changing" ‘product’. But to a U.S. CEO, you smell like a vendor… Why?.. In the U.S. Enterprise market, there is a massive difference between a Vendor (who provides a tool) and a Partner (who solves a business problem). If you are an international founder moving upmarket into the US large enterprise, if you aren’t careful, you will signal to them vendor versus partner. In my research for Harvard Business Review on C-Suite engagement and in my many years of engaging with the C-level in the U.S. tech large enterprise, I found that high-level U.S. executives have a "Risk Radar" that triggers the moment they see a few specific things in your sales (and other, including website) materials: 1. The "Product-First" Narrative If your deck starts with "Let me tell you about our Product" versus, “Here is what we know about you”, and “Here are things we’ve seen in-market (critical business use cases and such that really move the needle) we felt you may wish to know about”, you’ve already lost them. 2. The "Foreign Friction" Signal U.S. buyers (aren’t all?), are looking for reasons to say "No." If your case studies and decks - and decks should always be relatively short - use non-“American-ese” (the same as if someone is trying to sell into another market, the language needs to be ‘local’ and perfect), you may have also lost them. The 25-Hour "Founder’s Audit" We spent years leading large, complex deals with Global Fortune 5/10 global giants. We know what an American business executive looks for when deciding whom to choose for a particular capability. Konposit is offering a one-week, 25-hour intensive audit of your U.S. sales materials. We can: Redline your critical sales/deal decks. Re-tool your sales material for the U.S. Boardroom. Review your website collateral and case studies, etc. We can help strip away the “vendor” noise and replace it with real business value and Executive Gravitas. You’ve built a world-class CAPABILITY. Now, let’s build a sales motion to match it.
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Tracy DeCicco, MBA posted thisIn my writing for Harvard Business Review, I’ve explored a concept that many international tech founders struggle with: navigating and ‘getting’ to C-level, which always involves providing significant value — telling someone something they ‘must’ know. A U.S. CEO, COO, EVP, is not interested in your product — and never will be. They have their own personal needs, along with significant business problems to solve, and your IP is not one of them. If you are a foreign founder entering the U.S. market, you are likely leading with your own product mix and cycle. But in the current U.S. retail climate, the C-Suite is focused on: Margin Protection: (e-commerce cost pressures; did anyone say, EBITDA?) Supply Chain Resiliency: (how do you ensure the the proper mix of right place/right time — and always having it there when the customer wants and needs it; full price selling!) Relevancy: Staying relevant in a sea of social noise, customer fickleness, and heavy competition .. Getting to C-level involves focusing on them and not you.
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Tracy DeCicco, MBA posted thisRetail strategy in 2026 is no longer about "digital transformation"—that’s old hat, rather, it’s about execution. For some time now, AI has been treated as an experimental layer. Let’s do something simply because it’s ‘AI’, rather than having the business need drive the strategy (at least as it pertains to AI). But the conversation has shifted. In discussions at NRF - and across the industry, the "Pilot Era" is officially over. The industry is moving from Assisted AI (chatbots that answer questions) to Agentic Commerce (systems that execute tasks). I think many are aware of this shift… The retailers winning right now aren't the ones with the flashiest decks (although when was that ever the case really?). Arguably, they are the ones focusing on three "boring" but high-value foundational pillars: -Machine-Readable Infrastructure: data quality is now your most important "storefront"(when was it not right?!). -Unified Data over Point Solutions point is passe. -The "Human-at-the-Center" Loop: human teams are being freed for high-value relationship building and high-value work. One can't automate one’s way into true brand loyalty. The 2026 Reality: Competitive advantage no longer comes from having better technology. It comes from making better decisions with the same technology. Or, using that technology where it really makes sense, rather than doing something just because it’s AI. For those in the enterprise space: Are you seeing a shift toward "agentic" tools in your operations yet, or is the focus still on cleaning up the data foundation? #Retail #AgenticAI #AI
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Tracy DeCicco, MBA shared thisKudos, Doug McMillon, on a job well done ..Tracy DeCicco, MBA shared thisAn article today in WWD featured Doug McMillon’s exit interview, as he steps away from leading Walmart after many years of incredible growth into the powerhouse it is today. While it’s an itsy bitsy tiny fraction of his long history at Walmart, thought I would share the article. Besides his humility and stories about truly caring for their customers and employees, there were a lot of lessons learned. One specifically was that too often in business, leaders hold on to problems for far too long, hoping something will change. He learned it’s better to stop throwing money at a business, walk away and direct your energy towards the bigger opportunities. I hope he writes a book about his experiences, we could learn so much.
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Tracy DeCicco, MBA reposted thisTracy DeCicco, MBA reposted thisUS department store chain Saks Global has won court approval to hire a liquidator to offload the assets of its off-price ecommerce unit Saks Off Fifth. https://lnkd.in/eHiwDJxj #retailnewsSaks Global obtains court approval to liquidate Saks Off FifthSaks Global obtains court approval to liquidate Saks Off Fifth
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Tracy DeCicco, MBA shared thisSadly, not hopeful.. https://lnkd.in/g9F74issNews | Online giant Amazon tries to choke off financing for luxury retail owner Saks GlobalNews | Online giant Amazon tries to choke off financing for luxury retail owner Saks Global
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Tracy DeCicco, MBA liked thisTracy DeCicco, MBA liked thisThis article outlines Saks Global’s strategic roadmap as it exits bankruptcy, highlighting a plan to reach $9 billion in merchandise value by 2030 through the adoption of a "Sentient Enterprise" model. By leveraging AI to shift from a reactive "push" model to a data-driven "pull" inventory system, the company could to eliminate operational latency and better synchronize its 720+ brand partners. Ultimately, the turnaround would focuse on a "phygital" future where technology empowers human associates to move beyond manual tasks and focus on delivering high-touch customer delight.The Re-emerging Phoenix — From Bankruptcy to the "Sentient Enterprise": What Saks Global’s Turnaround Teaches Us About the Future of LuxuryThe Re-emerging Phoenix — From Bankruptcy to the "Sentient Enterprise": What Saks Global’s Turnaround Teaches Us About the Future of Luxury
Experience
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Education
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Southern Methodist University - Cox School of Business
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Published in peer-reviewed academic journal with SMU Cox Chair Professor emeritus, John Slocum, "Strategic Action at Lenovo" Organizational Dynamics, Volume 34, Issue 1, January 2005
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Licenses & Certifications
Volunteer Experience
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Lecturer, Financial Management
JA Worldwide
- 5 years
Teach junior achievement financial management courses to junior high and high school students.
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Board Member
INTERNATIONAL KEYBOARD ODYSSIAD AND FESTIVAL INC
- 1 year
Arts and Culture
Board member to premier international music event, The International Keyboard Odyssiad® & Festival
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Ambassador
Rooted Wisdom Africa
- 8 months
Economic Empowerment
Publications
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Choo Choo All Aboard the AI Hype Train
RSR
See publicationWhat is behind the AI hype and real-world use cases that matter in retail.
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All The World’s A Stage
Retail Systems Research
See publicationWith splashy headlines last week from the incoming chief executive officer of Macy’s about Bloomingdale’s being their retail theater, I decided to dig into the topic of retail theater, and look at the definition, and exemplars.
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Why “Tell Them Something They Don’t Know” Is Bad Advice in B2B Sales
Harvard Business Review
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The Next Advertising Frontier
A look at the history and future of advertising with a technology lens.
Other authors -
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Do You Know Who Made Your Clothes
Use case in/for retail around blockchain to help with worker traceability and safety in the apparel (and other goods) supply chain.
Other authors -
Courses
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MBA, General Management
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Projects
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Konposit’s The Retail Dispatch
An industry compendium, dives into key trends and directions in the dynamic and always exciting retail space.
https://tracydecicco.substack.com/p/mug-hugs-and-handwritten-notes-are
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Konposit’s Retail Reline
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A dive into the intersection of retail with design and art.
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Publications, RSR Research - Retail Analysts
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Publication with RSR Research October 13, 2023 on the topic of retail theater. I published multiple pieces with RSR, follows is another -
https://medium.com/@tracydecicco/choo-choo-all-aboard-the-ai-hype-train-37a34c4f9ee8
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Marc Burns
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Marc Burns
Many GenAI technologies have already found their way to the Peak of Inflated Expectations on the Gartner Hype Cycle™ for Generative AI. Avoid overestimating the impact and underestimating the complexity of GenAI: https://gtnr.it/3VpXfLn #GenerativeAI #GenAI #ArtificialIntelligence
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Marc Burns
Manufacturing operations in supply chain will drive competitive advantage in the next 3 years. CSCOs can lead by investing in end-to-end visibility, modularity and autonomous operations. See how your strategy compares: https://gtnr.it/4sb87uV Gartner for Supply Chain | #GartnerSC #Manufacturing #SupplyChainManagement
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Helen Yu
What’s Shaping the Future of Enterprise AI? My Takeaways from #Think2025. After attending IBM #Think2025, one thing is clear: we’re not just evolving—we’re accelerating into a future where AI is the backbone of enterprise innovation. IBM’s announcements go beyond incremental progress and signal a bold leap toward a hybrid, open, and responsible AI future. ✅ 150+ Pre-Built AI Agents IBM unveiled over 150 pre-built AI agents across HR, procurement, sales, and customer service. Ready to deploy in minutes, they free teams to focus on strategy, not repetitive tasks. This is a game-changer for scaling intelligent automation. https://obvs.ly/helen-yu5 ✅ $6B in Generative AI and Just the Beginning AI Assistants for Z and Ansible now translate COBOL to Java autonomously. For enterprises with legacy infrastructure, this opens the door to scale innovation—without starting from scratch. https://obvs.ly/helen-yu11 ✅ Open-Source Models + Instructor Lab IBM’s 34B parameter models and domain-specific fine-tuning empower organizations to own their AI. No vendor lock-in. Just autonomy and adaptability. https://lnkd.in/gSk_p7Cb ✅ Red Hat + AI = Hybrid Advantage Native AI support in Red Hat Enterprise Linux means “run anywhere, innovate everywhere”—a major win for hybrid cloud strategies. ✅ Industry AI & AIOps Tailored models for sectors like telecom and healthcare, plus enhanced AIOps, make AI not just feasible but fast and scalable. ✅ Responsible AI + Strategic Partnerships With partnerships across AWS, Microsoft, and Google Cloud, IBM’s approach to watsonx is rooted in trust and transparency. How you build AI now defines its future value. ✅ Quantum Readiness & Developer Ecosystem Quantum System Two and quantum-safe cryptography show IBM is already looking beyond the horizon. Their investment in upskilling and open-source communities helps close the talent gap. Bottom Line: The pace of enterprise AI adoption is no longer just about technology—it’s about leadership, vision, and readiness. IBM Think 2025 signals that the future belongs to those who lead with trust and scale with purpose. 🎥 Watch this 2-minute video where Madhu Kochar highlighted two key things for Hybrid Cloud and Automation at IBM Think. 📄 Full press release: https://obvs.ly/helen-yu9 📲 Follow for more insights: LinkedIn https://obvs.ly/helen-yu5 👉 Subscribe to the #CXOSpiceNewsletter: https://lnkd.in/gy2RJ9xg 👉 Watch the #CXOSpiceYouTube Channel: https://lnkd.in/gnMc-Vpj and stay tuned for the upcoming CXO Spice with Mahdu Kochar on AI, Automation and Hybrid Cloud. #IBMPartner #EnterpriseAI #Think2025 #CIOs #CTOs #Innovation #BoardDirectors
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David Bray, PhD
Succinct video clip with long-time friends & colleagues Sue Gordon, Barry O'Sullivan, Vala Afshar of Salesforce, and R "Ray" Wang of Constellation Research, Inc. on the topics of #leadership & how advances in #AI change how leaders must act. This was part of a Friday #DisrupTV episode from last week (link to the full episode, both video and audio podcast forms in the comments below) where we explored these important issues. Sue raises the point that it is essential for leaders to recognize plans will only get you so far - ultimately nature or human-prompted events will toss the proverbial monkey wrench into your plan and you're need to #adapt as individuals, as #teams, as organizations. Good leaders help folks recognize that it's about the #objective even as plans change *and* the paths change to achieve the objectives too. Barry raises the point that with seniority there's also a #responsibility to be the metaphorical "flak jacket" and top cover for your teams. He notes that success as a leader is when your team members, only after you're gone, realize all the turbulence and headwinds you helped shield them from as they focused on #GettingStuffDone that mattered. My point is all eyes will be on leaders to be "#calm #nonanxious presences" when things go off the rails *and* it's essential to resist the urge to attempt to control. Leaders first & #foremost have to learn how to support the men & women who are moving forward even when things feel more turbulent and chaotic in our modern era. Please share your thoughts and reshare this important post. #OnwardsAndUpwards #Together Teresa Carlson, Maryam Mujica, Ellen McCarthy, Vala Afshar, R "Ray" Wang, Brian Finlay, Bob G., 🌎David T. Ackerman, Esq., Dana W. Hudson, Jacqueline Acker, Tyrome Smith, Julia Mossbridge, PhD, Pascal Finette, Jeff Frazier, Evan Powell, Chuck Brooks, Karen Silverman, John Radovan, Kathleen Kennedy, Perry Hewitt, Dr. Janice Presser, Jana Eggers, Brittany Galli, Brady F., Radia Funna, Mika Cross, G. Nagesh R., Lewis Shepherd, Amy Webb, Francisco Molinero, Usman Choudhary, Valmiki Mukherjee, Whitney Johnson, V.S. Subrahmanian #people #society #leadership
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Petteri Hallikainen
The Gartner four-scenario framework shows how AI reshapes roles across industries. Even if you plan for one scenario — like reducing headcount as an example — ripple effects often trigger the need to support all four. Learn how to prepare for multiple outcomes at once: https://gtnr.it/4hFdcH5 #ArtificialIntelligence #Leadership #AI
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John Nelson
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Jennifer Quinlan
AI is no longer optional—it’s essential. IBM’s latest study reveals that while 80% of American office workers use AI in their roles, only 22% use only company-provided tools. It’s clear that employees are left to seek alternatives for better AI tools, which could compromise data security and efficiency. #IBM #AIProductivity #ShadowAI More details: https://lnkd.in/eMzSY7rU
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Donna Cecchini
Are you tapping into AI to actually move the needle in your sales process? "20 Tested Sandler ChatGPT Prompts for Salespeople" shows how to align powerful AI tools with the proven Sandler Selling System. Inside: 20 actionable prompts you can start using today to prep for calls, overcome objections, and close more effectively—with confidence and consistency. Download the free guide: https://hubs.la/Q03yhGzg0 #SalesEnablement #SalesTraining #AIinSales #Sandler #SalesLeadership
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Tanya O.
🌟 WHEN THEY SPEAK, LEADERS LISTEN Dr. Maya Ackerman has shared her AI insights at: • University of Oxford University • Google • United Nations • Stanford University • Microsoft Her work has been featured in: • Forbes • NPR • Fortune • NBC News Kapil Jain holds 50+ #patents and has built partnerships with global leaders in gaming, cloud, and entertainment. This isn't just another panel discussion. These are proven innovators who've: ✅ Built AI companies from the ground up ✅ Deployed solutions serving millions worldwide ✅ Pioneered research that's shaping the industry ✅ Navigated the complex ethics of AI at scale Secure your spot: https://luma.com/p44pz3pr #ThoughtLeadership #AIExperts #TechInnovation #IndustryLeaders
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Rengan Jayakrishnan
AI is redefining the future of sales and marketing. From automating routine tasks to eliminating mis-selling, AI empowers teams to focus on strategic decisions and genuine customer relationships. Automation handles what humans can't, propelling both B2B and B2C into an era where efficiency meets value. In high-ticket, relationship-based B2B sales, human connection remains essential, but AI is the perfect partner—enhancing outcomes and streamlining processes. The best interests of sellers and buyers are served: mediocrity fades, impact escalates. Look up the full video : https://lnkd.in/d3cH-xsw #SalesTransformation #AIDrivenSales #SalesAutomation #B2Bsales #B2Csales #FutureOfSales #AIMarketing #SalesInnovation
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Andrew Clement
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