Ed Kless ( https://www.edkless.com/ ) departs Sage after 20+ years. His most recent position was as Senior Director of Sage Accountants Solutions.

According to Kless:

• 20+ Years at Sage
• Two company names ( the company was named Best Software when he initially joined as a consultant )
• 5+ corporate CEOS
• 17 bosses

He held many titles and roles at Sage, most in the partner area. He is widely respected in the channel for his courses, speeches, and webinars on how partners can improve their business practices by adopting a fixed pricing model. 

Ed Reflects On The Power Of Titles ( and Career Longevity )

In an engaging anecdote from Ed Kless’s career at Sage, he shares a memorable and unconventional performance review experience with his mentor and then-boss, Taylor McDonald.

This particular year—possibly around the challenging economic times of 2008 or 2009—Taylor had flown into Dallas for business. Unluckily, he fell ill but insisted the performance review must go on. Hence, he arranged to meet Kless at an Embassy Suites hotel in Carrollton, maintaining a respectful distance due to his sickness.

Upon Kless’s arrival, he found the hotel room door ajar, and Taylor was sequestered in the bedroom to prevent the spread of his illness.

Kless seated himself in the suite’s common area, typically configured with a couch and desk, familiar to anyone who’s stayed in Embassy Suites. The review proceeded under these unusual conditions, with Taylor communicating from behind the closed door of another room—sometimes even shouting from the bathroom—to conduct the review.

This arrangement, while unorthodox, underscored Taylor’s consideration for Kless’s health, something Kless appreciated deeply, especially given the lack of raises or bonuses due to the economic downturn.

During this meeting, Kless seized the opportunity to negotiate a small but strategic enhancement to his title.

Understanding the symbolic weight titles can carry, he requested adding “and strategy” to his existing Director or Senior Director of Partner Development title.

His rationale was straightforward and insightful: having ‘strategy’ in a title implies a role of thought leadership—being paid to think and advise, regardless of whether the ideas are accepted or appreciated. Taylor agreed to this modification, recognizing the value it represented.

This title change wasn’t just a formality for Kless; it defined his approach to his role and set the tone for his interactions with subsequent managers—17 over his tenure. He made it clear from the outset what ‘strategy’ involved, ensuring it shaped his contributions and expectations within Sage.

Kless also hosted the Sage Advice Podcast and co-hosts The Soul of Enterprise with Ron Baker. They co-authored a book titled The Soul of Enterprise: Dialogues on Business in the Knowledge Economy. You can contact Ed Kless directly at ed.kless@choosegreat.com.

Listen To More From Ed In Podcast Episode 185: April 30, 2024

Our most recent conversation with Ed Kless – Enterprise Software Podcast Episode 185 – New Newsletter, Tailor-Made Tasklet, and Ed Kless is Leaving Sage.