The VTS team consists of folks with a diverse set of personalities, talents, and perspectives, and we want you to meet them! That’s why we’ve created this #WeAreVTS blog series to highlight some of the many outstanding people we have at VTS, get a closer look at the dynamic lives they have, and continue to create an environment where each VTSer can be their authentic self.
Without further ado, here's our interview with Michael Scoville, Principal Solutions Consultant!
Explaining the Role
In a sentence or two, can you explain what you do here at VTS?
"Hi Louisa! I’m a Principal Solutions Consultant, which means I’m brought in at any point during the sales process—whether it's a new customer or an existing one evaluating expanding their use of VTS by adding VTS Market or upgrading to VTS 4.
My first responsibility is to figure out what outcomes they want to drive by bringing on software. From there, I tailor product demonstrations and conversations throughout the evaluation process. It is my job to be a jack of all trades and answer any question about what we do, how we do it, and why we do it."
Location
Where are you based right now? "New York City."
A Seven-Year Journey from Success to Solutions
Can you describe your professional journey and how it led you to VTS?
"VTS was the first job I ever had—I started as a Customer Success Associate in 2015. I then dipped my toe into Sales as an SDR before moving into Implementation following our merger with Hightower. During that time, I learned how to roll out a customer holistically, from integrations to workflows.
I grew all the way to a Principal role on the implementation team over seven years, and just last year, I moved onto the Solutions team. My background in implementation allows me to speak about our offerings in an educated way based on real-world examples of what actually works for clients."
Big Milestones and Impactful Growth
What excites you about what you do at VTS? Is there a moment that made you especially proud?
"I’ve been here for many of the big milestones at VTS, which has been incredibly exciting. I’ve seen multiple rounds of funding (Series B through E), our merger with Hightower, and the acquisition of three companies.
The recent round of funding was particularly significant because we saw our customers investing in us. They are putting their name out there, showing they believe in what we’re working on and seeing us as more than just a software vendor."
Beyond the Demo
What was your dream job growing up?
"I wanted to be a professional baseball player (go Reds). When I realized that wasn’t realistic, I wanted to be a sports agent... but I didn’t want to go to law school!"
What do you like to do in your free time? Any hobbies?
"I love going to sporting events! I’m a big Villanova basketball, Bengals, and Reds fan. I’ve also adopted the Yankees and Rangers so I can go to games with my fiancée, Katie. I also love to hang out with my dog, Fishy, and take him on walks in the park."
If you could wave a magic wand to solve any problem in the world, what would it be? "Considering all the events happening in the world, world peace would be a great place to start (I promise I’m not trying to be Miss America)."
Advice for Future Solutions Leaders
What’s your advice for someone who wants to be in a role similar to yours?
"Focus on the customer and the business. I spent years understanding what our clients need, what they expect, and how they operate. There is no greater way to get into a 'solutions' mindset than helping people roll out actual solutions to their problems.
You don’t necessarily need experience implementing technology to be in a Solutions role, but having that mindset is vital. You have to understand the 'how' to help customers drive real outcomes."
FAQs
1. What is the difference between a Solutions Consultant and a traditional Sales role? While Sales focuses on the transaction, a Solutions Consultant like Michael focuses on the technical and operational "how." He tailors the product demonstrations to solve specific business problems and ensures the software can actually deliver the outcomes the customer expects.
2. How does a background in "Implementation" help in the sales process?
Because Michael spent seven years rolling out VTS for clients, he can provide "battle-tested" advice. He knows which workflows succeed and which integrations are necessary, allowing him to answer deep technical questions with conviction and real-world proof.
3. What does it mean when customers "invest" in VTS?
As Michael noted, VTS’s recent funding rounds included investment from actual customers. This signals a shift from a standard vendor-client relationship to a strategic partnership where the industry's biggest players are actively betting on VTS technology to shape the future of real estate.
