On this episode of Power Up Boston, we sat down with Ries McQuillan, Senior Manager of Business Development, Technology at Baker Tilly, to talk about startup sales, the long game of partnerships, and why the Boston tech ecosystem is worth investing in.
Ries has built a career by leaning into connection—whether through partnerships, events, or just making himself available to support founders navigating early growth. His background spans roles at startups, WeWork, HubSpot, and now Baker Tilly, where he helps companies at every stage—from pre-seed through IPO—figure out what’s next.
Sales Isn’t About Selling—It’s About Listening
For Ries, good sales isn’t about pushing product. It’s about listening, understanding problems, and being honest when something’s not the right fit. That mindset has served him well across every role, especially in high-growth, relationship-driven environments.
“Even with something simple, like a product demo, if you’re not listening first, you’re already behind.”
He reminds us that real growth doesn’t come from cold pitches—it comes from building trust over time.
Partnerships Take Time—And That’s the Point
Much of our conversation focused on partnerships and what it actually takes to build something sustainable. Ries shared stories from his time in channel sales and why he believes in the “one plus one equals three” mindset.
“Great partnerships take longer to build, but when they click, the impact is exponential.”
It’s not about one-off deals. It’s about knowing who you want in your corner and showing up consistently—for them and with them.
The Boston Advantage: Let’s Make the Pie Bigger
We talked a lot about Boston—why the ecosystem’s growing, what makes it special, and how we all benefit when the community gets stronger.
Ries’s take? Don’t fight for a bigger slice. Help make the pie bigger.
“If we can keep great talent here—help founders grow here—we’re all going to win. Boston doesn’t need to compete with New York or SF. We’ve got our own thing. We just need to keep amplifying it.”
From curated events to community building through shared interests (soccer fans, we see you), Ries is all about finding natural ways to bring people together and make connections that last.
Listen to the Episode
🎧 Don’t miss the full conversation with Ries McQuillan on PowerUp Boston.