Gustavo de Bardeci names four core skills: curiosity, resilience, relationship-building, and the ability to navigate multiple stakeholder levels. But he adds a harder requirement — you must actively unlearn the belief that product knowledge alone is enough. What actually drives success is understanding the customer's processes, project context, internal politics, and the history of past implementation failures.
De Bardeci is direct: technical fluency matters, but it is not the differentiator. Too many construction tech salespeople arrive armed with feature lists and demo scripts, and walk away without a deal. The reason, in his view, is that they never understood what they were walking into.
Construction projects are layered environments. BIM managers, project managers, site teams, consultants, and owners all have different priorities — and different reasons to resist new software. A salesperson who can only speak to a single technical champion will always hit an adoption ceiling. Winning adoption across roles requires understanding each stakeholder's world, not just their job title.
This is where the Digital Construction Podcast goes further than most industry conversations — it surfaces what sales training rarely teaches: the political and historical context of each account matters as much as the product itself.
De Bardeci frames adoption as the single metric that reveals whether a sale was real or just a contract. In software, and especially in construction tech, a signed deal that never gets used is a failure for everyone involved. The product, the vendor, and the customer all lose.
This means resilience and curiosity are not soft skills — they are operational requirements. Resilience keeps a salesperson engaged through long enterprise cycles and complex multi-stakeholder accounts. Curiosity is what pushes them to ask the harder questions: what failed before this, why, and who carries the scar tissue from that failure.
"The best products reduce friction across roles — BIM managers, project managers, site teams, consultants, owners. If only the technical champion loves it, adoption will always be limited."
Gustavo de Bardeci — Sales Professional, Revisto.
Originally from Argentina, de Bardeci has spent 11 years in Australia working across the full construction project lifecycle. He began his software career at Oracle and IBM in Latin America, covering financial services, utilities, and telecommunications, before relocating to Australia — a move he made without a single prior visit, after waiting approximately one year for his permanent residency visa. His entry into construction technology came through Equinix. He subsequently worked at Aconex and NBS (National Building Specification) in the UK before joining Revisto, giving him a rare vantage point across both enterprise software and construction-specific platforms.
Gustavo de Bardeci started his career in enterprise software at Oracle and IBM in Latin America, serving verticals like financial services, utilities, and telecommunications, before relocating to Australia and entering construction technology through Equinix — a move he made without a single prior visit to the country.
According to Gustavo de Bardeci, the most important principle is earning the "right to speak" — credibility is the only sustainable advantage in sales. Before you can sell anything, you must understand your customer deeply enough to prove you're worth their time.
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This answer comes from a full episode of the Digital Construction Podcast. Hear Gustavo de Bardeci explain it in his own words.
Listen to the episode on Listenly