Björn Gratopp

Questioner
DISC Type : c

Leiter IT at PWS GmbH

Burbach, North Rhine-Westphalia, Germany

Overview

Björn Gratopp is the Head of IT at PWS GmbH, bringing extensive experience from various system administrator and information security officer roles. His career has been focused within engineering and manufacturing firms, building a deep expertise in IT infrastructure, network administration, and virtualization technologies.

He has dedicated his career to advancing IT within the manufacturing and engineering sectors, progressing from hands-on administration to a strategic leadership role.

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Digitalization Projects
He has commented on the complexities of digitalization, emphasizing that the real work often falls on the specialized departments, not just IT.
Manufacturing IT
His entire career, including his interest in PSI Software for discrete manufacturing, is centered on IT solutions for the industrial and engineering sectors.
Information Security
His previous certified role as an Information Security Officer highlights a strong and foundational interest in protecting company data and systems.

Media Appearances

Björn has no verified media appearances

Work History

11-2025
Leiter IT at PWS GmbH
11-2021 - 10-2025
Systemadministrator at Karl Hess GmbH und Co. KG
10-2019 - 10-2021
Systemadministrator at HERING Unternehmensgruppe
5-2014 - 10-2019
Systemadministrator - Informationssicherheitsbeauftragter at Karl Hess GmbH & Co. KG
1-2008 - 4-2014
Systemadministrator at Hess Maschinenfabrik

Education

Björn has no verified education history

More Information

Social Presence :

Prographics :

Exp : 17 Location : Burbach, North Rhine-Westphalia, Germany Job Level : N/A Designation : Leiter IT at PWS GmbH
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Insights For Selling To Björn

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Björn is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Björn

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Björn move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Björn take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Björn

Personality Compatibility


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