Brian Rasco

Questioner
DISC Type : c

Chief Information Security Officer | Assistant Chief Information Officer at Samford University

United States

Overview

Brian has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

8-2025
Chief Information Security Officer | Assistant Chief Information Officer at Samford University
1-2021 - 8-2025
Director of IT Security at SCA Health
8-2019 - 12-2020
Director of Information Security at UAB Medicine
3-2016 - 7-2019
Manager Information Security at UAB Medicine
5-2012 - 3-2016
Senior / IT Risk Analyst at Blue Cross and Blue Shield of Alabama

Education

Master's degree from Auburn University
Associate of Science - AS from Jefferson State Community College

More Information

Social Presence :

Prographics :

Exp : 20 Location : United States Job Level : Leadership Designation : Chief Information Security Officer | Assistant Chief Information Officer at Samford University
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Insights For Selling To Brian

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
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Brian

  • 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 Brian move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Brian take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Brian

Personality Compatibility


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