Carlo Hopstaken

Examiner
DISC Type : cs

Advisory Board member | Technology Council Lead at Networked

Zurich, Switzerland

Overview

Carlo has no verified overview

Personality Overview

Status Quo Seeker

Tough To Convince

Overcautious

They are thorough and always follow a systematic approach.  They tend to be clear about their needs and limitations and are unlikely to promise too much. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Carlo has no verified topics they care about

Media Appearances

Carlo has no verified media appearances

Work History

6-2025
Advisory Board member | Technology Council Lead at Networked
4-2022
Group Chief Information Security Officer at EFG International
11-2020 - 3-2022
Head of CISO Advisory / TISO at UBS
6-2020 - 11-2020
Technical Information Security Officer (TISO) at UBS
3-2019 - 6-2020
Head of Cyber Assurance Testing at UBS

Education

2001 - 2004
Master from University of the Netherlands Antilles
1986 - 1991
HTS from Hogeschool Eindhoven, Netherlands

More Information

Social Presence :

Prographics :

Exp : 15 Location : Zurich, Switzerland Job Level : Mid-senior Designation : Advisory Board member | Technology Council Lead at Networked
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Insights For Selling To Carlo

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlo is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Carlo

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Carlo move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Carlo take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Carlo

Personality Compatibility


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