Dave Coughanour

Questioner
DISC Type : c

Vice President, Chief Information Security Officer (CISO) at Ansys

Pittsburgh, Pennsylvania, United States

Overview

Dave has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  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.

Topics They Care About

Dave has no verified topics they care about

Media Appearances

Dave has no verified media appearances

Work History

12-2019
Vice President, Chief Information Security Officer (CISO) at Ansys
3-2016 - 12-2019
Director of Security / CISO at K&L Gates
3-2013 - 3-2016
SVP, Director | Cyber Operations at PNC
10-2006 - 3-2013
Computer Forensics / Intrusion Analysis - Lead at ManTech
11-2002 - 9-2006
Sergeant at Army National Guard

Education

2012 - 2014
Master's degree from Utica University
2017 - 2018
Executive Education and Certificate Program from Carnegie Mellon University - Heinz College of Information Systems and Public Policy

More Information

Social Presence :

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Exp : 27 Location : Pittsburgh, Pennsylvania, United States Job Level : Leadership Designation : Vice President, Chief Information Security Officer (CISO) at Ansys
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • 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 Dave 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 Dave

  • 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 Dave move?

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

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


You And Dave

Personality Compatibility


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