Ian McKinley

Energizer
DISC Type : I

Chief Executive Officer at e-Safe Systems Sdn Bhd

Manchester, England, United Kingdom

Overview

Ian McKinley is the founder and CEO of Guardware, leveraging nearly 30 years of experience to protect organizations from cyber threats. His expertise lies at the intersection of technology and human behavior, focusing on insider risks and social engineering. He holds a BSc (Hons) from The University of Salford.

His career includes significant international experience, having overseen the merger of Fujitsu and ICL Systems in North America and driven global market strategy. He is focused on helping corporate boards make more informed and effective security decisions to navigate the evolving threat landscape.

As Director at ICL Retail Systems, he was part of a team that grew the global business from $40 million to $800 million.

Personality Overview

Believer

Full Of Energy

Big Picture Person

They are naturally enthusiastic, so take their promise with a pinch of salt.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are not always early adopters but can be pursuaded by leveraging strong relationships.

Topics They Care About

Human-Centric Security
His work focuses on how human behaviors create vulnerabilities, believing that people's decisions are key to an organization's security posture.
Insider Risk
Specializes in addressing sophisticated social engineering and insider risk challenges, a core focus of his company, Guardware.
Cybersecurity for Boards
His stated goal is to help boards of directors make smarter and more effective security decisions.

Media Appearances

Ian has no verified media appearances

Work History

7-2009
Chief Executive Officer at e-Safe Systems Sdn Bhd
6-1997
CEO at Guardware Limited
1-1994 - 4-1997
Managing Director at Bridon International Ltd
8-1991 - 9-1993
Vice President Fujitsu/ICL Retail Systems at Fujitsu-ICL Systems North America
5-1988 - 9-1993
Director Marketing and Business Strategy, ICL Retail Systems at International Computers Ltd

Education

1966 - 1969
BSc (Hons) from The University of Salford

More Information

Social Presence :

Prographics :

Exp : 56 Location : Manchester, England, United Kingdom Job Level : Leadership Designation : Chief Executive Officer at e-Safe Systems Sdn Bhd
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Talk anecdotally about the customer experience that your product offers
  • Be friendly and entertaining in your conversation
  • Use phrases like ‘people will love’, ‘massive impact’ etc.

DONT's

  • Don’t assume a yes just because they have not said no
  • Don’t be too formal, focus on building comfort and trust
  • Avoid overloading them with too much detail

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Ian

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Ian take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Ian

Personality Compatibility


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