John Smith

Questioner
DISC Type : c

Director ICS/OT Security Services & Architecture - EMEA region at Fortinet

United Kingdom

Overview

Pete Final is the EMEA Director for ICS/OT Security at Fortinet, bringing over 35 years of hands-on experience in operational technology and automation. He specializes in developing and implementing cyber resilience programs, including OT SOC design and incident response, for global blue-chip organizations.

He has dedicated his entire 35+ year career to the specialized field of securing industrial control systems, working with organizations from the board level to the engineering floor.

Personality Overview

Price-Sensitive

Systematic

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

OT/ICS Security
With a 35-year career, he advises global organizations on securing integrated OT/IT systems and assessing corporate operational risk for industrial control systems.
Cyber Resilience Strategy
Focuses on developing, leading, and implementing strategic cyber uplift and resilience programs for critical national infrastructure and other industrial sectors.
OT SOC Services
Holds a specialism in creating and delivering OT-specific security services, including Security Operations Center (SOC) assessment, design, and incident response readiness.

Media Appearances

John has no verified media appearances

Work History

2-2023
Director ICS/OT Security Services & Architecture - EMEA region at Fortinet
7-2022
OT Cyber Security SME at KPMG UK
5-2022
Board of SME’s ICS/OT Cyber Security at KPMG Saudi Arabia
6-2021
Global OT Cyber Security Program SME & Advisor at GSK
2-2020
Cisco IT/OT Cyber Security Academy - Founding Co-Author & SME at Cisco

Education

John has no verified education history

More Information

Social Presence :

Prographics :

Exp : 29 Location : United Kingdom Job Level : Mid-senior Designation : Director ICS/OT Security Services & Architecture - EMEA region at Fortinet
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • 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 John 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 John

  • 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 John move?

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

  • Can John take some risk or not?

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


You And John

Personality Compatibility


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