Laine Napier

Questioner
DISC Type : c

Chief Executive Officer at ISS Global

Kent, England, United Kingdom

Overview

Laine Napier is the Owner and CEO of ISS Global, bringing over 30 years of expertise in security solutions and software services. His career includes a decade as Vice President at Parsons and an MCTS certification in SQL Server, underscoring his deep technical and management skills.

While his professional life is focused on technology and security, his attendance at Astor College for the Arts suggests a foundational appreciation for creative disciplines. This background indicates a well-rounded perspective, balancing analytical skills with an understanding of the arts.

Early in his career, he was an Investigator for HM Customs & Excise, where he personally designed and implemented national software solutions.

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Agentic AI
He recently highlighted how Agentic AI is revolutionizing state security and intelligence operations through his company's Dfuze and Report Desk platforms.
Intelligence Operations
He proudly shared that his company supported Scotland Yard’s intelligence operations in the immediate aftermath of the 7/7 attacks.
Human-Centric AI
Believes that AI and LLMs are powerful tools meant to amplify human capability and serve as enablers, not replacements for people.

Media Appearances

Laine has no verified media appearances

Work History

11-2012
Chief Executive Officer at ISS Global
11-2012 - 10-2022
Vice President at Intelligent Software Solutions - A Parsons Company
7-2004 - 11-2012
President, CTO, Owner at Xpect Software
11-1997 - 12-2003
Technical Director, Owner at Imagebase Technology Ltd.
1-1984 - 11-1997
Investigator at HM Customs & Excise

Education

1977 - 1983
Education details unavailable from Astor College for the Arts

More Information

Social Presence :

Prographics :

Exp : 41 Location : Kent, England, United Kingdom Job Level : Leadership Designation : Chief Executive Officer at ISS Global
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Insights For Selling To Laine

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Laine 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 Laine

  • 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 Laine move?

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

  • Can Laine take some risk or not?

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


You And Laine

Personality Compatibility


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