Malcolm Glaister

Wildcard
DISC Type : sci

CEO and Founder at SiriusInsight.AI

Greater London, England, United Kingdom

Overview

Malcolm is the Founder and CEO of SiriusInsight. AI, a maritime AI company that recently won The Kings Awards for Enterprise. A former Royal Navy officer and graduate of Britannia Royal Naval College, his career spans technology, asset management, and private banking. Colleagues describe him as a great strategic thinker, natural leader, and driven administrator.

His personal life is deeply connected to the sea; he is an enthusiastic racing yachtsman, a member of the Royal Yacht Squadron, and a liveryman of the Worshipful Company of Shipwrights. He and his wife actively support military and medical charities through fundraising events.

Unique fact: Malcolm holds the historic title of Elder Brother and Trustee at Trinity House, the UKs authority on maritime aids to navigation.

Personality Overview

ROI Driven

Friendly But Slow

Requires Proof

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Maritime AI Security
His company, SiriusInsight. AI, specializes in AI-driven maritime surveillance to enhance safety and security at sea, working with UK government agencies.
Yacht Racing
He is an enthusiastic racing yachtsman who competes regularly in events, including Cowes Week, and is a member of the prestigious Royal Yacht Squadron.
Supporting Veterans
A Royal Navy veteran himself, he actively supports veteran charities and has stated that 30% of his company's employees are veterans or reservists.

Media Appearances

Malcolm has no verified media appearances

Work History

9-2016
CEO and Founder at SiriusInsight.AI
10-2015
Trustee and Elder Brother at Trinity House
5-2015 - 6-2019
CEO at Eight Great Technologies
4-2012
CEO at Farm Street Partners
3-2009 - 5-2012
Director, Private Banking at Lloyds Banking Group

Education

9-1987 - 4-1998
Naval Cadet from Britannia Royal Naval College Dartmouth
1995 - 1995
Education details unavailable from Greenwich Royal Naval College

More Information

Social Presence :

Prographics :

Exp : 39 Location : Greater London, England, United Kingdom Job Level : Leadership Designation : CEO and Founder at SiriusInsight.AI
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Help them understand the risk aspect fully while inspiring confidence
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Malcolm

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Malcolm take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Malcolm

Personality Compatibility


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