Markus Schmall

Critic
DISC Type : C

Chief Information Security Officer at Covestro

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Markus has no verified overview

Personality Overview

Precise

Critic

Negotiator

They like to do things independently and don’t look for support from others.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Markus has no verified topics they care about

Media Appearances

Markus has no verified media appearances

Work History

10-2020
Chief Information Security Officer at Covestro
2-2019 - 9-2020
CISO at Deutsche Börse
7-2009 - 1-2019
Vice President Application Security and Security Testing (Cyber Security) at Deutsche Telekom AG
7-2003 - 6-2009
Senior Manager Communication & Product Security at T-Online
3-2001 - 6-2003
Security Expert at T-Mobile

Education

1998 - 2003
Dr. from University of Hamburg
1993 - 1998
Diplom-Informatiker from University of Hildesheim

More Information

Social Presence :

Prographics :

Exp : 24 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Leadership Designation : Chief Information Security Officer at Covestro
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Insights For Selling To Markus

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Markus is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Markus

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Markus move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Markus take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Markus

Personality Compatibility


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