Richard Underwood

Questioner
DISC Type : c

Director of Engineering - IOT at CSL Group

Hertford, England, United Kingdom

Overview

Richard is the Director of Engineering for IoT at CSL Group, with almost 15 years of experience leading high-performing software teams. He specializes in building scalable, mission-critical IoT solutions and previously held senior roles at Microsoft and Metaswitch Networks. He holds a BA in Mathematics and Computation from the University of Oxford.

He has publicly discussed the evolution of IoT, advocating for the security industry to shift from a hardware-centric approach to one focused on software and data-driven insights.

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to fully evaluate every situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Future of IoT
He has spoken publicly on the evolution of IoT, emphasizing the critical shift from hardware to software and data-centric solutions in the security technology sector.
Engineering Leadership
He is passionate about leading engineering teams by providing clear direction and empowering them to make decisions, a focus he has maintained for nearly 15 years.
People Development
Coaching and mentoring engineers and managers is a key part of his leadership philosophy, focusing on both technical subjects and professional growth.

Media Appearances

Richard has no verified media appearances

Work History

1-2025
Director of Engineering - IOT at CSL Group
3-2021 - 10-2024
Principal Software Engineering Manager at Microsoft
11-2016 - 3-2021
Director Of Engineering at Metaswitch Networks
6-2014 - 11-2016
Senior Software Development Manager at Metaswitch Networks
9-2011 - 6-2014
Software Development Manager at Metaswitch Networks

Education

1998 - 2001
BA Mathematics and Computation from University of Oxford

More Information

Social Presence :

Prographics :

Exp : 14 Location : Hertford, England, United Kingdom Job Level : Mid-senior Designation : Director of Engineering - IOT at CSL Group
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Richard 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 Richard

  • 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 Richard move?

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

  • Can Richard take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Richard

Personality Compatibility


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