Terry Chapman

Go-getter
DISC Type : d

Managing Director at Axenic Ltd

Wellington, New Zealand

Overview

Terry Chapman is the Managing Director and co-owner of Axenic, a Wellington-based information security company. With over 25 years of experience, he has transitioned from technology-centric roles to specializing in business strategy and risk management. He holds a CISSP certification and a Post Graduate Certificate in Management Studies.

Outside of work, Terry is a family man with a wife, three children, and two dogs. He is actively involved in his community as a football coach and also teaches and practices karate. His personal time is often spent on a perpetual cycle of home DIY projects.

He has an Advanced Diploma in Performance Classical Guitar from the Conservatorium of Music.

Personality Overview

Direct & Candid

Decisive

Challenger

They respond well to confident salespeople.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Information Security
As the Managing Director of an information security firm, his career is centered on governance, risk, and assurance to help clients protect their information assets.
Solving Complex Problems
He states that professionally, he thrives on solving "big hairy problems, " indicating a passion for significant business and technology challenges.
AI Adoption
He recently shared and endorsed an AI adoption model, showing an active interest in ensuring AI projects are built on a good foundation to avoid failure.

Media Appearances

Terry has no verified media appearances

Work History

10-2016
Managing Director at Axenic Ltd
11-2015 - 10-2016
Principal Service Delivery Manager at Microsoft
11-2014 - 11-2015
Architect - Worldwide Public Sector Centre of Excellence at Microsoft
5-2010 - 10-2014
Architect - Microsoft NZ at Microsoft
11-2005 - 5-2010
Principal Consultant at Fujitsu New Zealand Ltd

Education

2001 - 2022
CISSP from Certified Information Systems Security Professional
2017 - 2017
Post Graduate Certificate Management Studies (CertMS) from Victoria University of Wellington

More Information

Social Presence :

Prographics :

Exp : 28 Location : Wellington, New Zealand Job Level : Mid-senior Designation : Managing Director at Axenic Ltd
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Be crisp while making the pitch

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t try to be an alpha salesperson, give them equal space
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terry is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Terry

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Terry move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Terry take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Terry

Personality Compatibility


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