Thorsten Planko

Critic
DISC Type : C

Senior Information Security Control Manager at BWI GmbH

Bonn, North Rhine-Westphalia, Germany

Overview

Thorsten has no verified overview

Personality Overview

Critic

Negotiator

ROI Driven

They prefer to analyze logically and value objective facts over emotions.  They like to take decisions independently and do not seek others' support often. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Thorsten has no verified topics they care about

Media Appearances

Thorsten has no verified media appearances

Work History

9-2022
Senior Information Security Control Manager at BWI GmbH
4-2019 - 8-2022
Senior Expert Security Lifecycle Processes / Information Security Control Manager at BWI GmbH
4-2015 - 3-2019
Information Security Auditor at Postbank Systems AG
7-2011 - 3-2015
Senior Auditor at Prosystems IT GmbH
10-2006 - 6-2011
Senior Associate / Senior Consultant at PricewaterhouseCoopers AG WPG

Education

1996 - 2003
Diplom from Bergische Universität Wuppertal

More Information

Social Presence :

Prographics :

Exp : 23 Location : Bonn, North Rhine-Westphalia, Germany Job Level : Middle Designation : Senior Information Security Control Manager at BWI GmbH
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Insights For Selling To Thorsten

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • 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
  • Make extra effort to not seem pushy or confrontational
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thorsten is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Thorsten

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Thorsten move?

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

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

You And Thorsten

Personality Compatibility


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