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Transcript is auto-generated.
Welcome to Inside the Win. We’ll break down real world wins, showing you exactly how strategic partnership with our experts empowers you to tackle your most ambitious opportunities with confidence. Let’s jump in.
Hi, everybody. My name is Sumara Riaz. I am the VP of cybersecurity and with me today is Trevor Burnside. Trevor, why don’t you introduce yourself?
Hey. Thank you. Yep. Brand new, cybersecurity solution architect. Been at Telaristo and the engineering team for a couple of years now.
And you are now a solutions architect for National Global Cybersecurity for Telarus, and that’s so exciting. I love working with you and excited to have this Inside the Win session with you today.
So, Trevor, we’ve you and I work on a lot of opportunities together. In your opinion, why is this one so unique?
Well, this one was the first one we worked on together, I think. And it was actually it came about because of something you were talking about in our team meeting. So kind kind of a cool use case, I guess, of collaboration and working in a team environment, and, you know, we’re always stronger together than we are individually.
So true. So true. So let’s set the table for our audience. Give us a little bit of a background on this opportunity.
Yeah.
So, the client is a life science company, less than two hundred people, but they were looking to make some changes. Just got some funding, and, the partner had a great relationship with them. And he heard, hey. They need cybersecurity and and got us involved.
Yep. And there’s a lean IT team as well. Like, I think a few just a few people. Yeah. It was an exciting one. So tell us about this tech adviser. How did they manage the client relationship?
So, the adviser themselves did exactly what we tell, our partners to do all the time. Right? Especially when it gets into cybersecurity, you feel like you’re getting in a place where you’re over your skis, is don’t leave with technology. Just talk about business outcomes, impacts of, you know, the business conversation. Keep it to that, which he did a phenomenal job with.
From a in talking about cybersecurity, oftentimes people default into cyber being a a cost center or an insurance policy or something you have to pay money for but you don’t really want. And the partner didn’t do that this time. He he he focused on, cybersecurity being an enablement to the business. And then that third part that we always encourage our partners to do is bring us in. Right? Bring in someone that can talk about cybersecurity because it can be a delicate topic. And if they do wanna go deep into technology, we have the the ability to do that when when it’s appropriate.
Definitely. And I’m gonna put a shameless plug in about our engineering team right here is our bench is such a great extension of any tech adviser’s company because we have, what, over four hundred certifications just within our team. I think you have half of them. And we have we have a few masters. You know, You and I also have a masters and few of our other engineers as well. So we have a very well educated, totally, like, a muscle packed beast of an SE team that can help basically in any technology practice that’s out there. Like, we can go deep and wide.
So Yes. A shameless plug there for our SE team.
Absolutely.
Yeah. So on for this particular opportunity, what was the business driver that brought client in the market for a security solution?
Well, I think this one was important because, they were looking to go public, actually. So it’s a company looking to go public, just got, you know, a round of funding, and we’re really at that precipice of making decisions to, make sure that their company can undergo public scrutiny. And so because of that, there was a sense of urgency, that the partner was able to work with. And, you know, I think that’s really the why they were you know, came to us or came to the partner looking for help.
Being vendor agnostic, we brought three suppliers to the table. Why did the client select the vendor that they did?
So the IT decision making that we were working with was actually very technical even though, like I said, we kinda we kept it to a business conversation initially. But they had worked at in a managed service provider previously, and he had owned his own company. So he was very technical. And to be able to, I knew from a win perspective, we’d have to bring in someone very confident that could speak to his level and then also above that to really show that he was going to get, services that he can provide on his own or that he was gonna get value through an extended team that he could trust and rely on. And and really when it comes to cybersecurity, it’s, it it’s, establishing that trust specifically on that pre call and that first or the presales call, that first call, and letting them know that they’ve got the team behind them that’s gonna address their needs.
Yeah. That’s true. Like, trust and confidence are the two keys that kinda go hand in hand with it. So thank you for your time today, Trevor. Great opportunity. Looking forward to working on many more together.
Thank you. Appreciate it.