I help cybersecurity sales directors win enterprise deals by decoding how CISOs actually buy.

I help cybersecurity sales directors win enterprise deals by decoding how CISOs actually buy.

I help cybersecurity sales directors win enterprise deals by decoding how CISOs actually buy.

I help cybersecurity sales directors win enterprise deals by decoding how CISOs actually buy.

Former enterprise cyber security executive – I’ve sat on your buyer’s side of the table for years.

Former enterprise cyber security executive – I’ve sat on your buyer’s side of the table for years.

Former enterprise cyber security executive – I’ve sat on your buyer’s side of the table for years.

Cut through unwinnable deals, slash CAC, and focus on high-impact opportunities by aligning your approach with CISOs buying logic.

Cut through unwinnable deals, slash CAC, and focus on high-impact opportunities by aligning your approach with CISOs buying logic.

Stop guessing.
Align your playbook with:

Prospect's decision structure

Decision makers' risk logic

Internal friction points

Stop guessing.
Align your playbook with:

Prospect's decision structure

Decision makers' risk logic

Internal friction points

Your outcomes:

Higher win rates

Shorter sales cycles

Improved pricing integrity

Book free consultancy

Book free consultancy

See immediate clarity on a live deal this week.

See immediate clarity with your current deals.

The Core Revenue Problem

Enterprise cyber vendors often lose deals not because their product is weak, but because their sales motions conflict with how CISOs decide.

This negatively impacts revenue generation.

Lower top line from value communication failing in a technical market

Root dynamic
Security buyers need both technical credibility and business clarity. Suboptimal offer design and articulation lose high-value deals.

Offers framed around products (e.g. “XDR,” “SOC-as-a-Service”) instead of outcomes (risk reduction, compliance continuity) cause commoditization and price pressure.

Overly technical packaging or feature-led pricing obscures business impact, leading to decision paralysis.

Missing upsell structures (e.g. tiered pricing, incident response retainers, training add-ons, compliance monitoring) leave expansion revenue untapped.

Insufficient or poorly sequenced proof of value (whitepapers, breach data, attack simulations, ROI cases, reference calls) slows trust accumulation and reduces deal conversion.

Fragmented sales enablement – reps lacking domain depth or competitor battlecards – reduces trust and deal conversion.

Inconsistent or non-technical follow-ups miss the opportunity to validate product efficacy post-demo or pilot, reduces trust and deal conversion.

Lower top line from value communication failing in a technical market

Root dynamic
Security buyers need both technical credibility and business clarity. Suboptimal offer design and articulation lose high-value deals.

Offers framed around products (e.g. “XDR,” “SOC-as-a-Service”) instead of outcomes (risk reduction, compliance continuity) cause commoditization and price pressure.

Overly technical packaging or feature-led pricing obscures business impact, leading to decision paralysis.

Missing upsell structures (e.g. tiered pricing, incident response retainers, training add-ons, compliance monitoring) leave expansion revenue untapped.

Insufficient or poorly sequenced proof of value (whitepapers, breach data, attack simulations, ROI cases, reference calls) slows trust accumulation and reduces deal conversion.

Fragmented sales enablement – reps lacking domain depth or competitor battlecards – reduces trust and deal conversion.

Inconsistent or non-technical follow-ups miss the opportunity to validate product efficacy post-demo or pilot, reduces trust and deal conversion.

Lower top line from value communication failing in a technical market

Root dynamic
Security buyers need both technical credibility and business clarity. Suboptimal offer design and articulation lose high-value deals.

Offers framed around products (e.g. “XDR,” “SOC-as-a-Service”) instead of outcomes (risk reduction, compliance continuity) cause commoditization and price pressure.

Overly technical packaging or feature-led pricing obscures business impact, leading to decision paralysis.

Missing upsell structures (e.g. tiered pricing, incident response retainers, training add-ons, compliance monitoring) leave expansion revenue untapped.

Insufficient or poorly sequenced proof of value (whitepapers, breach data, attack simulations, ROI cases, reference calls) slows trust accumulation and reduces deal conversion.

Fragmented sales enablement – reps lacking domain depth or competitor battlecards – reduces trust and deal conversion.

Inconsistent or non-technical follow-ups miss the opportunity to validate product efficacy post-demo or pilot, reduces trust and deal conversion.

Longer time to money from buying friction in risk-driven sales

Root dynamic
Security deals stall due to complex stakeholder alignment, fear-based decision inertia, and slow procurement governance.

Poor stakeholder mapping – technical evaluators, compliance officers, and executives not addressed with tailored narratives – creates internal bottlenecks.

Legal, compliance, and procurement friction unaddressed early adds weeks or months to cycles.

Absence of urgency framing (threat timing, regulatory deadlines) lets deals drift indefinitely.

Unclear proof-of-concept (POC) framework (incl. success criteria) leads to scope creep and delay sign-off.

Misaligned procurement framing – e.g., pricing not adapted to OpEx vs. CapEx budget cycles – delays approvals.

Longer time to money from buying friction in risk-driven sales

Root dynamic
Security deals stall due to complex stakeholder alignment, fear-based decision inertia, and slow procurement governance.

Poor stakeholder mapping – technical evaluators, compliance officers, and executives not addressed with tailored narratives – creates internal bottlenecks.

Legal, compliance, and procurement friction unaddressed early adds weeks or months to cycles.

Absence of urgency framing (threat timing, regulatory deadlines) lets deals drift indefinitely.

Unclear proof-of-concept (POC) framework (incl. success criteria) leads to scope creep and delay sign-off.

Misaligned procurement framing – e.g., pricing not adapted to OpEx vs. CapEx budget cycles – delays approvals.

Longer time to money from buying friction in risk-driven sales

Root dynamic
Security deals stall due to complex stakeholder alignment, fear-based decision inertia, and slow procurement governance.

Poor stakeholder mapping – technical evaluators, compliance officers, and executives not addressed with tailored narratives – creates internal bottlenecks.

Legal, compliance, and procurement friction unaddressed early adds weeks or months to cycles.

Absence of urgency framing (threat timing, regulatory deadlines) lets deals drift indefinitely.

Unclear proof-of-concept (POC) framework (incl. success criteria) leads to scope creep and delay sign-off.

Misaligned procurement framing – e.g., pricing not adapted to OpEx vs. CapEx budget cycles – delays approvals.

Elevated CAC from wasted cycles on unwinnable or low-fit accounts

Root dynamic
Scarce expert sales bandwidth is spent chasing technically or politically unwinnable deals.

Poorly defined Ideal Customer Profiles (ICPs) – e.g., targeting firms without internal security teams or budget maturity – dilute sales focus.

Marketing-SDR-Sales handoffs lose context about technical pain signals (recent breach, compliance audit, cloud migration).

Inadequate pain categorization fails to detect compliance-driven buyers vs. threat-driven buyers, who follow different decision paths.

Inadequate deal qualification (win probability scoring based on budget, stack fit, integration openness, vendor maturity, or procurement phase) leads to avoidable losses.

Overemphasis on inbound demo requests (often research-driven) rather than intent-based targeting increases false positives.

Elevated CAC from wasted cycles on unwinnable or low-fit accounts

Root dynamic
Scarce expert sales bandwidth is spent chasing technically or politically unwinnable deals.

Poorly defined Ideal Customer Profiles (ICPs) – e.g., targeting firms without internal security teams or budget maturity – dilute sales focus.

Marketing-SDR-Sales handoffs lose context about technical pain signals (recent breach, compliance audit, cloud migration).

Inadequate pain categorization fails to detect compliance-driven buyers vs. threat-driven buyers, who follow different decision paths.

Inadequate deal qualification (win probability scoring based on budget, stack fit, integration openness, vendor maturity, or procurement phase) leads to avoidable losses.

Overemphasis on inbound demo requests (often research-driven) rather than intent-based targeting increases false positives.

Elevated CAC from wasted cycles on unwinnable or low-fit accounts

Root dynamic
Scarce expert sales bandwidth is spent chasing technically or politically unwinnable deals.

Poorly defined Ideal Customer Profiles (ICPs) – e.g., targeting firms without internal security teams or budget maturity – dilute sales focus.

Marketing-SDR-Sales handoffs lose context about technical pain signals (recent breach, compliance audit, cloud migration).

Inadequate pain categorization fails to detect compliance-driven buyers vs. threat-driven buyers, who follow different decision paths.

Inadequate deal qualification (win probability scoring based on budget, stack fit, integration openness, vendor maturity, or procurement phase) leads to avoidable losses.

Overemphasis on inbound demo requests (often research-driven) rather than intent-based targeting increases false positives.

Cyber sales teams rarely fail from lack of effort – they lose efficiency when sales motion drifts from how CISOs buy.

My work realigns pursuit strategy and execution with enterprise buyer logic.

Cyber sales teams rarely fail from lack of effort – they lose efficiency when sales motion drifts from how CISOs buy.

My work realigns pursuit strategy and execution with enterprise buyer logic.

Solution

CISO-Aligned Deal Advisory. Converting enterprise buyer psychology into vendor win strategy.

MOST COST EFFECTIVE

On-Demand

Continuous access to an ex-CISO exec for strategic input on live enterprise pursuits. Built for vendors who need precise buyer-aligned calibration without embedded oversight.

Custom pricing

Based on number of deals and required depth of engagement.

Monthly retainer.

Book free consultancy

Book free consultancy

See immediate clarity with a live deal this week.

HOW IT WORKS?

You bring active deals (incl. any questions, or messaging challenges).

I dissect buyer-side dynamics and provide calibrated moves within 72 hours.

WHAT YOU GET

Direct advisory access for CISO-level deal, messaging, and negotiation guidance (for a pre-agreed number of deals)

On-demand document and proposal review.

Rapid interpretation of buyer objections, internal vendor positioning, and pricing dynamics.

Continuous insight on enterprise buying psychology and risk framing.

Weekly or bi-weekly strategy sessions for pursuit strategy review and issue resolution.

Summary insights document after each session outlining decisions, buyer logic cues, and next-step corrections.

HIGHEST VALUE

Embedded

Hands-on strategic partnership that proactively integrates buyer-side logic into your live sales execution. I monitor selected deals, anticipate friction, and guide execution to maximize win probability and deal integrity.

Custom pricing

Based on monitored deal volume and integration depth.

Optional success fee for closed-deal value.

Billed monthly.

Book free consultancy

Book free consultancy

See immediate clarity with a live deal this week.

HOW IT WORKS?

I continuously monitor select deals to identify risks and preempt issues.

I shape pursuit strategy, stakeholder alignment, and executive positioning throughout the cycle.

WHAT YOU GET

Active oversight of prioritized deals (scope defined upfront and regularly updated).

Proactive identification of risks, blockers, and leverage points.

Full strategic deal analysis: stakeholder mapping, value framing, internal vendor positioning, pricing defense.

Real-time negotiation and objection-handling preparation with deal teams.

Executive coaching on buyer dynamics, board optics, and internal alignment.

Regular messaging, qualification, and go-to-market recalibration recommendations.

HIGHEST VALUE

Embedded

Hands-on strategic partnership that proactively integrates buyer-side logic into your live sales execution. I monitor selected deals, anticipate friction, and guide execution to maximize win probability and deal integrity.

Custom pricing

Based on monitored deal volume and integration depth.

Optional success fee for closed-deal value.

Billed monthly.

Book free consultancy

See immediate clarity with a live deal this week.

HOW IT WORKS?

I continuously monitor select deals to identify risks and preempt issues.

I shape pursuit strategy, stakeholder alignment, and executive positioning throughout the cycle.

WHAT YOU GET

Active oversight of prioritized deals (scope defined upfront and regularly updated).

Proactive identification of risks, blockers, and leverage points.

Full strategic deal analysis: stakeholder mapping, value framing, internal vendor positioning, pricing defense.

Real-time negotiation and objection-handling preparation with deal teams.

Executive coaching on buyer dynamics, board optics, and internal alignment.

Regular messaging, qualification, and go-to-market recalibration recommendations.

I accepted engagements on a limited-capacity basis to maintain individual deal oversight quality.

About the Advisor

Former enterprise cyber executive turned deal-advisor. I help vendors win by applying internal CISO logic to their pursuit strategy.

17 years in enterprise cyber risk and CISO functions within global financial institutions. Eight years as an executive responsible for quantifying and communicating the value of cyber controls to senior leadership.

Guided cybersecurity budget allocation through control-value and risk-reduction models. Advised on vendor selection and control-investment decisions, including recommending a CRQ vendor during procurement as a technical buyer. LinkedIn

I now apply that internal-buyer perspective to help vendor teams align with how enterprise CISOs evaluate value and allocate budget.

Book free consultancy

Book free consultancy

See immediate clarity on a live deal this week.

Beyond Advisory

Targeted Optimization Modules. Each module is a self-contained diagnostic and correction system addressing a specific structural weakness in your pursuit architecture.

Designed as precise deep-dives complementing ongoing Advisory. Each module includes problem assessment, solution delivery and recommended integration and operationalization plan.

Once I deliver a module, I provide post-delivery guidance through Advisory engagement.

Modules are priced based on scope, separately from Advisory; billed once per module execution.

Expand each module panel to see outcome and deliverables.

Ideal Customer Profile Rebuild

Attract the right leads, eliminate dead-ends

Ideal Customer Profile Rebuild

Attract the right leads, eliminate dead-ends

Ideal Customer Profile Rebuild

Attract the right leads, eliminate dead-ends

Ideal Customer Profile Rebuild

Attract the right leads, eliminate dead-ends

In partnership with

axio

Value Articulation System

Articulate quantified impact, not features

In partnership with

axio

Value Articulation System

Articulate quantified impact, not features

In partnership with

axio

Value Articulation System

Articulate quantified impact, not features

In partnership with

axio

Value Articulation System

Articulate quantified impact, not features

Go-to-Market Strategy Alignment

Source and succesfully pursue the best leads

Go-to-Market Strategy Alignment

Source and succesfully pursue the best leads

Go-to-Market Strategy Alignment

Source and succesfully pursue the best leads

Go-to-Market Strategy Alignment

Source and succesfully pursue the best leads

Pricing Architecture Redesign

Defend price through CISO-aligned value logic

Pricing Architecture Redesign

Defend price through CISO-aligned value logic

Pricing Architecture Redesign

Defend price through CISO-aligned value logic

Pricing Architecture Redesign

Defend price through CISO-aligned value logic

Proof Architecture System

Align evidence sequencing with buyer's cognitive gates

Proof Architecture System

Align evidence sequencing with buyer's cognitive gates

Proof Architecture System

Align evidence sequencing with buyer's cognitive gates

Proof Architecture System

Align evidence sequencing with buyer's cognitive gates

Messaging System Alignment

Align messaging with enterprise buyer logic

Messaging System Alignment

Align messaging with enterprise buyer logic

Messaging System Alignment

Align messaging with enterprise buyer logic

Messaging System Alignment

Align messaging with enterprise buyer logic

Coming soon

Full Pipeline Efficiency Diagnostic

Plug high-impact sales process holes

Coming soon

Full Pipeline Efficiency Diagnostic

Plug high-impact sales process holes

Coming soon

Full Pipeline Efficiency Diagnostic

Plug high-impact sales process holes

Coming soon

Full Pipeline Efficiency Diagnostic

Plug high-impact sales process holes

Sales Process Standardization

Institutionalize best performing sales activities

Sales Process Standardization

Institutionalize best performing sales activities

Sales Process Standardization

Institutionalize best performing sales activities

Sales Process Standardization

Institutionalize best performing sales activities

À la carte

Custom Strategic Optimization

Precision intervention for unique deal dynamics

À la carte

Custom Strategic Optimization

Precision intervention for unique deal dynamics

À la carte

Custom Strategic Optimization

Precision intervention for unique deal dynamics

À la carte

Custom Strategic Optimization

Precision intervention for unique deal dynamics