Plerion's Chief Innovation Officer Daniel Grzelak on Startup Advisory & Cloud Security, Enterprise Sales Cycle, and Qualifying Vendor Relationships
In this conversation, Daniel Grzelak shares his journey from being a security leader to a Chief Innovation Officer at Plerion, highlighting the pivotal moments in his career, particularly at Atlassian. He discusses the importance of understanding equity, the role of communication in startups, and the need for transparency in leadership. Daniel emphasizes the value of being a well-rounded advisor and the significance of personal branding in the tech industry. He also reflects on the learning experiences that come from working in fast-paced environments and the importance of being authentic in one's professional persona.
Daniel Grzelak and Cee Ng discuss the nuances of communication in enterprise sales, particularly in the security sector. They emphasize the importance of creating a relaxed environment for discussions, understanding the lengthy sales cycles, and the necessity of listening to buyers. The conversation also touches on the significance of preparing for security certifications, establishing trust through transparency, and knowing when to invest in security measures. They highlight the importance of prioritization for founders and the value of building networks, even in the face of rejection.
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Conversation with Cee:
- Startup Advisory & Cloud Security
- Navigating Enterprise Sales Cycles
- Qualifying Vendor Relationships
Key Takeaways:
- Daniel's career trajectory was significantly influenced by his time at Atlassian.
- Understanding equity is crucial for tech professionals, especially in startups.
- Communication and transparency are key to employee engagement and retention.
- Advisors should be well-rounded and able to provide insights beyond their primary expertise.
- Sales and product development must be balanced for startup success.
- Being authentic and true to oneself resonates with audiences and colleagues alike.
- Fast-paced environments provide unique learning opportunities that accelerate career growth.
- Personal branding can be a powerful tool in the tech industry.
- It's important to create a mission-driven culture to motivate employees.
- Learning through experience is often more effective than traditional education.
- Creating a relaxed environment helps in effective communication.
- Listening to buyers is crucial for successful sales.
- Enterprise sales cycles can be lengthy and require patience.
- Security certifications should be prepared when needed, not prematurely.
- Establishing trust through transparency is essential in sales.
- Invest in security measures when you feel friction in the sales cycle.
- Prioritization is key for founders in managing their time and resources.
- Building a network can pay off in unexpected ways.
- Rejections can provide valuable feedback for improvement.
- Treating people well can lead to future opportunities.
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In this Episode:
- 00:00 Introduction to Daniel Grzelak
- 02:54 Career Journey and Lessons from Atlassian
- 06:02 Advisory Roles and Methodologies
- 09:11 Balancing Sales and Product Development
- 11:57 Communication and Transparency in Startups
- 15:05 The Importance of Being a Well-Rounded Advisor
- 17:52 The Super Serious Internet Guy and Hacking AWS
- 21:02 Learning Through Experience in Fast-Paced Environments
- 23:52 Building a Personal Brand and Engaging Audiences
- 28:10 Creating a Relaxed Environment for Communication
- 29:20 Understanding the Enterprise Sales Cycle
- 30:29 The Importance of Listening in Sales
- 33:33 Building Relationships in Long Sales Cycles
- 37:53 Preparing for Security Certifications
- 40:33 Establishing Trust Through Transparency
- 43:10 When to Invest in Security Measures
- 46:19 Prioritization in Founding and Sales
- 49:26 Navigating Rejections and Building Networks
Featured Expert:
- Visit Daniel Grzelak’s company website, Plerion.com
- Connect with Daniel Grzelak on LinkedIn, here
Credits
This episode is sponsored by CEEATTLE Fine Art (CFA), a premier art gallery that curates and sources original fine art for interior designers, architects, developers, and homeowners. CFA’s art consultants transform spaces into high-performing, luxury art experiences.
Discover and collect exclusive artwork from represented artists based in Seattle, San Francisco, Florida, Vancouver, and London. Each acquisition includes a Certificate of Authenticity with the original artwork.
