Who is Stas & what’s your background?
I’m a tech enthusiast! Since I could walk, I’ve been captivated by computers. Driven and highly motivated, my passion lies in Information Security.
Born in Klaipeda, Lithuania, I moved to Toronto, Canada, at six. My love for technology grew as I tinkered with computers. I earned a Bachelor’s in Information Systems Security from Sheridan College in Oakville, Ontario—the first Canadian program dedicated to Information Security.
My career spans roles like Chief Information Security Officer (CISO) and Head of Information Security across Canada, the UK, and the US. I’ve worked in diverse industries—brokerages, financial institutions, commercial real estate, oil and gas. Now, I run my own company, Compyl, in New York City. Recently, I also embraced fatherhood, which has been a wonderful experience!
What are some common mistakes sellers would make when working with you in your CISO role, trying to get your company to purchase software
Sellers often bombard me with pitches about the “Latest Tech” or start with lines like, “I know you receive a million of these a day but…”. These approaches are frustrating. Today’s buyers are well-educated and can research extensively before booking a demo. Sellers should clearly communicate what they offer and the costs upfront.
I truly believe that sellers need to come from a position of value based sales, that is conducting thorough research on me, my role, my company, and our total needs; from there adjusting their pitch and positioning themselves to solve problems I am actively working on and or will face down the road. Providing me value almost instantly. In a world with a lot of noise, how can you be a strategic partner providing value to me and my org right off the bat.
How can sales people be innovative in their approach and outreach to break through the noise?
Successful sellers often propose partnerships or product swaps. These exchanges have been mutually beneficial and effective in capturing our attention.
If you have done your research in identifying products I am currently leveraging and you are able to express how your product will either solve problems typically faced by consumers and or providing key insights into the differentiation of products will go a long way. Additionally proposing partnerships and how you will be of assistance to me and my future state today and two years, etc…, will get my attention
What advice would you give to sellers in todays environment?
Engage people in roles like mine, create useful content and share it on platforms we frequent, such as Reddit and LinkedIn. Examples of valuable content include “10 Things a CISO Needs to Know About …” or “Checklist for the Latest AI Initiatives and Regulations in the EU.”
Buyers like myself are not siloed in their information channels. We rely on our team to provide their expertise, conduct research on our own through 3rd party sources, attend events, as well as found information online. It’s key that you meet us where we are.
When hiring for sales at Compyl, what do you look for?
Transitioning from CISO at Cushman & Wakefield to CEO of Compyl, I learned a lot about sales. Initially, we hired people we thought we could train, but selling enterprise B2B products requires more than just training. We need industry experts who understand customer pain points, believe in our product and vision, and are driven for success. Hard work and dedication are essential to success in the complex world of B2B SaaS sales.
When first selling, we would feature dump on calls. That is, talking about how great our product and features and ‘doo-das’ are while not learning about the problems buyers are facing in their current state and aligning ourselves to be partners in their future state. We needed to do a complete 180 in order to provide value and express how Compyl really is the best and most customizable GRC solution on the market today.
Our sales team needs to share how Compyl is able to allow for continuous compliance within an organization today and tomorrow. Not only are our sales people expressing this, they are also working to build inroads with multiple members of different departments, align concepts within the organization, and provide as much value as possible.
Are there any opportunities for sales people to join Compyl today?
We recently hired about 12 people in Q2, but if you’re interested in joining our team, check for open positions here: Compyl Careers.
We are rapidly growing with our sales team overachieving the last few quarters with our new strategy and plays.
