Talking shop with BISO Rick Berends

In episode 003 of the DTC Podcast, Portfolio Development Lead Victoria Kinnealey talks with long-time BISO Rick Berends about the difference between a CISO and a BISO, why, in his leadership role, he’s committed to working with startups, and what the enterprise needs to see from startups to take a chance on their tech.

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Key Takeaways from Rick Berends

What’s a BISO? (Hint: Not a typo.)

Start with trust and partnership.

Enterprise-scale companies understand the importance of working with the innovation ecosystem. Building trust gets you in the door and onto larger engagements. Rick shares what that looks like for him.

Your agility is a core asset

Startups enjoy a competitive edge over legacy companies by virtue of their speed and flexibility. Lean into this while you’re building relationships.

Don’t skimp on your homework

‍The enterprise buyer wants to know you understand their industry and the related challenges they face. Know their space, the competitor set, and the regulations they’re operating under. A competent/knowledgeable team instills confidence.

Be direct on who you’re replacing

‍“We need more tools,” said no enterprise tech buyer ever. Know what tools and platforms your potential customer uses and tell them how your solution is about to simplify their lives.

Still a green field for data-related startups

‍Enterprise-scale companies are awash in data. If you can help them leverage that data in smarter, secure ways, you’ll find a receptive audience.

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