Dataminr Project for BT

The solution sold was Pulse ( real-time risk and event discovery) with newly acquired Krizo (Business Continuity, Contingency and Crisis Response), Watchkeeper (geovisualization) and Cyber Threat (real-time, external cyber event, risk and threat detection solution: digital risk, third-party risk, vulnerability intelligence, and cyber-physical risk).
I initially met with the head of travel for corporate security and one of the security directors, each responsible for different aspects of the organization's security strategy. After presenting to the travel team, I secured a follow-up meeting with five out of ten security heads, eventually presenting to 90% of them. I facilitated a Q&A session with our product and domain experts, which allowed us to delve into specific concerns.
The big break came when I was introduced to Linda, the Global Program Manager, marking a significant milestone in the project. Following that, I had the opportunity to meet the CISO and procurement teams, which led to the division of responsibilities into three distinct teams: SOC, Intelligence, and Security, involving about 36 to 40 people in total.
We organised team demos, coordinating with two solution engineers based in New York and three points of contact from global teams. Herding the teams together for these demos was no small feat, but we managed to conclude them successfully. After the demos, I worked closely with Linda to create project documentation and address challenges related to time zones, organisational structures, and feedback loops, ultimately re-establishing the statement of work (SOW) to secure the win.
The next step was to develop three business proposals for BT, which required significant time and effort to collect feedback and overcome internal hurdles. I collated the proposals into one comprehensive presentation that integrated cutting-edge solutions such as DX, AI/ML, Cyber Threat Intelligence (CTI), and Managed Detection and Response (MDR). The proposal also detailed how these solutions would be applied to risk mitigation and business continuity processes across different verticals, geographies, and industries. This involved integrating another newly acquired solution Krizo into their processes and procedures.
A crucial element was integrating Watchkeeper, linking intelligence from SOC to the wider security landscape. We even managed to provide BT with pre-close access, despite them not being a current customer at that time. Linda and I worked on finalizing the proposal, but it was rejected three times before it was finally accepted.
The BT account journey came to a close with the successful proposal, securing three deals worth £150k - £350k by the time I had left.