Tarlo Gill

Get To Know a Tiger: Tarlo Gill


Scouring through our previous blog entries, we’ve recently covered machine learning, cyber security trends and even delved into customer success content. After 16 pages worth of content, we thought we’d pass the keyboard to a representative of each department in Horangi. For this week, one of our youngest sales talents, Tarlo Gill, briefs us on why he loves the culture at Horangi so much.


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What brought me to Horangi:

 The logo. The mission. The team.


Horangi has a kick-ass logo with an awesome mission to build a safer cyber space; this was compelling enough (and still is) for me to want to be part of this amazing team. There is a dire need to educate and protect businesses from increasingly complex cyberattacks. In my opinion, Horangi’s unique value proposition of marrying services and products together to create a bespoke solution is truly a game-changer. With that in mind, the talents in Horangi are an extremely intelligent bunch who are chasing after the same dream of building a safer cyber space.



What I love about Horangi:

This list is not exhaustive but if I could pen down my top three, it would look something like this:


People. Openness. Learning Opportunities.


1. People: Everyone has something different to offer when it comes to serving Horangi’s mission. From developers, to cyber operations consultants, to our business teams - work gets done with seamless processes and continuous improvements. We hold weekly demos which showcase how amazing our products and services are! Additionally, feedback sessions allows us to assess how quickly we can build something that didn’t exist before. What’s really awesome about the people is that we also know how to have a hella’ good time (happy hours, games night, vacations, dinners etc.)


2. Openness: Horangi encourages an open and collaborative environment. Most startups spell this out as part of their culture but at Horangi you actually experience it. Feedback and viewpoints are taken seriously especially with regards to personal and organisational development. In turn, this enables us to keep our culture collaborative, safe, and fun too.


3. Learning Opportunities: No two days are the same at Horangi. One day you can be learning how to write a contract and the next day, diving right into an OSINT Python script written by our cyber operations experts. Being able to learn what other departments do and expand your knowledge beyond your role also helps you discover some of your hidden strengths. ;)



Being in a high-growth, fast-paced startup like Horangi, unforeseen problems can surface and disappear quickly. One has to be nimble; change is our only constant so adapting quickly and thinking of creative ways to solve problems is the way to go. I constantly think about how I can make my processes better and if it can be automated so that more time can be spent on value-generation. Moreover, no two clients are the same—they serve different business goals which demands further customization.



My role in Sales:

Being in a unique start-up, with a unique vision to become leaders in this industry—what more can I ask for? Well, plenty of challenges. My role in sales isn’t just about bringing clients onboard, but to also bring value to their business operations. This is done through various consultations, understanding the nature of their businesses and the industry, before offering customized “Horangi-fied” solutions. A large part of my role revolves around educating the importance of cyber security to the various stakeholders, which in itself, is already very rewarding.



Here’s a quick look at prospecting / education:

I receive a prospective lead and then go on to have an initial call to understand what their business is all about before scheduling a face to face conversation. During the meeting, we chat about how the business could potentially benefit from our solution. My advice here comes in handy especially when there is a need to develop a high-level cyber roadmap. I remember speaking to a fast-growing fintech company once that was looking to me to understand what we do. What I found was that most often than not, many prefer in-house functional and performance testing to penetration testing. This is odd because the goal of a penetration test is very different.


Why and how? Let’s get in touch - tarlo@horangi.com


Posted by Tarlo Gill


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