Skip to content

Whalebone RFP Series 3: Michal Suster

Ensuring High Adoption Rates of Telco security VAS


Join Michal Suster, Whalebone's Commercial & GTM Product Manager, as he shares our practical framework for achieving high telco cybersecurity adoption rates.With the highest number of telco consumer cybersecurity deployments, we have distilled invaluable real-life learnings into actionable steps. This way, our customers get to follow battle-tested strategies rather than learning things the hard way through trial and error.


  • 1:45 – B2B2C and B2B2B approach to success
  • 4:45 – Maturity Model: Milestones to reach 50% penetration rate
  • 13:55 – Growth Assets at particular stages in the Maturity Model framework
  • 16:58 – Real-life examples of Maturity Players
  • 19:55 – Q&A session

About Whalebone RFP (Revenue from Protection) Series

While telecommunications operators all over the world are enriching their cybersecurity portfolios and launching mass-market consumer cybersecurity solutions, not all of them actually sell well. We will explore common mistakes as well as the most successful cases. Our RFP Series is looking at security from a business-first perspective to explore what makes all the difference. Make your business case about business.

Other episodes