EChannelNews Podcast

Brendan O’Byrne, Director of Enterprise Services and Dale Hurteau, Client Success Manager, at Guardian Data Destruction, explain how navigating the distinctions between DoD and NIST Standards in data sanitization methods can lead to non-compliance and potential data breaches. The participants emphasized the need for organizations to prioritize these aspects, highlighting the potential consequences of neglecting data security and compliance. The discussion concluded with a focus on upcoming standards and the role of compliance in ensuring data security. The participants discussed Guardian Data Destruction’s unique position as a service provider for IT industry partners, emphasizing the significance of cybersecurity in the supply chain and the increasing importance of compliance issues in data destruction. They highlighted the interconnected nature of these aspects and the impact of laws in this domain, underscoring the need for heightened awareness and action in addressing these concerns. They also covered Guardian’s services, including logistic, data destruction, media destruction, onsite wiping, onsite audits, and decommissioning of data centers. The participants emphasized the importance of building strong, long-term relationships with clients and serving as an extension of their teams. The discussion also touched on the management of hardware and equipment retirement, responsible recycling practices, and the complexities of data security. To download a copy of the report mentioned during this podcast, see “Using the NIST 800-88 Rev1 Standard for Data Destruction–A Reference Guide”.

Tyler Farrar, CISO at Exabeam, shared his background, including his experience as a naval officer and his journey to becoming a CISO at Exabeam. He discussed the “State of Threat Detection, Investigation, and Response” November 2023 report., which aims to shed light on cybersecurity threats and defenses from a global perspective, uncovering disparities and highlighting critical areas for improvement. He also talked about the transformation of the CISO role, the evolving dynamics of bad actors in cybercrime, and the cybersecurity posture of companies. The conversation also revolved around the challenges faced by insurance companies in insuring cybersecurity risks, the development of incident response playbooks, and the impact of AI in cybersecurity. Tyler emphasized the never-ending nature of cybersecurity and the need for professionals to remain agile in their approach. Key stats from the report include: To learn more, visit www.exabeam.com/contact/get-in-touch

Julian and Greg Armanini, VP of Product Management at JumpCloud, discussed the challenges and trends in device and identity management. Armanini emphasized the need for consolidation and the intersection of identity and device management, highlighting the importance of managing multiple devices and the need for a common way to secure endpoints in today’s enterprise environment. They also discussed the evolving landscape of enterprise observability and the strategy for integrating it into their platform. Greg also talked about the recent acquisition of Resmo, an asset management and SaaS security solution for modern, cloud-native IT and SecOps teams. The conversation also touched on the challenges and considerations surrounding the management of user activities and behaviors within a company, including the impact of software usage, the need for optimization and consolidation, and the delicate balance between corporate monitoring and employee privacy. They emphasized the rigorous privacy protections in place within the modern IT stack, including measures to safeguard both employees and company assets from potential threats. Be sure to check out our last podcast with JumpCloud in October 2023: https://www.e-channelnews.com/securing-frictionless-identity-management-with-jumpcloud/

Presenter: Scott Frew, Founder, President and CEO at iasset.com iasset.com is a multi-award winning platform designed to help MSPs automate and streamline critical revenue and sales processes for sustainable revenue growth and protection. Scott and Julian discussed the strategic and operational aspects of automating revenue generation and business strategy for service providers, and the potential for significant cost savings, revenue growth, and increased business valuation through efficient revenue generation strategies. They also emphasized the importance of maintaining control over customer data and renewals to mitigate potential threats to the business.To learn more, visit: https://cybersecuritydefenseecosystem.com/services/iasset/

Brendan O’Byrne, Director of Enterprise Services and Dale Hurteau, Client Success Manager, at Guardian Data Destruction, explain how navigating the distinctions between DoD and NIST Standards in data sanitization methods can lead to non-compliance and potential data breaches. The participants emphasized the need for organizations to prioritize these aspects, highlighting the potential consequences of neglecting data security and compliance. The discussion concluded with a focus on upcoming standards and the role of compliance in ensuring data security. The participants discussed Guardian Data Disruption’s unique position as a service provider for IT industry partners, emphasizing the significance of cybersecurity in the supply chain and the increasing importance of compliance issues in data destruction. They highlighted the interconnected nature of these aspects and the impact of laws in this domain, underscoring the need for heightened awareness and action in addressing these concerns. They also covered Guardian’s services, including logistic, data destruction, media destruction, onsite wiping, onsite audits, and decommissioning of data centers. The participants emphasized the importance of building strong, long-term relationships with clients and serving as an extension of their teams. The discussion also touched on the management of hardware and equipment retirement, responsible recycling practices, and the complexities of data security.

Julian recently sat down with Pat Saavedra, Founder of RabbitRun Technologies to discuss the company’s journey, and the motivation behind creating a product for SMBs. They discussed the technical innovation and market strategy for the SD-WAN product, emphasizing the importance of the SaaS model and the added services bundled with the product to cater to the needs of MSPs and their customers. The conversation also touched on the critical nature of business continuity, particularly in the face of internet outages and the evolving business landscape. They emphasized the financial impact of internet downtime on small businesses and highlighted the role of MSPs in delivering seamless failover solutions to ensure uninterrupted operations. Pat also described the affordability and value proposition of RabbitRun services for small and micro businesses. He emphasized the potential for great margin for MSPs and the reliability of the system for customers. He spoke about product development and marketing strategies, highlighting the need to cater to the specific needs of small businesses and MSPs. We will be interviewing Pat again next month. Stay tuned for his next conversation on e-channelnews.com!

Presenter: Thomas Cross During this podcast, Julian and Tom Cross discussed various topics related to AI, short form videos, and content strategy. They emphasized the potential of AI to revolutionize skill sets and knowledge transfer, particularly for the older generation, and stressed the importance of experience and wisdom. They also discussed the significance of short form videos in the current market and the need to adapt to the trend of video consumption over traditional methods. They Talked about using short form videos to guide partners through the onboarding process and shorten the sales cycle. Additionally, they explored the concept of leveraging short form videos to enhance storytelling and engage audiences effectively. The conversation also touched on the relationship between AI and human involvement, with Tom emphasizing the idea that humans will always be involved in processes and that AI should serve as a power assistance to humans. To learn more, visit: https://cybersecuritydefenseecosystem.com/services/channelpartnertv/

Presenter: Randal Wark Julian Lee and Randal discussed the concept of vendor mastermind peer groups. They proposed three types of groups: regular peer groups, sponsored peer groups, and focus groups, each offering unique opportunities for vendors to engage with MSPs. The team discussed the potential benefits of these groups, such as facilitating knowledge sharing, gathering feedback, and fostering collaboration. They also discussed the logistics of organizing and structuring these groups, highlighting the potential for vendors to sponsor and participate in these peer group initiatives. The speakers emphasized the importance of adapting strategies to the evolving vendor landscape and stressed the value of sharing knowledge and experiences to drive collective success within the vendor community. They discussed the value of providing real-world education, branding opportunities, and the chance to connect with MSPs in a peer group setting. The speakers underscored the importance of creating a memorable experience for attendees and partners, highlighting the potential for sponsors to elevate their marketing efforts and leave a lasting positive impression. To learn more, visit: https://www.channelpartneralliance.com/

Presenter: Kathryn Rose, Founder, channelwise Kathryn Rose, explained the Channelwise platform’s unique features, such as the ability to engage with experts without sharing personal information, the option for private expert networks within the system, and the platform’s openness to allow vendors to showcase their own group of experts. Julian and Kathryn emphasized the significance of coaching and mentoring in the industry, particularly in the context of crisis management and remote work during the pandemic. They discussed the limitations of passive learning methods such as reading books or watching videos, and highlighted the need for on-demand support to address specific challenges. To learn more, visit: https://cybersecuritydefenseecosystem.com/services/channelwise/

Lisa Del Real is Clio’s VP of Channel Partnerships, and a distinguished leader in IT and communications indirect sales. She oversees Clio’s global channel program with a focus on growth and international expansion. Prior to Clio, Lisa solidified her leadership in the channel, serving as 8×8’s Global Channel Chief, and as the VP of Strategic Partnerships at RingCentral. Outside of work, Lisa follows Formula 1, and loves to explore different cuisines in her travels. During our interview with her, Lisa shared her experiences transitioning from electrical engineering to the tech industry, highlighting the challenges of being a female in a male-dominated industry and the importance of networking and support. Julian and Lisa discussed the significance of mentorship and diversity in the tech industry, offering guidance to the next generation and emphasizing the value of networking, learning from mistakes, and fostering open dialogues to create better career paths for women in the industry. They also shared personal experiences and advice for young professionals, highlighting the need for support and inclusivity in the workplace. The conversation also touched on their mutual love for Formula One, their favorite books, and the We Are The World documentary. They emphasized the importance of checking ego at the door and supporting each other, suggesting that this mindset could lead to tremendous movement and success in business and beyond. Additionally, they discussed the impact of AI and technology on the legal profession, encouraging young girls to explore technology careers and highlighting the importance of amplifying the voices of women leaders in the industry. The conversation concluded with a focus on the need for change in traditional attitudes and practices to create a more inclusive and diverse environment.

Presenter: Randal Wark Randal Wark and Julian Lee discuss the launch of virtual mastermind sessions, with a focus on accessibility and engagement for participants. They plan to host sessions covering topics such as HR, sales, and marketing. The sessions will be pre-planned with specific topics, but participants can suggest topics for future sessions. The goal is to create a peer-to-peer learning environment that offers practical tools and insights for business growth. The introduction of these new sessions reflects a shift towards a more accessible and adaptable format for Mastermind Peer Group participation. The virtual format offers a low barrier of entry and flexibility, with specific topics for participants to join. The events will be non-sponsored and emphasize confidentiality within the mastermind groups. To learn more, visit: https://www.channelpartneralliance.com/

Presenter: Michael Becce, CEO of MRB Public Relations Julian Lee and Michael Becce talked about the significance of public relations (PR) in the technology industry, highlighting the need for strategic storytelling and exposure generation. The conversation also touched on the critical role of PR for MSPs and vendors, emphasizing the need to do PR right and build positive relationships with local media. To learn more, visit: https://cybersecuritydefenseecosystem.com/services/mrb-pr/

Presenter: Jeff Mesnik, President of ContentMX Jeff Mesnik emphasized the importance of aligning vendor messaging for MSPs, with a focus on the need for a unified message to reach the audience effectively. The significance of data security was also highlighted, with an emphasis on the secure nature of the ContentMX platform and the importance of maintaining the privacy of MSPs’ information. With the limitations of current vendor-centric marketing automation tools, there is a need for a solution that prioritizes the channel partner. The need for partners to have a consistent communication platform and a single destination for accessing and sharing content was stressed. The security measures of the proposed solution were also discussed, emphasizing the importance of data siloing, GDPR compliance, and secure APIs for partners to promote their content. The conversation underscored the significance of content quality and variety, as well as the provision of real-time reports and ROI metrics for partners. Jeff Mesnik presented the AI chatbot as a groundbreaking addition to ContentMX’s partner platform, emphasizing its role in connecting B2B buyers, partners, and vendors through high-quality content. The chatbot’s ability to provide inbound lead flow and trusted content was highlighted, with an official launch date set for March 10th. The discussion also touched on the platform’s user-friendly nature, empowering MSPs to leverage its capabilities and become marketing geniuses. To learn more, visit: https://cybersecuritydefenseecosystem.com/services/contentmx/

Presenter: Jeff Mesnik, President of ContentMX Jeff Mesnik and Julian Lee explored the changing landscape of B2B buyer behavior and the success of MSPs using the Content MX platform, which offers a free subscription and combines features of Constant Contact, Hootsuite, and WordPress. The automated marketing system was also discussed, with an emphasis on the critical role of consistent and high-quality content in establishing trust with customers. The conversation then moved on to the critical role of call to actions in marketing strategies, particularly focusing on the importance of effective landing pages in driving customer engagement and conversions. Jeff elaborated on the automated posting process and the necessity of engaging with reactions and comments on social media. Jeff also presented the platform's innovative features, including automated email distribution and the introduction of partner directories with AI chat search. The meeting concluded with a discussion about the marketing challenges faced by MSPs, emphasizing the platform's adaptability to integrate with various email systems. They underscored the importance of data protection and personalization in marketing to build trust with customers, and the need for consistent marketing efforts to leverage available funding. To learn more, visit: https://cybersecuritydefenseecosystem.com/services/contentmx/

Presenter: Adam Bennett, CEO at Crosshair Cyber Julian Lee and Adam Bennett highlighted the significance of practicing and testing the incident response plan through realistic scenarios to identify and address any gaps. The speakers delved into the importance of penetration testing and risk assessment in ensuring effective security measures. They emphasized the need to customize security measures for specific scenarios and prioritize efforts. The speakers also discussed the various aspects of pen testing services, including gap analysis, risk assessment, and testing technical security controls, procedural, and people. They emphasized the importance of tailoring pen testing to the specific needs of each organization and highlighted the range of pen testing services offered by Crosshair.

Presenter: Evgeniy Kharam, Cybersecurity Architect | Evangelist | Consultant | Advisor | Podcaster | Visionary | Speaker | Evgeniy explained the role of CISOs and why cybersecurity is critical to any company and why it is important to have all the skills and the tools to know how and why to secure. Listen to this podcast as he articulates and demystifies the cybersecurity architecture. To learn more, visit: https://cybersecuritydefenseecosystem.com/

Speaker: Margareta Petrovic, Global Managing Partner, Risk & Cybersecurity Consulting & Service Integration, Tata Consultancy Services (TCS) Margareta and Julian engaged in a detailed discussion about the intersection of AI and cybersecurity in 2024. They explored the challenges posed by the evolving technical and business landscape, emphasizing the need for innovative solutions to address these complexities. Additionally, they highlighted the role of regulations and compliance in shaping cybersecurity strategies, acknowledging the impact of AI on both positive advancements and potential threats from bad actors. The conversation underscored the ongoing race between cybersecurity professionals and bad actors in leveraging AI for their respective purposes. They also discussed the evolving nature of cybersecurity, emphasizing the need for serious defense methods and risk quantification. They stressed the need for constant vigilance and investment in cybersecurity, as well as the emerging trend of investing in platforms that can assess an organization’s cybersecurity posture and compliance gaps. A recent blog from Tata Consultancy Services revealed the top five trends that will shape global enterprise in 2024: GenerativeAICreates Security Opportunities and Pronounces ThreatsSpotlight on Cyber with Increased Focus at the Top, Emphasizing Pressure on CISO RoleA More Regulated, “Sovereign Cloud” Becomes Standard in Global BusinessExpanded Digital Ecosystems Leave Room for Attack, Altering Vendor StrategyWhile Talent Gaps Continue to Widen, New Hiring Strategies Can Prevail

Presenter: Des Russell, Chief Partnership Officer at Partner Elevate Julian and Des talk about how Partner Elevate's solution can help vendors solve the problems that they typically see with Channel Partners on driving demand for products and services. A recent research report stated that more than 90% of the vendor revenue was delivered by Channel partners so there's no shortage of opportunity and there's no shortage of spend in terms of where customers attention is in this particular space. It's all about how can vendors grow while helping MSPs automate their relationships and push information out to their audience on a consistent basis.

Matthew Rosenquist is Chief Information Security Officer at Eclipz.io. He is a trusted advisor, expert, and evangelist for academia, businesses, and governments around the world, sharing his insights and best practices on several cybersecurity topics. Matthew and Julian emphasized the importance of providing valuable insights to the audience and building a cybersecurity defense ecosystem to support the community. The conversation covered the evolving landscape of cyber threats, particularly the involvement of nation states in orchestrating cyber attacks, and the impact of AI on cybersecurity, highlighting its dual potential as a powerful tool for both attackers and defenders. They also explored the multifaceted challenges faced by Chief Information Security Officers (CISOs), including the difficulties of communicating security needs to the C-suite and the board, and the struggle to prioritize security within limited resources. Read more on eChannelNews

Every year, we sit down with Jay McBain, Chief Analyst – Channels, Partnerships & Ecosystems at Canalys about upcoming trends in the tech channel industry. Jay emphasized the rise of generative AI, which is projected to grow to $158 billion by 2028. He also discussed the impact of compliance and regulations on companies globally, particularly in California and Europe. The importance of partner programs and ecosystems was also highlighted, with a focus on meeting the needs of customers, subscription models, and marketplaces. The future of NVIDIA in the generative AI market was discussed, with McBain predicting that they will not become a trillion-dollar company due to increasing competition. Julian and Jay also discussed the importance of cybersecurity, with a prediction that customers will have to make platform decisions for cybersecurity in 2024, with a suggestion that AI should be integrated as a feature in software products rather than marketed as a standalone product. The future of emerging technologies such as AI, cybersecurity, RPA, IoT, quantum computing, and augmented reality was also discussed. AI and cybersecurity were predicted to continue to grow, while RPA may be threatened by generative AI. The potential of bots and AI in customer service and call centers was highlighted, as well as the impact of deep fake news on politics. Finally, the importance of partners in driving the tech industry forward was emphasized, especially during challenging times.