EChannelNews Podcast (EChannelNews)

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Security veteran and author Chris Hughes recently joined Endor Labs as Chief Security Advisor. He discussed with Julian on several points of supply chain security, namely:

·        Top supply chain cybersecurity risks today, what we can learn from recent attacks, the role of open source software, what most people miss, and how companies can defend themselves against attacks

·        Federal and defense software supply chain initiatives, legislation and regulations – what they mean, how they might play out, and what to expect moving forward

·        How software transparency will benefit industrial control system, cloud, and mobile security

·        How SBOMs can help improve supply chain security, how companies can get value out of them, and what to look for

For more information on Endor Labs, feel free to check out our September 2023 interview with them: https://www.e-channelnews.com/endor-labs-raises-70m-to-reform-application-security/

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Jonathan Lacour is CTO at Mission Cloud. Mission Cloud is a leading born-in-the-cloud managed services, consulting provider, and AWS Premier Tier Partner. Mission Cloud empowers businesses to build a successful future in the cloud with the broadest capabilities, software, and services. Mission Cloud is a holistic partner for businesses who seek to migrate, manage, modernize, and optimize their cloud environments, and build new applications with emerging technologies like generative AI.

For more information on Mission Cloud, feel free to check out our past interview with Jonathan: https://www.e-channelnews.com/julian-lee-discusses-with-mission-clouds-jonathan-lacour/

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Keith Jarvis, Sr. Security Researcher at Secureworks talks about the company’s recent annual State of the Threat report examining the cybersecurity landscape from June 2022 to July 2023. He shares his key findings.

Secureworks is a global cybersecurity leader that secures human progress with Secureworks Taegis, a SaaS-based, open XDR platform built on 20+ years of real-world threat intelligence and research, improving customers’ ability to detect advanced threats, streamline and collaborate on investigations, and automate the right actions.

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Interview with Stacy Hayes, Co-Founder, EVP NA at Assured Data Protection.

Assured Data Protection is a global data backup, disaster recovery, business continuity and extended detection and response managed service provider. With more than 200 years of combined industry experience, Assured Data Protection delivers scalable solutions and gained the distinction of being selected by Solutions Review Magazine as a Top 20 Vendor for data disaster recovery and CIO Review as a Top 20 Vendor for data backup. For more information, visit www.assured-dp.com

Listen to his interview as he talks about what to expect in 2024 and the comparison with his 2023 forecasts here: https://www.e-channelnews.com/stacy-hayes-co-founder-and-evp-americas-assured-data-protection/

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Julian Lee discusses with Germany-based Ivana Bartoletti, Global Chief Privacy Officer at Wipro. They discussed privacy and cybersecurity risks around generative AI and strategies companies should adopt to implement AI safely.

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Julian Lee discusses with Patrick Harr, CEO of multi-channel security vendor, SlashNext. Patrick shared some widespread implications for the security community in understanding how bad actors are manipulating generative AI platforms like ChatGPT for malicious purposes. He talked about anticipating threats to get ahead of the curve with the help of AI and a multi-layered approach. Using AI to fight AI.

You can also check out our past interview with Patrick here: https://www.e-channelnews.com/multi-channel-cloud-communication-security-with-slashnext/

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Daniel Trauner of Axonius talked about new data from Axonius which has uncovered a surprising paradox in the way companies are investing in AI– the “double-edged sword” conundrum– where it is both deployed as a security tool and feared as a capable measure for malicious activity.

Security budgets are increasing, specifically investing in AI to compensate for workforce skill gaps. Yet, 72% of respondents express major concerns around AI adoption. This begs the question: are teams using AI as a solution to a problem they don’t completely understand in a “follow the crowd” strategy?

Find the full story on E-ChannelNews.com

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Julian recently sat down for an interview with Tiffani Bova, who has been in the business for over 30 years.

Ranked for the last four years in the Top 50 business thinkers in the world by Thinkers50, Tiffani Bova is a leading thinker who Forbes says “reshapes our perception of growth.” 

As both a practitioner and academic she offers a unique perspective and has helped lead the tech industry through several evolutions over her nearly 30-year career as Salesforce’s former Growth and Innovation Evangelist, and previously as a Research Fellow at Gartner and a sales, marketing and customer service executive for start-ups and Fortune 500 companies. She is the author of two Wall Street Journal bestsellers: GrowthIQ and The Experience Mindset.

While at Gartner, her forward-looking insights and guidance helped some of the largest technology companies in the world including Microsoft, Cisco, Salesforce, Hewlett-Packard, IBM, Oracle, SAP, AT&T, Dell, Amazon-AWS, expand their market share and grow their revenues. She was a trusted advisor to multiple senior executives who were responsible for shifting from on-premise to as-a-service business models resulting in new billion-dollar divisions. 

In the late 90’s and early 2000s she was a pioneer of cloud computing, she previously led direct and indirect sales, marketing and customer service for two of the largest web-based start-ups in the US and spearheaded a newly formed division of a Fortune 500 company to $300 million in revenue over two and a half years.

Tiffani has been featured in Harvard Business Review, Fortune, Fast Company, Bloomberg, MSNBC-TV, Yahoo Finance, INC and Forbes. She is also the host of the podcast What’s Next! with Tiffani Bova. More info here: https://www.tiffanibova.com/

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For this podcast, we interviewed Chris Roeckl, Chief Product Officer at Appdome to discuss mobile app security, anti-fraud, anti-malware, anti-cheat, anti-bot and other defenses in Android & iOS apps.

For more information on AppDome, feel free to check out our past interview with them: https://www.e-channelnews.com/interview-with-appdomes-chris-roeckl/ 

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Check out my conversation with three channel leaders who are in the frontline every day helping MSPs to build a scale business. We talk about some of the key finding from the Datto Global State of the MSP Report, Trends and Predictions for 2024. You want to listen to the full 45 minutes of this conversation with the three M’s from Kaseya.

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Compliance and regulations from the government and other industries, such as insurance firms, are increasing globally. No channel partner, regardless of location, may ignore these requirements. Regulations from nations other than your home country do apply, and ignorance is not an excuse. Channel Partners will face these problems, but so will their consumers, therefore now is the time to study and grasp compliance and regulations so you can protect yourself and provide services for your customers. This is a potential revenue stream for the channel! 

Nim Nadarajah, Managing Partner at Critical Matrix will help you see the larger picture and learn how to handle the requirements.  If you are interested, you may sign up for a full course or hire-on-demand a Compliance Expert.

We chose this as the second episode since compliance and regulations are increasing everywhere, and it is now mandatory for everyone!

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Presenter: Jaap Mantel, VP Sales at Data & More.
Data management is one of, if not the, most difficult issues in cybersecurity. Everyone knows they have a lot of data somewhere, but no one knows how much, what it is, or where it is. Data and More, a Cybersecurity Defense Ecosystem partner, may have the answer, and from what I've seen thus far, it's next level. 

It will assist you in discovering and indexing all of your data, regardless of where it is stored. Then it will categorize all of your data types so you know what is important and what is not. It displays this on a dashboard so you can see all of your data and evaluate its significance, as not all data is relevant. You will, for example, want to know where your customers' personal information and all copies are stored. But wait, there's more. It will help identify your compliance and regulatory gaps. And you'd think, "Wow, that's a lot." More than enough, but there's still more...If you are breached, it will be able to assist you in determining the impact of the breach based on the type of data - something that may take months and cost a fortune can now be done in seconds. Yes, there is more, but I'll stop there and urge you to take it for a test drive.

Our CDE members receive a free test drive and report to assess their compliance readiness and, of course, to understand where their data resides. Remember that you cannot defend something you cannot see or are unaware exists. You can use this tool to fine-tune your other cyber solutions for monitoring and protection. 

Another significant advantage of being a CDE member! 

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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.

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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

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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. 

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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:

1. GenerativeAICreates Security Opportunities and Pronounces Threats
2. Spotlight on Cyber with Increased Focus at the Top, Emphasizing Pressure on CISO Role
3. A More Regulated, “Sovereign Cloud” Becomes Standard in Global Business
4. Expanded Digital Ecosystems Leave Room for Attack, Altering Vendor Strategy
5. While Talent Gaps Continue to Widen, New Hiring Strategies Can Prevail 

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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/

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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.

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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/

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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/

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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/

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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/

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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.

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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/

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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/

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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/

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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.

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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!

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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/

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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/

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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: 

• More than one in two organizations experienced significant security incidents in the last year that required extra resources to mitigate — despite 70% of organizations reporting better performances on key cybersecurity KPIs 
• Organizations globally report that they can only monitor 66% of IT environments — leaving significant gaps in coverage 
• 53% of organizations have automated less than 50% of their TDIR workflows 

To learn more, visit www.exabeam.com/contact/get-in-touch

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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”.

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In today’s interconnected professional world, LinkedIn has become the go-to platform for networking, job hunting, and business proposals, and many of us would happily open a LinkedIn message from a trusted “1st connection” contact containing a sales proposal or a job offer. However, it’s come to light that a new two-step phishing campaign is leveraging sophisticated social engineering techniques to breach LinkedIn accounts and steal users’ Microsoft 365 credentials.

In this podcast, David Leone, Director of Sales Engineering at Perception Point, a leading provider of advanced email and workspace security solutions, explained that the lines between professional and personal workspaces are getting blurrier, making even personal profiles on social media platforms popular attack vectors and access points into organizations. 

David and Julian Lee emphasized the importance of multifactor authentication and best security practices, as well as the use of AI in cyber attacks and the potential for autopilot-driven attacks.

The discussion then shifted to the role of AI and XDR in enhancing security measures, particularly in the context of MSPs. They explored how AI can mitigate false positives and false negatives by adding context to data, thus reducing manual work and empowering security teams to focus on more critical tasks. The conversation also delved into the challenges faced by MSPs in managing complex security responsibilities and the need for smarter XDR systems to alleviate the workload.

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Speakers: Julian Lee – TechnoPlanet, Pat Saavedra – RabbitRun, Jaipreet Bindra – University of Ottawa, Shiva Nejati – University of Ottawa, Mehrdad Sabetzadeh – University of Ottawa, , Negin Ayough – University of Ottawa
Pat Saavedra started by giving some high-level context for RabbitRun Technologies and how the collaboration with the University of Ottawa to address cybersecurity challenges came about. He also talked about the collaboration and the significance of combining the experience of both sectors to research and address cybersecurity issues. 

The panel discussion focused on the specific work being done by RabbitRun Technologies and the University of Ottawa in this area, emphasizing the innovative approach and potential impact of their partnership. The team stressed the need of academic-industry collaboration in product development. They were also proud of the impact of their partnership and emphasized the importance of universities in encouraging innovation, research and collaboration with industry.

They also discussed the importance of academia in training the next generation of engineers, as well as the unique problem-solving environment it provides that AI cannot replicate. The team talked on the technical features of SD-WAN technology, such as how it routes data and how difficult it is to distinguish between genuine and malicious data. They also shared the outcome of that collaboration that is called “Attack Shield”, a meta-driven add-on to the existing SD-WAN designed specifically for MSP partners working in small locations with mission-critical applications. 

More information about the research paper referenced during the interview may be found at https://www.rabbit.run/sd-wan-cyber-security-research-university-of-ottawa/.

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Keeper Security, a leading provider of zero-trust and zero-knowledge cybersecurity software protecting passwords, passkeys, privileged access, secrets and remote connections, introduced two major privileged access capabilities now available in the Keeper platform: Time-Limited Access and Self-Destructing Records. Designed for encrypted record access and sharing, these features provide new methods to quickly and securely elevate access and revoke access rights after they have been granted – vastly reducing the gradual accumulation of unnecessary privileges and reducing the potential attack surface for organizations.

Marcia Dempster, VP of Channel Sales, Americas, and Craig Lurey, co-founder and CTO of Keeper Security, provided an overview of Keeper Security’s offerings, and the concept of zero trust and its application in their product, emphasizing the importance of providing access and control over infrastructure while maintaining security. They also discussed the importance of cybersecurity and the concept of self-destructing records, which allows for secure sharing of sensitive information.

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XM Cyber announced findings from its third annual State of Exposure Management Report, produced in collaboration with the Cyentia Institute, which found that identity and credential misconfigurations represent a staggering 80% of security exposures across organizations, with a third of these exposures putting critical assets at direct risk of breach - a gaping attack vector actively being exploited by adversaries.

During this podcast, Zur Ulianizky, VP of Security and Research at XM Cyber, presented his company's attack path management solutions and the importance of prioritizing remediation efforts to improve security posture. He discussed different types of security exposures, the challenge of balancing security measures with user access to systems, and the need to categorize servers based on their criticality. He also emphasized the importance of mapping critical assets and threats to prioritize security efforts and addressed the vulnerabilities in the cloud environment.

Be sure to check out our January 2024 interview with XM Cyber: https://www.e-channelnews.com/xm-cyber-introduces-first-exposure-management-solution-working-across-environments/

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Speakers: Ori Bendet VP of Product Management at Checkmarx and Itamar Golan, CEO at Prompt Security.

As a new crop of AI-related threats emerges from the rapid adoption of generative AI I tools within application development, companies face challenges and risks associated with the adoption of AI, including data leakage and the need to manage AI in a way that does not compromise security.

Ori and Itamar discussed the complexities of AI security and code leakage, emphasizing the need for robust protection measures. They also touched upon the potential risks associated with AI-generated code and the importance of implementing policies to mitigate these risks.

Listen to this podcast to learn more about how the partnership between the two companies is addressing two areas of risk arising from the use of GenAI tools that are already in widespread use by development teams. 

Also watch our past interview with Checkmarx: https://www.e-channelnews.com/enabling-application-security-posture-management-with-checkmarx-brinqa/

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ThinkLabs AI, a new startup in Canada and the US, focused on developing technology to help enhance grid planning through a combination of intelligent automation and AI, is developing its flagship product, ThinkLabs Copilot, to help enable control room operators to more effectively operate complex modern grids in increasingly challenging contexts.

Josh Wong, ThinkLabs’ Founder and CEO discussed how AI and IT are transforming the grid. He outlined the challenges facing the electrical grid, including its aging infrastructure and the increasing complexity driven by renewable energy sources and electric vehicles.

He emphasized the need for AI-based intelligence to address the unpredictability and volatility of the grid. He highlighted the use of AI surrogate models to run scenarios and optimize power systems operations, ultimately enabling real-time, pre-trained intelligence for efficient problem-solving.

Josh explored the application of AI in grid optimization, discussing the challenges of integrating AI into grid operations and the critical role of human intuition and experience. He emphasized the potential for AI-driven state estimation to calculate critical grid variables and the use of AI as a virtual operator and digital assistant in the control room and planning team. Additionally, he stressed the need for collaboration and ecosystem approach in fostering innovation in the sector, and the responsibility of using AI to accelerate the transformation of the grid while understanding its carbon footprint.

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Jim Alkove is founding CEO of adaptive and autonomous identity security provider Oleria (derived from genus of clearwing butterflies). He co-founded the company to fill a critical gap within the industry: there’s a glaring deficiency in identity security protocols and management. 

According to CrowdStrike, 80% of breaches use compromised identities. And, only about half of organizations are, at best, even somewhat confident in the effectiveness of their identity and access management program.

In this podcast, Jim emphasized the importance of trust in organizational dynamics. He provided valuable insights into the evolving landscape of trust and security in the digital realm and the evolving threat landscape, highlighting the increasing challenges faced by defenders due to the changing global norms and the asymmetric nature of cyber defense. He also discussed the positive trend of rising prioritization of cybersecurity in governments and private organizations, emphasizing the efforts to raise the cybersecurity standards. Additionally, Jim mentioned the significant growth in cybersecurity spending, indicating a positive shift in the industry. 

Julian and Jim explored the role of AI in cybersecurity, emphasizing the need for organizations to leverage AI for defense against evolving threats. They discussed the potential risks of data leakage and emphasized the importance of AI governance to ensure responsible deployment. 

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In this podcast, we discuss with Derek Manky, chief security strategist and VP of global threat intelligence at Fortinet about the recent FortiGuard Labs report “Dark Web Shows Cybercriminals Ready for Olympics. Are You?”, which examines the threat actors, methodologies, and tactics being used to target attendees, viewers, businesses, and agencies of the upcoming games. Derek highlighted the heightened risk for this event compared to previous games, emphasizing the importance of preparedness and vigilance. He also touched on the importance of shoring up network resilience, using machine learning and artificial intelligence, creating preparedness playbooks, and conducting training and education to combat these evolving threats. The conversation also explored the blurred lines between cyber and physical security, emphasizing the need for a cyber-physical security operating system to address these complex threats.

Some of the findings were:

• Surge in darknet activity targeting France since 2H 2023.
• The sale of stolen credentials and compromised VPN connections to enable unauthorized access to private networks. Ads for phishing kits and exploit tools customized for the Paris Olympics. The sale of French databases that contain PII on French citizens
• Hacktivist activity spiking, specificallyby pro-Russian groups.
• Phishing kits and infostealers abound, and there are a significant number of typosquatting domains registered around the Olympics.

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Alex Lanstein, chief evangelist at StrikeReady (and former long-time FireEye engineer/product), provides insight on the recent CrowdStrike incident and its potential legal implications, as well as the impact of AI on cybersecurity. Alex emphasized the need for a new approach to patch management and the importance of assessing an organization’s ability to detect and respond to breaches. He also discussed the prevalence of criminal actors on the dark web and the significance of internal source code in breach incidents.

Alex shared his journey in cybersecurity, highlighting the evolution of the industry and changes in attack vectors. He emphasized the increasing liability faced by CISOs and the importance of deriving practical takeaways from major breaches. He also discussed the importance of visibility into edge devices and StrikeReady’s role in addressing these challenges.

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JumpCloud Inc. recently released the results of its Q3 2024 SME IT Trends Report, “Detours Ahead: How IT Navigates an Evolving World.” The seventh edition of the report provides new insights around the challenges and opportunities facing IT teams at small and medium-sized enterprises (SMEs). It covers topics such as:

Chase Doelling, Principal Strategist at JumpCloud, talked about the report findings, focusing on the impact of shadow IT and the growing emphasis on cybersecurity. He highlighted the challenges faced by organizations in managing shadow IT and the need for increased security measures. He also emphasized the importance of cybersecurity awareness and the evolving landscape of IT security.

Chase discussed the complexities of IT device sprawl, addressing the influence of factors such as remote work, IoT, and the increasing variety of devices used by employees. He underscored the importance of flexibility in accommodating employee device preferences and ensuring access to resources from anywhere.

The discussion then shifted to the evolving relationship between organizations and MSPs, noting the reliance on MSPs for security infrastructure and the need for MSPs to address clients’ security concerns. The speakers emphasized the significance of cybersecurity posture and the role of channel partners in the cybersecurity business, highlighting the increasing reliance on MSPs and the challenges faced by organizations in navigating the complex cybersecurity landscape. The conversation also touched on the survey results on AI adoption, indicating that while there is still strong optimism, there are concerns about the organization’s capability to adopt AI securely.

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Presenter: Frank Korthouwer, Founder, CEO at Idiligo

The impact of the pandemic on virtualization trends and human behavior is undeniable. Idiligo offers a platform to transform every meeting into your best one.To guide your meetings in the most perfect way, Idiligo has preloaded the platform with the right questions to get to know your meeting-partner.

To learn more, visit: https://cybersecuritydefenseecosystem.com/services/idiligo/

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Trump and Biden have had their own images mashed-up. Taylor Swift has had her own deepfake struggles…..

Nicos Vekiarides, founder of Attestiv, a channel-focused organization, which detects deepfakes in videos and images, knows there is going to be an expected dramatic rise in deepfakes as a significant threat. 

During this podcast, Nicos discussed the challenges of detecting deepfakes and the potential ramifications of their use, including identity theft and fraud. He emphasized the importance of addressing the challenges posed by deepfakes in various contexts, including cybersecurity threats and social media manipulation. Nicos presented his company’s tool, which can analyze media at scale, flag potentially suspicious items, and enable further investigation. 

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Speaker: Jeff Dance, Chief Innovation Officer at Eclypses, a data security company, using MicroToken Exchange (MTE) technology to protect it from alteration or compromise regardless of the network or protocols involved.

In this podcast, Jeff has an interesting perspective on current cyber trends and challenges, as well as advice for aspiring CISOs and security leaders. He discussed the importance of data protection, the impact of cybersecurity on trust and behavior, and the increasing value of data as a business asset. He shared insights on best practices and the need for a proactive approach to data security, emphasizing the importance of understanding the value of data and addressing vulnerabilities. The critical aspects of risk management in cybersecurity were also discussed, stressing the need to plan for failure and adopt systematic approaches to address threats.

He also touched on the profound implications of AI on cybersecurity, highlighting the shift to industrialized, AI-powered attacks. The need for a comprehensive, systematic security approach that involves all aspects of the business ecosystem and requires accountability from all C-level executives was underscored. The urgency of adapting to the evolving threat landscape and proactively addressing vulnerabilities to mitigate the potential impact of AI-enabled cyber attacks was emphasized.

Note that Jeff previously led security for lululemon, with background working for Accenture, KPMG among other companies. 

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Speaker: Danny Brickman, Co-Founder & CEO of Oasis Security, a a startup that provides a platform for managing Non-Human Identities (NHIs) like service accounts, tokens, access keys, and API keys

In this podcast, Danny Brickman talked about the growing issue of non-human identities (NHIs) in cybersecurity and explained the implications of NHIs as fundamental authentication methods for machines.

He highlighted the significant increase in NHIs due to automation, cloud computing, and AI, and emphasized the security challenges they pose. Julian prompted a deeper exploration of the risks associated with unmanaged NHIs, leading to a discussion about a real-life breach caused by password sharing, which underscored the importance of addressing these vulnerabilities.

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Jon Murchison, CEO at Blackpoint Cyber, a company founded by former intelligence officers dedicated to combating cyber threats, discussed how cyber threats are shifting to the cloud and how MSPs can ensure their protection is ready.

He provided insights into the dynamics of professional hacking operations and stressed the need for robust identity management to prevent vulnerabilities, particularly in light of recent high-profile incidents like the MGM attack. The discussion also covered the complexities of cybersecurity, including the risks associated with aging infrastructure and supply chain vulnerabilities. He raised concerns about the lack of adequate managed detection and response (MDR) capabilities among many service providers, while Julian highlighted the ingenuity of bad actors in exploiting these vulnerabilities.

They emphasized the importance of education and awareness in improving cybersecurity practices and called for a shift in mindset to better prepare for future challenges.

Check out our past interview with Jon: https://www.e-channelnews.com/interview-with-blackpoints-ceo-jon-murchison/

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Evgeniy talked about his “Architecting Success: The Art of Soft Skills in Sales” book, focusing on the concept of “exercise snacks” and its benefits for maintaining an active routine. He stressed the importance of regular follow-ups to explore the book’s themes further and the necessity of soft skills in sales and customer interactions. He also highlighted the need for security and IT professionals to communicate technical concepts in relatable business language to secure funding and support, as well as the importance of effective communication, particularly when discussing risk tolerance with executives.

Check our previous episode with Evgeniy: https://www.e-channelnews.com/cybersecurity-defense-ecosystem-podcast-episode-5/

To learn more on Cybersecurity Defense Ecosystem, visit: https://cybersecuritydefenseecosystem.com/

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Another great interview with channel leader, Rob Rae, Corporate Vice President of Community and Ecosystems, at Pax8. Rob shared his positive outlook for 2024, particularly in cybersecurity and AI, noting a trend among small and medium-sized businesses (SMBs) towards more strategic planning and budgeting in these areas. He emphasized the need for managed service providers (MSPs) to effectively monetize AI technologies, while Julian highlighted the importance of MSPs becoming knowledgeable about AI to confidently address client inquiries. Both acknowledged that being a reliable source of information will be essential for MSPs as the industry evolves.

The managed services sector is experiencing significant growth, with Canalys reporting increases in Professional Services Automation (PSA) and Remote Monitoring and Management (RMM) technologies. This growth is driven by rising demand from SMBs, prompting MSPs to adopt automation and AI to improve service delivery and scalability. However, the industry faces challenges in attracting and retaining skilled talent, as new workforce entrants often lack essential technical troubleshooting skills. Additionally, there is a noticeable shift towards newer PSA solutions, indicating a dynamic market landscape.

Concerns about outages and downtime, even among major providers like Microsoft, have led some MSPs to reconsider cloud solutions in favor of on-premises systems, reflecting the ongoing evolution in the IT landscape, and highlighting the complexities of transitioning to new technologies while addressing sustainability challenges posed by cloud data centers.

The conversation also touched on generational shifts in consumer behavior, particularly the influence of Gen Z on the workforce and purchasing decisions. Rob noted that Gen Z’s preferences for online shopping and engagement differ from previous generations, and they emphasized the need for MSPs to adapt their marketing strategies accordingly.

Stay tuned for more on Pax8 in the upcoming months.

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Again this year, we interviewed Jay McBain, Chief Analyst – Channels, Partnerships & Ecosystems at Canalys about the past year and upcoming trends in the tech channel industry. Jay covered a range of topics, beginning with the evolving focus of the Canalys events towards platform-based business models, emphasizing the need for vendors to recognize partners for their contributions beyond mere transactions. A survey highlighted that partners are increasingly prioritizing non-transactional activities, which reflects the complexity of the customer journey and the industry’s shift towards valuing collaborative efforts in achieving customer success.

Concerns regarding the sustainability of the tech sector were raised, particularly in light of the alarming energy consumption of hyperscalers, which now surpasses that of the airline industry. Jay noted that many companies have scaled back their sustainability commitments due to the energy demands of generative AI. Local resource strains, such as water shortages linked to data centers, were also highlighted, alongside the need for better training in energy management to meet increasing demands. The urgency of addressing these sustainability challenges was underscored, especially as major companies may soon be required to publicly report their energy usage.

Jay and Julian also explored the managed services industry’s growth, particularly in cybersecurity, while noting that a significant percentage of partners struggle with profitability. The competitive landscape is intensifying, with various service firms entering the managed services space. Additionally, they touched on the critical role of partners in the subscription economy, emphasizing the need for effective collaboration to maintain customer loyalty.

The potential of AI was discussed, with projections indicating substantial market growth and opportunities for channel partners, particularly in AI-enhanced solutions. Overall, the data shows the importance of adapting to technological advancements and market dynamics to ensure sustained growth and profitability.

Interesting as well to compare with his 2024 predictions here: https://www.e-channelnews.com/2024-predictions-from-jay-mcbain/

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Julian and Robin Ody, Principal Analyst at Canalys, discussed the importance of building relationships within the channel and the need for effective communication with resellers. Robin also provided a brief history of Canalys, its establishment in the late 90s, and its recent acquisition by Informa.

Julian and Robin explored the transformative impact of AI on research and data analysis, highlighting the need for real-time data and the potential of AI to reveal insights. They discussed the applications of AI in enhancing workflows and client advisory services, while also raising concerns about data privacy and the quality of generative AI tools. They agreed that AI is still in its early stages, with significant advancements expected in the future.

The conversation also covered the growth prospects for managed services, with Robin forecasting an 11% increase in 2024 and 13% in 2025, driven by demand for IT support and cybersecurity outsourcing. He identified around 90,000 MSPs globally and discussed the challenges they face in maintaining customer relationships and evolving their business models. Both pointed out the profitability landscape for MSPs and the trend towards integrated solutions, emphasizing the importance of innovation in the industry.

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Theresa Caragol is Founder and CEO of AchieveUnite, a company whose mission is clear: to empower people and organizations to build thriving partner ecosystems fueled by trust and driven by AI-powered insights.

Theresa discussed her extensive experience in channel partnerships and her recent bestselling book: Partnering Success. She outlined the growing importance of strategic alliances in the industry, emphasizing the need for trusted relationships, positive partner experiences, and long-term value. She noted that effective collaboration requires commitment from both vendors and partners, particularly in the context of evolving market demands and the complexities of modern partnerships.

The conversation also touched on the impact of AI on ecosystem partnerships, with Theresa highlighting its potential to transform strategies and enhance vendor collaboration. She also discussed community engagement strategies, emphasizing the need for a balanced approach between virtual and in-person events. The importance of trust in business was a recurring theme, with both participants recognizing its role in driving revenue and innovation, and they explored practical techniques for building trust and effective communication within partnerships.

To learn more on 2025 Partnering Success Trends from Theresa, visit: https://www.linkedin.com/pulse/2025-partnering-success-trends-theresa-caragol-bc7mf?lipi=urn%3Ali%3Apage%3Ad_flagship3_series_entity%3BzSpAaRpqRG6tlaTpY7Jdbw%3D%3D

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In this discussion, James Davis announced the launch of his advisory firm, TSP Advisory, after leaving Pax8, highlighting his preference for working with small businesses. He discussed his role as a fractional chief strategy officer for technology solution partners in the APAC region, aiming to help organizations translate their founders’ visions into actionable strategies. He pointed out a significant leadership talent gap, particularly among younger leaders who may lack the experience needed to navigate industry complexities.

He addressed ongoing challenges within the Managed Service Provider (MSP) community, especially in cybersecurity practices, and observed that despite available information, progress has been slow. His approach is to support leaders in adapting to the evolving market landscape.

The conversation then focused on the necessary transformation for MSPs to stay relevant, advocating for a shift from a technology-first to a business-first mindset. He emphasized the importance of understanding client needs and providing advisory-led services, while highlighting the need for MSPs to improve their cybersecurity capabilities through collaboration.

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Julian and Manuj Aggarwal, Founder of TetraNoodle Technologies, expressed their concerns about the overwhelming amount of AI-related news and the uncertainty it brings, advocating for a practical focus on how AI can enhance business operations. They referenced the recent launch of a Chinese AI app and suggested that Managed Service Providers (MSPs) should consider developing their own AI agents. Manuj emphasized the need for actionable strategies in the evolving AI landscape and highlighted the operational challenges businesses face, such as invoice processing and technician management, which AI can help automate.

The conversation progressed to the specific AI tools being adopted by MSPs, such as Co-Pilot and Jarvis. Both Julian and Manuj discussed the importance of understanding MSPs’ needs to develop scalable AI solutions, envisioning a service model that provides ongoing support and fosters recurring revenue.

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Wallarm, a global leader in API security, recently released its 2025 API ThreatStats Report, revealing that APIs have emerged as the predominant attack surface over the past year, with AI being the biggest driver of API security risks.

Tim Erlin, VP of product at Wallarm, highlighted the significant rise in API usage as organizations transition to API-driven services, which has attracted more attackers. He presented alarming statistics from the annual API Threat Stats report, noting a dramatic increase in AI-related vulnerabilities and emphasizing that 50% of exploited vulnerabilities tracked by CISA are now API-related. Tim underscored the necessity for businesses to conduct thorough audits of their code, whether open source or AI-generated, to mitigate these risks.

The conversation also addressed real-world examples of API breaches, which illustrated the potential consequences of inadequate API security measures. Tim and Julian discussed the challenges faced by channel partners in conveying the importance of API security to customers, emphasizing that this issue transcends specific industries and is vital for any organization relying on APIs for revenue.

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Joe Lohmeier is VP Channel Sales of NinjaOne, a company whose automated endpoint management platform is proven to increase productivity, reduce security risk, and lower costs for IT teams and managed service providers

Joe provided insights into the Managed Service Provider (MSP) channel community, emphasizing the importance of MSPs in managing IT for their clients. He discussed NinjaOne’s commitment to customer satisfaction and innovation, identifying enhanced data protection and automation of cybersecurity tasks as key focuses for 2025. The ongoing consolidation in the industry was noted as a driving force for MSPs and Value-Added Resellers (VARs) to improve their service offerings. Joe also stressed the need for a unified approach to endpoint management, particularly in light of emerging AI technologies and the vulnerabilities they present.

Both Julian and Joe acknowledged the changing landscape of the MSP sector, with traditional incumbents losing ground, and emphasized the importance of nurturing channel relationships.

To become a certified IT Ninja, go to: https://www.ninjaone.com/ninjaone-academy/

See Joe’s past interview with us at: https://www.e-channelnews.com/channel-chief-interview-joe-lohmeier/

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With Likky Lavji and Beata Jirava of Dante Group

The discussion focused on the challenges and opportunities within the managed service provider (MSP) sector, particularly in light of external pressures such as tariffs and the ongoing impact of the COVID-19 pandemic. Likky shared his experience of adapting his business during the pandemic, while Beata emphasized the importance of self-sustainability and recalibrating priorities in response to discomfort.

The role of soft skills in enhancing leadership and organizational effectiveness was a key theme, with Beata discussing her journey from athletics to advocating for leadership and self-awareness. She stressed the significance of understanding one’s identity and emotions in effective leadership. Likky reflected on his own leadership journey, noting the development of an assessment tool to help individuals identify blind spots that hinder team dynamics. (You can take this free assessment test at https://likkylavji.com/). Both emphasized the need for self-care, wellness, and communication to foster a positive work environment, arguing that a balanced approach benefits both employees and customers.

The conversation also addressed the mental health challenges faced by IT professionals, with Likky advocating for a mindset shift to improve well-being in the industry. He noted generational differences in workplace priorities, highlighting younger employees’ focus on work-life balance. The importance of open communication and understanding diverse styles within teams was underscored by Beata, who called for organizations to assess core values and identify gaps.

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Guest: Michael Contento, Managing Partner at F12, a trusted provider of cyber security and managed IT services for Canada’s essential businesses. 

The discussion centered on the importance of establishing a robust business framework for entrepreneurs to improve their outcomes and overall satisfaction. As many business owners focus solely on sales without a strategic approach, Michael emphasized the necessity of working on the business itself. He introduced his framework, which includes the rule of four, profit gap, and value gap, noting that these concepts are often neglected in traditional CEO training.

Michael shared insights from his extensive entrepreneurial background, detailing his journey from running a bar to engaging in mergers and acquisitions at F12. He discussed the Elan Framework, designed to prepare businesses for acquisition by focusing on strategic planning and momentum rather than just the sale process. Michael addressed the common issue of entrepreneurs becoming overly involved in their businesses, which can impede growth and strategic development.

The dialogue further explored the concept of exit strategies as a foundational element of business growth, rather than merely a plan for selling. Michael introduced the infinite growth loop and the four intangible Cs—human, structural, social, and customer capital—as critical frameworks for assessing a company’s value.

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Guest: Dave Gerry, CEO of Bugcrowd

Dave is no stranger to navigating major transitions. After joining Bugcrowd as COO in 2022 and quickly stepping into the CEO role, he led the company through a management shakeup, restructured teams, and spearheaded a strategy that resulted in $102 million in funding—all within 18 months.

In this discussion, Dave shared insights from his experience at the company. He highlighted the importance of relationships and culture in leadership, emphasizing that success is not solely measured by financial outcomes but by the connections made within the team and with clients. Gerry outlined Bugcrowd’s services, including bug bounty programs and penetration testing, which help organizations identify vulnerabilities in their security measures. He stressed the need for collaboration with channel partners to enhance service delivery and community engagement, which is vital for uncovering vulnerabilities that internal teams might miss.

The conversation also touched on team dynamics, where Gerry emphasized the importance of aligning team members with the company’s culture and goals, advocating for motivation driven by purpose rather than financial incentives.

Check out our past interview with Bugcrowd: https://www.e-channelnews.com/get-ready-for-crowdsource-hacking/

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Special Guest: Dee Zepf, Chief Product Officer, Syncro

In this dicsussion, Dee talked about the evolving landscape of Remote Monitoring and Management (RMM) and its implications for Managed Service Providers (MSPs). She emphasized the critical juncture RMM is at, highlighting how MSPs are adapting their traditional tools to incorporate new solutions, particularly in light of advancements in AI. She addressed the complexities MSPs face, including the integration of cloud services, identity management, compliance, and cybersecurity.

Dee noted that while routine tasks may decrease due to automation, the demand for skilled professionals capable of managing sophisticated systems and training AI will increase.

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Guests: Likky Lavji and Beata Jirava

The conversation focused on the overwhelming challenges individuals face today, including economic pressures, with Likky emphasizing the importance of managing perceptions in a changing environment.

Beata shared her personal journey from a communist upbringing to becoming a strategic consultant and founding the Integrity Wellness Clinic, which addresses mental health needs exacerbated by the pandemic. Likky recounted his experiences as a refugee and the impact of early bullying on his leadership style, advocating for a shift from fear-based to collaborative leadership. Both speakers highlighted the necessity of adopting an abundance mindset to navigate current economic challenges.

The conversation also addressed the high-stress environment of the IT industry, with Likky discussing the hidden stresses intensified by the pandemic. He shared his personal health struggles, including strokes linked to stress, and urged a focus on controllable factors amidst uncertainty. Beata emphasized the critical role of mental health in leadership, identifying fundamental needs such as well-being, authenticity, and belonging. She noted that true happiness must originate from within, rather than from external validation, and highlighted the importance of fostering supportive environments for growth.

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Special Guest: Michael George, CEO, Syncro

In this interview, Michael discussed the industry’s evolution/back and forth of platform vs. point solutions – how and why that has evolved over time and where it’s heading. 

He talked about the profitability challenges faced by Managed Service Providers (MSPs), which typically range from 10-20%. He highlighted the increasing pressures on technicians due to compliance and cybersecurity issues, emphasizing their critical role in maintaining security, especially with the rise of remote work. He discussed the complexities faced by IT professionals and the potential consequences of lapses in IT support, using a recent incident involving a vendor's update failure as an example of the stakes involved.

The conversation also covered the growing reliance on technology among MSPs and the need for streamlined platforms to enhance operational efficiency. Michael pointed out the overwhelming number of products MSPs manage, advocating for automation to alleviate repetitive tasks and improve technician engagement. He stressed the importance of integrating AI into cybersecurity measures, noting the significant risks small to medium businesses face from cyber threats.

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Presenters: Evgeniy Kharam, Cybersecurity Architect | Evangelist | Consultant | Advisor | Podcaster | Visionary | Speaker |
Nim Nadarajah, C.CISO, Cyber Security, Compliance & Transformation Expert | Executive Board Member | Keynote Speaker
Julian Lee, Publisher, Community Builder, Speaker, Channel Ecosystem Developer with a focus on cybersecurity, AI and Digital Transformation

The Cybersecurity Defense Ecosystem aims to assist Managed Service Providers (MSPs) in becoming more cybersecurity-oriented amidst industry disruptions caused by AI and regulatory changes.

Evgeniy shared insights from his book addressing communication barriers in the technology sector, particularly for MSSPs, while Nim introduced his book concept titled “Betrayal,” which explores the emotional complexities in relationships between MSSPs and their clients. The discussion also covered the evolving role of AI in cybersecurity, highlighting both its potential benefits and challenges. Nim raised concerns about the perceived value of AI-generated responses, stressing the need for a human touch in service delivery, while Evgeniy noted that AI can automate tasks but must not compromise service quality.

The conversation shifted to the risks posed by insider threats and the vulnerabilities associated with third-party suppliers, with Nim citing that 75 to 85% of breaches occur through these channels. Evgeniy advocated for designing secure connections and implementing multiple layers of protection to prevent breaches. Julian reflected on the increasing complexity of cybersecurity since the pandemic, underscoring the necessity for robust security measures to safeguard against both internal and external threats.

Click here to watch previous episodes on Cybersecurity Defense Ecosystem

To learn more on Cybersecurity Defense Ecosystem, visit: https://cybersecuritydefenseecosystem.com/

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Ryan Devers, VP Product Strategy of J-SAS, discussed the challenges and opportunities for Managed Service Providers (MSPs) in Canada regarding compliance. He highlighted that many Canadian companies are not prioritizing compliance, presenting a significant opportunity for MSPs to educate their clients. He emphasized the flexibility of ProtechSuite in addressing various compliance frameworks, such as SOC 2 and ISO 27001, and its role in helping MSPs track improvements in their clients’ cybersecurity posture. The importance of maintaining compliance year-round, particularly in relation to cyber insurance policies, was also underscored to ensure organizations can recover quickly and substantiate claims.

Ryan elaborated on the capabilities of ProtechSuite, which aids MSPs in managing compliance effectively. The platform facilitates cybersecurity posture assessments, enabling MSPs to identify security gaps and track improvements. It also assists in cyber insurance compliance by documenting necessary controls and policies.