tag:blogger.com,1999:blog-298633042024-03-15T21:09:38.185-04:00BriefingsDirect TranscriptsVerbatim discussions from Dana Gardner's BriefingsDirect podcasts.Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.comBlogger831125tag:blogger.com,1999:blog-29863304.post-67015717728450864242024-02-12T12:48:00.006-05:002024-02-12T13:41:08.680-05:00 How a Minnesota Law Firm Brings Mission Critical Security to Myriad Mobile Devices<p style="text-align: left;"><i style="font-family: "Times New Roman", serif;"><span face="Arial, sans-serif" style="font-size: 10pt;"></span></i></p><p style="clear: both; text-align: center;"><i><a href="https://www.bitdefender.com/business/products/gravityzone-enterprise-security.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="4495" data-original-width="6735" height="309" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjZJkD28eEYygJcLMkK1Ju1g8rqNfF5nPhkMeuhveh0VATnm0XyArPjjB_KtkVdE0kjSGNzWPfNoLlpTPQ572E9LLhqCHTXOQCmhziMJL6y9fx3_136Rcp6FYf-nlFVAOD2NKK2URvTsco-Dsljd5FIvzS-OBMVycv4DxDSYhzrnfrkjNR7O1N7GQ/w461-h309/Top.jpg" width="461" /></span></a></i></p><p style="text-align: left;"><span style="font-family: arial; font-size: x-small;"><i><span>Transcript of a discussion on how a privacy-sensitive law firm puts the power of diverse mobility to widespread use</span><span><span face="Arial, sans-serif"> </span></span><span><span face="Arial, sans-serif">while keeping confidential and regulated data under strict control.</span></span></i></span></p><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefinsgDirectHow_a_Minnesota_Law_Firm_Brings_Mission_Critical_Security_to_Myriad_Mobile_Devices.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="hhttp://briefingsdirect.com/how-a-minnesota-law-firm-brings-mission-critical-security-to-myriad-mobile-devices" style="color: blue;"><b>podcast</b></a><b>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/slideshows/how-a-minnesota-law-firm-brings-mission-critical-security-to-myriad-mobile-devices/266219219" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-family: arial; font-size: 11pt;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://www.linkedin.com/in/danagardner/" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p style="text-align: left;"></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Today’s BriefingsDirect mobile devices security and privacy discussion examines how a new balance needs to be struck between giving users at the remote edge all the productivity they want,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">while protecting the most sensitive information.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Stay with us now as we learn how a Minnesota law firm puts the power of diverse mobility to widespread use</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and keeps confidential and regulated data under strict control. Here to share his story of how to guide small and medium-sized businesses (SMBs) to the edge and back safely is our guest.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Please join me in welcoming</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Mark Hatfield, IT Director at </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.andersonadvocates.com/" style="color: blue;">Jeff Anderson <span lang="EN-PH">& </span>Associates</a>, and IT Infrastructure and Security Consultant at <a href="http://www.hatfieldengineering.com/" style="color: blue;">Hatfield Engineering Corp.</a>, both in St. Paul, Minnesota. Welcome, Mark.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Yn4WFpuzWig" width="320" youtube-src-id="Yn4WFpuzWig"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><br /><span style="font-size: x-large;">M</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">ark Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Thank you. Glad to be here today.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Mark, what are some of the major business and productivity trends that have pushed the demand for all kinds of mobile devices in the field?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Tame the Wild West of mixed devices</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></i></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">atfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">For the first time, we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re living in a world where</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">both </span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">company data and documents are accessible from anywhere</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Before, it was primarily email.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">Als</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o, we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re seeing more and more mobile</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> -- </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">advanced mobile devices, such as the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.apple.com/ipad-pro/" style="color: blue;">iPad Pro</a>, capable of a lot more than your smartphones. We need to make sure that these mobile devices are as secure as possible</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"></p><p style="text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right;"><tbody><tr><td style="text-align: center;"><span style="clear: right; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="http://www.hatfieldengineering.com/"><img border="0" data-original-height="1319" data-original-width="1127" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAXzdHdfZw1oy-Y-lSPR67EuuG_HuPu6TqAaoW9WTaX-gEjake_dEBnFo5ICwhF1nklicjglnr9iskd5cIEGTsaohC0NWLZMvny3S5fC7crWVdz2ft7J-Q5wR9SCNG9NMz5zxAk66CKh3R_4yxqOWh3cIRkfmvvq977T7UyFJJYCYvgZ_lIrId6w/s320/MarkH%20Head%20Shot.jpeg" width="273" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="http://www.hatfieldengineering.com/">Hatfield</a></b></span></td></tr></tbody></table><p></p><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">In the past, what we</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">had to secure them </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">were </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Mobile_device_management" style="color: blue;">mobile device management (MDM)</a> solutions, but those are not security solutions by themselves. They did have some basic security settings,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">b</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut what was missing from these new endpoints in their advanced state -- accessing sensitive corporate data -- was that we didn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have a full-blown security client</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> such as</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/" style="color: blue;">Bitdefender</a>, which we now have on our workstations, servers, and laptops, all reporting back to me in real time</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">what</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s happening.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> In order for the productivity to take place</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and for the security to be accommodated, have you had to do some jerry</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">rigging</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> o</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">r, are these off-the-shelf solutions?</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">H</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ow do you even approach a solution at the edge such as you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re describing?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Well,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">if you take a look at the world </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">of </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">MDM, it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s very much a roll-your-own solution</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I mean</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">that </span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">in the broadest sense. So, you try to put controls on there</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and you try to say, “Hey, your phone has to be up to date. You have to have a passcode to unlock it. If it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s jailbroken</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">or hacked, we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re not going to allow it.” You can even do things and say, “Well, since we only have </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.apple.com/iphone/" style="color: blue;">iPhones</a>, we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re only </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">going to </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">allow iPhones to connect.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s all well and good</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, b</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut that does not stop, for example, malware. It doesn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t give you the capability to filter the content in the web filtering,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd it certainly doesn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t give you the visibility to view inside of the web traffic that the users are browsing to on these mobile devices.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> So, you</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">start out with the Wild West, but you have to bring it under law and order. Let</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s learn why that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s so important. Tell us about Jeff Anderson </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">& </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Associates and why it is so important that the privacy and management of this critical data is controlled,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">managed, and secured</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jeff Anderson is the premier law firm in the United States for survivors of sexual abuse</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jeff Anderson is one of the key pioneers </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">in </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">the field. For the survivors that we represent</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, that</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> data is extremely confidential and sensitive</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">both from a personal and a legal standpoint</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">In the past, you would have individuals accessing just email, but now we have people that need to access sensitive legal documents from their mobile devices. I needed to add an extra layer of security.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">As I mentioned before</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">in the past,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">you would have individuals accessing just email,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">b</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut now we have people that need to access sensitive legal documents from their mobile devices. </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> needed to add an extra layer of security</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">that MDM was missing.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And, of course,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">these are law firms</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o there</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s active discovery going on. They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re out in the field, they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re interviewing people, they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re taking pictures of evidence</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> There</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s myriad types of media modes and structured and unstructured data. This is no small task -- to give them safely the full purview of what they want to do their jobs.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Confidential in the cloud</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">atfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">A</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lso,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">since we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re shifting everything to the cloud, it means that all of our legal documents are available in the cloud.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Literally,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">if we allow it, a mobile device can access any of our legal documents from anywhere. It would be disastrous for an unauthorized individual to gain access to those legal documents,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">both from a personal traumatic point of view for the survivors</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd also</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">from a legal point of view</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We are required to keep those documents safe. They contain sensitive information we need to keep secure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And as you mentioned, a lot of this is going up to the cloud</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re hop, skipping and jumping over various networks. And so, the in between, the edge, and the cloud all need to be considered as well.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span lang="EN-PH" style="font-family: arial; line-height: 22px;"></span></b></p><p style="clear: both; font-size: 11pt; text-align: center;"><b><a href="https://www.bitdefender.com/solutions/mobile-security-ios.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="2500" data-original-width="3748" height="319" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiE2p_qxtBJgWOAp43J-4V308ShHnkshNai86m8kEm56Q_8E-G-ETm9JHiWluVgbcQ6e40Ap1BkHM2fojY7-qZwHpx2GaoFimkLp8z44IFuWme_0mpoGLifacwiN9DIoSngb5ik1mTHicmBAiEXxn5ilnRI3Nl8bn8w96zs-tvA58Ef-R_QOFkUbA/w480-h319/top%20top%20top%20top.jpg" width="480" /></span></a></b></p><span style="font-family: arial;"><b><span style="font-size: x-large;">H</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">atfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> T</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hat</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s the other thing that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s changed, too. In the past, you had users that were going to access more sensitive corporate data</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">such as documents and applications. They were required to connect to our private, secured corporate Wi</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Fi. But now, with the mobile devices, they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re out everywhere. They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re in a coffee shop</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">where there</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s public Wi</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Fi.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t get to control where these mobile edge devices connect from</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o we have to make sure that even if they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re connected to a public Wi</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Fi spot and making it all the way back to our cloud to access sensitive documents,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">that they remain secure all the way there and all the way back.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Also,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">we need to make sure that those phones are free from infection.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">There could literally be something on the phone that’s snooping on what the end user is looking at on those mobile devices.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Right. While we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re using Jeff Anderson </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">and </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Associates</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">as our use case today,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ll be digging more into how that solution came about, this applies to lots of other SMBs, enterprises,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">or even departments or divisions within enterprises.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">As a consultant, are you seeing these demands across the board -- or only in a handful of industries?</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Other than Jeff Anderson </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">& </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Associates,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">where are the use cases in verticals that this demand for mobile security is cropping up?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I also consult for </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.baldwinsupply.com/" style="color: blue;">Baldwin <span lang="EN-PH">S</span>upply</a> in Minneapolis</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They supply industrial parts. They do customized conveyor belts for</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">large agricultural, industrial applications.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have legal documents that users out in the field need to access, but they need to access their main company applications that have sensitive information</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">such as sales figures and customer data</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Companies need to access their main company applications out in the world. They need to be able to access data anywhere -- all through their mobile devices. And that information has to be kept secure.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">T</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hey need to be out in the world as a field representative. When they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re in a factory</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> they need to be able to access that data anywhere, and they need to be able to add data,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and even get the client an </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">“</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">on-site,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">”</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> all through their mobile device. Maybe it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s not the same level of sensitivity and security that a law firm requires</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">but that information still has to be kept secure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">I </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">imagine that the mobile edge is pervasive across almost all business</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> now.</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">There</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s not too many that wouldn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t want to have the capability to do mobile device security and compliance in the best way possible.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Yes. It used to be for you to get that kind of access on a mobile device, you </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">had </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">to do some type of expensive third-party implementation. For example, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.office.com/" style="color: blue;">Microsoft 365</a></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">o</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut of the box</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">even for a small business, they give you access to </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.microsoft.com/en-us/microsoft-365/word/" style="color: blue;">Word</a>, <a href="https://www.microsoft.com/en-us/microsoft-365/excel/" style="color: blue;">Excel</a>, <a href="https://www.microsoft.com/en-us/microsoft-365/sharepoint/collaboration/" style="color: blue;">SharePoint</a>, <a href="https://www.microsoft.com/en-us/microsoft-365/onedrive/online-cloud-storage/" style="color: blue;">OneDrive</a>, not just <a href="https://www.microsoft.com/en-us/microsoft-365/outlook/email-and-calendar-software-microsoft-outlook/" style="color: blue;">Outlook</a> accessing your email. So, every single business is going to get that access and regardless of what business you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re in, you still want to keep your data secure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">BYOD means keeping work data separate</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Now, it wasn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t that long ago</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">when people had to decide: Do we allow</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Bring_your_own_device" style="color: blue;">Bring Your Own Device, (BYOD)</a> or not? It seems to me that we don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t even concern ourselves anymore whether it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s your device or their device</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">as long as it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s a device. So, we have to secure all the devices, not just a handful of certain standardized ones, for example.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Correct. That obviously makes it more complicated. In the world of MDM, you basically end up creating two basic scenarios: One for the corporate-owned devices, the other one for BYOD.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The BYOD devices, </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">I’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m not concerned about their personal information, but any apps that I deployed to them that are corporate apps that access corporate data, I need to ensure that piece of it on the BYOD device is secure. Also, if need be, we need to be able to wipe that piece of the data off of their device without touching the rest of the data on the device.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><div class="separator" style="clear: both; text-align: center;"><a href="https://www.bitdefender.com/solutions/total-security.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="5600" data-original-width="4200" height="462" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgJ-SM0ScHIZ43f9xu9tKqIXD2OnSdOdDUgat2PICjM2T2AlKkPagfnbGYoQUOZeuD-6IehCB8BRgFoAzrc_e8XVDZIJqseQ4VVCzEHw7O5TrJfW3hEBkyhcROA4Q8r3SR7hiGRmtor53P_fVQxbBJUiwseeiRE2-9LgzV8Fi6X_WNISFuoLQUhHA/w347-h462/top%205.jpg" width="347" /></span></a></div><p></p></div><p><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><b><span style="font-size: x-large;">W</span></b><span style="font-size: 11pt;">ith a corporate device, we can just say</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">erase the whole thing if we need to.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t want to erase people</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s photos of their children and things like that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> They would get really upset. It</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s not really within our purview to do that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. But, w</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">e do need to keep that corporate data separate and secure and make sure we have the capability to delete it if necessary.</span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Best practices for security always include onboarding and offboarding people properly</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> T</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hat</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s also probably more complex on the device edge.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Yes, it is</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">If you spend</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">a</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> lot of time</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">properly implementing </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">an </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">MDM solution, you can automate a lot of that with the two different scenarios. It</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s no easy task</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Once you get it all working, it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s really great.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m going to take that same approach with</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/solutions/mobile-security-ios.html" style="color: blue;"><span lang="EN-PH">Bitdefender Mobile.</span></a> Meaning, just like at on premise, I have different policies for laptops versus workstations versus servers.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m going to end up with customized policies</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">One that applies to corporate MDM devices and another policy that applies to BYOD devices at a high level.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Yn4WFpuzWig" width="320" youtube-src-id="Yn4WFpuzWig"></iframe></span></span></div><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><br /><b><span style="font-size: x-large;">W</span></b><span style="font-size: 11pt;">e</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ll probably need to break that down a little bit between </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/solutions/mobile-security-android.html" style="color: blue;">Android</a> and <a href="https://www.bitdefender.com/solutions/mobile-security-ios.html" style="color: blue;">Apple</a>, right</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">? The differences are a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">little bit more subtle</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, b</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut at the high level, I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m going to end up with two policies that are very dialed-in to provide the needed security while also allowing the user to properly use their device.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Let</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s dig into the Jeff Anderson </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">& </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Associates use case a bit more</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Tell us how you developed your security posture at the mobile edge</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and how you brought it to full execution in this particular organization?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Typically, in the past, we had just put email on people</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s mobile devices, and we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve always had a mix of corporate-owned and BYOD.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">So that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s where we started, where many people did</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> and then we added MDM Then we started giving them access to more things such as Word and Excel,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">so they could open up attachments</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">As we shifted our documents to the cloud, Microsoft was providing a SharePoint client for your mobile devices. But I said "We need more here." </span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">But then, as we shifted our documents to the </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">c</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">loud</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Microsoft was providing</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">SharePoint client for your mobile device,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd the end user could access all that data</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">At that point,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I said, “We need more here.”</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">In my mind, these MDMs have almost become full-fledged user endpoints like a laptop</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They can access the same data, they can perform the same functionality</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, b</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut what are they missing?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have a security client like Bitdefender, right? We managed our on-premises devices with a group policy and we managed our mobile devices with MDM</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t just rely on group policy to secure my endpoints on-premises, I also have to have that security client</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I take that same philosophy and extend it out to the mobile devices</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> b</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ecause,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">if you take a look at the iPad Pro, </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">it is </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">essentially a laptop.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s a </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">fat </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">client</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">for sure, right? That</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s not a thin client, that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s a fat</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">client</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> Right. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It can do everything the laptop can do.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes. And one of the ways to protect a laptop would be to make it a virtual client at the edge. Everything is really just going back to the cloud.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">I</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s that the solution for mobile devices, too?</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> No. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I used to do a ton of remote desktop. On</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">premises, it works extremely well. </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">If </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re going to say, for example,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m going to create a whole virtual desktop that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s either hosted in the </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">c</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">loud or on</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">premises for an end user, how </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">well </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">that performs is based on how good their connectivity speed is</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, an</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">d the latency. You could control that on-premises or on your corporate controlled Wi</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Fi</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">But when end users are wherever, the problem is no one knows what the quality of their connection is goin</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">g t</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o be</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><p style="clear: both; font-size: 11pt; text-align: center;"><a href="https://businessresources.bitdefender.com/forrester-wave-endpoint-security-q4-2023?adobe_mc=MCMID%3D72876355955979880202797791442686806413%7CMCORGID%3D0E920C0F53DA9E9B0A490D45%2540AdobeOrg%7CTS%3D1707759364&_gl=1*1qjii47*_ga*ODMzMDk1MzAxLjE3MDc3NTkxNDY.*_ga_6M0GWNLLWF*MTcwNzc1OTE0NS4xLjEuMTcwNzc1OTM2My4zNC4wLjA." style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="2217" data-original-width="4528" height="225" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjb5cIEAzy7qj17vaXPp9X8bmUG6-sQkChi0PcGmhAZsiUMKecAkY9RGY_fYSXlQBR7NWQQHmzBNVUwoctp9CivyFxLphXybQFZQabVHAMM-XUOA9e5GY2epRRw_xnAg67OIIC7I2GRK-3luAx6ZaHuitjliTzUQ7n0itafOEEQUBctb9WxuPDung/w460-h225/top%20top%20top.jpg" width="460" /></span></a></p><span style="font-family: arial;"><b><span style="font-size: x-large;">Y</span></b><span style="font-size: 11pt;">es, it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s enough to surf the internet and get email</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, b</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut if they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re trying to access an entire virtual desktop in the </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">c</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">loud</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">or even one that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s hosted on-premises, they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re not going to have a good experience. I very much have shifted to</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">that we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re focused on the clients or on the endpoints, but all the data is in the cloud.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Also more and more, we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re seeing where Microsoft and others are starting to shift the actual client to a web browser. So, it doesn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t make as much sense as it used to, to create a virtual desktop</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">if the users are accessing most of their apps in a web browser,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s all optimized.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You find yourself wanting more security</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> f</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">or more types of apps and uses at the edge, you didn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t know of anything off-the-shelf</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">you could easily drop in</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">You had to do some customization. Tell us about that mobile security pilot, or proof of concept journey,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and where you are with it right now.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Secure success on all endpoints</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">atfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The mobile device solution that we utilize is </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://learn.microsoft.com/en-us/mem/intune/fundamentals/what-is-intune" style="color: blue;">Microsoft Intune</a>. We</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re very heavy into Office 365. It seemed like a natural fit</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">for the integration. Then, we were looking for</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">an additional security client that can handle malware and those types of scenarios</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I was very intrigued by </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Bit</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">defender. If you have Intune,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">the Bitdefender technology and security client that gets installed on the mobile device endpoint</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">adds even more functionality</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It ties into Intune.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m kind of marrying the two worlds together. In addition to that, I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve been extremely impressed with Bitdefender</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> f</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">or all of our other needs -- our servers, our</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">workstations,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and laptops. They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve been extremely helpful. They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve kept us extremely safe.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">T</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">he other thing that differentiates Bitdefender</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">from many of the vendors I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve worked with, is that they listen to your suggestions</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and they actually act on them.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I view it as a partnership that has worked out fantastic for doing all of our traditional endpoints. Now I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m looking to add that to the mobile device,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> p</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lus, it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s going to integrate with our MDM solution</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">bringing us even more power.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> How does that remote agent on the mobile device process work? Are you in control of that? Do you feel like the user experience is okay? Are they oblivious to it? Is there any degradation of functionality at the edge when you deploy and use an agent like that for security and management?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s where the testing comes in</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Anytime you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re going to deploy something new, you have to start with some test devices</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd really, really fine tune it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> b</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ecause you cannot inconvenience the user much. You can</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t slow down their performance. They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">basically</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">not going to tolerate it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ll go to upper management. Upper management isn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t going to tolerate it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. T</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hey</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ll say, “Hey, security is nice,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> b</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ut if we can</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t do our job, then security doesn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t mean anything.”</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Anytime you deploy something new, you have to start with test devices and really fine tune it. But you cannot inconvenience the user or slow them down. They won't tolerate it. </span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> have </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">a good point. So, if you do all of your fine tuning</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and you make it as secure as possible</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">while at the same time making it so the user</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">almost doesn’t even notice, then your acceptance from the users is going to be much better than if you try to force something on them that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s inconvenient</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd that gives them a negative performance experience.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> When you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve crossed that hurdle</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> have </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">a good agent that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s helping you with security, you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">going to</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> deliver that analysis and data somewhere. Have you started using any</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Security_operations_center" style="color: blue;"><span lang="EN-PH">security operations centers (</span>SOCs)</a> in the cloud or other services so that you can automate or at least streamline the process of analyzing and getting any threat reports in as near real time as possible?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Keeping track of all the data</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">atfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Bitdefender recently added </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/enterprise-products/endpoint-detection-response.html" style="color: blue;">Endpoint Detection and Response (EDR)</a>, to their product line</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">that is pulling lots of extra data from the client and compiling it and making it easy </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">to l</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ook at</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It not only understands what</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s going on in the endpoint, but they also have</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> call </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">agents that reach into Office 365</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o it knows about Azure authentication, it knows about SharePoint and OneDrive documents. And it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s compiling all of that for us</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o that if there is something to look at, it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s very, very easy in that reporting center to dial in to what you want it to see, </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">c</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">omplete with graphs and flows.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">L</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">et</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s say there is something that maybe caught your eye and didn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t look right. I cannot just click on it and say, </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">“Well, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">scan it. Is </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">it </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">a virus or not?” I can actually go in because of EDR</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd I can see, “Oh, this application talked to this,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd it went up to this web site. Yes, it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s okay, it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s valid, I can whitelist it right now</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m not going to get that alert anymore.</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> W</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ithout that EDR component,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">we would have had to dig through logs for hours and hours, if we could have found the time to do that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I was very happy to learn that the EDR component in Bitdefender</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">will be available to extend the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/solutions/endpoint-security.html" style="color: blue;">mobile device endpoints</a>. I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m thinking that that EDR component is going to also be tying into Intune and feeding it more data.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">W</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">e also do quite a bit of security in Microsoft</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s own realm</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">in the Azure cloud. You</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re marrying it all together</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o that all of your data is coming together in an interface where it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s very easy for you to clearly see what is happening.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That ease of security management, if you will, is super important in the SMBs</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">because more often than not in those organizations, the IT director is also the security chief.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">A</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s the case with you as well.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><p style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/gravityzone-addons/email-security.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3878" data-original-width="5341" height="352" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg0CeaGyWEAu91B2_YatRiG76WWUFNJQ-S5VAtlzEc-Ln8YphkJWaqZLOXDRzK2YFhOOZAB3LbCj36xAQKRaXwidElo88FJosp1arorvVORhidQdsTEfbHv_Dnn1lMeXTpfnnV3nYNX9M-pUJ65iyWVg7eqX103GdBv0vRfufKUPZhhyphenhyphen8TRHuCacg/w485-h352/top%20top.jpg" width="485" /></span></a></p><span style="font-family: arial;"><b><span style="font-size: x-large;">H</span></b><span style="font-size: 11pt;">ow important is it for you to be able to get what you need quickly and easily,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">with as much automation and streamlining as possible?</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It’s extremely important</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. Y</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">es,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m the IT Director, I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m the head of security. I was a security auditor as a consultant for years before that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I was also a Microsoft Certified Systems Engineer</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o I do a lot of the 365 engineering</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I wear a lot of hats</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have a lot of time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">T</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">he technology keeps getting more and more complex and coming at us faster and faster,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">a</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd the users’ expectations keep growing too,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">a</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re handed this new technology. So, there</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s no way that we could investigate and feel as secure as we do without that type of EDR solution in place.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Let</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s go back and revisit the experiences of those folks at Jeff Anderson </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">& </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Associates -- super sensitive information, all sorts of in-the-field activities</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">probably often in a courtroom setting where</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">time is of the essence</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">when you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re doing discovery of reaction to witnesses or other reports. </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">W</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hat</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s been the result? How have you been able to quantify or qualify your capability to secure that edge and give them the productivity and security and compliance and privacy that they want?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Secure documents in the courtroom</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">atfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">So far</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s worked out really well. We</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve added a whole other layer of security. I worked very hard to make sure that the settings that we were applying</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">were not hindering their performance in a noticeable fashion. Perhaps we did have to </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">“</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">bother the user</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">” </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">for a minute just to get it set up initially and make sure it was working. But since then</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> we haven</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t had to bother them at all</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Wi-Fi is available everywhere, even in the courtroom. If the lawyers need a document in our cloud, they are accessing it on an iPad, or a phone in a pinch. They have to have access to that document. </span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Wi</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Fi is available everywhere, even the courtroom. If they don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have a document that they copied to their laptop locally or they need an additional document. It</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s in our cloud, whether they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re accessing that on an iPad, or even on a phone in a pinch, they have access to that document. So, I think it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s worked out very well.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Do you have any metrics or key performance indicators (KPIs) that are important for you to measure how you’re doing your job or how your suppliers are performing their jobs? What do you look for when you say, “I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m getting my money</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s worth here?”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The first thing is we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re not getting any infections.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Secondly, </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">it tells</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> you what it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s blocking, to</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">o. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">When we go up there, I don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nything new whitelisted when I roll it out</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m seeing everything that it blocks and looks at. So, those are kind of my metrics -- is it looking at everything?</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">I</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s it reading inside of the HTTPS</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> w</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">eb surfing</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">that the end users are doing? Check, it does that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Is it looking at when a user pulls a document down from SharePoint? Is it scanning it for anti</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">-</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">malware? Yes, it is.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">On the EDR side, is it looking at things such as a user who is pulling down thousands of documents</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">which would be out of place for a mobile device, and that sets off an alert?</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ll even do scenarios that maybe a common attacker would use to see that I get those alerts. Those are the metrics I use.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s also important for SMBs where there</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s a jack of all </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">IT </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">trades such as yourself that you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re getting support</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and the sense of partnership from the supplier</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Has </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Bitdefender </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">been a good fit in that regard</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Bitdefender: Partner in problem solving</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">atfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve been amazing</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s an unfortunate trend in our industry where you see</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">company consolidation</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> and</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve taken a hatchet to the support staff. They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve outsourced a lot of it. So, support is not immediately available</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">You</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re starting with somebody that</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s too low-level for the problem you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re working on -- and a lot of times</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re almost no help at all</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span lang="EN-PH" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Th</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">at is not the experience with Bitdefender</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They will either immediately or very quickly get you to the person you need</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">that can help you solve the problem. They are real engineers that understand the product</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd you can go through it with them.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">There</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s been a few rare situations where they</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve remarked, “</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">W</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ow, you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve stumbled onto a scenario here where there might be a bug</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.” </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ll actually bring it to development to have them confirm it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve had one or two situations where they did confirm and then they provided an immediate fix,</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd the turnaround time was days. That doesn</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t happen with any other companies</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I have worked with, and I have worked with just about all of them.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">L</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">et</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s look to the future. Mark, what would you like to see happening on the mobile security front over the next few years? Do you have any ideals</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> i</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">n terms of the service</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> the </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">variety </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">of coverage</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, t</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">he amount of automation or even intelligence brought to bear?</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <span lang="EN-PH">W</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hat would you like to see in your wish list for the future on the mobile edge?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">On the mobile edge</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">of course,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I want to see all aspects of it covered.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">But what I think you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re going to need to have it do too is artificial intelligence (AI), where because of EDR, it is pulling an immense amount of detailed information from the mobile devices and your other endpoints about the applications</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> a</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nd which executable talks to which web site, and it</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s analyzing the entire behavior set.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">But I don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have time to look through all of that. So, you</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">re </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">going to</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> need something that can, in an intelligent fashion, look at that gigantic amount of data and come to some conclusions</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">If the good actors are relying on AI to help increase safety and productivity, unfortunately the malicious actors are going to be using AI for nefarious purposes, too. It's going to take a new level of sophistication to keep us safe in the future.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Initially, it would be alerts sent to you, but what I want to see is if scenario A, B, or C happens, it can go ahead and disable the user</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s account automatically. Some of this is available in parts of Bitdefender,</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">where you can configure it to take automated actions on your behalf. I don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have to get a notification; I don</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t have to look at it because I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m not going to have time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">If the good actors are relying on AI to help increase safety and productivity</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">, u</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">nfortunately the malicious actors are going to be using AI for nefarious purposes, too. Without that automation piece</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">and without it being intelligent, and without its capability to take actions on your behalf when needed, you will not have time to respond</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">s going to take that level of sophistication to keep us safe in the future.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">m afraid we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ll have to leave it there. You</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve been listening to a </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">s</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ponsored </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">riefings</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">D</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">irect discussion on how a new balance is being struck between giving users at the remote edge</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">al</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">l t</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">he </span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">p</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">roductivity they want</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">while protecting the most sensitive information.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">And we</span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">’</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ve learned how the power of diverse mobility can boost innovation and productivity while keeping confidential and regulated data under strict control.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Yn4WFpuzWig" width="320" youtube-src-id="Yn4WFpuzWig"></iframe></span></span></div><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><br /><b><span style="font-size: x-large;">S</span></b><span style="font-size: 11pt;">o join me now in thanking our guest, Mark Hatfield, IT Director at Jeff Anderson </span></span><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">& </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Associates, and IT Infrastructure and Security Consultant at Hatfield Engineering Corp., both in St. Paul, Minnesota. Thank you so much, Mark.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;">Hatfield:</span></b><span face="Arial, sans-serif" lang="EN-PH" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Thank you. It was</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">great to be here.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m Dana Gardner, Principal Analyst at Interarbor Solutions. Your host and moderator for this ongoing series of BriefingsDirect discussions. A big thank you to our sponsor, Bitdefender, for supporting these presentations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And a big thank you as well to our audience for joining. Pass this on to your IT and security communities, and do come back next time.</span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 11pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefinsgDirectHow_a_Minnesota_Law_Firm_Brings_Mission_Critical_Security_to_Myriad_Mobile_Devices.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="hhttp://briefingsdirect.com/how-a-minnesota-law-firm-brings-mission-critical-security-to-myriad-mobile-devices" style="color: blue;"><b>podcast</b></a><b>.</b><b><span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/slideshows/how-a-minnesota-law-firm-brings-mission-critical-security-to-myriad-mobile-devices/266219219" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-family: arial; font-size: 10pt;"> </span></b></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial;"><i><span face="Arial, sans-serif" style="font-size: 10pt;">Transcript of a discussion on how a privacy-sensitive law firm puts the power of diverse mobility to widespread use</span></i><i><span face="Arial, sans-serif" style="font-size: 10pt;"> </span></i><i><span face="Arial, sans-serif" style="font-size: 10pt;">while keeping confidential and regulated data under strict control. </span></i><i><span face="Arial, sans-serif" style="font-size: 10pt;">Copyright Interarbor Solutions, LLC, 2005-2024. All rights reserved.</span></i></span></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;"> </span></i></p><h2 style="margin: 0in; text-align: left;"><b><span style="border: 1pt none windowtext; color: #303030; font-family: arial; font-size: 10pt; padding: 0in;">You may also be interested in:</span></b></h2><p class="MsoNormal" style="margin: 0in;"></p><ul style="text-align: left;"><li><a href="https://www.briefingsdirectblog.com/2024/01/how-it-security-teams-do-more-with-less.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How IT security teams do more with less when economies rapidly change</span></a></li><li><a href="https://www.briefingsdirectblog.com/2023/09/how-dashboard-analytics-bolster.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How dashboard analytics bolster security and risk management insights across IT supply chains</span></a></li><li><a href="https://www.briefingsdirectblog.com/2023/03/for-uk-msp-optimizing-customer.html" style="color: blue; 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text-align: center;"><i><span style="font-family: arial;"><a href="https://www.bitdefender.com/business/products/gravityzone-enterprise-security.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1257" data-original-width="1920" height="306" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQLXszydvmN9qqTQytR1OuGWpvKLWJmnjXiPjHbPvTW4yNtrPZ8Q-XSeqlWYdaqxiAkoLQGY_Dim6M1mEJFs5jxP8TkNVloHgYvWnkjW4QdChegn_G9G61LAjwxmXogOJG5vHcdJhzSGYQe9D_o3n53btffeXJrqeSIEIO2EqBBO6wE7Yq9hN80A/w465-h306/DFH%20GRUPPE%20top%20top%20top.jpg" width="465" /></a></span></i></div><i><span style="font-family: arial;">Transcript of a discussion on how a large, distributed workforce can be best supported by IT -- even as conditions change and budget requirements lead to consolidation.</span></i><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><span style="font-family: arial;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--How_IT_Security_Teams_Do_More_with_Less_When_Economies_Rapidly_Change.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="http://briefingsdirect.com/how-it-security-teams-do-more-with-less-when-economies-rapidly-change" style="color: blue;"><b>podcast</b></a><b>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-it-security-teams-do-more-with-less-when-economies-rapidly-change" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><b><span style="font-family: arial;"><br /></span></b></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://www.linkedin.com/in/danagardner/" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Today’s BriefingsDirect IT security best practices discussion examines how a leading German home builder has adjusted to a major economic market disruption. While not long ago surging, Germany’s home building demand has recently reversed, putting pressure on builders to reduce IT costs while remaining secure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Stay with us now as we learn how a large, distributed workforce can be best supported by IT even as conditions change, and budget requirements lead to consolidation.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Here to share his story of how an efficient security team rapidly shifts from managing surging growth to optimizing around necessary contraction is our guest, <a href="https://www.linkedin.com/in/johannes-hammen-b26ba7240/" style="color: blue;">Johannes Hammen</a>, Information Security Officer at <a href="https://dfh-gruppe.de/" style="color: blue;">DFH Gruppe</a> in Simmern, Rheinland-Pfalz, Germany. Welcome Johannes.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Johannes Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Hello, thanks for having me here.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/5V2Lt5yQsT4" width="320" youtube-src-id="5V2Lt5yQsT4"></iframe></span></b></span></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large; line-height: 22px;">G</span><span style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> DFH Gruppe is a major maker of prefab homes. How has the market contraction in the real estate construction business there changed your business?</span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> DFH Gruppe is the largest maker of prefab houses in Germany. In 2021, we created more than 3,200 houses. We have more than 1,300 employees in Germany and the Czech Republic who help us build houses.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 22px;"><br /></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="clear: right; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/johannes-hammen-b26ba7240/"><img border="0" data-original-height="1755" data-original-width="1401" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEie-KxwWirpxb1SxJQLseTU6LTFzy-__mBHvY98-59GOpqJCZZuWcIiyC_HYGh3GflsqIlrg2X6eS5LmA_gt8eTOU_kH5VrVMQmOxiVFsK94DSR9ep2RB6RHe8fvsx4d5v1Rx5Rtk_5xN-F9r2fMW-fvOocITh8rMjgtoqUNSkpjefh05g2D68D5Q/s320/Johannes%20Hammen.jpeg" width="255" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/johannes-hammen-b26ba7240/">Hammen</a></b></span></td></tr></tbody></table><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We had quite a high level of throughput. But as you may have learned from the news, there were changes in the past months that triggered changes inside our company. From our customers’ perspective, to get a mortgage for a house, there’s an increase in the requirements, such as higher equity, higher interest rates, and fewer subsidies by the state. On the other hand, material costs were rising, and the politics were shifting toward multi-family housing.</span></span><div><span style="font-size: 11pt;"><span style="font-family: arial;"> </span></span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, this changed a lot for us. We had to react. We had many years of with very high growth, up to a rate of 3,200 houses per year. But we needed to consolidate and adapt to the new situation. Of course, this also affects IT and security spending.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> How has your business and IT adjusted to the need for doing more with less?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Take advantage of downturns to adjust</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">ammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> During a period of very high growth, there were other priorities than security and structuring processes in such a way that they are very efficient and very stable. You have to keep pace with the throughput in the company and you have to implement systems and fix issues so that new houses can be constructed.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Now, we have an opportunity to do consolidation, to breathe again, and take a step back. We can look at our processes, increase the efficiency, and implement new tools, which we did not have time to do before.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Many times, in the past when we’ve had disruptions either from growth or rapid changes or interaction, we try to work smart and use some technology to its best advantage.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">How have you been able to do that, given you have a large, distributed workforce in the field. You work with many partners, and you have a large supply chain?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> As you said, we have quite a distributed workforce. We are focused on the German market, but that doesn’t mean that we are doing everything in-house. You can imagine that to design and construct a house is quite a large process that needs to involve a lot of experts.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">For example, we have more than 650 sales contractors spread across Germany, who are working independently. They guide our customers in the process of buying and building a home</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">We need to coordinate and manage all of these contract partners across the whole process. Every external partner has different rules, policies, mindsets, and backgrounds. It's really hard to keep everyone on the same page.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We also have many different types of skilled handymen who construct houses. We have more than 260 partners of all sizes, from small companies, with two or three handymen and someone in the back office, to very large companies with 500 to 1,000 employees who support us on different steps in the house-building process -- such as heating, electricity, and so on.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We need to coordinate and manage all of these contract partners across the whole process. Every external partner has different rules, different policies, a different mindset, and a different background. So, it’s really hard to keep everyone on the same page, especially with respect to security.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> It sounds as though there’s a great diversity, particularly among the types of IT, as well as the workforce style and culture. That means that you’re the hub on a multi-spoked wheel. How can you impose security without alienating or slowing people down? That must be a difficult balance.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> It is. We try to consider everyone’s needs and requirements in the whole process. Also, we see it more as an opportunity for everyone, not as a slow-down mechanism as some people view it.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Security is a door opener for so much process optimization and so many innovative ideas. If, for example, you try to implement security in part of a process, you have the chance to remodel the process to be more efficient in general -- or to create a new business model out of it.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><a href="https://www.bitdefender.com/business/gravityzone-addons/email-security.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="183" data-original-width="275" height="298" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKwlH088fyhVg0uCuV8OAdgo5T7vkGN8p0kOFGQlPY5rZU8WoLvuRtRglnxbJug8FWgrc_pEZbkdfThExyh-H23dFuldMtTBBRCZB-ngrueBkUbnUIQgp4hNBJ03h9Ds4lKHX75q1qVl1HvqIbyQuRSAxsemX6sW5C7moBnOCmwWJ0y3IynmI6ig/w449-h298/DFH%20GRUPPE%20top%20top.jpeg" width="449" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>T</b></span><span style="font-size: 11pt;">his is the story that we want to tell everyone. We try to not spend too much time on the complicated things, and to hide those things from our users and our partners. We want to build a platform, a solution that everyone can use.</span></span><span style="font-family: arial;"><span style="font-size: 14.6667px;"><br /></span></span></p></div><div><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Why should a sales expert, for example, have to think about IT security topics? We in IT just implement a solution and provide it as a service to our internal customers and to our employees. It’s a good tradeoff between having a high level of security and also not slowing down the business.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> You are re-engineering processes by taking advantage of technology. What was it about the technology you were using before that made it difficult to achieve your goals?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Everyone knows that there have been lot of huge technology advancements in the past months and years regarding artificial intelligence (AI) and all that. But even before that, our focus during our high-growth phase was not on security; not on getting the latest, most innovative technology. We had just enough security and IT infrastructure that was working fine and was fulfilling the needs of the business.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">But in the last one to two years, we looked to the IT and security vendors for new concepts. There were a lot of transformations, especially with respect to security, such as getting to zero trust, for example. This is quite a new concept and we needed to rethink a lot of our past decisions.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Part of the ability to control security means getting more data about systems, which you can also use to then be more productive. Is your IT organization using security improvements as an accelerator to better productivity overall?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Collecting security data is good business</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">ammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> We are currently working on this and on getting transparency for this larger aspect of security. What we have achieved already is that security is a good vehicle to transport the key performance indicator (KPI) approach into other departments and areas of the company.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">In security, and also in IT, we try to measure everything. We try to measure up-time, we try to measure incidents, and so on. You can transform or adapt these concepts to more business-related processes.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">I think this is a huge advantage that we are currently trying to transport and market to our colleagues. We have seen this in software development, but in IT in general, some concepts such as how to do projects, how to achieve high quality in very complex environments -- these are very good concepts in IT that we can adapt to business.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/5V2Lt5yQsT4" width="320" youtube-src-id="5V2Lt5yQsT4"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes. The productivity isn’t just about technology and IT productivity, but overall business productivity, which is so important when you’re trying to do more with less.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">By being more data-driven and KPI-oriented, by measuring, testing, and verifying the results, what do you need to put in place to do that? How do you get the information and also protect it?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> It’s very important. We are implementing an information security management system (ISMS). The main concept of this system is that everything should be risk-oriented. And to measure for risk accurately, you need the data.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">You need the performance indicators so that you can determine whether one risk is higher than another, or to know the trends and direction of risks. Let’s say 1,000 incidents happened, but in the other one, only 20 have happened. This is why we need the data</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">We have used a lot of tools that were doing the job, but they came from an earlier age of IT. The KPI-driven approach had not yet been implemented. It was hard to get the data.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We have used a lot of tools that were doing the job quite well, but they came from an earlier age of IT. This performance indicator or KPI-driven approach had not been implemented. So, it was very hard to get any data out of it in an aggregated way.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Currently, for all new solutions and concepts that we are implementing, we are also considering what data can we get out of it and how can we use this data to drive further decisions.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> To make those prioritizations, you also need to become more predictive and be able to get out in front of these trends.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Have you been able to, in a sense, reduce the amount of time that it takes to react so that you’re not doing a backward-looking analysis, but doing forward-looking implementation of fixes and improvements?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes. It is part of ISMS to also consolidate and streamline these processes. For example, in the past we were spending a lot of time on day-to-day activities, such as rolling out an endpoint security solution or rolling out an update of an endpoint security solution to a client.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">This was using up a lot of our time in IT. After streamlining all of these very basic tasks, it shouldn’t require an investment of more than a few minutes, in my opinion. Streamlining all of these tasks creates a lot of new time in the budget that we can implement in looking for new solutions, looking for optimizations for already-existing products, looking for integrations between products that we already have, and between processes that we already have. Currently, this is our main focus.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> When you have a limited budget for new hiring -- and skills are hard to come by in the best of times -- you want to look to the technology to take the repetitive tasks away from the people so that they can focus more on the analytics, on the innovation, on the business-level productivity.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Do you see in the use of security technology now that capability to offload some tasks and free up human capital to do what it does best?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes. Based on AI, there are a lot of tasks that we can shift toward automation or to automate in some way. Another example is if you take an average endpoint security solution from today, every solution has a cloud sandbox or something like it, with automatic execution and analysis of a suspicious file.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><a href="https://www.bitdefender.com/business/products/gravityzone-xdr.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="438" data-original-width="700" height="286" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqhRYz7mnE_mC70Pv3ihr8JWbx7be7bg47_UtvxzLnAebxPX1Gxe5B3_DAvWYQgLR6mAqlWZT9ep4BzfzVTev7xPMhbF7wyExxrDmGbXQuivniwND2fbhCFKS5agjcnJdPGOcji28suw-T1qaS4inIKkPr8MQ5NcfBNBue_tqAXCwCQdtwFPSCbQ/w456-h286/DFH%20GRUPPE%20top%20top%20top%20top.jpg" width="456" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>I</b></span><span style="font-size: 11pt;">n the past, one expert from our company or from a contractor had to invest the time to analyze this suspicious file to be sure that it is not harmful. Now it’s just happening in the background. At some time you get the feedback on how it’s malicious or not and that’s all.</span></span><span style="font-family: arial;"><span style="font-size: 14.6667px;"><br /></span></span></p></div><div><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">But you save a lot of time and money by automating this stuff now and even more in the future. There are a lot of other topics, such as network detection response and so on, which is just building. It’s only the start of what we can do with security automation. Also, it’s not only that we do not have the personnel anymore, but also, we want to have high quality results at the end.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Going back to the fact that you have a large, distributed workforce, they’re out at these sites putting these homes together. They’re organizing with many contractors from many different destinations. If you can make their jobs easier, they’re of course going to be happy to work with you and adopt your approaches. Security can be seen not as, “Oh, we have to go through these arduous tasks in order to be secure,” but that in fact you’re helping them.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Do you find that the user buy-in is shifting? Are you getting a sense that when you do this well, when security becomes an accelerator to productivity, and that you get people’s cooperation and even eagerness to adopt your tools and processes?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Security is much more than passwords</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">ammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes. We have one advantage now that we didn’t have, maybe three or five years ago, because a lot of people are used to some security measures, such as multifactor authentication. Everyone knows this from their personal accounts at online shops, at different vendors and so on.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, there is some base work that has already been done in the consumer market. I think a lot of companies were affected by cyber attacks that caused business disruptions. A lot of people were also feeling the result of not investing in security, not collaborating with security</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">A lot of companies were affected by cyber attacks that caused business disruptions. A lot of people were feeling the result of not investing in security, of not collaborating with security. </span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">That’s a good starting point. Also, we have to get this distributed workforce, with very different levels of understanding and backgrounds regarding IT and security, invested in this topic and also have them participate. But on the other hand, my colleagues and I also have to make sure that we take their opinions and their special needs into consideration in all of our decisions.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We cannot consider every requirement, of course. Some people just want to make it easy, easy, so no password, nothing. We still have to try to consider that different people use different mechanics or have different working habits.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> We’ve been putting this just through the lens of security, but there’s also requirements for compliance, privacy, documentation, auditing, etc. <a href="https://en.wikipedia.org/wiki/General_Data_Protection_Regulation" style="color: blue;">General Data Protection Regulation (GDPR)</a>, of course, comes to mind.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We all have to do things that we might think are difficult or put more of a burden on people. Have you able to bring this sense of productivity, automation, and intelligence to your requirements around compliance as well?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> On the one hand, it’s easier to show others that you are being compliant if you get all the metrics out of the software. If you have transparency in the technical and business processes, </span><span style="font-size: 11pt; line-height: 22px;">then you can easily show everyone who is interested.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://dfh-gruppe.de/" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="192" data-original-width="204" height="192" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpzWCGwX6s0Af7XAelQPMErir7bDXG4tOZEv2fx1BQnajJ18ZwrV43WL47mm4lRdZTJbvEBgf08zS_OKKqNphswlidrOASVBHOVRW2GnAtOKDAxBGNx3xY2VADlF8nhEqBNQv5_BUSLbNniH7PAezUo-6iPz3LU2jM7X9LlLzC21nfHwZgmP563g/s1600/DFH%20GRUPPE%20logo.png" width="204" /></a></span></div><span style="font-family: arial;">We can show what we are doing. With respect to this documentation, every worker understands what we are doing and whether it’s compliant or not. I think in the past, it was more like a black box. So, I think this is a very good thing in the end.</span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">It sounds like there’s a multiplier effect. If you do the due diligence for security, then you get the means to adhere to the compliance requirements, which then leads you to be able to further automate and take the load off of the humans, which then leads back to more technology.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Is there an adoption virtuous cycle? Is that something you’re already seeing?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes, and this is also what we try to enforce. If this positive cycle is started, it’s easy to keep it alive and keep it running. This is what we try to achieve.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">In order to get that cycle ramped up, you want to have proof points and metrics. So, are there any ways that you measure how you’re improving security and therefore also improving business productivity that will cut costs and improve and optimize the business results? Any measurements or examples that you can provide how this is helping your organization?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">The proof is in the productivity</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">ammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> We do not have absolute numbers that we can share. But there are a lot of what I call <i>soft metrics</i>, gathered from different conversations with colleagues.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">For example, we are doing the total risk management process being part of an ISMS and, in this whole process, there are a lot of results coming out that at least have the possibility to help the business to run more efficiently, the chance to do more with less.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Currently, we are trying to measure it and also build up a KPI framework for measuring all of these things. But it’s very, very complex, especially when you have a distributed company and workforce.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">Are there any what we would call low-lying fruit indicators, perhaps a number of calls to your help desk, trouble tickets, less time on security administration, anything like that that you can point to and say, “Aha, we are getting payback on our investments, and we are achieving higher productivity while remaining secure”?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><a href="https://www.bitdefender.com/business/smb-products/business-security.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="626" data-original-width="626" height="468" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiTwdbfpp8Gv66icswvRfLlwIvjWFlC-WughI_jT1B0E8fQGeYK5NJHTRD_0ur4iqmpCETY11vPiMCV2M06EtWl7kC07BEDgqP4Z9SzTX0bh2ajNmb_7hbrT3R7TRcO7n4kaOEfKxFEPyPY4xuzvvtTRPDs7s07IKAKoMW81wb-CSNeSpWtHgsqPw/w468-h468/DFH%20GRUPPE%201%20top.jpg" width="468" /></a></b></span></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">H</span><span style="font-size: 11pt; line-height: 22px;">ammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes, there’s two KPIs I can share. One is our endpoint security solution that we switched to at the beginning of last year. With the new solution, we estimated that about 40 percent less time was spent on the security administration tasks such as this roll out, the patch management of this solution and so on.<br /></span></span><span style="font-family: arial; font-size: 11pt;"> </span></p></div><div><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Two, there’s been around 90 percent fewer security-related trouble inquiries since we have implemented this solution, because now we have one dashboard. It’s very easy for us to react to false positives if there are any and drag them down and do the follow-up steps to clean them up and not trigger them again in the future.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">Johannes, how in the future do you expect to be able to further this analysis, this positive feedback improvement cycle?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Do you think that having more analytics in the cloud, and using outside suppliers as a <a href="https://en.wikipedia.org/wiki/Security_operations_center" style="color: blue;">security operations center (SOC)</a>, is in the works? What do you foresee in the next three to five years regarding how security can continue to be an accelerant to productivity?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> One thing that we need to consider is it’s still quite hard to get skilled IT and security personnel.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">If you are a security expert, you probably want to work for the very large companies with large SOCs, and maybe not for a construction company. There is very high level of competition in the job market.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">In the next years, in order to achieve a higher-level of security while also maintaining this current level of security, we need to focus on what we can do with the workforce that we have, with our partner network, and with our internal colleagues. We need to get the best out of what we can do from the inside and also from well-thought-through outsourcing</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Using a managed detection and response (MDR) service or a managed SOC ... This is something a lot of companies still need to adapt to. ... You need to open up to these new concepts. </span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">As you mentioned, for example, using a managed detection and response (MDR) service or a managed SOC. So, everything that you can’t do perfectly in-house because you don’t have the resources, or the workforce, you can outsource, but control it well and have good visibility into it.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">This is something a lot of companies still need to adapt to. Yet some of the companies we work with have been very, let’s say, on-premises and very protective. But they have to open up.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">A lot of vendors are driving toward cloud and cloud-only, of course. As a company, you need to open up to these new concepts, for new collaboration between your internal workforce or internal experts, and also to the external experts for specific topics, such as the SOC.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> T</span><span style="font-size: 11pt; line-height: 22px;">hat changes the nature of your supplier from vendor to services partner, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Correct, long-term partner.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on how a leading German homebuilder has adjusted to a major economic market disruption.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And we’ve learned how an efficient IT security team can rapidly shift for managing surging growth to optimizing around necessary contraction, but at higher productivity.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/5V2Lt5yQsT4" width="320" youtube-src-id="5V2Lt5yQsT4"></iframe></span></span></div><p style="text-align: left;"><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>S</b></span><span style="font-size: 11pt;">o, please join me now in thanking our guest, Johannes Hammen, Information Security Officer at DFH Gruppe in Simmern, Rheinland-Pfalz, Germany. Thank you so much.</span></span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Hammen:</span></b><span style="font-size: 11pt; line-height: 22px;"> Thank you.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> I’m Dana Gardner, Principal Analyst at Interarbor Solutions. Your host and moderator for this ongoing series of BriefingsDirect discussions. A big thank you to our sponsor, Bitdefender, for supporting these presentations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And a big thank you as well to our audience for joining. Pass this on to your IT and security communities, and do come back next time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><span style="font-family: arial;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--How_IT_Security_Teams_Do_More_with_Less_When_Economies_Rapidly_Change.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="http://briefingsdirect.com/how-it-security-teams-do-more-with-less-when-economies-rapidly-change" style="color: blue;"><b>podcast</b></a><b>.</b><b><span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-it-security-teams-do-more-with-less-when-economies-rapidly-change" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-size: 10pt;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-size: 10pt;"><span style="font-family: arial;">Transcript of a discussion on how a large, distributed workforce can be best supported by IT -- even as conditions change, and budget requirements lead to consolidation. Copyright Interarbor Solutions, LLC, 2005-2024. All rights reserved.</span></span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-size: 10pt;"><span style="font-family: arial;"> </span></span></i></p><h2 style="margin: 0in; text-align: left;"><b><span style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: large;">You may also be interested in:</span></span></b></h2><p class="MsoNormal" style="margin: 0in;"></p><ul style="text-align: left;"><li><a href="https://www.briefingsdirectblog.com/2023/09/how-dashboard-analytics-bolster.html" style="caret-color: rgb(0, 0, 0); color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How dashboard analytics bolster security and risk management insights across IT supply chains</span></a></li><li><a href="https://www.briefingsdirectblog.com/2023/03/for-uk-msp-optimizing-customer.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">For UK MSP, optimizing customer experience is key to successful security posture and productivity</span></a></li><li><a href="https://www.briefingsdirectblog.com/2023/04/why-todays-hybrid-it-complexity-makes.html" style="color: blue; 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font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">Better IT security comes with ease in overhead for rural Virginia county government</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/sambasafetys-mission-to-reduce-risk.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">SambaSafety’s mission to reduce risk begins in its own datacenter security partnerships</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-storedtech-brings-comprehensive.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How MSP StoredTech brings comprehensive security services to diverse clients using Bitdefender</span></a></li></ul><p></p><div><br /></div></div>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-46237239038310957992023-11-13T14:07:00.008-05:002023-11-13T15:11:52.841-05:00How Accounts Payable Automation and Agility Drive Long-Term Business Productivity<p><i><span style="font-size: 10pt;"><span style="font-family: arial;"></span></span></i></p><div class="separator" style="clear: both; text-align: center;"><i><span style="font-family: arial;"><a href="https://www.basware.com/en/why-basware/true-automation/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3000" data-original-width="4500" height="304" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg47pahvpPmAIEU6y_0ktiwVj9dHxpTMdk1lzcIpedObThnvraElRy3btt1JTN6Vyn0nZs-f2bLuI2Qb2kmqw0iTQHhUxaehGipH95VQyhUIEhpi_G1RxnPOTgeL0UuHecC1LL0UAfRx1xrVHKN_TDUvkNiMVU1W5iqhxeCDcrMqkPk2yviFcfheg/w457-h304/Accounts%20Payable%201.jpg" width="457" /></a></span></i></div><i><span style="font-family: arial;">Transcript of a discussion on why business leaders need to prepare now to optimize and automate accounts payable functions to elevate overall financial situational awareness.</span></i><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><span style="font-family: arial;"><b style="font-size: 10pt; text-align: center;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_Accounts_Payable_Automation_and_Agility_Drive_Long-Term_Business_Productivity.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/how-accounts-payable-automation-and-agility-drive-long-term-business-productivity">podcast</a>. </b><b>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-accounts-payable-automation-and-agility-drive-longterm-business-productivity" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor:</b> <a href="https://www.basware.com/" style="color: blue;"><b>Basware</b></a><b>.</b></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://twitter.com/Dana_Gardner" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Today’s discussion focuses on how optimizing and automating accounts payable (AP) functions gives businesses the insights and levers to better transform. We’ll examine how improved control and management over cash flow, payables, and related fiduciary functions elevate overall financial situational awareness.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Stay with us now as we explore how adoption of intelligent automation joins the expected consolidation and convergence of financial operations and applications in the office of the Chief Financial Officer (CFO).</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Soon, we may well see more shifts in the required skills and streamlined organization within financial operations at companies. So, leaders need to prepare now.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span style="line-height: 22px;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><span style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/-AtKwCqdpsQ" width="320" youtube-src-id="-AtKwCqdpsQ"></iframe></span></span></div><span style="font-family: arial;"><span style="line-height: 22px;"><b><span style="font-size: x-large;">H</span></b><span style="font-size: 11pt;">ere to share his insights as a business operations efficiency veteran and expert is our guest, </span></span><span style="font-size: 11pt; line-height: 22px;"><a href="https://www.basware.com/en-us/about-basware/leadership-team/" style="color: blue;">Jason Kurtz</a>, Chief Executive Officer (CEO) at <a href="https://www.basware.com/" style="color: blue;">Basware</a>. Welcome, Jason.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Jason Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> Glad to be here. Thanks for having me.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><a name="_Hlk146365543"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b></a><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">Jason, before we begin, let’s put some context around our discussion. What are some of the major trends shaping the need for better accounts payable automation, and why is there an imperative to add intelligence and automation to overall back-office business operations?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Global change: Taking it all into account</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></i></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">K</span></span><span style="font-size: 11pt; line-height: 22px;">urtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> The imperative is we’re dealing in truly unchartered waters here for a lot of CFOs. If you think about what’s going on in our world, if you think about the macro-environment, we have potential recessions in some areas of the world. We have higher inflation rates, higher interest rates, and all that affects us in our businesses in various ways. If you think about supply chains, for example, we still -- believe it or not -- haven’t fully recovered from supply-chain disruptions from the pandemic.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.basware.com/en-us/about-basware/leadership-team/"><img border="0" data-original-height="600" data-original-width="400" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjT0d8vdiuhKdcvnoUJN8kD1RxGie_-WdDad3fxPZuXOUkYfuInLOJMdBHZVL0019cb52ck-k_-qqhihpBT9OlUFOxS56ZcctcHQLxBliR1POI5-KN0B6WF4bwdzNP4nyX7wvIV-ABuLg-Z2EukdJHn3kwrjV6hrTKAblBaJMe3bTXCxAy9lRm7NQ/s320/Jason%20Kurtz.jpeg" width="213" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.basware.com/en-us/about-basware/leadership-team/">Kurtz</a></b></span></td></tr></tbody></table><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">These trends impact CFOs, and what’s going on in our world. We still have people working in hybrid or remote environments. We still have companies that can’t fill the jobs they have open, including in AP. Then we also have countries such as France, Germany, Poland, and Spain that are adding <a href="https://www.basware.com/en-us/compliance/invoicing-and-tax-compliance/" style="color: blue;">regulatory requirements</a> for how you should send and receive an invoice. Countries like Mexico and Brazil are changing their regulations on a regular basis.</span></span><div><span style="font-family: arial;"><span style="font-size: 14.6667px;"><br /></span></span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Never before have we seen so many things impacting CFOs at the same time. You think about people like me, I’m in my mid-50s, I’ve never worked in an environment where there’s a recession plus high interest rates, plus inflation. You throw that in, and we’ve never seen this before. For many of us in these roles, it’s a unique time in history -- and in our careers -- that we’re dealing with so many challenges at once.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Because there’s so much that’s unprecedented happening at once, it’s hard to look at the historic record and say, “Okay, I know what’s going to happen next.” There’s very little clear visibility as to what we’re going to be dealing with in terms of our top-line and needed constraints on spending over the next six to 12 months.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> That’s 100 percent right. We are living with uncertainty right now. Few companies have great data and information to help them navigate such uncertainty. But one of the key documents, key pieces of information and data, is the invoice. If you can get that right, and gather great data from your invoices, man, that makes your job as a CFO a lot easier.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> To get that look at the full record and all of the data, that usually means more intelligence and automation around vital business processes. So, on the micro-level, what are the challenges facing businesses to gain more tactical <i>and</i> strategic control over their finance operations?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> There are some really interesting challenges that you wouldn’t believe are still challenges. For a lot of businesses, we want to improve profitability in uncertain times. We want to unlock working capital. What’s one of the biggest barriers to that? Over 90 percent of companies say they can’t pay an invoice on time because they don’t have it approved in time</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">You need automation and tools that can embed your policies and procedures into your workflow and your processes. You can't do that in a manual world. This is the reality for a lot of the companies we deal with.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Because they have bad data, because they haven’t enabled their suppliers, and because they’re often dealing with scanning and optical character recognition (OCR) documents of poor quality -- and it takes time to manage difficult exceptions – those are all critical hurdles. So, it’s important to solve these to unlock lots of hidden value.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Another challenge we talked about; companies don’t have a full staff in AP -- sometimes people are working remotely. How do you make sure those new people are trained, are more efficient, and effective? How do you know they’re following the policies and procedures for your company? How do you quality check the work they’re doing via remote work?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Because you want to do more with newer and fewer employees, you need automation and tools that can embed your policies and procedures into your workflow and your processes. You can’t do that in a manual world. So those are just a couple of examples, but this is the reality for a lot of the companies we deal with. From an AP perspective, they need improvements because these really are barriers to their success right now.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Jason, both you and I have been in this business long enough to have seen wave upon wave of new technologies and approaches. And that was great, to use the best-of-breed solutions as they came online. But it has left many organizations with a scattered and disruptive mix of apps and silos that come from different eras.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Invoice intervention imperative</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">K</span></span><span style="font-size: 11pt; line-height: 22px;">urtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes, without question. We joke a lot about an earlier era of scanning paper docs using OCR, right? That’s just one example of what you’re talking about. For a lot of companies, scanning and OCR checked the box on adopting electronic invoicing. “We’ve done it.” But you and I know that that’s not really the case, right? You don’t get any good data out of that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">You have to have manual intervention. It slows your processes down. It’s like using a pay phone, right? Or a fax machine. And no one uses those anymore. But there are still lots of people who have that as their e-invoicing solution, which is crazy</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><div style="background-color: #ffcc88; border: 1px solid black; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p style="font-size: 1em;"></p><div><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p><span style="font-size: medium;"><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><b>Keep up with global </b><b>compliance</b><b> </b><b>requirements </b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><b style="color: #3f3f3f; font-family: arial;">using this <a href="https://www.basware.com/en/compliance-map">interactive map.</a></b></span></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>A</b></span><span style="font-size: 11pt;">nd, to your point, lots of companies have layered different technologies onto their environment over time. Maybe it was a procurement solution, or a sourcing solution, or their enterprise resource planning (ERP) suites, and they’re trying to figure out, at least in AP, “How do I make all of that work? My invoices come and originate in different places.”</span></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">They ask, “How do I put something on top of that that is modern, usable, and purpose-built for me in that kind of an environment that’s very fragmented and has lots of different offerings and capabilities?” They need something that sits on top of that to make it all more efficient and effective for the AP department. So, again, you hit the nail on the head. There’s a lot of complexity in the companies that we work with.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Part of the good news, as you alluded to earlier, is that the modern invoice has a beneficial role to play. When you go fully digital, you can layer into that resource lots of metadata, you can bring added processes to bear, and you can use that asset as a powerful tool to usher in benefits across other applications, data, and processes. When you do this right, and you unlock the superpowers with your invoice workflows, how does that set off cascading benefits?</span><span style="font-size: 11pt; line-height: 22px;"></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Invoice data insights reap rewards</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></i></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">K</span></span><span style="font-size: 11pt; line-height: 22px;">urtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> One that we haven’t talked about yet, when you get that invoicing data right and you have good data from across your suppliers, that gives you aggregate insights into what you bought from whom, how much you paid, and what the commerce trends are. That gives you the basis for accurate spend analytics.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">In the current uncertain macro-economic environment, we’re trying to save money and use that money to fund growth where we can find it, or put it away in the bank for profitability, then spend analytics is a great place to start to optimize, right? But you have to have that invoice data first to fully understand what it is you bought from whom, the pricing, and all the added details. So that’s one.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><a href="https://www.basware.com/en/resources/beyond-ocr-unlocking-the-power-of-ai-to-revolutionize-invoice-ingestion" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3395" data-original-width="5092" height="299" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiGkeAfSMrb0UWKWKFIauTmJwMazHdnWNV5Yr-UbVSwGkpEA0nlYdMp_24AoBlZb4R1Ua3Wxasf9Vd4GU5AryJNGvjI7VY-dDKs-ALp0M6FdDRcIr6GqtrQaUfTkhs7Zm0Uag1_z3-NfdT8q3fU0xnAR9vyyIOVLgPXtCCjaXXBYbeH-TonjZVlDg/w449-h299/Accounts%20Payable%202.jpg" width="449" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>T</b></span><span style="font-size: 11pt;">wo, the other part of the invoice data goodness, comes from unlocking working capital. Many companies now discount payment terms so the buyer receives a two percent discount on the net invoice amount if they pay within 10 days. Otherwise, the full invoice amount is due within 30 days. But, if they can’t pay something in 10 days, they can’t get the benefit.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">But imagine if we could unlock literally billions of dollars in potential early-payment discounts or working-capital benefits that we could then use to invest in our growth or direct to areas where our acute business needs are. But, again, you must have a working invoice with good data, well-structured and in a timely manner, to be able to handle that management of working capital optimization. Yet, lots of companies still can’t do that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">I think those are a couple of examples where the modern invoice can unlock a lot of economic benefits for companies in these uncertain times.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> It has only gotten more important to best manage cash flow now that we’re up to five percent or more on overnight interest rates. The imperative to get fast and detailed cash flow data, and bring that organizational efficiency and agility to bear in real time, is higher than at any time in at least the last 15 years, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> That’s 100 percent</span><span style="font-size: 11pt; line-height: 22px;"> correct, and so intelligence is more valuable for us as an organization, and for our large customers. That’s because, in many cases, they have billions of dollars in spend, so that they can unlock millions – even hundreds of millions -- in working-capital dollars due to those higher interest rates</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Such intelligence is also important for our customers' suppliers because their cost of capital is going up, too. When supply chains are still disrupted, who gets what when and at what terms? </span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">But that intelligence is also important for their suppliers because their cost of capital is going up as well. In this world, where we still have some limited supply chains, suppliers can’t always deliver 100 percent of what they did three years ago. They may still be at only 85 or 90 percent.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Who then gets what when and at what terms? Who gets that 85 or 90 percent instead of the requested 100 percent? I would hypothesize -- and our customers are telling us this -- those good payers, the people who pay on time for timely delivery, become the customers of choice. If there’s a limited supply, they may get more of their fair share. There are a lot of benefits for doing this well, being able to pay when you and your suppliers want to pay for the right reasons.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">You’re teeing up some of the changes needed in CFO-required skills. Whereas due diligence, operational integrity, and process efficiency may have been top of mind when it came to bringing new people into the office of CFO, now you’re talking about more analytical, entrepreneurial, and innovative skills. We need a different kind of person in these strategic thinking and data analysis roles, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large;"><b><i><span style="line-height: 22px;">CFO role encompasses more analytics</span></i></b><b><span style="line-height: 22px;"> </span></b></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">K</span></span><span style="font-size: 11pt; line-height: 22px;">urtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">Yes, absolutely. In almost every role in the finance department now, comfort with data and analytics is becoming more critical. Those are the skills that help with automation and gaining insight into how you best manage your resources and capital. Those two skill sets -- comfort with technology and proficiency with data and analytics -- are probably two of the most important.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="line-height: 22px;"><span style="font-family: arial;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/-AtKwCqdpsQ" width="320" youtube-src-id="-AtKwCqdpsQ"></iframe></span></span></div><span style="line-height: 22px;"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b><span style="font-size: 11pt;">he other thing we’re seeing is the office of the CFO is broadening its responsibilities, too. They’re taking on more operational responsibilities and further impacting their organizations. So, that means being consultative and being good influencers and educators. Those are all part of the skill sets that a good finance organization has to have right now.</span></span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> There is no closing the door to the back office and then only coming out once a quarter with an audit or report anymore, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> That’s right, you can’t do that. You just can’t do that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Let’s put some meat around some of these solutions in practical terms. How are these AP automation solutions paying off in brass tacks?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Productivity, processing, profits -- all up</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></i></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">K</span></span><span style="font-size: 11pt; line-height: 22px;">urtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> We’re seeing incredible benefits. When we see automation in the AP function, you go from a company on average processing maybe 5,000 to 7,000 invoices per full-time annual employee equivalent (FTE) to companies processing, 30,000 to even 50,000 invoices a year per FTE. So, that’s a massive productivity benefit. You see the level of electronic invoices from your suppliers going from, on-average for most companies at 34 percent to some of Basware’s best-in-class customers attaining 99 to nearly 100 percent</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><div style="background-color: #ffcc88; border: 1px solid black; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p style="font-size: 1em;"></p><div><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p><span style="font-size: medium;"><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><b>OCR is no longer the answer to processing PDF invoices, but <a href="https://www.basware.com/en/resources/beyond-ocr-unlocking-the-power-of-ai-to-revolutionize-invoice-ingestion">AI-powered solutions</a> are.</b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><b style="color: #3f3f3f; font-family: arial;"></b></span></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>S</b></span><span style="font-size: 11pt;">o, again, that plays into the benefits of accessing great structured data around an invoice. If, for example, you examine invoice processing time, most companies average around 11 days for AP functions. But Basware’s best-in-class AP customers are looking at hours or minutes, certainly less than a day, for processing. And that’s part of what you need to do to unlock the working-capital benefits. And you see companies with 20 to 30 percent of their invoices being touchless -- meaning you never physically have to manually have an intervention into an invoice from receipt through payment – are up from formerly around 21 percent. But again, Basware best-in-class customers are gaining with more than 90 percent being touchless.</span></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">These are the kind of metrics and value that AP automation solutions, and in particular Basware, customers are able to achieve.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">Can you apply these tactical metrics to also measure improvement in overall business productivity and financial returns?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">Sure. Take a look at a customer of ours like <a href="https://www.basware.com/en-us/why-basware/customers/heineken/" style="color: blue;">Heineken</a>. They implemented <a href="https://www.basware.com/en-us/solutions/ap-automation/" style="color: blue;">Basware’s AP automation solution</a>. It streamlined invoice processing, reduced manual efforts, and improved data accuracy and efficiency. All of that resulted in greater than 40 percent reduction in their cost to process invoices within their function as a whole. So more than 40 percent reduction in overall AP team and organization costs by implementing an AP automation solution.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><a href="https://www.basware.com/en/why-basware/customers/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2948" data-original-width="3872" height="361" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgUJuva3qb1S1GQLkwVRYDg4zClywrf25G2jQ2H6jlusrPJyvEyqdhZUlyL95dAyrGqrETfN-3MnDCQyjsUIU0ysLwUQklRleKnPPLEAPH0QcDZuV3yQAjl_x0ltHbvSIIblV3Lh9DHFHqxBuhdB3lV3MyxJ6dsO0ukgi2YBFFzdxRkrMnbg2La_A/w474-h361/Accounts%20Payable%204.jpg" width="474" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>W</b></span><span style="font-size: 11pt;">e can be really impactful. The same kind of thing happened at </span><a href="https://www.basware.com/en-us/why-basware/customers/toyota/" style="color: blue; font-size: 11pt;">Toyota Industrial</a><span style="font-size: 11pt;">, another customer of ours, where they saw similar benefits from streamlining the invoice processing, reducing manual work, and getting suppliers to send invoices electronically. They attained better data, but also significantly reduced cycle times and earned invoice processing time savings. And that lead to better spend visibility and access for a well more than 50 percent reduction in the cost of processing within accounts payable as a whole.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Those are some of the benefits. I think the order of magnitudes are really incredible and transformational. We’re talking about literally millions of savings in hard dollar savings and then tens of millions of dollars in potentially in working-capital benefits as well.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> You can’t define productivity much better than that, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> I like to think so.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Okay, we have those direct, hard number AP improvement benefits. But as we alluded to earlier, there are some burgeoning types of benefits that come from having the data analytics and capability to innovate on larger strategies for buying, spending, and paying. Let’s talk a little bit about some of the ancillary benefits that come when you automate, when you go truly digital, and when you explore innovations around how the business itself operates.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Tech-savvy, budget-aware people thrive</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">K</span></span><span style="font-size: 11pt; line-height: 22px;">urtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> </span><span style="font-size: 11pt; line-height: 22px;">Yes, there are a bunch of benefits. Let’s not underestimate the people benefits, right? So many of us are working in hybrid working patterns and remote working environments. I think one of the real benefits is to be able to onboard our people faster and have better productivity from them that much faster than you can in a non-automated world. So that’s one.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Two, you can attract a higher level of quality of candidate, particularly -- not to stereotype -- younger generations who are attracted to the technology that we need to incorporate into finance functions over time. They’re attracted to great technology and purpose-built technology. So, that’s another interesting example of ancillary human capital benefits of modernizing AP operations</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">So many of us are working in hybrid working patterns and remote work. A real benefit now is to be able to onboard people faster and gain better productivity from them much faster by being in an automated environment.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Another one is clearly the savings visibility, right? And we have customers who are using that spend data that you get from invoices that we talked about to identify tens of millions of dollars in savings from having better data associated with invoices.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Toyota, again, is a good example. If you think about the overall finance function, one of the things they use our AP solution for and can gain from improved invoices data is the capability to rapidly monitor budgets. By improving their budget awareness, and having better conversations sooner in their fiscal quarters, they get a head start on performance metrics to know where they stand relative to budgets -- and being able to then act swiftly. They tell us that’s one of the really big benefits.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Again, that fits in with the overall CFO theme of being more consultative, being more of a business partner. That comes in large part from being able to see data, gain insights, track trends – all much earlier in the process. You simply can’t do that if it takes you 11 days to process an invoice, or you retain only 50 percent of the data, or you get garbage for data because it’s scanned, and then you have to go back and manually figure out what it is.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">All of those are some of the ancillary yet impactful benefits that we’re seeing.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Given the ongoing tight labor market, it sounds like the role of the finance people can now better help innovate for other parts of the organization, such as human resources. Better tracking payments and processes can help exploit a gig economy of contractors or use different forms of labor while tracking the costs in full.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, is there an elevation that we should expect to see in terms of the status and impact that the finance office can have across the business?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">CFO: From counter to consultant</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></i></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">K</span></span><span style="font-size: 11pt; line-height: 22px;">urtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> Without question that’s the case. Here at Basware, our CFO is becoming more of a consultant, business partner, and adviser to other functions within the organization. That is a very common trend and theme we’re seeing as CFOs have broad influence and more operational span of control. They are changing from being the counter to being the financial consultant.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">These new types of CFOs are bringing the insights from all of that data that we’ve talked about and helping the whole business operate better and deliver on expectations of profitability, growth, or whatever it is that that function is focused on</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><div style="background-color: #ffcc88; border: 1px solid black; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p style="font-size: 1em;"></p><div><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p><span style="font-size: medium;"><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><b>Move from manual ways of working to the <a href="https://www.basware.com/en/resources/beyond-automation-touchless-invoice-processing">most automation AP processes</a> possible.</b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><b style="color: #3f3f3f; font-family: arial;"></b></span></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>A</b></span><span style="font-size: 11pt;">nd then, if we want to be really provocative about where this leads, you might have AP organizations that become profit centers. Because of the cost-reduction elements that they can take out, the working-capital benefits that they can unlock, and the ability to attract more supply -- all of those things help with investment, innovation, and growth. We might someday be looking at finance functions that are profit centers instead of cost centers.</span></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Interesting! Well, that’s a good segue to the last part of our discussion, which is what can we expect next? What’s in the future when we exercise true and pervasive AP automation? When will we be able to further avail ourselves of tools like machine learning (ML), artificial intelligence (AI), and instill an analytics culture within our businesses? What does your crystal ball show you coming for the modern accounts payable impact when we do it right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> We’re going to see a world in the not-too-distant future where in 95 percent-plus of the time, an AP person won’t ever have to touch an invoice. We will have better data from an invoice. Using AI, we will gain the capability to match and handle nearly all exceptions. We already have this today, but it’s going to keep getting better and better</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Soon more than 95 percent of the time an AP person won't ever have to touch an invoice. And we will have better data from that invoice. Using AI, we'll handle nearly all exceptions ASAP.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And you’re going to see these AP teams become much less, “How do I manage this exception? How do I go track down who the buyer was; what happened?” and all of that, to more of, “Hey, now I can think about what’s the best way to deploy my working capital. How do I take this data that we’re getting and spot impactful trends in it?”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">As we become more touchless and automated, it’s going to free up value-added time to enable CFOs to be the business optimization partners, to spot trends, to understand better what’s happening in the business, and to bring ideas, solutions, and creativity to the rest of the organization. That will, in turn, fund the innovation that we want, fund the growth that need, and not just be a cost of doing business that we’ve been in the past.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes, no better way to get a sign-off on something then when you can tell them it’s going to pay for itself, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> That’s right. That’s exactly right.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Jason, where can people go to learn more about these trends and solutions? Where do you look for good analysis and information about these trends, markets, and solutions?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><a href="https://www.basware.com/en/solutions/ap-automation" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="93" data-original-width="541" height="59" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi4Vv3zSUrT5Hpv0e4BwM_plyZB5Arjn4n-9gpGUBPK6ovxlkrw3lzICuLkcOFr87YYLs7k23m-CJRmzs6niWt-o_WovdioSEkbs7BsTkV-AyyidwMDf0AiKneBVm6dp6oAUziMJPZQnjMev_z-YHDV6ajAFfT0vXBzzRz8Pd3vfJCnHP1l_YB9Gg/w270-h59/Basware%20logo.png" width="270" /></a></b></span></div><span style="font-family: arial;"><b>Kurtz:</b><span style="font-size: 11pt; line-height: 22px;"> At Basware, we do our best to be <a href="https://www.basware.com/en-us/solutions/ap-automation/" style="color: blue;">educational and share what we see happening</a> in the industry as well as <a href="https://www.basware.com/en-en/resources/" style="color: blue;">track industry trends and benchmarks</a>. You can go to <a href="https://www.basware.com/" style="color: blue;">Basware.com</a> to <a href="https://www.basware.com/en-us/blog/" style="color: blue;">see that</a> or follow us on <a href="https://www.linkedin.com/company/basware/" style="color: blue;">LinkedIn</a>. We post <a href="https://www.linkedin.com/company/basware/posts/?feedView=all" style="color: blue;">a lot of content</a> on our LinkedIn page.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">I like to read a lot of the <a href="https://www.basware.com/en-us/resources/?categoryid=160" style="color: blue;">industry analyst content</a> that comes out. I think there is some really good stuff. I know recently I’ve done some good reading on benchmarks from <a href="https://www.linkedin.com/company/ardent-partners/" style="color: blue;">Ardent Partners</a>. They’d done some really interesting studies. <a href="https://www.forrester.com/" style="color: blue;">Forrester</a> has interesting studies that I’ve been reading about as late. So, those are two great examples.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Basware is also a founder and innovator around <a href="https://www.eespa.eu/" style="color: blue;">EESPA</a>, one of the leading associations of invoice and AP automation providers across Europe. We’re constantly working together to bring forth <a href="https://www.eespa.eu/about-us/mission" style="color: blue;">ideas and innovation</a> on how to bring more automation to the industry</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><div style="background-color: #ffcc88; border: 1px solid black; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p style="font-size: 1em;"></p><div><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p style="font-size: 1em;"></p><div align="center" class="MsoNormal" style="background-attachment: scroll; background-clip: initial; background-image: none; background-origin: initial; background-position: 0% 0%; background-repeat: repeat; background-size: initial;"><p><span style="font-size: medium;"><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><b>See how your organization stacks up on the <a href="https://www.basware.com/en/resources/ardent-partners-accounts-payable-metrics-that-matter-in-2023">top AP metrics comparisons</a>.</b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><b style="color: #3f3f3f; font-family: arial;"></b></span></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p style="font-size: 1em;"></p></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>A</b></span><span style="font-size: 11pt;">nd then frankly, Dana, most folks joke about me being a Chief LinkedIn Officer, and I’m a LinkedIn addict. I think there’s all kinds of great data that I find around LinkedIn and I’m constantly looking on there and finding interesting articles and information. So, just a few thoughts on where we can find some interesting insights.</span></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on how optimizing and automating AP functions gives businesses the insights and levers to better transform.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And we’ve learned how improved control and management over cash flow, payables, and related functions elevates the overall financial situational awareness and sets the stage for better shaping the office of the CFO for the future.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="line-height: 22px;"><span style="font-family: arial;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/-AtKwCqdpsQ" width="320" youtube-src-id="-AtKwCqdpsQ"></iframe></span></span></div><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>S</b></span><span style="font-size: 11pt;">o, please join me in thanking our guest, </span><a href="https://www.linkedin.com/in/jason-kurtz-7593513/" style="color: blue; font-size: 11pt;">Jason Kurtz</a><span style="font-size: 11pt;">, CEO at Basware. Thanks so much, Jason.</span></span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Kurtz:</span></b><span style="font-size: 11pt; line-height: 22px;"> Thank you, Dana.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> I’m Dana Gardner, principal analyst at <a href="https://www.linkedin.com/in/danagardner/" style="color: blue;">Interarbor Solutions</a>, your moderator for this ongoing series of BriefingsDirect discussions. A big thank you to our sponsor Basware for supporting these presentations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And a big thank you as well to you, our audience, for joining. Please pass this on to your business communities. <a href="https://www.linkedin.com/in/danagardner/" style="color: blue;">LinkedIn</a> is an excellent way to do it, as Jason pointed out, and do come back next time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><span style="font-family: arial;"><b style="font-size: 10pt; text-align: center;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_Accounts_Payable_Automation_and_Agility_Drive_Long-Term_Business_Productivity.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/how-accounts-payable-automation-and-agility-drive-long-term-business-productivity">podcast</a>. </b><b>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-accounts-payable-automation-and-agility-drive-longterm-business-productivity" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor:</b> <a href="https://www.basware.com/" style="color: blue;"><b>Basware</b></a><b>.</b></span></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-size: 10pt;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-size: 10pt;"><span style="font-family: arial;">Transcript of a discussion on why business leaders need to prepare now to optimize and automate accounts payable functions to elevate overall financial situational awareness. Copyright Interarbor Solutions, LLC, 2005-2023. All rights reserved.</span></span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-size: 10pt;"><span style="font-family: arial;"><br /></span></span></i></p><h4 style="margin: 0in;"><b><span face="Arial, sans-serif" style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: medium;">You may also be interested in:</span></span></b></h4><p class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0in 0.75in; text-indent: -0.25in;"></p><ul><li><span style="caret-color: rgb(0, 0, 0); font-family: Arial; font-size: 14px;"><a href="https://www.basware.com/en/compliance-map">Keep up with global compliance requirements using powerful interactive map</a></span></li><li><span style="caret-color: rgb(0, 0, 0); font-family: Arial; font-size: 14px;"><a href="https://www.basware.com/en/resources/beyond-ocr-unlocking-the-power-of-ai-to-revolutionize-invoice-ingestion">OCR is no longer the answer to processing PDF invoices, but AI-powered solutions are</a></span></li><li><span style="caret-color: rgb(0, 0, 0); font-family: Arial; font-size: 14px;"><a href="https://www.basware.com/en/resources/ardent-partners-accounts-payable-metrics-that-matter-in-2023">See how you stack up to other AP pros in tracking the right accounts payable metrics</a></span></li><li><span style="caret-color: rgb(0, 0, 0); font-family: Arial; font-size: 14px;"><a href="https://www.basware.com/en/resources/beyond-automation-touchless-invoice-processing">Transform from manual ways of working to the most automated AP processes possible</a></span></li><li><span style="font-family: Arial;"><span style="font-size: 14px;"><a href="https://www.basware.com/en/solutions/ap-automation">AP automation solutions enter a new era of AI optimization</a></span></span></li><li><span style="font-family: Arial;"><span style="font-size: 14px;"><a href="https://www.basware.com/en/why-basware/customers/">Learn how CFOs are modernizing their operations and increasing working capital</a></span></span></li></ul></div>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-56099242736506584752023-09-28T10:49:00.006-04:002023-09-28T11:49:57.092-04:00How Dashboard Analytics Bolster Security and Risk Management Insights Across IT Supply Chains<p><i><span style="font-size: 10pt;"></span></i></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://www.bitdefender.com/business/products/gravityzone-enterprise-security.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3840" data-original-width="5760" height="293" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPAdO94cU33zpVCvaHbHdPm9u7uYpAm9AV2jSwaOAU2IOfs1qiaoj80Jh9_n0jZMvjWok8XOReG90W-wzs8_ZlygllgfR5l5qqZ77bfpB2ygUOY__st1hcfCpQJ4qrp8fT9liWwwPiww1jZyaBhjkKrC4GtImMGok1NCMTdn4b4OXA4lE53OrAqw/w441-h293/top.jpg" width="441" /></span></a></i></div><p style="text-align: left;"><i><span style="font-family: arial;">Transcript of a discussion on how Bruce Auto Group gains deep insights into their systems, apps, and data to manage and reduce risks across their entire IT and services supply chain.</span></i></p><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefinsgDirectHow_Dashboard_Analytics_Bolster_Security_and_Risk_Management_Insights_Across_IT_Supply_Chains.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="http://briefingsdirect.com/how-dashboard-analytics-bolster-security-and-risk-management-insights-across-it-supply-chains" style="color: blue;"><b>podcast</b></a><b>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><b style="text-align: center;">Read a <a href="https://www.briefingsdirecttranscriptsblogs.com/2023/09/how-dashboard-analytics-bolster.html">full transcript</a> or </b><a href="https://www.slideshare.net/danalgardner/how-dashboard-analytics-bolster-security-and-risk-management-across-it-supply-chains" style="color: blue; text-align: center;"><b>Download</b></a><b style="text-align: center;"> a copy.</b><b> Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://www.linkedin.com/in/danagardner/" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">This security enhancement discussion examines how innovative managers are increasingly benefiting from interactive dashboard analytics. The resulting actionable knowledge elevates security situation awareness to the higher order value of overall business risk assessment and mitigation.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Stay with us to learn how </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bruceautogroup.com/" style="color: blue;">Bruce Auto Group</a> has gained such deep insights -- not only into how its distributed apps, systems, and data are secured, but also into the hidden risks that can develop across entire IT and data services supply chains.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Here to share his story on how to elevate IT security to a mission-critical value of comprehensive risk mitigation and overall business resiliency is our guest, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.linkedin.com/in/paul-jobson-168b913b/" style="color: blue;">Paul Jobson</a>, Director of Marketing and IT Strategy at Bruce Auto Group in Wolfville, Nova Scotia, Canada. Welcome, Paul.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/9fqJgQvxn_Q" width="320" youtube-src-id="9fqJgQvxn_Q"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">P</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">aul Jobson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Good morning, Dana. It’s very nice to be here.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We’re delighted to have you with us. Tell us about </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bruceautogroup.com/about-us.htm" style="color: blue;">Bruce Auto Group</a> and your role there.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Like many auto dealerships, Bruce Auto Group started off as a family-owned business. I bring that up because when it’s a dealership of one store, IT security tends to be an afterthought. But if we roll back the tapes to 15 years ago, we were lucky to have had someone related to the family who took an interest in the IT and secured us before it was in vogue. It was probably overkill at that time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="clear: right; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/paul-jobson-168b913b/"><img border="0" data-original-height="400" data-original-width="400" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjpvykFucTubyB4VzewbumCu42GUlO4BLiwsOpVSPFOv3ov2tATBdxwVh8IbBvJqd6B6C2qrRFFuDSTrQVz2p5JSa-1_t7arIElcaOa59ocUjCCVX-PgDcs0C176j9TuurX_wQwUeQOp_UFjE7m-_fwvCIz7rG_EWFa7IS5vDrlawPfYX0EN6dYag/s320/Paul%20Jobson.jpeg" width="320" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/paul-jobson-168b913b/">Jobson</a></b></span></td></tr></tbody></table><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Like most automotive retailers, everyone has been going through consolidation. We began from humble roots in 1927. Until the last decade or so, we were one or two stores. Now, we’ve expanded to 10 dealerships, spread across close to 200 miles, with head office consolidation, and, of course, a lot of remote workers. So, the IT security part has really gained prominence in the past couple of years.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Like most expanding organizations, it’s not only what goes on inside your business, you need to also keep track of the many tendrils that extend out to your service providers. That includes online interactions, as well as emails and communications. We’re all now part of a complex, rich ecosystem, and risks sometimes pop up between the cracks among these organizations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Security as diverse as each buyer</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">obson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, and car dealerships are unique in the sense that although our businesses may appear similar, each of the original equipment manufacturers (OEMs) – such as </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.hyundaiusa.com/us/en" style="color: blue;">Hyundai</a>, <a href="https://www.ford.com/" style="color: blue;">Ford</a>, <a href="https://www.gm.com/" style="color: blue;">GM</a> -- they all have their own niches. They all have their own way of doing business. Of course, our integrations with them are critical to the way we do business.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As a result, we don’t get to scale as easily as some other businesses do. It’s as if with each IT solution, we start with customization and then find a way to make it more standardized across the group.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And, of course, the car business is really the <i>transportation services</i> business. So, the way you communicate and gather financial data from your customers, not just your suppliers, is essential. Therefore, you need to be especially secure and resilient. No one in the ecosystem wants to think that communicating with their automotive transportation provider is a risk.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That’s right. What we’ve learned is that security is synonymous with privacy. When people apply for a car loan, they’re providing us critical information. There’s an ongoing relationship because we continue to service these people. We want to do everything we can to protect their information</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">There's a lot of hard work to do in the IT world, but by focusing on making us secure, we actually help to make the client secure as well.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">There’s a lot of hard work to do in the IT world, but one of the nice synergies is that by focusing on making us secure, we actually help to make the client secure as well. So, we really appreciate the importance of that part.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You are the digital man in the middle, right? You’re in between all of those suppliers for parts, for OEM cars, and for financial services. You have a panoply of financial organizations – from credit to insurance to government agencies -- and that all leads back to the customer and their data.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">By being in the digital middle, you’ve had to move beyond mere IT security and into risk management.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Well, that’s right. Keep in mind, too, that a lot of times your biggest risk is people. You have a new employee, and it takes time to onboard and orient them. You must build systems that consider where people are, and not put them at risk. We’re the first line of defense to make sure we’re protecting both our security and the private information of our customers.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That requires both education and awareness, which brings us back to the need for visibility -- not just inside your own systems, but as far and wide as possible. How have you developed such extended enterprise risk management (ERM)?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Risk management at root of protection</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">obson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That’s a great question, and it’s been really interesting. My background is in digital marketing and enterprise software. Security has always been an aspect of that, so I’m comfortable working with cloud applications and setting up service integrations. It’s second nature. So, it became logical as we expanded that this would fall under my domain.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The challenge was, coming from a marketing background, we have a lot of people to help us with security, but it’s more about putting together an operational plan. How do you put the day-to-day activities all together? That was a challenge. We needed a way to communicate that to the executive team.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">To adopt such a risk management strategy, we worked with Bitdefender because we really liked their people. On a quarterly basis, we’d get together, and they’d give us a rundown of what they </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/blog/businessinsights/bitdefender-2023-cybersecurity-assessment/" style="color: blue;">had been seeing in the field</a> and across our businesses.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/gravityzone-addons/email-security.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="4000" data-original-width="6000" height="329" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVyJCy8RDOpqMB-wCufRz1VOUdquiQC9vOE6xAxvwDK0WNFSBCI13a9Ta8ZB6mvT22GWGTPKen0DgaVoO_xrlZmgh9d2tRZdFSu-qkXglUTEe-AHo_aLhx2y75HfReXY6AuYyIhy3RZp7zbMGodrkTaJyMjjBRG3EoEGT74cXFY4of-q8PMWaovA/w494-h329/top%20top.jpg" width="494" /></span></a></div><span style="font-family: arial;"><span style="font-size: x-large;"><b>T</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hat’s how we came across their </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/support/en/77209-94245-executive-summary.html" style="color: blue;">dashboard with the executive summary</a>. The second I saw that, I knew I had my tool to manage our day-to-day progress on securing the enterprise.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">It’s funny, when you come from the outside, your first perception is it’s the people and the passwords that are going to be the highest risks. And when you know your risks, you can manage them. For us, the first ground zero for IT security was making sure we understood these risks.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">So, we put in </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/solutions/endpoint-security.html" style="color: blue;">endpoint security</a> across the organization. We run about 300 desktops. Installing that on every single one of them was a logistical feat. But everyone understood why, and we did it. Once we did, we started to get all these signals back to our <a href="https://www.bitdefender.com/business/smb-products/business-security.html" style="color: blue;">Bitdefender GravityZone</a> executive summary <a href="https://www.bitdefender.com/business/support/en/77209-91882-the-risk-management-dashboard.html" style="color: blue;">dashboard</a>.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For the very first time we got a score. I wish I could say differently, but when we first got our score, the risk was high. It indicated a high level of risk, and that made all of us very uncomfortable. We immediately began to determine what our risks were. We found some real surprises.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Our top category was </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://businessresources.bitdefender.com/top-endpoint-misconfigurations-open-security-gaps" style="color: blue;">misconfigurations</a>, and those misconfigurations could be anything from a printer that has not been updated to a traditional user of computer services. The first reflex is to think about your laptops and desktops. You don’t always think about the printers, but it’s a computer in the same sense as your desktop endpoint is.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Once we began to understand the true risks, we looked at security very differently. We realized that every connected device was potentially a risk that we needed to pay attention to. We liked the Bitdefender dashboard because it told us where we were on a score of 100, and it broke that down into three categories: m</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">isconfigurations, app vulnerabilities, and human risk.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We were quickly able to target the high-risk areas in each one of those categories. We put weekly plans into place for the IT team to say, “Okay, this week we need to address this.” And it was much more fun and so there was more engagement from the IT team because we were proactively setting the agenda</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Once we began to understand the true risks, we looked at security very differently. We realized that every connected device was potentially a risk that we needed to pay attention to.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">It wasn’t just the typical, general red flag alert: There’s something wrong with a computer. It moved us from firefighting to fire prevention. And I have to tell you, we got hooked. That’s the way my team wants to work. They can collaborate together. They’re excited to come back and say, “We worked on 40 endpoints and got the risk from high to medium.” That’s instant reward and you get gratitude for protecting the whole organization.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">There wasn’t a measurable way to go back to the team and say, “You did well,” until we had this dashboard. We all saw the <a href="https://www.bitdefender.com/business/gravityzone-platform/endpoint-human-risk-assessment.html" style="color: blue;">risk score</a> coming down in real-time, in front of our eyes, and it just transformed the way that we work as a team.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It gives you a whole new sense of knowledge about your situation, and to what degree you can be in control over your destiny. But also having those scores gives you some ammunition you can take to other people in terms of, “Here’s what we’re accomplishing. Here’s why we can get </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Cyber_insurance" style="color: blue;">cyber insurance</a> if we want to. Here’s how we can increase the knowledge across our workforce about how to be better prepared or to modify behaviors.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">It certainly sounds like you’ve crossed the Rubicon, if you will, of not being a deer the headlights, unaware of what’s coming next, and instead being in charge of your destiny and having the tools to further reduce risk.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Deal with risk consciously, confidently</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">obson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That’s right. There’s a matrix where you’re unconsciously unaware, and then you get conscious on risks. I’d say we’re now consciously competent. Although some days we roll back, we’re more and more in the consciously competent part. The IT team is more comfortable approaching big tasks because, again, we can be proactive. We’re ahead of the curve. We’re not waiting until there is a situation. We’re dealing with it before it’s a problem.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For example, in just six months we have effectively accomplished an agenda that had hovered around for three to four years. I attribute that to having a score. Anyone out there who’s wondering what the first step is: First, I would say, is read <a href="https://www.nist.gov/cyberframework" style="color: blue;">the Cybersecurity Framework by NIST</a>. It’s an overwhelming document at first, but it’s an unbelievable document because it gives you context. Once you’ve read through it, and then you match it up with a scorecard – such as we’re getting right now with the Bitdfender executive summary -- you’re able to put a game plan in place for everything you need to do.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Let’s drill into the executive dashboard. While you’re getting a top-level view, because there are agents and technologies to bring you all the information you need, you are able to drill in and find out more information. But it doesn’t flood you like a fire hose with too much information.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">How confident are you that you’re attaining a comprehensive view when you drill into the level of detail that’s possible?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></b></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="clear: left; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.bruceautogroup.com/"><img border="0" data-original-height="240" data-original-width="524" height="130" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj_2z_5cwdKtmiuVeJOVnEcU-Fk6jFKyeyiGm7epwHE_lMkXls71jfwU24WuzUomJz0fmOqJxytnBh5wcz7g4UfPAXytIGHvR5WNp5e1UyaTp1wbDsWaPgEtfYk1633WPBL6SHdSpkz8_qOFyzpmD9ANSWAA9evJWGQaFUZe_gpIVIR7Y4CiV8saw/w284-h130/Bruce%20logo.webp" width="284" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"></td></tr></tbody></table><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;"><span>Jobson:</span></span></b><span style="font-size: 11pt; line-height: 22px;"><span> </span><span face="Arial, sans-serif">The dashboard and the sensors -- you could think of your whole network as sensors – are giving us information much faster than we could realize from our own logs and audits. For example, we have a Voice over Internet Protocol (VoIP) system that a threat recently emerged in rather quickly. It was developing literally by the hour, and the dashboard was the first one to bring it to our attention.</span></span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Incidentally, twice a day, I look at the IT news and it was only in the second half of the day that this threat started to emerge in the news. But our GravityZone program served that up to us first thing in the morning. We were already ahead of the threat. That allowed me to reach out to the suppliers earlier. I wasn’t waiting in line saying, “Okay, what’s the best way?” We still needed to function as a business. Right away we were able to mitigate the situation quickly. And to our knowledge, we mitigated a rather large risk with very little disruption to our staff -- and more importantly, no privacy breaches.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> With that sense of accomplishment, you’re able to reduce the overall stress on your IT and security staff. That’s important these days because it’s hard to find and hold onto qualified people. If you can give them an environment where they feel like they’re making a difference, they have the tools to attack these problems early -- and do it so they’re not in a fire drill -- that must make for a good labor environment.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Move beyond reacting to assessing</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">obson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, that’s a really good way to say it, Dana. When you’re reacting, you’re just reacting. You haven’t had time to read through the different mitigations, the plans A and B. Now, most of the time, we don’t have to react with intensity. We still need to act, but we have different mitigations in place. The team can talk about what’s the best approach. We can do a store by store and kind of learn from each store as we apply the process. We can do a quick follow-up with the team and say, “Okay, great. What problems did you encounter? Were there any dependencies that were affected?” So, it’s the way to go if you want to come out of this and be able to go home and sleep well at night.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/9fqJgQvxn_Q" width="320" youtube-src-id="9fqJgQvxn_Q"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Right. And it’s interesting, too, Paul, because you are not trained as an IT person, but you’ve been able to get into this at a higher risk assessment and mitigation level. By having the right technology, you have crossed a barrier from when only a techie could do this to now, when somebody who can use the tools well is managing rather than struggling.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> One of the interesting side-effects of having a dashboard like this is you can focus on the people element. At the end of the day, for me, I wish IT stood for <i>innovation</i> and <i>team</i>, because we’re using the tools to help people be more productive. We’re assisting the team with solutions that work for them and allow them to function better and better</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">The second we see the dashboard alert and look at the affected devices ... we tighten our policies. People are more understanding because we share the insights that we get from the security system.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">What’s nice about having a tool like this is that you’re actually able to share the information with the users. Sometimes we’ve had to reach out to users and say, “You know what? Sorry to interrupt you, but our system has flagged you. You have an app or configuration that’s been flagged as high-risk. We need to deal with it immediately.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">By just seeing the words “high-risk,” our users deescalate. They do not wonder, “Okay, do you need me to do this? Do you really need to touch my computer right now while I’m at work?”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">They may be with a customer, but the second we see the dashboard alert and look at the affected devices, we say, “Hey, sorry, but you’re one of them.” As we tighten our policies, people are more understanding because we share the insights that we get from the security system.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We can say, “Listen, it’s not that we want to block you on this photo app, or it’s not that we don’t want you to be able to put your favorite picture on the desktop background. But there is a greater agenda that we have, and these are some of the ways we’ve been told to mitigate it,” whether it’s from signals from our security system or from looking to the NIST Cybersecurity Framework.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We would be remiss in talking about your security posture if we didn’t bring up email. It is still one of the leading threat vectors -- after all these years. Tell us how you deal with email security. I’m sure you have it coming in all different directions. Is there a way in which you’re managing your email issues and leveraging this dashboard at the same time?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Successful email security systems</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">obson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, email security is the single most important vector of any security program because it’s where the rubber meets the road for most users. That’s where we get the most outside influences.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We have a three-tiered approach to how we do things. First, we make sure to protect all the endpoints. Second, we secure the network using an </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Extended_detection_and_response" style="color: blue;">XDR</a> solution. But last, and we did it last because it’s the most involved, we have an email security process in place. And when I say it’s the most involved, it’s because if you are truly trying to achieve email security, you are going to put in rules and guidelines that are going to be restrictive.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, on a typical day, we probably quarantine about 800 emails that get reviewed quickly by the IT team. They are assessed for their risk and then forwarded on. But what’s nice is we’re able to quickly see patterns. We’re also able to call people and say, “What are you sending? You’re sending an encrypted, password-protected thing. We have no idea what’s in there. Is there a way we can make a change, or is there another way we can get the information, like can we get it off a web link?”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/products/gravityzone-xdr.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="4912" data-original-width="7360" height="301" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjgJ9tnbnp5TOsm-QyXe-5-EgNVvYO0J6sLsUidhS3RbQlAH2z-Jvio_QmGdzswyNeQ66JWy6nneOgKtFrxHCChd6PA1RUYeTzzD5lJtMFUMpYdk_KszjaH2sxvUKI_3xpbbX2lK697OnHV9aIYJ6N-OC39Gt1_jr7iUtXZ2ZdAY19B2nJ7Y6yYpQ/w449-h301/top%20top%20top.jpg" width="449" /></span></a></div><span style="font-family: arial;"><span style="font-size: x-large;"><b>W</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">e find a way to reduce the risk. And when we’re sharing with our suppliers, some are rigid. They can’t make the changes, but we have had some that said there is another way to deliver the service.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Combined, that all reduces the risk from email. But something else amazed us initially. When I said we were quarantining about 800 a day, we get about 2,000 that are genuine spam. They’re not all evil, if you will. Some of them are just people promoting themselves. But when you have 300 users a day using their computers, there will be risks in the spam. By putting in this frontline of defense, we have not had any significant scares, and I attribute it to our processes.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The email security feature I like the most: Every single link in an email, when it is clicked, goes through a secure scanner first. So, we don’t have to count on a person who’s a day or two in who doesn’t know if they’re receiving a legitimate link from one of the manufacturers or not. The system has their back on that. We’ll scan it for them.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And we do get some angry calls every now and then from someone saying, “I was trying to do this. I’m blocked.” But it changes very quickly when we go back to them and say, “Hey, you know what? Are you aware that was a malicious site? Did you know that site was trying to take your credentials and our system blocked you and protected you?”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The business team is just so much more supportive of additional initiatives once they’ve gone through that process. You don’t know what you need until the need comes up. So, once they’ve gone through that process, we just find they’re so much more willing to help secure the business.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And again, with email -- like some of your other services you mentioned earlier -- it’s the knowledge about what’s going on that brings you to that higher-order discussion about how to be risk-averse rather than how to be unproductive. And so, that’s the key, I think, is you’re able to get people’s buy-in rather than have it just seem like they’re being naughty.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That’s right. But I will say to anybody implementing it, there is a transition period. The first day you turn it on, be prepared. One of the things we’re learning is communication is critical. We do a style of management that’s all about cascading messages to employees and we found that, you know what? I think the perception of the IT team sometimes is, “Oh, does anybody notice what we do?” The answer is yes. On a grand scale, they notice what we do</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Communication is critical. We do a style of management that's all about cascading messages to employees. They notice what we do.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">When we make small changes, users are affected, and they communicate back to us. So, good messaging helped us get through it. We had a tuning process that we did and we were grateful to our user’s patience while we did it. But today, everybody’s confident that we’re much more secure because of these measures that we put in place and it’s worth the inconvenience or sometimes having to wait an extra hour for a flagged email to pass through the gates.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> The alternative might be that your business is down for three or four days -- and talk about aggravation.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That’s right, and the reality is we just can’t monitor the volume. You need to leverage a system to monitor that for you.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> IT and security people are dealing with so many different tools. There’s a new tool coming out every week for some other new aspect of security issues. What’s your philosophy about how to handle that sprawl, to get the most out of the tools but without being overwhelmed by them? Is the dashboard part of that ability to get the right balance?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Plan ahead to prevent tool sprawl</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">obson: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That’s a great question. You need a plan on how you’re going to implement these things. For us, in looking at the dashboard, we love the information that we get back. It scans a lot of the network, but there were some limitations on endpoint security.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That led us to the next path, which the NIST Cybersecurity Framework also hinted at, and that’s the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Internet_of_things" style="color: blue;">internet of things (IoT).</a> And for us that meant raising our awareness about how much priority and privilege each device should get. We started to think about segmented network security, which is what you can do with XDR. So, we’d have networks for IoT, networks for our guests, networks for our main enterprise business, network for staff devices, and we’re able to reduce the risk by going into these specific lanes for each category.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">When you get a signal back from the dashboard, the solution isn’t always an IT thing. Sometimes the solution could be sending a memo saying, “Please don’t install any unapproved apps unless you reach out to the IT department first.” Or it might be going further, as we’ve done, and put some clamps down on what can or cannot be installed on people’s PCs.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, we have used education, restructuring the network, calling the manufacturers, and further isolating some devices. We have some suppliers that have devices that they never update. It’s not our property. No problem, we’ll put that on a network outside of our regular network to keep us safe. So, each one is a problem to solve. How you solve it is really up to you.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Right. But the key is that you have that knowledge and insight that the risk is there.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Absolutely.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Before we close out, Paul, let’s look to the future. How do you expect to leverage automation more? You said you can’t do this all manually, and even using intelligence to gain a larger view of risk. Do you look to the dashboard to help you attain more automation and intelligence?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Embrace expertise to manage threats</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">obson:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> The dashboard is one of the tools we’re using, along with Bitdefender GravityZone. There is a series of tools we use to manage things. One thing we really like is like the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/support/en/77212-104368-threats-xplorer.html" style="color: blue;">Bitdefender Threats Xplorer</a>. A lot of people’s notion of security is just an antivirus scanner on the PCs. Scarily, for a lot of businesses, that is their level of understanding. But the threats are becoming more sophisticated. You can either ignore that or you can work with partners that have more experience.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As we look to the future, XDR has been an area where we’re paying more attention. It gives us greater insights on the devices that aren’t PCs and it watches our whole network. But it’s also giving us in real time a description of the threats as they’re happening.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For example, we recently had an incident. It was from a remote software that we use to support people. The supplier made a change in their software, and the change had a piece of software that was associated with malignant code. That malicious software was attacking businesses, and we were in a meeting at the time, the whole IT team, and our system started to shut down users.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/smb-products/business-security.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="5305" data-original-width="8000" height="296" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjy8DxWohjVI2r4HrTugtbKHJCZGaGg4-wMf0hGOiMasXvO83EGtiCpFCcoqDlySr854KWHOaOBij6K84HBjbmkedWL6RQff_iBlQWjsD-KQX3nslfKJh8FpOQFlfVvdw3KAc-3yv8nZlzFcWLAWyCOMh7Tp8TjHibv1VRmTVztFQbgVWBIi9LlQw/w448-h296/top%20top%20top%20top.jpg" width="448" /></span></a></div><span style="font-family: arial;"><span style="font-size: x-large;"><b>B</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">y the fourth or fifth person being shut down, someone knocked on the glass and pulled us out of the meeting, and said, “You know, there’s four or five PCs shut down.” We were nervous that this was a virus. In fact, what it was our system operating in real time. When it saw a threat, it turned that PC off and isolated it. When it did that, the software, the remote software would go to the next node and try to scan the network. And, so, it would be shut off, too.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">In a very short amount of time, it shut off the five offending PCs. If that had been a real risk … What’s so great is my team cannot be on alert all of the time. We are relying on the automation and technology to take care of things and let us to do the analysis after-the-fact. If you’re not leveraging these tools that can do that for you, you might be creating a lot of risk for yourself.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Any recommendations to those listening?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">In IT, you have so many choices. I mean, you just have to run any popular program, PC optimization program, and it’ll tell you 1,700 fixes you can do to fix your PC. You scale that over a large organization, and you can literally have hundreds of thousands of choices.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For us here at Bruce, the tech team, it was critical that we had something that prioritized it from a risk point of view -- from mildly inconvenient to threatening your business. Once we had that prioritization, and the whole team understood what it meant, that’s when we started to gain enormous traction on long-standing issues with how we were managing our PCs.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">In order to have a game plan, you need to know what the objectives are. Our Bitdefender scorecard helps us identify the highest priority objectives.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on how Bruce Auto Group gained deep insights not only to how their systems, apps, and data are secured -- but also how risks can be averted across its entire IT and services supply chain.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/9fqJgQvxn_Q" width="320" youtube-src-id="9fqJgQvxn_Q"></iframe></span></div><span style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">A</span></b><span style="font-size: 11pt;">nd we’ve learned how innovative managers like Paul have elevated IT security to a mission-critical value of comprehensive risk mitigation and overall business resiliency. Please join me now in thanking our guest, Paul Jobson, Director of Marketing and IT Strategy at Bruce Auto Group in Nova Scotia. Thank you so much, Paul.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jobson: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Thanks again, Dana. Have a great day.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m Dana Gardner, Principal Analyst at Interarbor Solutions. Your host and moderator for this ongoing series of BriefingsDirect discussions. A big thank you to our sponsor, Bitdefender, for supporting these presentations. And a big thank you as well to our audience for joining. Pass this on to your IT and security communities, and do come back next time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefinsgDirectHow_Dashboard_Analytics_Bolster_Security_and_Risk_Management_Insights_Across_IT_Supply_Chains.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="http://briefingsdirect.com/how-dashboard-analytics-bolster-security-and-risk-management-insights-across-it-supply-chains" style="color: blue;"><b>podcast</b></a><b>.</b><b><span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><b style="text-align: center;">Read a <a href="https://www.briefingsdirecttranscriptsblogs.com/2023/09/how-dashboard-analytics-bolster.html">full transcript</a> or </b><a href="https://www.slideshare.net/danalgardner/how-dashboard-analytics-bolster-security-and-risk-management-across-it-supply-chains" style="color: blue; text-align: center;"><b>Download</b></a><b style="text-align: center;"> a copy. </b><b>Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-family: arial; font-size: 10pt;"> </span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;">Transcript of a discussion on how Bruce Auto Group gains deep insights into their systems, apps, and data to manage and reduce risks across their entire IT and services supply chain. Copyright Interarbor Solutions, LLC, 2005-2023. All rights reserved.</span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;"> </span></i></p><h4 style="margin: 0in; text-align: left;"><b><span face="Arial, sans-serif" style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: medium;">You may also be interested in:</span></span></b></h4><p class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0in 0.75in; text-indent: -0.25in;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/07/how-wfh-accelerated-it-and-security.html" style="color: blue;">How WFH accelerated IT and security transformation at global publisher Hachette Book Group</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/04/why-todays-hybrid-it-complexity-makes.html" style="color: blue;">Why today’s hybrid IT complexity makes 'as a service' security essential</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/03/for-uk-msp-optimizing-customer.html" style="color: blue;">For UK MSP, optimizing customer experience is key to successful security posture and productivity</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/04/why-todays-hybrid-it-complexity-makes.html" style="color: blue;">Why today’s hybrid IT complexity makes 'as a service' security essential</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/03/defending-perimeter-evolves-into.html" style="color: blue;">Defending the perimeter evolves into securing the user experience bubble for UK cancer services provider</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/01/how-core-concrete-sets-solid-foundation.html" style="color: blue;">How A-Core Concrete sets a solid foundation for preemptive security</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-brings-comprehensive-security.html" style="color: blue;">How an MSP brings comprehensive security services to diverse clients</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2020/01/better-it-security-comes-with-ease-in.html" style="color: blue;">Better IT security comes with ease in overhead for rural Virginia county government</a></span></li></ul><p></p>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-17702234084934385872023-07-11T12:00:00.007-04:002023-07-11T12:45:02.586-04:00How WFH Accelerated IT and Security Transformation at Global Publisher HBG <p><span style="font-family: arial;"><i><span style="font-size: 10pt;"></span></i></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><i><a href="https://www.bitdefender.com/business/solutions/endpoint-security.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4016" data-original-width="6016" height="283" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiQzp7G6PoWLNwXwybGYfdkngx9zMAFWFIhx3jqK64GI6kXThzOMlnrPGWR7uHN1bLx53ZmA5JEPVYcc4rxXXLzMJg69TnR5ZL00pNLZh78_A8jV_sr7vQ0vWrafOr8YuEObN96PNoUNFqhcuAGmEQRl9SM21FOaJjkAjMF7GjMcAEtzli9Ustq1A/w423-h283/top.jpg" width="423" /></a></i></span></div><span style="font-family: arial;"><i>Transcript of a discussion on how the rapid shift to remote work accelerated the digital transformation of a New York-based publishing organization to reduce risk while preserving a highly creative and distributed culture.</i><span style="font-size: 10pt;"> </span></span><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><span style="font-family: arial;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--How_WFH_Accelerated_IT_and_Security_Transformation_at_Global_Publisher_HBG.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="http://briefingsdirect.com/how-wfh-accelerated-it-and-security-transformation-at-global-publisher-hbg" style="color: blue;"><b>podcast</b></a><b>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-the-switch-to-a-predominantly-remote-workforce-accelerated-it-and-security-transformation-at-global-book-publisher-hbg" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://www.linkedin.com/in/danagardner/" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Our next security innovations discussion examines how the rapid shift to remote work has accelerated a rethinking of security and IT processes at a New York-based publishing organization.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Rearchitecting the security posture of a business means adjusting work patterns and IT in ways that both reduce risk and heighten performance. But the trick is to do so without alienating workers -- wherever they may be -- and maintaining strong productivity.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 22px;">Here to share her story on how to digitally transform a traditional business structure, reduce risk factors, and preserve a highly creative culture is </span><span style="font-size: 11pt; line-height: 22px;"><a href="https://www.linkedin.com/in/heidi-h-a421a8132/" style="color: blue;">Heidi Holmes</a>, Senior Director of Information Technology Services at <a href="https://www.hachettebookgroup.com/" style="color: blue;">Hachette Book Group</a> (HBG) in New York. Welcome, Heidi.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/L_9kzQN2lX8" width="320" youtube-src-id="L_9kzQN2lX8"></iframe></span></b></span></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large; line-height: 22px;">H</span><span style="font-size: 11pt; line-height: 22px;">eidi Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Thank you. It’s nice to be here and I’m looking forward to this.</span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Let’s start by having you tell us about HBG and why you needed to significantly adjust your security objectives over the past couple of years.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> HBG is one of the world’s largest publishers. The United States branch is part of a larger global <a href="https://en.wikipedia.org/wiki/Hachette_(publisher)" style="color: blue;">Hachette</a>, and we have some very, very big authors, such as <a href="https://www.jamespatterson.com/" style="color: blue;">James Patterson</a> and <a href="https://www.davidbaldacci.com/" style="color: blue;">David Baldacci</a>.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/heidi-h-a421a8132/"><img border="0" data-original-height="297" data-original-width="275" height="297" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhugwFAzZLeQWUayquosn4rHtb-2RWFx3VAsGxCHyG30zr19N-yqOlZSHJ4TWoLOLzs-Fs6ky7kJsZQC27AX1_fAColcddzqPxfteQdUezfg8yb6SNrTuY8ZJ3z1OlqM6sZYYLd-G39BTOUvlfrJv43YwpwiQLoEq2dAIr2EHdxqbpvkYR0XjMixA/s1600/Heidi%20Holmes.jpeg" width="275" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/heidi-h-a421a8132/">Holmes</a></b></span></td></tr></tbody></table><p></p><div style="text-align: left;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/heidi-h-a421a8132/"><span style="clear: left; margin-bottom: 1em;"></span></a></span></div><p style="text-align: left;"><span style="font-family: arial;">We literally print almost <a href="https://www.hachettebookgroup.com/landing-page/imprints/" style="color: blue;">every kind of book</a> you can think of. So, our company is highly creative, and very intelligent. On a personal note, it amuses me because at other IT organizations I’ve been with, I could send out an email and never think twice about it. But here, you send out an email and you’re going to be critiqued from every editor across the board. It’s amazing. Even the CEO, he spots things that aren’t quite in the right order. It’s awesome.</span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt;">So, Hachette: We’re a pretty amazing company. I’ve been here since 2019. I came into a very different IT organization. The leadership in place was great, but around some of the security practices, we really had to mature, to grow our business, and to grow how we monitor, maintain, and secure everything -- from the PC all the way to the edge.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> It sounds like – being global and dealing with so many authors, editors, and artists – that you were already a fairly distributed organization. And then we all had the move to more remote work in 2020. How did that rapid shift impact your digital transformation journey?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;"><i>Diversity strengthens security strategies</i></span></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">olmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> In such a diverse organization, no two sets of tools are the same. Just in the IT organization, every group is unique. And we’re talking five to 20 people. We are an amalgamation because we’ve acquired many different companies over time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 22px;">For example, <a href="https://www.hachettebookgroup.com/imprint/orbit/" style="color: blue;">Orbit</a>, which is our science-fiction department. They are amazing, but they operate in one way, whereas <a href="https://www.lbyr.com/" style="color: blue;">Little, Brown Books for Young Readers</a>, which is all of our young readers’ literature, operates completely differently. It’s almost as though it’s IT for a ton of small businesses that operate within a large business structure. It’s pretty interesting</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Once people began working from home, then all their data lived in their laptops. How do you manage and secure that? This is where our new challenges arose. </span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, they were diversified to begin with. But when more people began working from home, supporting them all became even more critical. The traditional IT model was <a href="https://thenewstack.io/why-the-castle-and-moat-approach-to-security-is-obsolete/" style="color: blue;">moat and castle</a>. We had to protect ourselves by using the best firewalls. You can protect anything, but once you’re outside the castle, everything is looser.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Once people began working from home, then all of their data lived in their laptops. How do you manage and secure that? What do you do to get your arms around that? This is where our new challenges arose. If you’re used to the castle technology, you have to create high-speed connections to and from every office to access all of your data for home workers.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> So, you had constellations of different businesses and cultures – as well as legacies of different IT. To corral that together, you almost have to be a managed service provider (MSP) as an IT organization. Is that fair?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> I do manage the help desk infrastructure. We also serve up all of the data, all the data center services, and the cloud data management, as well as cybersecurity. From my position, we are set up to service different groups on different platforms and support a wide range of tools across the larger IT organization.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">It’s amazing. We’ve taken those requirements and built the tools to service the overall organization. And some of them are complex. Then we come back in with the security and managing compliance around how users access data inside of the tools and how it’s all unique across each of those separate publishing entities. It’s fascinating.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> In addition to a focus on endpoint security to support a distributed and remote work force, you’ve also had to look at transforming IT.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">A lot of times, people have architected their IT -- and then they add on security. Did you try to simultaneous engineer for security <i>and</i> IT productivity and digital transformation? Is there a new way of doing security from your vantage point given your responsibilities?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Security as speed bump, not roadblock</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">olmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes, there is a new way of doing security. When I entered, security was a bolt-on, after-the-fact approach. For example, they may have already built a tool. But have they tested it? Or an application. What has been done with them?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We were at the ground floor, as new projects were coming up, on security. The teams were coming to us from a cybersecurity standpoint and saying, “What’s the best way for us to secure this? How about outside software-as-a-service (SaaS) providers?” Things like that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.bitdefender.com/business/products/gravityzone-xdr.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3000" data-original-width="6000" height="223" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiEmiYcnwnYLkS-pDRz_7Xvzza5R6A-loZq3bb2Pcfcify_E7njg-S88YLGnX0ophHzHzTjSwLn-ksMZ_Jbc0Tw-5zTpLmiKoU8vAB7o2B7agHDZTwgF1y8QTXIS0QhIrHzcpUHR1qNn_cN89dwmwgYQHLl_fjKhuftP8LErntHx1Eo_UcNtHvjNw/w445-h223/top%20top.jpg" width="445" /></span></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="line-height: 22px;"><b><span style="font-size: x-large;">W</span></b><span style="font-size: 11pt;">e needed to make sure that they filled out the security forms to make sure that their architecture and best practices matched with what we were looking for with security. But we found out early in the game that they weren’t compliant. They didn’t have security as their first thought.</span></span><span style="font-size: 11pt;"> </span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">It’s more about balancing risks and building in security. As I tell everybody here, cybersecurity is about being a speed bump -- and not a roadblock. Everything we do should be about slowing down, so you don’t bottom-out your car. You want to keep going, not come to a full stop. There’s no productivity if we have to come to a complete stop. We need to keep moving. We’re getting there.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Of course, if you have a security breach, that’s one way of coming to a full stop. You need to have a balance between reducing risk, but also maintaining productivity and creativity.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">What have you learned the past couple years about those balances? Has it changed with the remote work? How does digital transformation give you the tools to have the insights to reach that balance better?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> One of the tools we use, and why I’m here, is <a href="https://www.bitdefender.com/business/" style="color: blue;">Bitdefender</a>. We’re looking at their dashboards all the time. We can see what’s commonly going on. The [<a href="https://www.bitdefender.com/business/enterprise-products/endpoint-detection-response.html" style="color: blue;">endpoint detection and response (EDR)</a>] tools are great for our digital transformation because they’re on every one of our computers, on all of our servers, monitoring and automatically blocking risks.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">If Bitdefender sees lateral movements on the network, it will block and halt those or delete certain files. It’s really given us an advantage. It gives us the capability to look at what’s going on. Because if we see a large increase, then we can look into our other tools that complement Bitdefender and say, “What are we seeing on our firewalls? What are we seeing in our <a href="https://en.wikipedia.org/wiki/Security_information_management" style="color: blue;">security information management (SIM)</a> tool? What are we seeing on our email filtering? Do we see a coordinated attack or is this just a run-of-the-mill type of attack?”</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">If Bitdefender sees lateral movements on the network, it will block and halt those or delete certain files. It's really given us an advantage. ... Bitdefender helps us be proactive on what's going on. For us, it's been great.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Bitdefender helps us be proactive on what’s going on. For us, it’s been great.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> And being proactive means you want to react swiftly. Is there a way that you’ve adjusted to the remote workforce -- all of those laptops and home desktops -- rather than being inside the moat? Is there a way for you to take the information you’re getting from your Bitdefender dashboards and be more actionable with it?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Absolutely. If we see a large number of attacks, even if they’ve stopped, we can open up a help desk security ticket and reach out to the user. If the incursion seems to be trying to install something or to attack others in the environment, we can remotely deactivate that device. We just have them ship their laptop to us so we can take a closer look, and we ship them out a new one.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We don’t play games with anything in our environment. It’s better to stop it at the source and move on. But, yes, the tools give us the capability to get out ahead of it all. And we’ve developed a team that is constantly monitoring, seven days a week. Our dashboards look for any correlation, anything ahead, and then work with us to automate or alert us if something needs to be acted on more quickly.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> And, Heidi, how does your background as a network engineer help in your digital transformation and with security concerns? Have you been able to bring more of an architect’s perspective to how you’re modernizing your IT and security?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Architecting for change</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">olmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes, I have. For the past 20-plus years, I’ve worked as an architect, network engineer, and network security engineer. The biggest thing I’ve learned is to go back to the business risk. We understand what the business risk is, and how to mitigate or isolate that risk. But that also means understanding the business you’re working with.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Part of an architecture isn’t designing the fanciest, most secure tooling -- because that’s how you get the balance versus the speed bumps. You have to learn the business, learn about the people, know where their risks are, and then architect around that to say, “Okay, stage one is where we see in our transformation the need to move certain things to the cloud.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.hachettebookgroup.com/" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="2688" data-original-width="5000" height="172" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj519YsVCipMILKSAbPew7g6HDwBLefVH2gs0W8BeeQzcL8o0tEHZZw4rYUWNmEfT-CwdJC5CN-6Q03tVm97V2mhV6wo2lDAnrxNuwnT0wOHJG3zp0kVfm3yU8zqFvnCrMG5Lhhsi01IR83GUQr8oTGBNVVSXv2bR5pciLlkgNmBG4la8NHY8eg5w/s320/HBG%20Logo.png" width="320" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;">Or, “Our most vulnerable systems need to be isolated because some of them might be near end-of-life and we can’t do certain things with them anymore. We’re going to move them over to something such as a different layer or to firewall them with intrusion prevention and monitor it that way. Maybe some of our websites are older and we need to do something with that.”</span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt;">We might put some sort of a web application firewall (WAF) in front of it. But you have to lay it all out in stages. And the easiest way to architect and build is to know what the business needs. And then you start designing to have the least productivity impact while giving the most security. So, the biggest bang for your buck: “Let’s start there, let’s hit the quick wins while we’re still planning out the other things.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And part of architecture is understanding that when you build a process and a project that it changes. It’s a constant re-evaluation. What are the latest tools? The tools from 2019 are not the same tools that I’m working in at this point. Because every year, every six months, every month, something else is out there offering a better way to do things.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">For example, a <a href="https://businessinsights.bitdefender.com/how-xdr-solutions-can-help-you-achieve-zero-trust" style="color: blue;">zero-trust architecture</a> was at first a little bit nebulous. Trust nobody and everybody’s like, “Why can’t we trust people?” That’s like, “Well, not everyone’s your friend and even the computer next to you isn’t your friend necessarily either.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Well, that’s a perfect transition to my next question. In an organization like Hachette Book Group, the goal is for people to communicate, collaborate, be creative, and be open.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">When you come to them with a security mentality of, “You need to be very suspicious and zero trust-oriented,” that creates potentially a cultural conflict. How have you been able to get people’s buy-in on what you need? Behavior is such an important part of security. At the same time, you want to allow them to be as open as possible and share ideas as they are used to.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Make wide, yet light, security footprints</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">olmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> The right mentality is to have the least visible footprint in the things that you’re communicating on, on any given computer. But you also have to trust the communication tools. The things that you use such as <a href="https://zoom.us/" style="color: blue;">Zoom</a> or <a href="https://www.microsoft.com/EN-US/microsoft-teams/group-chat-software?icid=SSM_Search_MicrosoftTeams_CTA1" style="color: blue;">Teams</a> or something like that. Those are commonly known ports and IP addresses.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We don’t have to overthink it like 15 or 20 years ago, when I needed to know every port that the teams used and qualify that. Our security tools will automatically understand, and part of the artificial intelligence (AI) built into them, knows that these are okay communication methods and it’s fine for us to continue to communicate that way.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, there’s an openness with video communication and collaboration with a level of security and staying away from custom-built tools to communicate. That will protect you because inherently, custom-built tools usually need extra updating and the people who develop them don’t always keep them up to date. That also will protect you in a zero-trust environment.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/L_9kzQN2lX8" width="320" youtube-src-id="L_9kzQN2lX8"></iframe></span></span></div><p style="text-align: left;"><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>B</b></span><span style="font-size: 11pt;">ut honestly, it’s gotten so much easier with zero trust … because Bitdefender is fantastic for that. It’s always monitoring. The AI is telling us as it’s looking at patterns instead of always at a specific port where you can lock people down and isolate them. So, it can see a lot of the lateral movements, you can see different firewall rules that are not industry-standard and as attacks try to pass through. It’s the only real way to go.</span></span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> You’re describing what people have come to think of as what a </span><span style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Security_operations_center" style="color: blue;">security operations center (SOC)</a> as a service could be. Is that how you’re starting to view something like Bitdefender? Or is that a place you’d like to see it go, of where you have a <a href="https://www.bitdefender.com/business/" style="color: blue;">SOC as a service</a> benefit all the time and everywhere?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Well, that would be fantastic. And we have spoken to Bitdefender <a href="https://www.bitdefender.com/business/services/managed-services.html" style="color: blue;">about this</a>. From my past experience, I’ve worked with SOCs, did a little bit of management of SOCs, and brought that into a new organization.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">What you see a lot of times is they give you a lot of data. And traditionally, any SOC will overwhelm you with 3,000 alerts and events in a day. And you have a team of three and you’re hiring a SOC to help you. But instead, your team of three needs to remediate all of these things, otherwise they’ll keep showing up, and the SOC’s going to keep reporting and then it becomes completely useless to you.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Bitdefender is using more AI to filter out the things that are less meaningful. It's no longer every single thing that comes across your dashboard. That helps you dive in quicker when there's a problem. </span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">The modern SOCs, and a lot of what I understood from the Bitdefender side is, they’re using more AI to filter out the things that are less meaningful. It’s no longer every single thing that comes across your dashboard. That helps you dive in quicker when there’s a bigger problem. A SOC can become a benefit instead of a hindrance to a small team because the teams are always already trying to remediate their problems. They only need to know about the things that are brand new major holes because patching everything else should take care of the rest.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Another thing I wanted to mention on SOCs: Back to our transformation, when I mentioned the SIM tools, and having the different dashboards, it takes a while to bring a security team up to speed on what they should be watching for. That’s about identifying what’s meaningful to you. And then to fix the problems they’re finding from doing the scans. The last few years, we’ve been training security staff to do just that. When a SOC comes into play now is when the team is already expert at security and then everything is meaningful. Sometimes you can take the jump to a SOC too fast.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> A lot of what we hear in the marketplace now is that people are resisting tool sprawl. Too many security tools are not a good thing. They also want tools that will integrate, that play well together.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">How are you looking at that balance between having the right number of tools, but also tools that are integrated well in advance?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Just say ‘no’ to tool sprawl</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">olmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> I literally just said “no” this week to a couple of security tools because it was just more sprawl. We need to use our tools right. Tools should be useful. They should give you information you don’t already know, or they should coordinate multiple things into one tool so that you can easily discern where a problem is.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, if a tool doesn’t have multiple uses and it’s not cost-effective, then we don’t want it. There has to be a very specific reason to look at it. Also, every tool needs to be easy to use because we can’t send somebody to three weeks of training. We can’t train a second person for when the first person goes on vacation.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/enterprise-products/endpoint-detection-response.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3800" data-original-width="5700" height="318" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2CUaJCgw19XgdFt1Qgnf41wqRkPLczXfMvxIHc7qiWmJ7AxmnG2VFQindzeuxlHcfld8hz_z54681rYHGknWUq1q4ebYdfrsxjQR2_uHyp2yaZhhtj-saEwiZ82lJw9DvVm0hRc67y7-YX3_Ov6j1WRUwpsvyXjEOtZFgvHil0Dp9ZD2GFTz0Nw/w478-h318/top%20top%20top.jpg" width="478" /></span></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="line-height: 22px;"><span style="font-size: x-large;"><b>A</b></span></span><span style="font-size: 11pt; line-height: 22px;">nd it has to be automated, it has to be able to page us if it hits certain thresholds. All of that needs to be set up very quickly. Because when we take holidays, there are always less eyes on dashboards. And we still need to know if something’s going on. We need to get paged, woken up, and brought back to the dashboard.</span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So that’s what we’re looking for. The tool sprawl: Everybody has a tool that they want to sell you -- everybody. It needs to work for on-premises, and it also needs to work in the cloud. It needs to give us all of the information we need. It needs to work in your home to tell me what’s going on in your laptop there. That’s what we need from our security tools.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Whenever you ask folks to qualify and quantify how their security is working, the number one response is, “Well we’re not getting hacked, so that’s good.” But because you’re involved with not just security but IT and digital transformation, there’s probably more ways that you can measure the effectiveness of your security approach in terms of productivity, team collaboration, and how your IT support group is able to please your end-users.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Do you have specific ways of looking back and saying, “We made good choices, and we can prove it by blank?” How do you measure your success in digital transformation and security?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> As far as the users go with collaboration, the easiest way for us to tell is the number of help desk tickets we get. If the users aren’t calling us because they can’t work on their computer -- either because they’ve had an attack or because they just can’t use it because it’s still in lock down -- that’s a good measure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And if we’re not seeing a proliferation of viruses and malware in our environment then those metrics are great for us, too. We’re constantly watching them, we’re updating them, and we’re reporting all those metrics to our senior leadership in the company. So, it’s been amazing.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Let’s briefly look at costs. We’re also seeing many organizations that need to do more with less. Is there a way for you to balance the economic side of the equation with these metrics of success?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> With the metrics for success, if we purchase tools that help us get ahead of a problem and we don’t have any downtime or a loss of productivity, that is our number one way of evaluating that. So, know your risk, your way of knowledge, and the tools. Tools must do multiple things, be easy to use, and be cost effective.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">That’s huge for us because I don’t have to hire extra people, which is cost. I don’t have to have extremely skilled people. I can weigh the cost and the amount that we’re spending in our security and IT budgets and say, “We are doing the right things for our people with the right level of protection and our downtime is in individual users -- not systems.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/products/gravityzone-enterprise-security.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="5504" data-original-width="8256" height="313" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEivXe4j_o3ItZ8BX6lgajav2EkdPEsmTMyw-5hzwETA6SP1F9LsblBVVLABT1kzDGiI5zehgaZFIEzMr3E2Efu7j0vQf3FjkSF0WlWx3SVkIEWCSo0rHOxS3Njw8TVr0kW3j7moFx7_hzH_v2duHZAioNNQ9moKr04UmMdZu2b8Dtz0ISL3lKzcyQ/w470-h313/WFH%201.jpg" width="470" /></span></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="line-height: 22px;"><span style="font-size: x-large;"><b>T</b></span></span><span style="font-size: 11pt; line-height: 22px;">hat’s how we measure it. Productivity; not lost time. The ability to shift if there is a problem. And that gets back to the training. For example, we recently had a security incident. It turned out to be something from something very old, more than 10 years old, that was transferred to our environment, and we found it with our tools. We shut down a portion of the network and -- because of the training – we only lost about two hours while we investigated it.</span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">A couple years ago, we would have had vice presidents down our throats saying, “Why can’t we do this?” But because we’ve trained our team so well, it was literally, “Okay, let us know when it’s available again. We want to support you. We’ll work on something else.” It was great.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, it’s all about having the tools, the costs managed, and being able to measure all of our training and practices around the knowledge and people that are behind us. They want a secure environment, and they’re willing to pause if they need to for a little bit while we look at things.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> You had a speed bump, not a car crash. So that’s a really good indicator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Yes, it was great.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Before we end, let’s look to the future. I’ve heard a few words from you, Heidi, like “automation,” “AI,” and “SOC as a service.” What new challenges do you foresee, and what are the best tools or approaches for you to meet them proactively?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Detection advances to patterns</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">olmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> The problem is, we don’t know what we don’t know or what the next security problem will be. You need to be prepared for everything. You need to stay ahead as a leader in this field and just listen, watch the articles, and be prepared to pivot when things happen.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">The AI and the new tools are great because they are looking for patterns. It’s not like the old days where I would just look for a signature. So, somebody would do something that applies a specific signature, and it could only catch that. It’s now looking for the pattern and then correlating the pattern. As a result, we’re getting many less false positives because it doesn’t look for just one minor anomaly. It looks for a pattern of anomalies, and then it might immediately block it.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 22px;">There may still be some false positives because of the old applications out there</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">We love the tools we use, such as the Bitdefender console. It delves into so many things. I personally look at the executive dashboard on a regular timeframe because out of all of our tools, it is one of the best and easiest to drill into. </span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">We love the tools that we use, such as the Bitdefender console. It delves into so many things. I personally look at the executive dashboard on a regular timeframe because out of all of our tools, it is one of the best and the easiest to drill into. I can say, “Wait, there’s a spike in viruses.” I click on it even though they’re blocked. It shows right there on the line if any of them got through. Then we can raise the flag, even though it’s already been blocked. But who is affected and where? I can click, and it shows me the actual machines, and it shows me what it was trying to do.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">That’s the best way to stay ahead. That is part of the automation; it is automatically blocking. So, our firewalls automatically block, or quarantine, or do whatever needs to be done. We get automated alerts that ring our cellphones, that send us messages depending on what it is, and we have bridges. We also have automated [processes] where we can automate traditional patching or fight zero days [attacks] or anything that comes up. We have that all scheduled to go. So, that’s not a manual process anymore.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Heidi, before we sign off, for those who are also going on a journey where they want to change the way they’ve done security, where it becomes simultaneous to and maybe even in advance of IT decision-making or IT architecting, what advice do you have for them now that you’ve gone through this? What words of advice do you have for people who can make security part-and-parcel with their digital transformation activities?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Start where you are, then dig deeper</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span style="font-size: 11pt; line-height: 22px;">olmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Get to know your business. Learn. Learn what your business is doing. Then, while you’re learning, start with the fundamentals. What are you doing well in your business right now or in your security?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Do you have good malware protection? Firewalls on your laptops? Things like that. Start with your servers, with your laptops, every device in your environment. That’s an easy place to start. Make sure your patching is up to date.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.bitdefender.com/business/" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3864" data-original-width="5806" height="315" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgd5vvQ5i8Gs4tL65UDZHxispOumfrluqGsMxYyzjjwMKVl-kNFPEz3faAdaHtHsliWusopA0BvBdpKC-7AQF2yAzWcECLcVqsqiTXbtC7owgg_4RynMNlKNy_2TFSC9VfU40hh5MCel9guC7zM24Zk0lmlPfPmmzDkJ2hTXL6qHbgpqaaBeiLYgw/w474-h315/WFH%202.jpg" width="474" /></span></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="line-height: 22px;"><b><span style="font-size: x-large;">A</span></b><span style="font-size: 11pt;">nd then you can start looking a little bit deeper. Vendors -- understand what your vendors are doing. Just because it’s in the cloud doesn’t mean it’s secure. It is not the same thing. You need to understand where you’re putting your data, and what your people are doing. And that goes back to learning the business.</span></span><span style="font-size: 11pt;"> </span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Lastly, <a href="https://en.wikipedia.org/wiki/Shadow_IT" style="color: blue;">shadow IT</a>. Because everything can go to the cloud, every business is going to try, and every department is going to try, to find their own tool in the cloud. But they won’t necessarily vet it the way your IT security organization will.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">So, get to know the business, gain their trust, and help them by giving them speed bumps and not roadblocks. That’s my advice.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span style="font-size: 11pt; line-height: 22px;"> Well, I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on how the rapid shift to remote work accelerated a rethinking of security and IT processes at a New York-based publishing organization.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">And we’ve learned how Hachette Book Group digitally transformed a traditional business structure successfully, reduced risk factors, and preserved a highly creative culture.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/L_9kzQN2lX8" width="320" youtube-src-id="L_9kzQN2lX8"></iframe></span></span></div><p style="text-align: left;"><span style="line-height: 22px;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>S</b></span><span style="font-size: 11pt;">o, please join me now in thanking our guest, Heidi Holmes, Senior Director of Information Technology Services at Hachette Book Group. Thanks again.</span></span></span><span style="font-family: arial; font-size: 11pt;"> </span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Holmes:</span></b><span style="font-size: 11pt; line-height: 22px;"> Thank you. It’s been great talking with you.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span style="font-size: 11pt; line-height: 22px;">I’m Dana Gardner, Principal Analyst </span><span style="font-size: 11pt; line-height: 22px;">at Interarbor Solutions, your host and moderator for this ongoing series of BriefingsDirect discussions. A big thank you to our sponsor, Bitdefender, for supporting these presentations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Also, a big thank you to our audience for joining us. Please pass this on to your IT and security communities, and do come back next time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 10pt; line-height: 20px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-size: 10pt;"><span style="font-family: arial;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--How_WFH_Accelerated_IT_and_Security_Transformation_at_Global_Publisher_HBG.mp3?dest-id=20179" style="color: blue;"><b>Listen</b></a><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><a href="http://briefingsdirect.com/how-wfh-accelerated-it-and-security-transformation-at-global-publisher-hbg" style="color: blue;"><b>podcast</b></a><b>.</b><b><span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-the-switch-to-a-predominantly-remote-workforce-accelerated-it-and-security-transformation-at-global-book-publisher-hbg" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-size: 10pt;"><span style="font-family: arial;"> </span></span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-size: 10pt;"><span style="font-family: arial;">Transcript of a discussion on how the rapid shift to remote work accelerated the digital transformation of a New York-based publishing organization to reduce risk while preserving a highly creative and distributed culture. Copyright Interarbor Solutions, LLC, 2005-2023. All rights reserved.</span></span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-size: 10pt;"><span style="font-family: arial;"> </span></span></i></p><h4 style="margin: 0in; text-align: left;"><b><span style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: large;">You may also be interested in:</span></span></b></h4><p class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0in 0.75in; text-indent: -0.25in;"></p><ul style="text-align: left;"><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/03/for-uk-msp-optimizing-customer.html" style="color: blue;"><span style="font-family: arial;">For UK MSP, optimizing customer experience is key to successful security posture and productivity</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/04/why-todays-hybrid-it-complexity-makes.html" style="color: blue;"><span style="font-family: arial;">Why today’s hybrid IT complexity makes 'as a service' security essential</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/03/defending-perimeter-evolves-into.html" style="color: blue;"><span style="font-family: arial;">Defending the perimeter evolves into securing the user experience bubble for UK cancer services provider</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/01/how-core-concrete-sets-solid-foundation.html" style="color: blue;"><span style="font-family: arial;">How A-Core Concrete sets a solid foundation for preemptive security</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-brings-comprehensive-security.html" style="color: blue;"><span style="font-family: arial;">How an MSP brings comprehensive security services to diverse clients</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2020/01/better-it-security-comes-with-ease-in.html" style="color: blue;"><span style="font-family: arial;">Better IT security comes with ease in overhead for rural Virginia county government</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2020/01/sambasafetys-mission-to-reduce-risk.html" style="color: blue;"><span style="font-family: arial;">SambaSafety’s mission to reduce risk begins in its own datacenter security partnerships</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-storedtech-brings-comprehensive.html" style="color: blue;"><span style="font-family: arial;">How MSP StoredTech brings comprehensive security services to diverse clients using Bitdefender</span></a></span></li><li><span style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2019/07/for-uk-borough-solving-security-issues.html" style="color: blue;"><span style="font-family: arial;">For a UK borough, solving security issues leads to operational improvements and cost-savings</span></a></span></li></ul><p></p>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-11051836581729976282023-04-24T10:43:00.012-04:002023-04-24T11:51:40.034-04:00Why today’s hybrid IT complexity makes 'as a service' security essential<p><i style="font-family: "Times New Roman", serif;"><span face="Arial, sans-serif" style="font-size: 10pt;"></span></i></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.bitdefender.com/business/service-providers-products/cloud-security-msp.html"><i></i><span style="font-family: arial; margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4000" data-original-width="6000" height="302" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjQPhhbLkzZLLtUBXf-xQDk082fiOOrD0EIfNTf_T9I8okZYhNQecYaDxFnuQdURZdYr3j_3AhDAHv4t1go1lB2Wd0A_Df2EPSuawcSBQWhiSawh0X5n5fx4U84nI6LBuskAS8B7237vgo729iy1qMMmx-6BwWvwmCd0cAXkFAFcitVrVuircY/w455-h302/top.jpg" width="455" /></span></a></div><i><span style="font-family: arial;">Transcript of a discussion on why more automation, integration, and acquiring security services “as a service” are in hot demand amid rapidly growing IT security costs and the added complexity of protecting distributed workforces.</span></i><p></p><p class="MsoNormal" style="margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Why_todays_hybrid_IT_complexity_makes_as_a_service_security_essential.mp3?dest-id=20179">Listen</a></b><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><b><a href="http://briefingsdirect.com/why-todays-hybrid-it-complexity-makes-as-a-service-security-essential">podcast</a></b><b>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/why-todays-hybrid-it-complexity-makes-as-a-service-security-essential" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://twitter.com/Dana_Gardner" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Amid rapidly growing IT security costs and the added complexity of distributed workforces, the challenges facing IT services providers are clearly outrunning past practices. That’s why more automation, integration, and acquiring security “as a service” are in hot demand.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Stay with us now as the next BriefingsDirect security innovations discussion examines how </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.hbs.net/" style="color: blue;">Heartland Business Systems</a> is seeking new ways and new partners to ensure that security incidents are kept in check across a variety of hybrid IT services and scenarios.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Here to share his story of increasingly embracing security-as-a-service is our guest, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.linkedin.com/in/jasonrnuss/" style="color: blue;">Jason Nuss</a>, Vice President of Cloud Services at Heartland Business Systems (HBS) in Little Chute, Wisconsin. Welcome, Jason.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/wgWpZg4czJo" width="320" youtube-src-id="wgWpZg4czJo"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">J</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ason Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Dana, thanks for having me.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Jason, what are some of the top trends driving the need to do things differently when it comes to risk management and </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/solutions/endpoint-security.html" style="color: blue;">endpoint security</a>?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Endpoint security is getting more important and broader every day. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://businessinsights.bitdefender.com/why-you-might-consider-working-with-an-msp-to-obtain-cyber-insurance" style="color: blue;">Cyber insurance</a> definitely has had a huge influence over the last several years. I can remember when cyber insurance applications were just a couple of questions. Now, in some cases, they’re a dozen pages long.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="clear: left; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/jasonrnuss/"><img border="0" data-original-height="4756" data-original-width="3171" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcblRxpzbGhI_QjKZAeOBKXD2bNgjG1hB_zdDA19JdAxgSO4xe3p2CvS7ByL_hfVbph3nZLS0rm2QMPeMJQbjnHGYyLp2hdjdCnHXlqyVoL7PrpcWLhgV5S1CLX4G1cEgHtRFOJKeECnUEGa6Wfvt6DpoAWrvL09VHnGUrX6CZCSPJPdgo2YA/s320/Jason%20Nuss.jpg" width="213" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/jasonrnuss/">Nuss</a></b></span></td></tr></tbody></table><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That’s </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.cnbc.com/2022/10/11/companies-are-finding-it-harder-to-get-cyber-insurance-.html" style="color: blue;">urging more requirements</a> to tighten up security practices. At the same time, the hackers are getting smarter, and they’re moving to <a href="https://businessinsights.bitdefender.com/topic/bitdefender-threat-debrief" style="color: blue;">new techniques</a>. You know, we’re starting to see more <a href="https://www.cisecurity.org/insights/blog/cyber-extortion-an-industry-hot-topic" style="color: blue;"><i>extortion</i></a> as opposed to just <a href="https://en.wikipedia.org/wiki/Ransomware" style="color: blue;">encryption scams</a>, which really has a much greater effect on not only on a specific customer, but sometimes that customer’s clients as well.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">During the last few years of the pandemic, we’ve also seen a migration to a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Remote_work" style="color: blue;">more mobile workforce</a>. Some of the companies we work with have closed their office doors. They aren’t going back to physical offices, which has brought in other challenges when it comes to making sure their environments are secure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">And how about the current </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.techtarget.com/searchcloudcomputing/definition/hybrid-IT" style="color: blue;">hybrid IT</a> environment? How is that forcing you to do things differently?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Data is everywhere, but is it secure?</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">N</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Data is now everywhere -- as is your staff. We used to be able to secure inside of your walls and you didn’t have to worry so much about external trends. But now we have people working from home and accessing home networks, which makes those endpoints even more vulnerable to more security threats than the ones behind your corporate firewall.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">You also have more cloud data and cloud services applications. You need to make sure those are secure as well, which plays a huge new factor. One of the common misconceptions we see is that everything from the cloud is perfect.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">A lot of people think that cloud-based software-as-a-service (SaaS) applications include everything and that they are fully secure and fully redundant. But that’s just not the case. People need to take more time to look at the services that we’re adopting and make sure the providers are on the up-and-up. Do they have all the proper security tools, backups, and disaster recovery? Should they have an outage, how will that impact our businesses as well?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Right, we have to evaluate the security robustness, if you will, of our entire </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://hbr.org/2022/10/leveraging-new-tech-to-boost-supply-chain-resilience" style="color: blue;">technology supply chains.</a></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Absolutely.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">How about rising costs, such as for labor? How is that affecting your ability to deliver security effectively?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Security costs over the last several years have </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gartner.com/en/newsroom/press-releases/2022-10-13-gartner-identifies-three-factors-influencing-growth-i" style="color: blue;">gone up quite a bit</a>. I often tell customers that security costs have gone up 500 to 600 percent from what they were five years ago.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I’ve been around this industry almost 30 years now. Before, you only had to worry about an antivirus product and a modem for connectivity to the Internet. Then it moved into buying firewalls. But now you have things like </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Endpoint_detection_and_response" style="color: blue;">endpoint detection and response (EDR)</a>, <a href="https://en.wikipedia.org/wiki/Managed_security_service" style="color: blue;">managed detection and response (MDR)</a>, and <a href="https://en.wikipedia.org/wiki/Extended_detection_and_response" style="color: blue;">extended detection and response (XDR)</a>.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/service-providers-products/cloud-security-msp.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3584" data-original-width="5376" height="301" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEikqmCx5g4lo3_eK0pnQG3BTR4qQCxrGEXu3pd21xi-XABiXSaoa68aYQHNdHLAd-VMTzBHEA3JebiAlEWzHkmbVuIJK0Y1tZaJVRuRW6HCg14ypscdM9vDzNCay6USYRwgnIdzynlT48SNhAvI4ukaYSTuzYx9xKN-gALl9fYgB-Qi01IvfYg/w452-h301/SOC.jpg" width="452" /></span></a></div><span style="font-family: arial;"><span style="font-size: x-large;"><b>I</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">t’s very confusing. You have </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Security_information_management" style="color: blue;">security information management (SIM)</a>, <a href="https://en.wikipedia.org/wiki/Security_operations_center" style="color: blue;">security operations centers (SOCs)</a>, <a href="https://www.microsoft.com/en-us/security/business/security-101/what-is-privileged-access-management-pam" style="color: blue;">privileged access management (PAM)</a>, and all these other new technologies that make the landscape very, very cloudy. No pun intended.</span></span><div><span style="font-family: arial;"><span style="font-size: 14.6667px;"><br /></span></span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">But you know, sometimes we have to right the ship for the customer to make sure that we’re looking at security from a proper rollout perspective. You’re starting with the most critical things, whether it be a backup or multi-factor authentication or endpoint security. And then maybe layering on some of the additional services. But it doesn’t make sense for our customers to start out with penetration testing if they haven’t secured their environment ahead of time. We’re going to find out holes, right?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">And why is SaaS and more automation generally attractive to folks like you as you’re specifying the next generation of security?</span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"><b><br /></b></span></h3><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;"><i>Expertise at scale</i></span></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">N</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Expertise at scale is very important -- and often overlooked. Just making sure you have a SOC, and maybe if it’s a guy or two, that is not good enough. You need to be able to react appropriately.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">So having a larger staff, having a knowledge base behind that, is very important in solving the protection issues -- or even identifying the security issues quickly. Automation is critical to that. When you’re ingesting hundreds of thousands -- or millions -- of logs, you need to be able to comb through that data really quickly. So, automating that is critical. You’re starting to see more artificial intelligence (AI) and machine learning (ML) take over in that space. A lot of the more recent products are using those technologies to identify threats before an analyst would have caught them manually.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">As we mentioned before, we have to be concerned about our suppliers and partners --- perhaps more than ever. They can come under attack as well. How has that changed how you look at your suppliers?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">As far as our suppliers go, we’ve started to take a deeper look at the supply chain completely. There are a lot of smaller companies coming out with new technologies. As we look to vet things, not only are we betting on functionality, but we’re also vetting on security elements</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Just turning on an API isn't always a good thing. You want to make sure you're minimizing the impact should they have a breach and that it does not impact you as well. You have to look over the vendors and make sure they follow the best practices.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Just recently, we were looking at a product that would integrate into our customer resource management (CRM) tool to do better data mining out of Microsoft 365, Exchange, and Outlook. And, you know, we came to find out that, hey, that data is being stored overseas. They’re also injecting a bunch of email messages, and so we had concerns around those tools.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Just turning on an application programming interface (API) isn’t always a good thing. You want to make sure you’re minimizing the impact should they have a breach and that it does not impact you as well. You have to look over the vendors and make sure that they’re following best practices. If they’re not, I think it’s good to call them out and let them know. Such as, “Look, you don’t need access to all of these tables for the pieces that you’re trying to access. Let’s minimize the blast radius should you be compromised and so as to not affect us as well.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">So, it’s services-subscriber beware, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Absolutely. You know, with some of the other things that are playing into it as well, with the mobile workforce, you have to secure the edge and make sure you have good endpoint controls, firewalls, and other components.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That was one of the things where Bitdefender rose above the rest for us. They were able to store those things, looking at other cloud storage providers. You know, you also see </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Shadow_IT" style="color: blue;">shadow IT</a> out there. I cringe when I hear people that don’t have corporate policy around cloud storage and where they’re putting up data using things such as<a href="https://www.dropbox.com/" style="color: blue;"> Dropbox</a> or Microsoft OneDrive. It’s okay to use those, but make sure you have a governance policy around them, such as a backup strategy and how you’re going to secure that data.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We have seen a lot of cloud services use sprawl and ungoverned use, for sure. Eventually, you have to gain maturity about how you do that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Let’s hear about Heartland Business Systems (HBS). Tell us about your company. What you do, and what do you think distinguishes you from other managed service providers (MSPs)?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Widespread, yet local service</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">N</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">HBS is based in the Upper Midwest, we’re just south of Green Bay, Wisconsin. We’re now up to about 12 locations throughout Wisconsin, Minnesota, Illinois, Iowa, Nebraska, Missouri, Arkansas, and Arizona. We have been around since the 1990s, with around 650 total employees and about 350 technical service professionals across many specializations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">People often ask what sets us apart from the other guys in the industry. I think there are a couple of things. We have both breadth and scale. We also believe very heavily on having in-market expertise where we have a physical presence. We try to have expertise so that when our teams are going out on-site, we deliver a quality experience. We’re not always relying on engineers from the center of our company, so to speak, to roll that out.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/service-providers-products/cloud-security-msp.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3624" data-original-width="5701" height="270" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKBJq4Kb_bs3X4s_w4gON9QIFlTlZQmJjJ-fGV_XJ28aUgOnnj6UFtD6cKj1odS1xdPtk9PS_5baV6RcpJHJCEi5piTMdBnGJ3cJPoGb-aoWx02lOggER_P_x2YErrW29Z_QP-aLlrnLNXvjQWP9ys1UyuZyLj7CMfSteipMuIWKhJKoXxbb8/w425-h270/top%20top.jpg" width="425" /></span></a></div><span style="font-family: arial;"><span style="font-size: x-large;"><b>O</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ur expertise is widespread. So, we not only do the normal networking- and systems-type work -- with a robust Microsoft practice; we’re a gold partner in 16 of 18 different competencies -- we also have an enterprise security and risk management team. [They can also help when] you’re doing compliance audits, vulnerability assessments, and penetration testing. Just in December, we purchased another company, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.hbs.net/News/HBS-Announces-Acquisition-of-Pratum-Inc" style="color: blue;">Pratum</a>, that has a <a href="https://www.pratum.com/services/managed-services/overview" style="color: blue;">SOC-as-a-service offering</a>. It will be interesting to see how that plays into <a href="https://www.hbs.net/Cybersecurity" style="color: blue;">our security offerings</a> over the coming months.</span></span></div><div><span style="font-family: arial; font-size: 11pt;"> </span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">When you talk about breadth and scale, that sounds like you have to scale not just up but down and sideways, if you will. That means servicing a lot of different types of organizations across a lot of different industries. So how do you serve that variety? How do you scale up and down and remain efficient?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It’s sometimes difficult to address all the different markets. Our total market is pretty much comprised equally and in thirds: of small-and-medium business (SMB), medium-to-large enterprises, and then the government and education spaces.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/wgWpZg4czJo" width="320" youtube-src-id="wgWpZg4czJo"></iframe></span></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: x-large; line-height: 22px;"><b>S</b></span><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">ometimes those needs are very different. You have to have offerings that address the needs that they all want. In the SMB space, they typically don’t have security professionals, so we end up being the security professionals for them.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">In the enterprise space, a lot of times it’s more of a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.hbs.net/Managed-Services" style="color: blue;">co-managed solution set</a>. You have to have solutions that address the needs of each of those different classes. For us, we have separate engineering teams in a lot of those spaces, where they focus on specific technology stacks for the specific market segment. They become more expert there, with a SMB-type engineering staff as well as an enterprise engineering staff. They focus on different manufacturers, in some cases, and more elaborate technology at the higher end of the spectrum.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">With a sizable public-sector business, and I have to assume quite a bit in education and schools, how is that a challenge for security?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The biggest challenge in the public sector is often budget. A lot of times it is so focused on hardware migrations – the replacing of endpoints at the desktop, networking, or servers – that security gets overlooked, even though it’s more and more important</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">On the IT side, we look at building best practices around policy. Everything starts with that policy, and then you can measure against that policy as you move forward. </span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Also, for them, they’re trying to solve physical security concerns in addition to IT security. So, we work with customers on things like video surveillance systems, ID badges, and access control systems.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">On the IT security side, we look at building best practices around policy. Everything starts with that policy, and then you can measure against that policy as you move forward. They are also moving to devices that may have less susceptibility, such as </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Chromebook" style="color: blue;">Chromebooks</a> where they’re not storing data locally. They’re storing it up in the cloud so they can better protect those cloud assets. They are then less worried about the endpoints, but you definitely have to begin with that comprehensive policy and then obtain the tool sets that goes with it.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Is there a positive pay back when you automate more, go policy-driven, and use cloud and multi-tenancy to their full effects?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Multi-tenancy critical in the cloud</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">N</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Yes. For us, multi-tenancy is absolutely critical. I run our cloud services division, our data centers. We have two data centers. As we looked to security tools like endpoint security, it was absolutely critical that these things were multi-tenant. We had products before we found Bitdefender to support 20,000 endpoints through a single management console. To roll out that type of scale, you have to have consistency. There are a lot of great security tools in the marketplace, but if they don’t play into your operational processes at scale, they really don’t do you any good.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">As we evaluated for endpoint security, and EDR specifically, we needed to make sure that number one, it was a good product. We looked at </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://attack.mitre.org/" style="color: blue;">MITRE ATT&CK</a> trends and things like that to see where they were playing within the <a href="https://www.techtarget.com/searchsecurity/definition/MITRE-ATTCK-framework" style="color: blue;">Mitre framework</a>. But number two is how did it work into our processes and into our tool sets?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Could I have a global policy that I could roll out to everyone, so they knew that I had consistency? It’s inefficient for me to go touch 600 different customers within that portal to make one change. I need to make it at a global level and have that be inherited down the chain. At the same time, we have more enterprise customers who want control of those policies themselves. We were looking for a tool that would allow us to give them the access rights to customize the policy or manage their portal as they saw fit. So, we really like those aspects of it specifically.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">When you try all kinds of new services and products, one of the challenges in security is the sprawl of having so many tools. What do you look for when you’re evaluating your security suppliers and services when it comes to how well they integrate services, in how well they combine tools and meet more requirements, so that you don’t have to?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Tools and services work well with others</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">N</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">A lot of times we’re looking for integration. We’re a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.connectwise.com/" style="color: blue;">ConnectWise</a> shop end-to-end so we’d like solutions that integrate into that tool set. Whether it be pushing the software out through <a href="https://marketplace.connectwise.com/connectwise-automate" style="color: blue;">ConnectWise Automate</a> and those kinds of deployment tools, or whether it’s alerting within the tool set to let us know that there’s been a ticket that’s been created, or better yet, even closing out that ticket once it’s been remediated.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Those capabilities are very important to us. You can’t just use email anymore to notify people of issues that arise. It just becomes noise and we’ve consulted with customers where they have things like monitoring solutions.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">You can’t have a better example than we had when a city government here locally had a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/consumer/support/answer/24260/" style="color: blue;">ransomware attack</a>. They had security tools that actually notified them the day before that the hacker was in the system, but because of all the noise, they didn’t have the alerts tuned enough and the processes well defined enough so that they missed the alert. The next day, they were hit with ransomware and encrypted across the entire environment. So, you know, lesson learned -- it’s not just about having the tools to block attacks. It’s also about having the processes in place to react when the chips are down, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"></span></b></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><b><a href="https://www.bitdefender.com/business/products/mdr-for-msp.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3579" data-original-width="5510" height="306" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg5fYvbCq7IXbC_i6yM5AsOKGMUcvi3g29jWYsDfEDoLrCdbREYW__eCA5BMZTIgouf0HiOHHY2P2eThocH14-nO_zal-c7F5ei4YEjiNkJ_5ugP7Toxns3ZTq5PRUE8EWGgSG-kxBLJzWRv4WxRpSlxPHSl6iXHuZT3RGRFxsgYny5jzZP08c/w472-h306/top%20top%20top.jpg" width="472" /></span></a></b></div><span style="font-family: arial;"><b><span style="font-size: x-large;">G</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Yes, and it integrates into your processes as you pointed out in your help desk or SOC and your other systems that are already in place. You have to take advantage of what you put in when it comes to fast remediation, fast alerts, and email just doesn’t cut it.</span></span></div><div><span style="font-family: arial;"><span style="font-size: 14.6667px;"><br /></span></span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Okay, let’s think about reporting and data and understanding what’s going on. It’s about having information to the right in the right ways. What do you look for when it comes to reports for that that single view, or one throat to choke, if you will?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We need to be notified of the alert immediately. We’ve created mechanisms that if there is a critical alert, it’s sending a page out to people that are on call and setting off other alarm bells for us to react very quickly.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">From our SOC services perspective, we outsource much of our MDR services. So, we create workflows with those vendors that are overseeing some of those security aspects on who should they call first, and how that escalates through our system so we make sure that those can be addressed quickly</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">From our SOC services perspective, we outsource much of our MDR services. We create workflows with those vendors that are overseeing some of those security aspects on who should they call first and how that escalates through our system so they can be addressed quickly.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">I tell this story to a lot of our prospects. It was the Friday before Fourth of July weekend, and I got a call from one of the SOC analysts telling us that we had someone in one of our client’s environments They were making some lateral movements and they were pretty convinced it was a hacker.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Had that gone on for another three days, who knows how they would be? Now, the good news to the story is it wasn’t actually a hacker. They were having a penetration test done within their environment over the weekend -- so no harm, no foul there. But, you know, had that been somebody that was in there, you hate to even guess how far they could have gotten throughout the environment, how pervasive that could have been without having someone notified quickly.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Many of our clients have seen that in one of their portals. Had they gone in there, they might have seen it in an email when they got to it, maybe the next week when they got back from vacation. But when it comes to security time is money.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Let’s look at your security solutions choices. How was your journey in terms of solving these issues?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">There are two aspects to it. As we looked at endpoint security, we spent more than a year analyzing different platforms. We looked at all of the major vendors out there, the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Microsoft Sentinels, the CrowdStrikes, the Sophos, you name it -- we looked at all of them. We narrowed them down from their “based-on” capabilities, based on some of the tools set integrations, based on their go-to market strategies, some competitive natures. Then we went in and started doing field trial tests, so we put them in place. We would kick the tires, tested integrated to our tools, to make sure those workflows came through, and then we moved forward from there, rolling that into our offerings.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">It’s a pretty detailed process -- one that was probably more detailed than many of them out there. That’s a big aspect of making sure you’re not just jumping in and saying, “Well, this one’s rated really well. Let’s just take that and move forward with it.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">One of the competitors in that particular space that we looked at -- we really liked the product, but we also looked at financial capabilities of the company. You know, they should be profitable. They shouldn’t be hemorrhaging cash left and right. You need to make sure that they’re going to be in there for the long haul. Having been in the IT space for 30 years now, we’ve seen a lot of great vendors come and go. And so that’s almost as important -- their financial viability -- as is the technology.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">How much further do you have to go to get to where you need to be?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Operational maturity for success</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">N</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">It’s always a constant evolution. With security changing so fast, we try to look at what is integrating more openly. Who has APIs to integrate into other tools?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Talking about </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/service-providers-products/cloud-security-msp.html" style="color: blue;">Bitdefender</a>, with this recent acquisition that we have had, they do a lot with Microsoft Azure Sentinel, so we’re working on an integration into Azure Sentinel so that we can have cross-platform capabilities and a layered approach.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">We want to make sure the tools that we have can integrate with the overall platform so that we can pick and choose the right platform to deploy to our customers. The other piece of it is you really have to work closely with the customers to make sure they have proper <i>operational maturity</i> levels.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.bitdefender.com/business/products/mdr-for-msp.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="156" data-original-width="322" height="226" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjVusZtskdlmrF18wkmJO6TtmtUvEnB1rKn8crggEn6pL60GFNb56thDWjKN5piY2yt_t9hBg8yvQSglThPUHv2DOei5KsZSGKAHqKUUadMVE-7H2QK-QGQXlzKVLjZOxoZs15PwORjRyxAU4XWLYRpbwuDMKC65tPMRh5ykuCEa9KN01HMgBQ/w466-h226/keyboard.jpg" width="466" /></span></a></div><span style="font-family: arial;"><span style="font-size: x-large;"><b>I</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> look to five different levels of operational maturity, and you should move up and to the right in the levels. You should take that same approach with security. Make sure you’re starting with the core components to make sure that you have the big building blocks there first -- such as endpoint security, firewalls, advanced threat protection, on-site and off-site backup, and policy management -- before you move to some of the next-generation, such as SaaS technology, zero-touch network access, zero trust at the endpoint level, and DNS protection. You can go on and on and on.</span></span></div><div><span style="font-family: arial;"><span style="font-size: 14.6667px;"><br /></span></span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Security awareness training is also key. For example, our enterprise security and risk management teams came up with a top 10 list that we present as a place to begin. And then we start to talk about where to go as your budget allows.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The other big thing is to get out in front of the process from a budgeting perspective with your clients. I tell them that security costs are probably five times what they were just five years ago, but we don’t necessarily see that in the budget. A lot of times, IT has a real struggle relaying the value of that to the business leadership</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Get out in front of the process from a budgeting perspective with your clients. Security costs are probably five times what they were just five years ago, but we don't necessarily see that in the budgets. IT has a struggle relaying that value to their business leadership.</span></span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">I like to tell stories and relate things back to what I’ve seen in the past. For example, I was at a trade show and one of the security analysts was telling us about a letter he received the day before from one of his MSP clients. It was basically an extortion letter from a cyber attacker who said, “We’ve been in your business for the last 30 days. We have 300GB your files. Here’s the list of files we have. You can pick any three, and we’ll send a copy of the files just to prove that we have them.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">This was purely financial: “Here’s how much money we want. And by the way, if you don’t pay us, we’re going to start calling every one of your competitors and every one of your customers to tell that we have your data and then try to extort them in the same fashion.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">You tell that story to a business owner and it almost makes you sick. Those types of things are happening out there every day. A lot of times, I don’t think they’re very well publicized because people don’t want to know who has been hacked. But it’s real, and they need to react to it and take it seriously. By telling those stories, or if they know somebody who has been hit up for ransomware or extortion, whatever it may be, those stories make a big difference, too.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">On measuring that value, what are your most important key performance indicators (KPIs) to demonstrate to your leadership that you’re spending your money properly and wisely? When it comes to things like <a href="https://www.bitdefender.com/business/enterprise-products/endpoint-detection-response.html" style="color: blue;">EDR</a> and what Bitdefender is providing for you, how do you measure the value?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">That’s always a tough question. At the end of the day, we look at where we see threats and infections and the reactive support needs. We have an incidence response team here to help clients. And we try and track what’s happening there -- how many alerts, remediations, and things that are fixed on a monthly basis to prove value.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">From an MSP perspective, we send out reports to our clients showing all the security events that we’ve seen. These are the things that have been blocked to make sure that they understand the value that’s there. Otherwise, the value is out-of-sight, out-of-mind, right? If they don’t have a problem, they don’t necessarily think that any problems ever existed because you’re blocking something. You’re doing a good thing, but they don’t always realize that.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Of course, not being hacked or ransomed or extorted also factors pretty high up there.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Yes, for sure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Okay, let’s look to the future. What comes next? What are you looking to do in the next three years?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Take down tool sprawl</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">N</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Some of the big things that we’ll look at include which tools are working better together and where we can consolidate reporting. So, combating tool sprawl. It’s a real problem out there, trying to bring reporting from the different tools together so we can show the overall, cohesive strategy. That is going to be more and more important.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">We want to work with vendors that are really open. I would be surprised if we don’t see more of the security vendors adopt standards where they’re sharing things in a more cohesive fashion. Whether it’s endpoint security, DNS protection, or zero trust – ways that security threats can be more consistently delivered to reporting mechanisms to develop better overall dashboards.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">You’ll start to see more API integrations, where you have reporting tools that now are able to work with vendors to block things. So maybe your endpoint security is integrated into your SOC services. You could, at the click of the button, have a disconnect or block of a particular event automatically -- or even manually -- when they see those issues without necessarily having to move into different tools.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">That’s where you’ll see the automation components come in. And then they’ll start to create workflows that work with that, so if an event is triggered, they can use that to run scripts against things to start to shut things down or just connect them or remediate at inception to prevent it spreading. That’s where I think things will be headed more and more.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I’m afraid we’ll have to leave it there. You have been listening to a sponsored BriefingsDirect discussion on how IT services providers are moving beyond past practices to seek out more automation, integration, and acquiring modern security solutions as a service.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">And we’ve learned how Heartland Business Systems is seeking new ways and new partners to assure that security incidents are kept in check across a variety of hybrid IT services and scenarios.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/wgWpZg4czJo" width="320" youtube-src-id="wgWpZg4czJo"></iframe></span></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">S</span></b><span style="font-size: 11pt;">o please join me now in thanking our guest, Jason Nuss, Vice-President of Cloud Services at Heartland Business Systems in Little Chute, Wisconsin. Thank you so much, Jason.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Nuss: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Thanks for having me, Dana.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I’m Dana Gardner, Principal Analyst </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">at Interarbor Solutions, your host and moderator for this ongoing series of BriefingsDirect discussions. A big thank you to our sponsor, Bitdefender, for supporting these presentations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Also, a big thank you to our audience for joining us. Please pass this on to your IT and security communities, and do come back next time.</span></p><p class="MsoNormal" style="margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Why_todays_hybrid_IT_complexity_makes_as_a_service_security_essential.mp3?dest-id=20179">Listen</a></b><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><b><a href="http://briefingsdirect.com/why-todays-hybrid-it-complexity-makes-as-a-service-security-essential">podcast</a></b><b>.</b><b><span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/why-todays-hybrid-it-complexity-makes-as-a-service-security-essential" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="margin: 0in;"><b><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"> </span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;">Transcript of a discussion on why more automation, integration, and acquiring security services “as a service” are in hot demand amid rapidly growing IT security costs and the added complexity of protecting distributed workforces. Copyright Interarbor Solutions, LLC, 2005-2023. All rights reserved.</span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"> </span></i></p><h2 style="margin: 0in; text-align: left;"><b><span face="Arial, sans-serif" style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: large;">You may also be interested in:</span></span></b></h2><p class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0in 0.75in; text-indent: -0.25in;"></p><ul style="text-align: left;"><li><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/03/for-uk-msp-optimizing-customer.html" style="color: blue;">For UK MSP, optimizing customer experience is key to successful security posture and productivity</a></span></li><li><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/03/defending-perimeter-evolves-into.html" style="color: blue;">Defending the perimeter evolves into securing the user experience bubble for UK cancer services provider</a></span></li><li><span face="Arial, sans-serif" style="font-family: arial; 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font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-storedtech-brings-comprehensive.html" style="color: blue;">How MSP StoredTech brings comprehensive security services to diverse clients using Bitdefender</a></span></li><li><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2019/07/for-uk-borough-solving-security-issues.html" style="color: blue;">For a UK borough, solving security issues leads to operational improvements and cost-savings across its IT infrastructure</a></span></li><li><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2019/06/architectural-firm-attains-security-and.html" style="color: blue;">How an Architectural Firm Retains Long-Term Security Confidence Across a Fully Virtualized and Distributed Desktop Environment</a></span></li></ul><p></p></div>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-62141024378118617622023-03-30T09:00:00.039-04:002023-03-30T10:12:47.326-04:00For UK MSP, optimizing customer experience is key to successful security posture and productivity<p><i style="font-family: "Times New Roman", serif;"><span face="Arial, sans-serif" style="font-size: 10pt;"></span></i></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://www.bitdefender.com/business/products/mdr-for-msp.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3000" data-original-width="4500" height="332" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgherO3WNSKoQh6l1ipH14GA5WNNKe-4bJ2enI7NaVYALRgt0Oj21oNTpcb35e08LR-XJhYfdwL3ij9IiFtrJZBD18SbeTUo4QMZqBI-NxAgNQuLH9-Gpu8S3EdxLLj9EjeqchXqwosHUlikJdbKJrviKyMZrcvE7D_aYIRs5Q9c0q52uJIC4M/w500-h332/top2.jpg" width="500" /></span></a></i></div><i><span style="font-family: arial;">Transcript of a discussion on how Scottish MSP Grant McGregor takes the customer experience imperative to new heights, especially as its users move increasingly to hybrid IT models.</span></i><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-For_UK_MSP_Optimizing_Customer_Experience_is_Key_to_Successful_Security_Posture_and_Culture.mp3?dest-id=20179">Listen</a></b><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><b><a href="http://briefingsdirect.com/for-uk-msp-optimizing-customer-experience-is-key-to-successful-security-posture-and-culture">podcast</a></b><b>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/for-uk-msp-optimizing-customer-experience-is-key-to-successful-security-posture-and-productivity" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://twitter.com/Dana_Gardner" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For managed service providers (MSPs), making the IT infrastructure as invisible as possible isn’t just a “nice-to-have" — it's also elemental to delivering the best customer experience.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Securing IT for these tech services and support users is no different. The less complexity and interference with productivity from the underlying security apparatus — the better.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Today’s BriefingsDirect security innovations discussion examines how Scottish MSP </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.grantmcgregor.co.uk/" style="color: blue;">Grant McGregor Ltd.</a> has taken the customer experience imperative to new heights — even as its users move increasingly to hybrid IT models.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Here to share their story of better managing the security experience as a means of enhancing the overall IT services value are our guests, <a href="https://www.linkedin.com/in/david-jonathan-lawrence/" style="color: blue;">David Lawrence</a>, Co-Founder and Director of IT Support Services and Advice at Grant McGregor in Edinburgh. Welcome, David.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">David Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thank you for having us.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;"></span></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/t1zA-NRoDjg" width="320" youtube-src-id="t1zA-NRoDjg"></iframe></span></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We are also joined by <a href="https://www.linkedin.com/in/paul-sinclair-itservicemanager/" style="color: blue;">Paul Sinclair</a>, Head of IT Service at Grant McGregor. Welcome, Paul.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Paul Sinclair: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Hi, Dana. Many thanks for allowing us to have this opportunity to share our story.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> David, what are some of the top trends driving the need for MSPs like yourselves to provide risk management solutions that go beyond just endpoint security?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">W</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">e typically talk about the threat landscape in the context of the threat actor. What we’ve seen over the last couple of years -- with the need for hybrid working – is really focusing now on keeping the honest, honest -- and the right, right. That’s the knowledge worker, the poor person in the organization who’s trying to do the best they can in a challenging environment.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="clear: left; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/david-jonathan-lawrence/"><img border="0" data-original-height="315" data-original-width="313" height="286" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg2KrUOJ9v3eeEfu-HbUQ6nSrOMdLHu7OrKXkQyhCqEce5sDxAHVkhWcLyUPQkWsOBarsbp-MHNQoupq4MxTYylWhou0jvEr_TkuQx7KlpzqX0mfUdRyjZTThzOYEgInhZF99PRoOnKSnpqKjjFuGeYn1aUGE7k7eI3PJ5uM1hPUd4S8EZ0KUA/w284-h286/David%20Lawrence.jpeg" width="284" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/david-jonathan-lawrence/">Lawrence</a></b></span></td></tr></tbody></table><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We see organizations doubling down and asking for our advice on helping them stay right, and that’s through <a href="https://learn.microsoft.com/en-us/azure/active-directory/conditional-access/overview" style="color: blue;">conditional-access policies</a> to protect the organization while away from the central network and with security-awareness training that helps educate those people on best practices.</span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">With cloud protection and cloud backup, a lot of organizations have made further grounds into the cloud landscape on how they can best protect their organizational data. Critically, people are more aware now of <a href="https://www.bitdefender.com/business/products/mdr-for-msp.html" style="color: blue;">managed detection and response (MDR)</a> and <a href="https://www.bitdefender.com/business/gravityzone-platform/xdr-extended-detection-and-response.html" style="color: blue;">extended detection and response (XDR)</a></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> services. They feel that they want a security [blanket] on their organization wherever those people might be working.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Tell us about Grant McGregor. What distinguishes you in your mind from other MSPs? How do you enhance your customer experience in particular?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Work safely with right tech support</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">L</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">awrence: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">With 20 years of experience in delivering world-class people support and technology services, we’ve now grown to 21 people who deliver support and advice to more than 1,500 customers and their endpoints.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We want our customers to thrive by creating better and safer places for them to work. And that’s critical. People want to be productive. They want to feel that they have an MSP like us watching out for them. Our service desk team delivers people-centric support, protecting the people themselves and their endpoints. We provide proactive support and administration -- just like an outsourced IT department would.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Our professional services team delivers what we consider a standard practice, but I’m amazed that sometimes it’s not. That’s the quarterly business reviews. Those are really important for providing the advice and guidance for our customers as they make and continue the journey to <a href="https://azure.microsoft.com/en-us/" style="color: blue;">Microsoft Azure</a> cloud – with security as a service<span class="apple-converted-space"><span style="background: white;"> </span></span><span style="background: white;">(SECaaS)</span>, cloud as a service<span class="apple-converted-space"><span style="background: white; color: #202124;"> </span></span><span style="background: white; color: #202124;">(CaaS)</span>. I think our strength is triage with all their other partners in that sort of technology ecosystem.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Paul, how are your needs for securely delivering IT services and support different from three years ago? What are some of the trends driving your ability to adjust and improve to deliver the best possible experience for your customers?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Well, as you know, the world is a much different place than it was three years ago. We’ve had to adjust our own practices. We’ve had a pandemic; we have other crises in the world at the moment as well.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="clear: right; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/paul-sinclair-itservicemanager/"><img border="0" data-original-height="400" data-original-width="400" height="283" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFpUwH3nbSuw-NqWUak42iH_YhUMf3gPa6gxtyGTAEftWO0q62AOG0j1uWtDcYCBzep_B8YEaeZmMqDF4KIPZ8pELuGUz7MZTkHHuyvFN26DuHVW48EbVLfAgsJZ0jswcACKLdPA2JwbMv4QdhIo23gteYS8IcWPlq3m5easxGiCd6PX18kuI/w283-h283/Paul%20Sinclair.jpeg" width="283" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/paul-sinclair-itservicemanager/">Sinclair</a></b></span></td></tr></tbody></table><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, we’ve had to adjust as a business and learn how to work remotely, work in a hybrid model, but at the same time deliver that high-end, 100 percent world-class service that we too strive to do. Not only that, but we’ve also had to support our own client base and our client users with their hybrid and remote working needs by identifying and delivering the right security products that keep our customers safe – and their customers safe, as well.</span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It takes a layered approach. For example, only yesterday we had a threat actor maliciously trying to sneak through. So it requires a number of protection measures in place -- from email protection, to education, to security awareness training, and filtering, as well as using <a href="https://www.bitdefender.com/" style="color: blue;">Bitdefender</a>’s <a href="https://www.bitdefender.com/business/products/mdr-for-msp.html" style="color: blue;">Managed Detection and Response (MDR)</a><span class="MsoHyperlink" style="color: blue; text-decoration-line: underline;">.</span></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And it was only at the last minute through the human firewall, of clicking on the link to remove that email, using Bitdefender, in this case, and the MDR service. It had our back and blocked it. So, again, we’re very focused on educating our customer base. No one size fits all. What we need is a layered approach to security.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Because you’re servicing different regions of the UK and you’re servicing different-sized organizations, you need to readily scale up and scale down. How difficult is it to serve the biggest and smallest of your customers?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">The future is co-management</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">L</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">awrence: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">There are some challenges. Our sweet spot is probably the 20- to 70-seat-sized organizations. And we’ve strategically made our people-centric services agile enough for those numbers.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The criticality of that is that we want strong partners and strong solutions. We need to know how those solutions work to gain the best out of them. Then all of our people can know what they’re meant to be doing. That’s always been a bit of a journey.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Where we are now is we’re very confident that in using providers like <a href="https://www.bitdefender.com/" style="color: blue;">Bitdefender</a>, <a href="https://www.proofpoint.com/us" style="color: blue;">Proofpoint</a>, and <a href="https://www.n-able.com/" style="color: blue;">N-Able</a><span class="MsoHyperlink" style="color: blue; text-decoration-line: underline;"><span style="text-decoration-line: none;"> </span></span>that we are using leading-edge solutions. But critically, there needs to be a partnership, and that needs to come from our providers</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Our next growth is through co-managed IT services. That's a really great place to be over the next couple of years. We can take what we've learned, the tools we have, and our partnerships and deliver those at scale to help our customers.</span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Our next growth is through co-managed IT services. That’s a really great place to be over the next couple of years. That’s because we can take what we’ve learned, the tool sets we have, and our partnerships – such as we have with Bitdefender -- and deliver and scale those <a href="https://en.wikipedia.org/wiki/Co-managed_Security" style="color: blue;">co-managed security services</a> to help our customers’ stressed and time-strapped IT departments.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">What do those co-managed services typically consist of?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You’ve seen the data. It’s incredible in this day and age that a lot of organizations -- even still in the UK -- are not <a href="https://en.wikipedia.org/wiki/Patch_(computing)" style="color: blue;">patching</a> the way they should. You would think that would be the number-one priority for these IT departments, to patch with the latest <a href="https://www.microsoft.com/en-us/windows" style="color: blue;">Windows</a> updates, and on the applications, too. But that still isn’t the case. We’re cyber essentials assessors, and we see that for our non-support customers.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, we want to help them and allow them to focus on the strategic side of their organizations. We have the tool sets to enable them to patch their endpoint devices effectively and attain that very minimal first-level knowledge that they’re secure. And then we can work with them on the <span style="background: white;">SECaaS</span> value. That’s where we can add real value from the experiences we’ve learned from and from the partnerships that we have.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Paul, how do you overcome the challenges your customers have with integrating security tools? So often security consists of many different tools, many different underlying technologies. How do you go about that making that all invisible to them?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> When David and I first started out many years ago, you needed different applications from different vendors to secure all the threats that were out there. But it was a lot of work and took a lot of time and effort using different products. Over the years, Bitdefender has given us the capability to have a <a href="https://www.bitdefender.com/business/service-providers-products/cloud-security-msp.html" style="color: blue;">security suite</a> of web protection, a firewall, endpoint protection, USB control, and other security options.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Having this one product as a <a href="https://www.bitdefender.com/business/service-providers-products/cloud-security-msp.html" style="color: blue;">cloud-based solution</a> -- and that has the integration options with our <span style="background: white; color: #202124;">professional services automation (PSA) and remote monitoring and management (RMM) </span>system as well -- allows us to deploy basically one RMM agent that allows several different security controls to be deployed to any PC at any company very, very quickly. It makes the technical support of that extremely easy. It also makes the deployment and the onboarding of new customers very efficient.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Yes, as more of us are more remote across organizations, that has hastened the movement to a remote control <a href="https://en.wikipedia.org/wiki/Software_agent" style="color: blue;">agent</a> approach to security. Do you agree, Paul?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Absolutely, yes. It certainly makes it easier than back in the old days of running around to different PCs and asking users to give up their time during the day to allow us to do that. Now we can do that remotely, silently, and very effectively.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; line-height: 22px;"></span></b></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><b><a href="https://www.bitdefender.com/business/enterprise-products/managed-detection-response-service.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3840" data-original-width="5760" height="310" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgw5RyPmUHHmgrFi4OiCM6y_86mXxaS0XMHOmRz-jwajzK7t-auG6PtXlWeNYx5ek9tt5ccd565Vj2S7a68iI4MQ3jjdckyzGGUWbUcVjUiBKG0US5ySYb6wdWNA-pCHTO6XyGWKS-F2gGXreSFUl3x0UN8Lww1V6-581E5jiCjVIqUF6UwiFc/w466-h310/top%20top.jpg" width="466" /></span></a></b></div><span style="font-family: arial;"><b><span style="font-size: x-large;">L</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">awrence: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We have seen in our MSP peer group in Scotland, and in the UK, that they are cementing their processes and procedures around one or two key products, and in some cases the customer solution. I’m sure this is the same in the United States among mature MSPs. You can only support what you know. You can only train and certify on one key product and in one key area to be the master of one, but not necessarily the master of many.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">With Bitdefender, and the other security partners we have, this allows us to focus -- but also put that known stack in place for customers, knowing that we have their backs. And sometimes there are awkward questions from the customers, saying, “Well, you know, I kind of prefer to do it this way” … or “Can I keep this or that security solution?”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/t1zA-NRoDjg" width="320" youtube-src-id="t1zA-NRoDjg"></iframe></span></div><span style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">W</span></b><span style="font-size: 11pt;">ell, we learned from maturity and having the right security posture that the answer needs to be, “No, the answer is no. We’re putting our security stack in to best protect you. And you can hold us accountable, but it needs to be our technology, provided by our partners.”</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Even as so many organizations are moving to the cloud model, so much of security issues comes back to email. Especially in smaller organizations, email remains the source of a lot of security hiccups.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">How important is picking the right email partner and tools in your overall security posture? What have you found as the right approach to a steady path of productivity given the inherent risks of email?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> So, as recently as six years ago, we were probably spending about 60 percent of our day managing email security. You know, the false positives, the stuff that shouldn’t be getting through, and all of the headaches that come from malware and ransomware. It was causing us real pain points.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Manage email to educate users</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></i></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">S</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">inclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> There are global threats and new sophisticated ways that we’re seeing daily through which criminals are trying to harvest your data. You need the right email security solution that keeps up with the times. Those providers can figure out for you what the new threats are on the back end. Also, we’re no longer having to log on to the systems daily or weekly and tweaking the settings here and there like we used to</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Email security training for end users is a big must now, and we're promoting that to our clients. It only takes one lapse in concentration. Then before you know it, you can be in some serious bother. I'm a big champion of email security training.</span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">One point I would emphasize as well is email security training for the end users. It’s a big must now, and we’re promoting that to our clients. It only takes one lapse in concentration when some of these busy workers remove a dodgy email from quarantine. Then, before you know it, you can be in some real serious bother. So, I’m a big champion of email security training as well as being on top of your security solution updates.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Right.</span><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Even using the best technology, being successful at security reverts back to behavior. It’s an intangible aspect to all of this. Also, as providers of the best customer experience, you want to embed security measures, make them invisible. That means you need to have the instant visibility into what’s going on in order to react.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, how well do your tools provide the insights needed to fully exploit the security technology?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> There are two sides of the coin when it comes to visibility. One is the proactive nature of being able to look at the data in real time and to make assessments, and the other is to then feed that back to the client.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The reactive nature of the security tools is probably most important because you want to jump on that quickly and effectively to remove threats and then to communicate that to the customer -- what’s happening real time -- and how we’re helping them to quickly get back to a safe place.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial;"><br /></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial;">We’re choosing solutions that are mature, are a good fit for us, and that also integrate into our </span><span style="background: white; color: #202124; font-family: arial;">PSA and RMM</span><span style="font-family: arial;"> systems. And, you know, Bitdefender, Proofpoint, and other solutions that we use all have APIs (</span><span style="color: #202124; font-family: arial;">Application Programming Interfaces)<b> </b></span><span style="font-family: arial;">that allow us then to interconnect services whereby we can build automation and remove the noise.</span></p><div><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><br /></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="clear: left; float: left; font-family: arial; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="91" data-original-width="551" height="64" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiCrpTF3OmGndWYXtJXMa33XkIDkHCCiZhg3JWbLMyixhChL_eA6PRR-rMLjK6q1J6H5mT-BhvJfgfRFP0k0ZOzHpjdlnYiVNte6iJbkTMap9odEJb7giOQPevpEg7Tnbx-PYLw683u8Eouq8_SfmYLj4ZxAWr2dlpYeMqiweEd3NcM_FpOp-U/w386-h64/logo.png" width="386" /></span><span style="font-family: arial; font-size: 11pt; line-height: 22px;">A lot of the time now, the artificial intelligence (AI) solves problems for us. Other times, we still need the technology support officers in our organization to see the threats and react quickly. Again, only yesterday we had an incident. Thankfully, the third layer of security jumped in -- and that was Bitdefender. We were all over it very quickly, and we could jump into the <a href="https://www.connectwise.com/" style="color: blue;">ConnectWise</a> and other systems and say, “Yeah, we know exactly how that threat transpired and where it came from.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The first gate was closed, but the user opened it. The second gate was closed, but the user decided to open that one, too. And lastly, the third gate was definitely shut and was definitely not opening. And that was Bitdefender MDR.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Everything in the world is so quick now, much quicker that it was 10 or 20 years ago. Everybody wants to be able to report data and jump on things quickly. So, yeah, it’s just the right tool set that integrates into our solutions.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Paul, what do you look for when it comes to consoles and a management overview? Or even taking the next step to provide compliance and auditing requirements? How do those fit into your customer experience needs when it comes to visibility?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">A single pane of transparent glass</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">S</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">inclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We use a reporting service that hooks into our PSA and different security solutions. We send these reports automatically and directly from the product set to the clients on a monthly basis. It shows the non-human tickets, but it also demonstrates the trust in the security services because it shows items that have technically been blocked, deleted, or quarantined. As part of the AI process that David was talking about, these tickets are logged, the product has done the job, and then the ticket is closed.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For us, we’re showing the added value that the security solutions are providing for the client. So then, they have transparency of the tickets that we are doing -- and the security solutions that we’ve put in place as well. That’s automated so we are not using the time on the person’s device to do fault finding. And, for us, we found that is really valuable, these reports, and the clients certainly do as well. They look forward each month to receiving them, and we get feedback on them every month. It’s a great service and tool that we’ve built for that.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> David, you mentioned Bitdefender and the tools you’re using from them. Give us an overview of what you’re using and how they fit together to meet your needs as an MSP. I’m also wondering if you’re relying on the <a href="https://www.youtube.com/watch?v=WooYyGuKUnU" style="color: blue;">Bitdefender Security Operations Center (SOC)</a>.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We’ve been with Bitdefender for a number of years now. The irony is we were using malware solutions in the past that had a Bitdefender engine. The irony was the vendor just wasn’t just cutting it for us. So, we went to work with Bitdefender directly. We have the confidence that it’s a grown-up solution.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">They have been around for many years, and they’re always at the forefront of the technology. The way Bitdefender works for us is we use <a href="https://www.bitdefender.com/business/service-providers-products/cloud-security-msp.html" style="color: blue;">Bitdefender GravityZone</a>, so every one of our customers will have that standard stack. And then, on top of that, we use <a href="https://www.bitdefender.com/content/dam/bitdefender/business/products/msp/Bitdefender-MSP_EDR-Datasheet-en.pdf" style="color: blue;">Bitdefender EDR</a> and <a href="https://www.bitdefender.com/content/dam/bitdefender/business/products/msp/Bitdefender-MSP-Advance-Threat-Security-Datasheet-en.pdf" style="color: blue;">advanced threat technology</a> to secure the endpoints. So, for us, that’s just a given. It’s got that great layer of protection</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">The solution doesn't just reactively address threats. They do threat hunting for us. ... There have been so many occasions this year that Bitdefender has jumped onto alerts and challenges with endpoints. ... They really have delivered on the MDR service.</span></span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">I think of those horrible words in our industry, the “single pane of glass” expression, but that’s what it provides. The Bitdefender GravityZone always evolves, changes, and develops. And, for us, that single pane of glass is a very good system to go in there and see what’s going on in that environment. Last year, we adopted <a href="https://www.bitdefender.com/business/products/mdr-for-msp.html" style="color: blue;">the MDR service</a> from Bitdefender and dipped our toes in that with a couple of our professional services customers.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The solution doesn’t just reactively address threats. They do threat hunting for us. We give them a lot of information on the customer. They look at domain names, their threat landscape, and provide that in a security center so that we can resell that to our customers. We were open to our customers about who ultimately was providing that, and we would work with that partner to have our customers’ back.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">There have been so many occasions this year that Bitdefender has jumped onto alerts and challenges with endpoints. And then ultimately we’ve worked together, even saying, "That’s fine, let’s exclude that," or as was the case yesterday, they blocked that threat -- and that’s what we want. Sometimes when you hear technology providers say, “Here’s the service,” and they describe it, you think it’s too good to be true. And actually, that’s not been the case for Bitdefender. It really has worked, and they really have delivered on the MDR service.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Paul, anything you’d like to add to your use of Bitdefender, and then also the SOC opportunity?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> In terms of the SOC, once we are able to give the right information to Bitdefender, do you know what that allows us to do? It gives us the confidence that the user habits on the PCs are being monitored, and anything that’s unusual is being picked up on.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">One of the first things I remember saying to David, once we started seeing the results coming through, was, “Do you know what? I can go to bed at night now and have that good night’s sleep that we never used to get.” You know, you had something niggling in the background. But now I go to bed at night – or on the weekends – with that confidence that user habits are being monitored and looked at and picked up on. And that’s whether that user is in the office, working late, or it’s irrelevant of whatever location in the world they’re in. We know it’s being monitored. For that, and what we did, it’s just second to none.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></b></p><div class="separator" style="clear: both; text-align: center;"><b><a href="https://www.grantmcgregor.co.uk" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="2468" data-original-width="5616" height="204" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiQsJFSLipt-ZoiU8NjBYqFp_3oibhyqWaPcU1FtGjAv_f27m1z05tISb_SZRVjZtxvpRxltlaFrgH0rg1V7VeyR4vo0gY0sCziVl8XW8WZ-_T8bhrqWvxqeAAScJ8mpjKQlJdq3sLFpqJb9ByBmFyBeccyhZbN4cQjEiRpcgy1nPGa_Qu-3hQ/w464-h204/top%20top%20top.jpg" width="464" /></span></a></b></div><p style="text-align: left;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> A lot of the benefit that large, sophisticated enterprises had when it came to monitoring behavior and analyzing it didn’t translate down to the smaller organizations, of say 40 to 50 seats. But now with SOC-as-a-service, if you will, the very best of analysis and behavior tracking can be brought to just about anyone.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Absolutely, because when you go to smaller clients than that of 10, 20, or 25, where the user behavior is not necessarily at a company level, they’re still being monitored -- and they’re able to work elsewhere.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We had an example not long ago where an end user decided that they were going to go on holiday and still work, but not let the organization know that they were away. They couldn’t do anything because Bitdefender realized the PC was out of the country and was trying to connect through unsecured networks -- at hotels, restaurants, and things like that. It just blocked them from being able to do anything. So, we were approached by that user, and we were able to then pass that information back on to the client organization ourselves. We acted as the eyes and ears for them.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> When we integrated our organization using the Bitdefender MDR service, they had the goal of securing and providing us a SOC capability to the smaller businesses.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Before that, a couple of years ago, there was a manual process between us and the team in the States. We were filling in a spreadsheet, giving them as much customer information -- with the customers’ support -- to understand their organization and ultimately the threat landscape.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Fast-forward a couple of years, and Bitdefender has given us the maturity and MDR foundation so that the process for us as an MSP is a lot easier to get our customers on board with that SOC service. Now we don’t need to spin up a spreadsheet and fill it in. We can jump into the single pane of glass that Bitdefender provides and put up that service straight away and provide them all the information to get those customers secure and enjoying that SOC center.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><br /></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’d like to quantify some of what we’ve talked about. So, I’m looking for metrics of success. What ways do you measure the overall impact on your customers and their experience? How do you know you’re doing it right and whether your suppliers like Bitdefender are getting the job done?</span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large;"><span face="Arial, sans-serif" style="line-height: 22px;"> <br /></span><b><i><span face="Arial, sans-serif" style="line-height: 22px;">For happy clients, take their temperature</span></i></b></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">L</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">awrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> As an organization, we’re really focused on customer experience, and we have a customer improvement board in our ConnectWise system. We’re consciously seeking that and adjusting feedback from our customers accordingly.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">And what’s great with the right tool set in place is it’s so different from the noise that we were describing earlier, about having the wrong security product years ago, and all the wrong malware and ransomware protection in place. It really caused us headaches</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Years ago, our customer happiness was around 94 percent. But over the last 12 months, we've had a score of 97.8 percent. That's telling us we're doing as good of a job as we can. ... We're very happy.</span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Now, when we review our customer happiness factor, we use <a href="https://www.customerthermometer.com/" style="color: blue;">Customer Thermometer</a>. And years ago, our customer happiness was probably around 94 percent. But over the last 12 months, we’ve had a customer happiness score of 97.8 percent. That’s telling us weekly, monthly, quarterly, and annually that we’re doing as good a job as we can.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We also survey the key contacts, our key client IT partners within the organization, every six months on the <a href="https://en.wikipedia.org/wiki/Net_promoter_score" style="color: blue;">net promoter score (NPS)</a>. Again, that’s very positive compared to where it had been. We’re at 69 now, which I think is world class, and 75 percent of promoters. So again, we’re very happy.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And that’s not all just down to selecting the right security tools. That’s having all people that can communicate in English and set the right expectations. But again, so much of our frustrations -- and probably the industry’s frustrations -- come from the wrong tool set. We need the right tools to do our job. That’s critical.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Paul, any favorite indicators that assure you of that good night sleep?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Absolutely. Looking at the numbers, we’re seeing a 47 percent decrease in malware infections between our clients from last year to this year. That’s a massive number in a single year.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And that’s not just malware numbers. That has knock-on numbers in terms of technical administration cost savings by using Bitdefender and effectively creating and closing tickets on our PSA system. That’s a 23 percent improvement so far from last year.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">What it shows us is we are evolving, and Bitdefender and that technology is evolving with us in the right direction. As long as we see these numbers constantly where they need to be, then yeah, that’s amazing.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> The old frustrations were sticking an antivirus malware protection tool on the machines and having the opposite effect for productivity. The wrong malware protection was dragging the poor machines down. I think Paul told me earlier that it was a 10 percent performance gain that we’ve had since using Bitdefender.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Just having that smaller footprint is a big improvement, isn’t it? That smaller footprint from three, four, or five different security products now wrapped down into one. Between the two of us, David and I have been working in this industry for 60 years. We’ve reviewed our security products so often over our 21 years at Grant McGregor from the start and across different technologies. But if the tools weren’t working for the customer, they won’t work for us.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.bitdefender.com/business/solutions/cloud-workload-protection.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3439" data-original-width="5000" height="314" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjG1_HtKBppFybbelOA9KY6DNmbmy0PhDHjBVvtHUNMp6MPm9MvG6SD2YAryDzIZN-d5cIrCNoJfHnF11uhSKOI-mU2Jujb0TYuEKwnqNw_lInEbrB_OwOmYBbp7Tb18X0P8chuK5VQSj3h9i0SJTJh8LUN8Cxlk_Y3jFN1dkEZoP4pt_pIAUg/w457-h314/top%20top%20top%20top.jpg" width="457" /></span></a></div><p style="text-align: left;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;"><b>S</b></span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">o far with Bitdefender, we have confidence year after year. We’re no longer sitting down and reviewing the Bitdefender technology and stack. We just recommend them as our first product whenever we onboard a new client or user. Bitdefender is the first product that’s recommended and it’s the first product that goes in. Not one client ever has said no.</span><span face="Arial, sans-serif" style="font-size: 11pt;"> </span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Those are very impressive numbers, and I commend you for them. But, of course, we can’t rest on our laurels. We have to look for where we go next. For security, it’s never good enough, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><br /></span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, what comes next for Grant McGregor? You mentioned co-managed services, for example. What solutions do you look to next, and how can your providers help you get there?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Keep the honest, honest</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">L</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">awrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We’re in exciting times with exciting new technology. Without the distractions of what’s happening for us in Britain and in Europe, I think there are two trends.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As an organization, we’re focused on helping the end user stay right and honest -- and that means helping put in the right tool set. Those will be focused on data loss protection, enforcing policies for the endpoint, and education systems for security awareness.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Rather than focus – as the industry often does – on external threats, we want to keep the honest, honest. That’s, first off, an easier sell. Second of all, that means living up to our values. We are supporting the end users and the organization to navigate all the threats out there, but from internally and then outward.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The co-managed space is going to be huge. As an MSP – and there are a lot of us out there – maybe not all of us are doing the right things, but we’re all competing and trying to grab each other’s customers.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The natural direction is to the co-managed space, where we can pass on those years of experience with using the right tool sets. Unfortunately, soon in the UK, that will be to the cash-strapped IT department and the time-poor departments. They are going to need and want our expertise and advice so they can get on with doing the strategic work that they want to focus on. We’ll be providing to them the patching-as-a-service, the co-managed IT support-as-a-service (SaaS), the email-as-a-service (EaaS), and the backup-as-a-service (BaaS).</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We’re already making traction in that space, and we’re excited about that. So, those two growth spots are there for us.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> David mentioned the unfortunate predictions across the globe for difficult economic times ahead. Doing more with less becomes the imperative across the board. So, that usually means higher productivity -- and that usually means working smarter, not necessarily harder.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">What do you see in the next stages in terms of how you can help your customers do more with less from the MSP perspective?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It is all about being smarter, isn’t it? For us with the technology that David has touched on, I think we need to look a bit further into the future. And where does that take us? It takes us down that AI route and getting the users to try and help themselves along that route while we keep ourselves up to date with the latest technologies. It means watching for the new threats -- because they are constant. I see us soon taking on more AI and use more of that intelligence to keep the productivity levels where they need to be.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; line-height: 22px;"></span></b></p><div style="font-size: 11pt; text-align: center;"><b><a href="https://www.bitdefender.com/business/products/mdr-for-msp.html"><span style="font-family: arial;"><img border="0" data-original-height="4128" data-original-width="6192" height="307" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhByFFtDxf10Fb8DTWp7Lt712yqctYs-d-ByoXzrm8_w1auFVnAXfmX2JXcQSDgafw_JxLEsIULXvVn3gLEXvgyNsirbjbR4aOSr3bpFdBxMjjLzwqutXmwtZKwf9AwRVSbiRU7hGW_U7A-SKX6s3ed6rsHh_iPerP22RUnymsjtVZ7QBieY1k/w462-h307/top.jpg" width="462" /></span></a></b></div><span style="font-family: arial;"><b><span style="font-size: x-large;">L</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">awrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> <a href="https://en.wikipedia.org/wiki/Digital_transformation" style="color: blue;">Digital transformation</a> is a big space for customers to get their heads around -- and productivity is absolutely a must as they move to cloud services and platforms. Again, only recently Microsoft released more products and services. And, again, it’s our job as a technology provider to help educate our customers on that new landscape and to use tools such as business intelligence and to get the best from the Microsoft applications.</span></span><div><span style="font-family: arial; font-size: 11pt;"> </span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">There’s a lot of new automation there that the customers can build upon, and I think their fear is just how they can get their heads around it. For us, it’s about partnering with the right people to pass on those skill sets to the smaller businesses.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on making the security infrastructure as invisible as possible as an essential ingredient to delivering the best overall IT customer experience.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We’ve learned how Scottish MSP Grant McGregor has taken the end users’ productivity and satisfaction to new heights, even as these customers increasingly move to hybrid IT models and face new forms of security risks.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So please join me in thanking our guests, David Lawrence, Co-founder and Director of IT Support Services and Advice at Grant McGregor. Thank you so much, David.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Lawrence:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thank you very much.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/t1zA-NRoDjg" width="320" youtube-src-id="t1zA-NRoDjg"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And a big thank you to Paul Sinclair, Head of IT Service at Grant McGregor. Thank you, sir.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Sinclair:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thank you, Dana, it’s been an absolute pleasure.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m Dana Gardner, Principal Analyst at Interarbor Solutions. Your host and moderator for this ongoing series of BriefingsDirect discussions. A big thank you as well to our sponsor, Bitdefender, for supporting these presentations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">I extend a thank you as well to our audience for joining. Please pass this on to your IT and security communities, and do come back next time.</span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-For_UK_MSP_Optimizing_Customer_Experience_is_Key_to_Successful_Security_Posture_and_Culture.mp3?dest-id=20179">Listen</a></b><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><b><a href="http://briefingsdirect.com/for-uk-msp-optimizing-customer-experience-is-key-to-successful-security-posture-and-culture">podcast</a></b><b>. </b><b>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/for-uk-msp-optimizing-customer-experience-is-key-to-successful-security-posture-and-productivity" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-family: arial; font-size: 10pt;"> </span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;">Transcript of a discussion on how Scottish MSP Grant McGregor takes the customer experience imperative to new heights, especially as its users move increasingly to hybrid IT models. Copyright Interarbor Solutions, LLC, 2005-2023. All rights reserved.</span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;"> </span></i></p><h2 style="margin: 0in; text-align: left;"><b><span face="Arial, sans-serif" style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: large;">You may also be interested in:</span></span></b></h2><ul style="text-align: left;"><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2023/03/defending-perimeter-evolves-into.html" style="color: blue;">Defending the perimeter evolves into securing the user experience bubble for UK cancer services provider</a></span></li><li><a href="https://www.briefingsdirectblog.com/2023/01/how-core-concrete-sets-solid-foundation.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How A-Core Concrete sets a solid foundation for preemptive security</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-brings-comprehensive-security.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How an MSP brings comprehensive security services to diverse clients</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/better-it-security-comes-with-ease-in.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">Better IT security comes with ease in overhead for rural Virginia county government</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/sambasafetys-mission-to-reduce-risk.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">SambaSafety’s mission to reduce risk begins in its own datacenter security partnerships</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-storedtech-brings-comprehensive.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How MSP StoredTech brings comprehensive security services to diverse clients using Bitdefender</span></a></li><li><a href="https://www.briefingsdirectblog.com/2019/07/for-uk-borough-solving-security-issues.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">For a UK borough, solving security issues leads to operational improvements and cost-savings across its IT infrastructure</span></a></li><li><a href="https://www.briefingsdirectblog.com/2019/06/architectural-firm-attains-security-and.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How an Architectural Firm Retains Long-Term Security Confidence Across a Fully Virtualized and Distributed Desktop Environment</span></a></li><li><a href="https://www.briefingsdirectblog.com/2018/10/regional-dental-firm-great-expressions.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">Regional dental firm Great Expressions protects distributed data with lower complexity thanks to amalgam of Nutanix HCI and Bitdefender security</span></a></li></ul></div></div>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-80785170635348202032023-03-01T12:09:00.004-05:002023-03-01T13:42:46.821-05:00Defending the Perimeter Evolves into Securing the User Experience Bubble for UK Cancer Services Provider<p><span style="font-family: arial;"><i><span face="Arial, sans-serif" style="font-size: 10pt;"></span></i></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><i><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="https://www.macmillan.org.uk/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="5274" data-original-width="7900" height="298" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhMlFCQttgy0H3084OfWHmONCtKFx2Melh8kxQvo23jIKCsxuj6OEufUVE4-mTyZafps5lMju4Sx52uvJhfrjGJaZxgbRL1u8Ah_XjNj7LC1VKstkkO-Q5UC-ogQWglEq-NCFGcCI79tpgUv5XZQAQ0FNF24V37H8acD2jbqIg8Ddvb3uGapwU/w444-h298/top.jpg" width="444" /></a></span></i></span></div><span style="font-family: arial;"><i><span face="Arial, sans-serif" style="font-size: 10pt;">Transcript of a discussion on how Macmillan Cancer Support in the UK places confidence in -- and ease of use of -- overall security as both top IT and health services requirements.</span></i><span face="Arial, sans-serif" style="font-size: 10pt;"> </span></span><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Defending_the_Perimeter_Evolves_into_Securing_the_User_Experience_Bubble_for_UK_Cancer_Services_Provider.mp3?dest-id=20179">Listen</a></b><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><b><a href="http://briefingsdirect.com/defending-the-perimeter-evolves-into-securing-the-user-experience-bubble-for-uk-cancer-services-provider">podcast</a></b><b>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/defending-the-perimeter-evolves-into-securing-the-user-experience-bubble-for-uk-cancer-provider" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://twitter.com/Dana_Gardner" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/danagardner/"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span style="font-size: medium;"><b><a href="https://www.linkedin.com/in/danagardner/">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">An underappreciated aspect of enhancing <a href="https://www.bitdefender.com/business/" style="color: blue;">IT security</a> is the impact on an end user’s comfort and trust in the services provided. In the case of health care services and support, making the patient feel welcome and safe can be a game-changer as they seek access to needed services and care.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The next <a href="https://www.briefingsdirectblog.com/" style="color: blue;">BriefingsDirect security innovations discussion</a> examines how <a href="https://www.macmillan.org.uk/" style="color: blue;">Macmillan Cancer Support</a> in the United Kingdom (UK) places the ease of use and sense of security in the services provided as a top IT -- and community service -- requirement.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Here to share their story on how to develop and deliver a cloud-ready security bubble around all users, their activities, and the sensitive data they share is our guest, <a href="https://www.linkedin.com/in/tim-o-neill-cism-a4a33b1b1/" style="color: blue;">Tim O’Neill</a>, Head of Information Security at <a href="https://www.macmillan.org.uk/about-us" style="color: blue;">Macmillan Cancer Support</a> in London. Welcome, Tim.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/paeQiS6vl-M" width="320" youtube-src-id="paeQiS6vl-M"></iframe></b></span></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;">T</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">im O’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Lovely to be here. Thanks for having me.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We’re delighted to have you. Tim, tell us about Macmillan Cancer Support. It’s a very interesting and worthy organization. I’d also like to hear about your approach to securing a caring and trusted environment for your community.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></i></b></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">For all who navigate a cancer journey</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We have a unique organization in that when people think of a cancer charity, they often think about the medical side of it and about the pioneering of new treatments. Every day there’s something new in the media about how swallowing a leaf a day will keep a cancer away, and things like that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But we deal with the actual effects of having cancer. We help anyone who is affected by cancer. That can be a person who’s just had a cancer diagnosis. That can be the family of someone who has a diagnosis, or their employer, or other employees. Anyone who is affected by cancer can come to us for help.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/tim-o-neill-cism-a4a33b1b1/"><img border="0" data-original-height="400" data-original-width="400" height="278" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj57k_mV8VGXyKwoxgFuTkOYce6QtoMeGF2lAQUFSTZNXZeqRhiPpGUccoWKzDcVYNPP9NB4GU-WEbiLkFFayOs7HD8YPHZQ31sO2a2W_rxgx2-oHYDB9rnHqdPVFojBWBG9TaYjFkk76ZE-hVLtKpyeOGxMG9wIx119Ywnd1hVC8nCFV3uIt4/w278-h278/Tim%20O'Neill.jpeg" width="278" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/tim-o-neill-cism-a4a33b1b1/">O'Neill</a></b></span></p></td></tr></tbody></table><p><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We don’t do a lot in the medical sphere, such as creating new treatments or testing or anything like that. We’re here to look after the impacts that cancer has on your life. We help with the patient’s pathway; we help you understand it and what the implications are – and what might happen next.</span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt;">We will help you financially if you need help. We believe that nobody should be cold or hungry because of a cancer diagnosis. We provide the cancer nurses who exist in UK hospitals. We train them and we fund them. We have specialist care centers. Again, we fund those. Our psychological care is done through a third party as well. But we manage that, we fund it, we maintain it. We also have an arm that lobbies the government. So, for example, in the UK we had cancer </span><a href="https://www.macmillan.org.uk/cancer-information-and-support/impacts-of-cancer/work-and-cancer/cancer-and-employment-rights" style="color: blue; font-family: arial; font-size: 11pt;">reassigned as a disability</a><span style="font-family: arial; font-size: 11pt;">.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">This means that as soon as you have a cancer diagnosis, you are legally recognized as disabled, and you have all the benefits that go along with that. The reason for that is that once you’ve had a cancer diagnosis, it affects the rest of your life. It does not matter if it’s gone into remission. It will still affect you.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The treatments are invasive. They affect you. We work in many spheres, and we have a lot of influence. We work with a lot of partners. But the fundamental core of what we do is that you can contact Macmillan when you need help.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And to foster that level of support, to provide that trusted environment across the full experience, having six levels of authentication to jump through -- or not seeing your e-mails delivered properly -- can stop the entire process.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">O’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Oh, absolutely. And we have to be realistic here. We are talking at times of people phoning us at the worst moment of their lives. They’ve just had something come out of the blue or the treatments have gone badly, or they’ve had to have that horrible conversation with their loved ones. And it’s at that very point when they need to talk to us</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">We have to be accessible exactly when people need us. And in that instant, we can be the difference between them having a completely honest open, and frank conversation -- or having to sit and suffer in silence.</span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Asking them, “Oh, can you go and grab your mobile phone? Yeah, and stick your fingerprint on there, and now that password was not recognized. You need to change it. And by the way, sorry, that password didn’t have quite as many exclamation marks as we need. And so, now if you’d like to turn on your webcam and log in using a photo, then we’ll let you in.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">You can’t do that. We have to be accessible exactly when people need us. And in that instant, we can be the difference between them having a completely honest, open, and frank conversation -- or having to sit and suffer in silence.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Well, I don’t envy you your position, Tim. On one hand, you have sensitive healthcare and patient data that you need to protect. On the other hand, you need to make this a seamless and worthwhile experience.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">How do you reach that balance? What have been some of the challenges that you’ve faced in trying to provide that proper balance?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Keep everyone secure by managing risk</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Everything is risk-based. We look at where you normally phone in from, or if you’re a first-time caller, or “Are you in a location that we trust?” “Are you in a number range that we trust?” Things like that. What’s the nature of the conversation you’re having with us?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">There are a number of parameters. Not everything is a high-level risk if you are just phoning us, and you simply want to talk. If you don’t want to impart any special information or anything like that, then the risk is low. Everything is measured against risk, which is a mentality change in the organization.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And, you know, I’ve been in conversations where people say to me, “I don’t like that idea … I think somebody got it wrong” without quantifying the risk. It’s not good enough.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But if we understand exactly what the risks are, then we can understand what controls can mitigate those risks. We can choose the effective controls for mitigating the risks. And then we can take the actions and do the tasks to enable those controls.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><br /></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><a href="https://www.macmillan.org.uk/about-us/what-we-do" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4480" data-original-width="6720" height="311" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFTOpIh6O1H25406E4kAWcJMDanyseK6LLYh9CHTKcRvYCFSxyVdi-l9dlRfxAp1_USBWxdSTCYPw-TW8yBO79vhpZzax0g3492TbjhPahoOYUk7EaDpgi5M1tj7Y8CuWZLZq6ZybXGlaeOTIuOr9XYeLoilwCqxxhvkXbwf_Y3GOK3aV98dw/w467-h311/top%20top.jpg" width="467" /></a></span></span></div><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;"><b>F</b></span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">or example, with <a href="https://en.wikipedia.org/wiki/Multi-factor_authentication" style="color: blue;">multi-factor authentication (MFA)</a>, if your workforce is five people working from one office and you have no remote connections, that’s potentially the wrong security control. Your controls could be completely different. They will have the same effect, but they will have a more positive impact on the end-user experience.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">That’s the narrative change that you have to have. One of the most challenging things, when I first came into the organization, is when we were transforming IT systems. We were starting to understand how people wanted to interact with us digitally.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Historically, our interactions had been very much face-to-face, or through phone calls as well. And with COVID, obviously, all of a sudden, all of our interactions changed. So, it became, “How do we make it so that the legacy IT systems, users, and accounts can be migrated to new, safe methods without getting rid of the history of conversations they wanted to keep?” We didn’t want to lose the knowledge that we had and the relationships we had created with these individuals.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">If you’re sending emails out to people saying, “Oh, we need you to change your log-on credentials because we’ve moved to this new IT system, et cetera, et cetera.” … If that person is sadly deceased -- we’re talking about cancer here -- then potentially sending something like that to their family is not great. So, there are lots of things to consider.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It sounds like you’re approaching this from a fit-for-purpose security approach and then grading the risk and response accordingly. That sounds very good in theory, but I suspect it’s more complicated in practice and execution. So how, with a small security team such as yours, are you able to accommodate that level of granularity and response technically?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">O’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Everything starts complex. Every concept that you have starts off with a million boxes on the screen and loads of lines drawn everywhere. And actually, when you come down to it, it becomes a lot simpler.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">When we get to the bottom level of this: What are the risks that we are trying to mitigate here? We are trying to mitigate the fundamental risk that an individual’s information may end up with the wrong person. That’s the most important risk that we’re trying to manage</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">Start off complex, and then bring it all down to the simplest level, and focus on the one thing that actually matters, which is the risk.</span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><span style="font-size: 11pt;">A</span>nd bear in mind that people will tell us about their cancer diagnosis before they’ve even spoken to their family, friends, … anyone. And they will phone us at the darkest moments and talk about suicidal thoughts. Those are conversations that you do not want anyone else to have visibility into.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">When we get to such a stage that we are entering into something problematic on privacy or risk, at that point, we will do extra validations. Again, it’s all based around the particular risk. You have your conditional access element risk whereby you’re looking at where people are coming from. You’re looking at historical interactions from that location and you’re extrapolating that information to have a choice made automatically based on it.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But then you’re also talking about training of individuals where they don’t need to go through vetting questions at the start of conversations but once they get to a point where the nature of it changes, and the data risk of that conversation changes, at that point controls need to be applied.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/paeQiS6vl-M" width="320" youtube-src-id="paeQiS6vl-M"></iframe></span></div><span style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">S</span></b><span style="font-size: 11pt;">tart off complex, and then bring it all down to the simplest level, and focus on the one thing that actually matters, which is the risk.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Well, at the same time as you’ve been embracing this model of risk-balancing, you’ve also faced a movement over the past several years to more cloud-ready, cloud-native environments. And that means that you can’t just rely on programmatic <a href="https://en.wikipedia.org/wiki/Web_application_firewall" style="color: blue;">web application firewalls (WAFs)</a> or creating a couple of filtering rules for your network.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, how do we move securely toward such a cloud or mixed environment? How is that different from just building a security perimeter? Previously, you’ve mentioned to me a “security bubble.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Remain flexible inside your security bubble</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> The new models are different in a number of ways. What’s historically happened with information security is somebody says, “I have this new system.” Then you ask, “What’s the system? What’s the risk? What are you doing with it? Where is the data going?”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And so, you designed the security around that system – but then you get a new system. Is that one okay? Well, then you design a new bit of security. You end up with a set of tools that you apply to each one. It’s slow, and it’s prone to failure because people design the system first and its uses change. It can also lock the organization in.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">If we take an incredibly simple thing, which is the storage of data, an organization might say, “We’re an <a href="https://aws.amazon.com/" style="color: blue;">Amazon Web Services (AWS)</a> cloud house.” Wherein it’s your house, but as we mature with these cloud strategies, people are going to start leveraging economy of cost of storage by moving their data dynamically to the less expensive storage locations. And when one cloud storage offering is cheaper than another, then your data will fly across to that.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><a href="https://www.macmillan.org.uk/about-us/organisation" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="170" data-original-width="296" height="159" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgB5S-KH03XJ2x9Lm36YxebvwzpFzBnSR86BqPOUiJotmINrlf7SiZB2cdllEaHv255u2CfU-qa0nic7amJ81R5dOKS9jh-mZm7d1QgsMQ6t3y7KuecGUwWgcFxG6w8ETHkC0a1Bl7L174HyHjOyrirOW5zqGcEpXuIIXKbDSCts5-ITlyOy6w/w278-h159/macmillan%20cancer%20support%20logo.jpeg" width="278" /></a></span></div><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We can’t work in the old way anymore within cyber security and information security. What we have to do is create this <i>security bubble</i> that we’ve been talking about. It allows the organization the flexibility to change the security strategy.</span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For example, every year or two, we suddenly go, “There’s a new threat. Here it comes.” Yet every threat works in fundamentally the same way: You have to get in, you have to get the rights to see what you’re doing, and you have to be able to move around. If you break it down to those basics, that’s what everything in security needs to do, really.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">If we can start to move to this bubble, to say, “We know what our data is, we know who our users are, and we know who they’re going to interact with.” Then we can allow people and organizations the flexibility to do what they want and only block the high-risk events within that.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">If your data leaves the bubble, and it’s just, “Hey, do you want a cup of tea?” kind of communication, obviously you’re not going to worry about that. If it’s something that contains risky data, then we’ll worry about that. We’ll block that.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But we have to stop thinking about application-level security and start thinking a lot bigger and more strategically about security. We may have to stop and ask the business, “Where are you going? What are you doing?” But they don’t know yet. And also, as COVID has shown us, sometimes nobody knows where we’re all going.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Right. We need to be prepared for just about anything and also be able to react quickly, so you can’t be knee-jerk and react to every app or system differently. As you point out, you need to be strategic.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And so, part of being strategic, for an organization such as yours, because you’re supported by donations; you’re a non-profit -- you need to be cost-efficient as well. So again, it’s a balancing act between cost efficiency and being strategic about security. How is that something you’ve been able to manage?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">A wise spend supports smart security</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Well, I don’t believe they’re in conflict. If we look at organizations -- I won’t name them, that are huge and have very big budgets, who spend tens of millions on their cyber security – they have huge teams, and they still get breached. The amount that you spend doesn’t necessarily create a graph to greater security.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Spending intelligently does, and it all comes from focusing on risks. If you sit there and you say, “You know what we have to do, we have to go through the top 20 <a href="https://en.wikipedia.org/wiki/National_Institute_of_Standards_and_Technology" style="color: blue;">NIST</a> or <a href="https://en.wikipedia.org/wiki/Center_for_Internet_Security" style="color: blue;">CIS</a> methods or recommendations,” or whatever, “and we’re going to supply the best product on the market for each of those, and check the box.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Firstly, you potentially throw a load of money away because in the end you don’t actually need it all. The spec says, “Oh, you need MFA and a WAF.” Well, actually, it’s not an MFA that you need, it’s not a WAF that you need.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><a href="https://www.bitdefender.com/business/solutions/endpoint-security.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2674" data-original-width="4600" height="269" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEithq6iO_zX7uWTaVlYNfCyKQhA6k_mQJH250f-1u7JFOFLcHImdEoZH36sUrvN7DbF17x3liQCgE2MSQ6zLR2a_D4veLP3hs7iUsJBvxFpHFmrspO41Y5DBhrNcPtABWNrfFPgTYuH0UZBhHlNItGwF3zhwcPQmbgnQYJ58ELC-56Hp1LsfuI/w462-h269/privacy.jpg" width="462" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;"><b>W</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">hat are the risks that those products are mitigating? And then, what is the best way to mitigate the product risks? It all comes down to that, when you sit back and you look at what we do for a living in information security.</span><span style="font-size: 11pt;"> </span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We talk a lot about burnout in information security and wellness. It’s because people keep chasing their tails. Every day, there’s a new headline about a breach or a new <a href="https://en.wikipedia.org/wiki/Zero-day_(computing)" style="color: blue;">zero day</a> or a new technique -- or whatever it may be -- and everyone starts worrying about it. What do we do to protect against this?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But it’s about assessing the risk. And from a risk perspective, all the rest of it stays the same to a certain degree. It’s very rare that a new zero day fundamentally changes your risk.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You bring up an interesting point. Not only are you concerned about the comfort and sense of security for your end users, but you also need to be thinking about your staff. The people that you just mentioned who are increasingly facing burnout.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Throwing another tool at them every three months or asking them to check off 16 more boxes every time a new system comes online, it’s going to be averse to your overall security posture. Is there something you look for on how you tackle this that’s also accommodating the needs of your security staff?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Monitor what matters</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You’ll have to ask them -- but they all still have their hair. Yeah, organizations often talk about insider threats. I think it’s a terrible thing to be talking about because it’s such a small percentage. A lot of organizations treat their employees as part of the problem, or almost an enemy that needs to be monitored constantly. I don’t care if you’re on <a href="https://www.facebook.com/" style="color: blue;">Facebook</a> at all.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">I care if you’re trying to download something malicious from Facebook or upload something like that to Facebook. But the fact that you’re on Facebook is a management issue, not a cybersecurity issue. We do not monitor things that we do not need to monitor.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For example, we were getting a weekly report from one of our security products. It was typically a 14-page report that basically patted itself on the back by saying how great it had been. “This is everything I’ve blocked,” it said. And a member of my team was spending pretty much a day going through that report. Why? What possible gain came from looking at that report?</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">I care if you're trying to download something malicious from Facebook. But the fact that you're on Facebook is a management issue, not a cybersecurity issue. We do not monitor things that we do not need to monitor. </span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The real question is … Once you read the report, what did you do with the information? “Nothing, it was interesting.” “But what did you do with the interesting part? “Well, nothing.” Then don’t do it. Everything has to have a purpose. Even to the smallest degree. I had a meeting this morning about policies. Our acceptable use policy document is, I think, 16 pages long.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Come on. It doesn’t need to be 16 pages long. I want two pages, tops. “Do this, don’t do that, or absolutely don’t do this.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We have a mobile device policy that everyone has to sign up to. … We have a mobile device manager. You can’t connect to systems unless your operating system is up to date, all of this sort of stuff. So why have we got a policy that is seven pages long?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Say what you can and can’t do on mobile devices. Then all we need to say is, “You’ll have to adhere to the policies.” All of a sudden, we’re making everyone’s life easier. Not just the information security teams, but the normal end users as well.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">It is all about working out what’s actually valid. We’re very good in information security of doing things because that’s what we’ve done instead of thinking.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m hearing some basic common threads throughout our discussion. One is a fit-for-purpose approach, sort of a risk-arbitrage approach, simplicity whenever possible, and increasingly having the knobs to dial things up and down and find the proper balance.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">To me, those increasingly require a high level of analysis and data, and a certain maturity in the way that your platforms and environment can react and provide you what you need.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Tell me a little bit about that now that we’ve understood your challenges. How did you go about a journey to finding the right solutions that can accommodate those security analysis and strategy requirements of granularity, fit-for-purpose, and automation?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Streamline your team’s efforts</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> When we go to market for a security product, usually we’re looking at a specific issue that we’re trying to fix and control. A lot of the products will do the job that you want them to do.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But there are a few other things we look for. Can my team log into it and very quickly see what is important? Can we go from seeing that to the action that needs to be taken? How quick is that journey?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">When somebody is demonstrating the platform, for me, my question is always, “How do I get from seeing it to knowing that it’s actually something I need to do, to then being able to do something about it?” That journey is important. Loads of products are brilliant, and they have a pretty interface, but then they fall apart underneath that.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And, the other thing is, a lot of these platforms produce so much information, but they don’t give it to you. They focus on just one element. What value-add can I get that the product might not deliver as a core element, but that actually enables me to easily tick off my other boxes as well?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><a href="https://www.macmillan.org.uk/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3659" data-original-width="6581" height="255" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjowJk7vKkmfPH94T3bfwNgw5jI3-FIjNV_pP861JRxsKfwK97DIZHXsMU3jRYqLyEzGU2FnKSM9YsQ_H_TyNncCwJCmh4b68Lmw8Neg6ZNT0oUfTCweWa20GL_cTh_HwjZIpWDdZ5xKi0S45IwP9DVSbKmZ4G7jNmyn1oAh2UadOQ4X3Wh7ss/w458-h255/caregivers.jpg" width="458" /></a></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Can you describe what you get when you do this right? When you find the right provider who’s giving you the information that you need in the manner you need it? Are there some metrics of success that you look for or some key performance indicators (KPIs) that show you’re on the right track?</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">O’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It’s always a bit difficult to quantify. Somebody asked me recently how I knew that the product we were using was a good one. And I said, “Well, we haven’t been breached since using it.” That’s a pretty good metric to me, I think, but it’s also about my team. How much time do they have to spend on this solution? How long did it take to get what you needed?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We have an assumed-breach mentality, so I expect the first job of the day is to prove to me that we have not been breached. That’s job one. Next, how quickly can you tell me that from the time you turn your computer on? How much of the time do you end up looking at false positives? What can the product do every day that helps us get a bit better? How does that tool help us to know what to do?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We began our discussion today by focusing on the end user being in a very difficult situation in life. Can we look to them, too, as a way of determining the metrics of success? Have you had any results from the user-experience perspective that validate your security philosophy and strategy?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Inspect end-user behavior, feedback</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes. Obviously, we interact constantly with the people that we support and look after. It is the only reason we exist. If I do anything that is detrimental to their experience, then I’m not doing my job properly.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We go back and we do ask them. I personally have spent time on phone lines as well. I don’t sit within my little security bubble. I work across the organization. I’ve been on the streets with the bucket collecting donations.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We have very good relationships with people that we have supported and continue to support. We know because we ask them how it felt for them. What works for them, what doesn’t work for them? We are continually trying to improve our methods of interaction and how we do on that. And I’m constantly trying to see what we can do that makes that journey even easier.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We also look at user behavior analytics and the attack behavior analytics on our websites. How can we make the experience of the website even smoother by saying, “We’re pretty sure you are who you say you are.” Are they going to the same places? Are you changing your behavior?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And I can understand the behaviors and even how people type. People use their keyboards differently. Well, let’s look at that. What else can we do to make it so that we are sure we are interacting with you without you having to jump through a million hoops to make sure that that’s not the case?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You mentioned behavior and analytics. How are you positioning yourself to better exploit analytics? What are some of your future goals? What are the new set of KPIs a few years from now that will make you even more strategic in your security posture?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><i><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></i></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Use analytics to lessen user interruptions</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That’s a really good question. The analysis of user behavior linked to attack behavior – that and analysis of many other elements is going to become increasingly important for smoothing this out. We can’t keep using <a href="https://en.wikipedia.org/wiki/CAPTCHA" style="color: blue;"><span style="background: white;">CAPTCHA</span></a>, for example. We can’t keep asking people to identify fire hydrants that are within 30 centimeters of a dog’s leg. It’s absurd.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We have to find better ways of doing this to determine the true risk. Does it matter if you’re not who you say you are until we get to the point that it does? Because, actually, maybe you don’t want to be who you are for a period of a conversation. Maybe you actually want to be someone else, so you’re disassociating yourself from the reality of the situation. Maybe you don’t want to be identified. Do we have to validate all of the time?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">I think these are questions we need to be asking. I think the KPIs are becoming a lot more difficult. You have to base them around, “Did we have any breaches?” And I think with breaches we separate our information governance from the information security, but they’re brothers from one another, aren’t they</span><span style="font-size: 11pt;">?</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">We have to find better ways to determine the true risk. Does it matter if you're not who you say you are until we get to the point that it does? Do we have to validate all of the time? These are questions we need to be asking.</span></span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><span style="font-size: 11pt;">T</span>he information governance leak shouldn’t happen with good information cyber security, so we should expect to see a lot fewer incidents and no near misses. With the best interaction KPIs, we should be seeing people get in touch with us a lot quicker, and people should be able to talk to the right people for the right reason a lot quicker.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Our third-party interaction is very important. As I said, we don’t offer any medical services ourselves, but we will pay for and put you in touch with organizations that do. We have strategic partnerships. To make that all as smooth as possible means you don’t need to worry who you’re talking to. Everything is assured and the flow is invisible. That kind of experience -- and the KPIs that matter the most for delivering that experience – provides well for the person who needs us.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Any closing advice for those who are moving from a security perimeter perspective toward more of a security bubble concept? And by doing so, it enables them to have a better experience for their users, employees, and across their entire communities?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Dial down the panic for security success</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">O</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes. This is going to sound a bit odd, but one of the most important things is to conceptualize, and to take the time, to challenge my team. What is the gold standard? What is the absolute? If we had all the money in the world and everything worked, what the perfect journey? Start from there and then bring it down to what’s achievable or what elements of it are achievable.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">I know this sounds odd but stop panicking so much. None of us think well when we’re panicked. None of us think well when we’re stressed. Take the time for yourself. Allow your team to take the time for themselves. Allow their brains the freedom to flow and to think.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And we’ve got to do what we do better. And that means we have to do it differently. So, ask questions. Ask why do we have endpoint protection? I’ve got this, I’ve got that, I’ve got all these other things. Why have we got something on every endpoint, for example? Ask that question.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Because at least then you have validated what it is truly for and better know the amount of value it has, and therefore the proper amount of effort it needs. Stop doing things just by ticking off boxes. Because as an ex-hacker, let’s call it, I know the boxes that you tick. You tick all those boxes; I know how to bypass those boxes. So, yeah, just take time, think, conceptualize, and then move down to reality. Maybe.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Be more realistic about the situation on the ground, rather than just doing things because that’s the way they’ve always been done?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">O’Neill:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, absolutely. Understand your risk. Understand what you are actually having to support. The fortress approach doesn’t work anymore. The proliferation of software as a service (SaaS) application, the desire to allow everyone to perform to their best within and outside of an organization – that means allowing people flexibility to work in a way that best suits them. And you cannot do that with a fortress.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on how Macmillan Cancer Support in the UK places the ease of use and sense of security in the services provided as a top community service requirement.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/paeQiS6vl-M" width="320" youtube-src-id="paeQiS6vl-M"></iframe></span></div><span style="font-family: arial; line-height: 22px;"><span style="font-size: x-large;"><b>A</b></span></span><span style="font-family: arial; font-size: 11pt; line-height: 22px;">nd we’ve learned how this charitable health services organization delivers a cloud-ready security bubble around their users, activities, and the sensitive data they share.</span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So please join me now in thanking our guest, Tim O’Neill, Head of Information Security at Macmillan Cancer Support. Thank you so much, Tim.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">O’Neill: </span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Thank you very much for your time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m Dana Gardner, Principal Analyst at Interarbor Solutions, your host and moderator for these ongoing BriefingsDirect security discussions. A big thank you to our sponsor, Bitdefender, for supporting these presentations.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Our last big thank you goes out to our audience, that’s you, for joining us. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Please pass this along to your community, and do come back next time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Defending_the_Perimeter_Evolves_into_Securing_the_User_Experience_Bubble_for_UK_Cancer_Services_Provider.mp3?dest-id=20179">Listen</a></b><span class="apple-converted-space"><b> </b></span><b>to the<span class="apple-converted-space"> </span></b><b><a href="http://briefingsdirect.com/defending-the-perimeter-evolves-into-securing-the-user-experience-bubble-for-uk-cancer-services-provider">podcast</a></b><b>.<span class="apple-converted-space"> </span></b><b>Find it on<span class="apple-converted-space"> </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;"><b>iTunes</b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/defending-the-perimeter-evolves-into-securing-the-user-experience-bubble-for-uk-cancer-provider" style="color: blue;"><b>Download</b></a><b> the transcript. Sponsor: </b><a href="https://www.bitdefender.com/" style="color: blue;"><b>Bitdefender</b></a><b>.</b></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-family: arial; font-size: 10pt;"> </span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;">Transcript of a discussion on how Macmillan Cancer Support in the UK places confidence in -- and ease of use of -- overall security as both top IT and health services requirements. Copyright Interarbor Solutions, LLC, 2005-2023. All rights reserved.</span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;"> </span></i></p><h4 style="margin: 0in; text-align: left;"><b><span face="Arial, sans-serif" style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: large;">You may also be interested in:</span></span></b></h4><p class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0in 0.75in; text-align: left; text-indent: -0.25in;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: 10pt; text-indent: -0.25in;"><a href="https://www.briefingsdirectblog.com/2023/01/how-core-concrete-sets-solid-foundation.html" style="color: blue;">How A-Core Concrete sets a solid foundation for preemptive security</a></span></li><li><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-brings-comprehensive-security.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How an MSP brings comprehensive security services to diverse clients</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/better-it-security-comes-with-ease-in.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">Better IT security comes with ease in overhead for rural Virginia county government</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/sambasafetys-mission-to-reduce-risk.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">SambaSafety’s mission to reduce risk begins in its own datacenter security partnerships</span></a></li><li><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-storedtech-brings-comprehensive.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How MSP StoredTech brings comprehensive security services to diverse clients using Bitdefender</span></a></li><li><a href="https://www.briefingsdirectblog.com/2019/07/for-uk-borough-solving-security-issues.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">For a UK borough, solving security issues leads to operational improvements and cost-savings across its IT infrastructure</span></a></li><li><a href="https://www.briefingsdirectblog.com/2019/06/architectural-firm-attains-security-and.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How an Architectural Firm Retains Long-Term Security Confidence Across a Fully Virtualized and Distributed Desktop Environment</span></a></li><li><a href="https://www.briefingsdirectblog.com/2018/10/regional-dental-firm-great-expressions.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">Regional dental firm Great Expressions protects distributed data with lower complexity thanks to amalgam of Nutanix HCI and Bitdefender security</span></a></li><li><a href="https://www.briefingsdirectblog.com/2018/08/how-one-msp-picked-bitdefenders-layered.html" style="color: blue; font-size: 10pt; text-indent: -0.25in;"><span style="font-family: arial;">How MSPs Leverage Bitdefender’s Layered Approach to Security for Comprehensive Client Protection</span></a></li></ul>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-62914751973888801692023-01-25T13:19:00.006-05:002023-01-25T14:11:52.220-05:00 How A-Core Concrete Sets a Solid Foundation for Preemptive Security<p><i><span style="font-size: 10pt;"></span></i></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://www.bitdefender.com/business/solutions/small-medium-business-cybersecurity.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="2001" data-original-width="3181" height="294" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgUKE_r5tMBVuIpYR8TH7RtM0cXDp66ytcsEwWuT5EsVqJaYw3JRsRR-HRXQOzXRpOh-lWDKeoNHOZl5KrYumkXT1rhnivxviIS6cscHV4udwBKkpiFbLzsuAIMmE7rNKYboH3jYvoXrYppURASkKasYhxU5Y_tn1lOWIWErD3BkZqy63XeOVc/w468-h294/top.jpg" width="468" /></span></a></i></div><p style="text-align: left;"><i><span style="font-family: arial;"><span>Transcript of a discussion on how to best balance resilient security requirements with efficient use of human capital and resources in a highly dispersed organization.</span></span></i></p><p style="text-align: left;"></p><p class="MsoNormal" style="margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 10pt;"><b><a href="http://briefingsdirect.com/" style="color: blue;">Listen</a><span class="apple-converted-space"> </span>to the<span class="apple-converted-space"> </span><a href="http://briefingsdirect.com/" style="color: blue;">podcast</a>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a>. <a href="https://www.slideshare.net/danalgardner/how-acore-concrete-sets-a-solid-foundation-for-preemptive-security" style="color: blue;">Download</a> the transcript. Sponsor: <a href="https://www.bitdefender.com/" style="color: blue;">Bitdefender</a>.</b></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Welcome to the next edition of the <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a> podcast series. I’m <a href="https://twitter.com/Dana_Gardner" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, your host and moderator.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://twitter.com/Dana_Gardner"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span><b><a href="https://twitter.com/Dana_Gardner">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">A special breed of company -- even though it has a relatively small number of employees -- does very big jobs with those lean and often distributed workforces. A perfect example of such a concentrated and efficient business is <a href="https://www.a-core.com/" style="color: blue;">A-Core Concrete Specialists</a>, which builds large and complex structures across the Western United States.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><br /></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">When it comes to managing IT, the lean-and-mean mantra also holds true. The jack-of-all-trades requirements means that the IT leadership of it is often the head of security. As a prime example, that’s another way that A-Core Concrete shines.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Today’s BriefingsDirect security innovations discussion examines how A-Core Concrete has created a security culture that relies on centralized administration, proactive insights, and rapid remediation to successfully assure that the whole company operates at peak performance.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><br /></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"></p><div class="separator" style="clear: both; text-align: center;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/8d8kVB1pe9Y" width="320" youtube-src-id="8d8kVB1pe9Y"></iframe></div><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">H</span></b><span style="font-size: 11pt;">ere to share the story of how to best balance resilient security with the efficient use of human capital and resources is </span><a href="https://www.linkedin.com/in/andrew-black-ph-d-mba-mshi-63b7aa6/" style="color: blue; font-size: 11pt;">Andy Black</a><span style="font-size: 11pt;">, Chief Information Officer (CIO) at </span><a href="https://www.a-core.com/" style="color: blue; font-size: 11pt;">A-Core Concrete Specialists Inc.</a><span style="font-size: 11pt;">, in Salt Lake City. Welcome, Andy.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Andy Black:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Hello. Thank you.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">How does your management and IT approach allow A-Core Concrete to best meet its security objectives?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 22px;">Black:</span></b><span style="font-size: 11pt; line-height: 22px;"> A-Core Concrete</span><span style="font-size: 11pt; line-height: 22px;"> operates in seven different states within the Western United States. We have 13 offices throughout the Western U.S., and our main corporate headquarters is in Salt Lake City, Utah.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"></span></span></p><p style="text-align: left;"></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="clear: right; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/andrew-black-ph-d-mba-mshi-63b7aa6/"><img border="0" data-original-height="300" data-original-width="300" height="300" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiu7_AxDleZaD7Votg9CUhyZprzKNSf0q8l-G3JqqWGiStdM9ZxtO50gw-sYOwzcG6G0OhTf9YaSfXEFnelz46dSFMQ3a-rqgNMXMTCZ8P9wK37eFu4kD6MBFlLl5gbVzZGQ45y1i0AzbTN-83iFR14A00Sq9DmO1wli-zzGZhakO9aWTYAMhw/s1600/Andy%20Black.jpeg" width="300" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/andrew-black-ph-d-mba-mshi-63b7aa6/">Black</a></b></span></td></tr></tbody></table><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">From there, we run the majority of the businesses. Each division operates independently. There are some that operate branch sites in various states and others where we don’t actually have offices. So, we need to provide a lot of remote capabilities and access to IT at all of these various locations.</span></span><span style="font-family: arial; font-size: 11pt;"> </span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">When I came aboard several years ago, I determined the best answer was not to have a central data center where all of our servers and applications were housed. That just made it more complex for every one of those locations to gain access to the main facility. Because we also were growing rapidly, I needed the ability to expand the business quickly and plug in a new location really fast.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;"> </span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">If I had to establish a direct <a href="https://en.wikipedia.org/wiki/Virtual_private_network" style="color: blue;">virtual private network (VPN)</a> connection back to our main data center at the main corporate headquarters, it probably wasn’t going to work well. So, instead we decided to migrate all of our servers and the environment to the <a href="https://azure.microsoft.com/en-us/" style="color: blue;">Microsoft Azure</a> cloud and set up each office location with VPN connections up to that Azure cloud environment.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">That’s enabled us to operate lean and more securely. Each office has a secure connection to our primary applications via remote access. And all of our people operating remotely on mobile devices and laptops are also able to gain access to our cloud-based environment.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">That’s basically how we’ve configured our IT environment so every physical location -- as well as all of our remote workers – can have secure access into all of our cloud-based resources.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Andy, we hear so much these days about remote work and whether that’s the right fit for the long-term. Seems to me what’s most important is gaining the flexibility and the agility to be location-independent. You can always get the work done regardless of where the people are.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">What were some of the challenges you faced to maintain your security requirements, even with 13 offices – and more remote locations -- spread around the country?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Keep clients safe across the Western U.S.</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Well, a great </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">example that comes to mind is we are currently working on one of the largest renovation projects in the country, the <a href="https://www.churchofjesuschrist.org/?lang=eng" style="color: blue;">Church of Jesus Christ of Latter-day Saints</a> <a href="https://www.thechurchnews.com/temples/2022/10/1/23365422/salt-lake-temple-square-renovation-project-2022-highlights" style="color: blue;">temple renovation project</a> in downtown Salt Lake City. That project involves a lot of very intense and technical work. We’re lifting the entire temple off of the ground to install earthquake prevention materials. Within the facility, we’re drilling holes down the sides of the temple. Of course, this is an <a href="https://en.wikipedia.org/wiki/Salt_Lake_Temple" style="color: blue;">historic landmark</a>, so we have to retain and protect the facility.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But we’re working on that job site in conjunction with other companies. We are a subcontractor in partnership with the main host organization that is doing a lot of the construction. And so, we have our managers and our administrators working in the other companies’ offices and trailers. And so, we rely on those other companies’ internet connections for the majority of their work and yet our people still need to have access to our main company IT resources.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">For them, for example, we have set up a VPN client that they load onto their individual computers, so they can simply rely on that internet connection and still tap into our Microsoft Azure cloud</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">We're aware that there are a number of hacks and other issues out there where they take advantage of VPN and RDS-types of connections into remote access servers and cloud environs. We need to protect and secure those, too.</span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Now, for all of our other main office locations, we have firewalls in place, and each firewall is configured with that VPN client. But the way we’ve configured and built this out -- so that everything is cloud-based, while we can secure it with a VPN connection -- puts this in a tight spot because people are located all over the place. They might be using a cellphone as a mobile hotspot or an airport Wi-Fi network. And so, while they have that VPN connection to me, that still does not protect them 100 percent.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We’re aware that there are a number of hacks and other issues out there where they take advantage of VPN and even <a href="https://en.wikipedia.org/wiki/Remote_Desktop_Services" style="color: blue;">Remote Desktop Services (RDS)</a>-types of connections into those remote access servers and cloud environments. And so, we have to be able to protect and secure those as well.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As a result, I rely on a lot of the services and support I get from <a href="https://www.bitdefender.com/" style="color: blue;">Bitdefender</a> for securing our computers and connections. They can be remote, in these other offices and shared with other companies, and we can still have secure access to all of our resources.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> The days </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">of creating a fortress and moat perimeter that you can protect and beef up from time to time -- those days are gone. There is no perimeter. The perimeter is everywhere.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Given that, what are the top requirements for the endpoints to take advantage of your cloud use and remain secure and under control?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Protect all platforms, everywhere</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> One </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">of the main reasons I moved to Bitdefender in the first place was its high quality and reputation when it comes to <a href="https://www.bitdefender.com/business/gravityzone-platform/anti-ransomware.html" style="color: blue;">ransomware protection</a>. That was one of my primary goals as a result of an instance where we had an attack several years ago. The security solution we had at the time helped prevent the vast majority of attacks, yet we still had a couple of machines that were hit. I needed to find a good, solid solution.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">At the time I did my research, Bitdefender came out on top of the list. By installing Bitdefender, we not only gained an endpoint protection solution that provided ransomware protection, it also gave us antivirus, anti-malware, and other resources to securely protect those local devices. Then, at the same time, because we still see so many attacks through email, we tapped into the Bitdefender <a href="https://www.bitdefender.com/business/gravityzone-addons/email-security.html" style="color: blue;">email filtering</a> solution as well.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.linkedin.com/company/acoreinc/" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="169" data-original-width="299" height="264" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhTw5S-5zC4Ea7L5W-RLBw7OVMsn9m8UhEGnk1M6ui-hO7JRBsyupg7SCRKtbhyxuiqiqYdJCcPnedhdbBCPyYwjDBKeDIkvrA36m-m9eaKeXusigxSQuLw1ndTLVMRvJHKxA9hiG3hhDkzNt27TnqWp9QExa7QUkXuy50za31oNnc4AQzoCaM/w467-h264/concrete%20worker%202.jpeg" width="467" /></span></a></div><span style="font-family: arial;"><br /><span style="font-size: x-large;"><b>W</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">e rely very heavily on that solution to handle the local desktops, the laptops, and all those devices -- as well as all of our communication through email -- to make sure that we protect ourselves as much as we possibly can.</span></span><div><span style="font-family: arial; font-size: 11pt;"> </span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We still have to train the users. The weakest point in any security system is still the users. They still click on things, and they can still open things. But by having the endpoint protection solution and the email filtering solution in place, we feel that gives us a really good perimeter, if you will, to try to protect us and keep us much more secure when it comes to managing all of these devices that are all over the place.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> As your security and other IT partners have also adopted cloud architectures, how has that impacted your ability to manage and secure all of those far-flung endpoints?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">See, secure, and share the cloud</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><i><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></i></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">: That’s a really great question. Not only do we have our own primary servers in the cloud that we use for specific systems in our environment, but we also outsource many other vendor-related hosted services, including software as a service (SaaS), for many other applications. Most of those are also hosted on </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://aws.amazon.com/" style="color: blue;">Amazon Web Services (AWS)</a> or Azure, so they’re all cloud-hosted. We may have one type of connection on one location, but on that same computer we’re doing 10 other things and 10 other resources are going to other cloud-hosted services.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">I have, through Bitdefender, a great console that we use for two purposes. The first purpose is so that on my main view I can see all of the connected devices, and I can see which devices have had things blocked -- whether it’s been blocked, quarantined, or deleted. In a snapshot, I can open it up and determine if I have any devices out there that are jumping out and saying, “Hey, something just happened. We need to look at this right now.”</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">I also receive notifications if somebody's machine has clicked on a wrong link. That primary console has been great. I can pull up each computer, and it makes recommendations for how to better secure that specific device. It will automatically make the adjustments for me and make that fix. </span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">I also receive notifications if somebody’s machine has clicked on a wrong link. It gives me a notification, saying, “Hey, you need to go look at this particular computer.” That primary console has been great. Through that console, there are also links whereby I can pull up each individual computer, and it makes the recommendations for how to better secure that specific device. I can then click on some of those and it will automatically make the adjustment for me and make that fix. Then in others, it actually relates more to group policy kinds of changes that we can make on our network so each device within the entire company can be adjusted based on those particular recommendations. That’s all in the primary endpoint protection console that I use.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Then secondary to that is the email filtering console. And I dive into that on a regular basis, and I’m learning, “Okay, what’s getting blocked? What’s getting filtered? Should this really be going through? Should this not be going through? Is it virus-related? Is it malware? Is it simply a phishing scam? Is it marketing?”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">I look at that on a regular basis to make sure that if something does get blocked, it really should. I can still, if needed, release it and get it right to our end users very quickly. These particular tools have been very, very helpful for me in trying to manage the endpoint protection and manage our communications through our email service.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Andy, you’re the CIO, not the chief information security officer (CISO), so you’re juggling a lot of different priorities. One of the things that is hard for people to balance is getting too much – or too little – email information. Can you, through the management console and interface, tune it so that you don’t get overwhelmed, but can find the right balance?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><i><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></i></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Fine-tune filtering your email</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">: When we first implemented the Bitdefender email filtering solution a while ago, we weren’t really entirely certain how best to make it work. And so, we put specific settings in place, and it seemed like we were still blocking more than we really wanted to block. But we had the capability to very easily open the console and shift something here, do changes there, make an adjustment -- and then see how that all worked.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Ultimately, I got to a point where I reached out for help. I needed to get more assistance from Bitdefender specifically and I was assigned to an individual who then put me in contact with the more technical backend resources so that they could help me more specifically adjust and configure and change our parameters for the email filtering solution so that we could better get the things that needed to come through and block the things that didn’t need to come through.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">One specific piece to that was the marketing component. People get all of the spam emails, all the time. There is in the email filter solution, three specific selections. You have a marketing low reputation, a medium reputation, and a high reputation.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><p><a href="https://www.a-core.com" style="clear: left; float: left; margin-bottom: 1em; margin-left: 1em;"><span style="clear: left; float: left; font-family: arial; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="158" data-original-width="318" height="134" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhuTP3BEUel6A5-lBQ2FPZwlX2StcbooXkVdbnf8O_VK5c-8WXo7wUbkaq4dTu055X52XE6W7Tk-s0JHmLSk5CgVGIwjYk8DBJZ_b1F2tNc7KHAQIHxQtSF7CQ-NoBhfX4oZ8TYHF0JPgq4kodFlqLRWWz9CtT90zZt7XWdj7rlSsJiHupjMS4/w271-h134/A%20core%20logo.png" width="271" /></span></a></p></div><p style="text-align: left;"><span style="font-family: arial;">Because we were getting so much spam, I decided that I wanted to block that medium reputation email as well and have that filtered out. And so, while it greatly reduced the amount of spam email that everybody got, we discovered about a month later that it was also blocking bid requests.</span></p><p style="text-align: left;"></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We have a number of our managers throughout the company in every state where we are who are subscribed to various resources that would automatically send these managers’ current job bid requests. They have a job that’s going on in such-and-such location. We need to know about this so we can provide a bid on that particular job.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Well, we discovered that many of those were also getting blocked because they were being treated as a marketing medium -- and that wasn’t the right answer. I made more adjustments and I talked to the managers and said, “Okay, well, if I adjust this so that we don’t miss these bids, you will continue to get all of these other marketing emails.” And they replied, “No, that’s fine. We’d rather get the marketing emails together with these bid requests than miss the bid requests and then miss out on a potential job that that we could get into.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/8d8kVB1pe9Y" width="320" youtube-src-id="8d8kVB1pe9Y"></iframe></span></div><span style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">S</span></b><span style="font-size: 11pt;">o, this is very customizable. There are a lot of adjustments we can make. Sometimes it’s just a tweak here and a tweak there. But what I found was very, very helpful was that I had the capability to tap into Bitdefender’s backend, and to talk to the right people, have them sit down, see my screen, and we could work through it together -- and they could teach me.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As you said, I’m not necessarily the security expert. I need to manage all of these environments and all the data and information that’s coming through. Having Bitdefender as a resource was also very helpful to configure and tune our system to make it work best for our needs.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Sure, you want proactivity, you want the machine to do the work for you, anticipate some of the things, and offer analytics. When it comes to that proactive approach, is there something about the way that the interface and the data and the analytics come together that gives you a heightened sense of the security behind your security?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Get the whole picture to manage threats</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">: The display in the interface for the endpoint protection is very, very useful. In fact, in working with the same Bitdefender consultants, they helped me put the right quadrants in the right spots, to select which reporting features would be the most useful and would show me all the correct data.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We’re all visual people. A picture’s worth a thousand words. And so, rather than just looking at tables or lists of things that appear, it’s much easier to see it visually. One interesting thing about the dashboard is that I can click on a specific link or a specific dashboard icon and then it will take me to more information in greater depth and greater detail</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span style="caret-color: rgb(0, 0, 0);">We're all visual people. A picture's worth a thousand words. Rather than looking at tables or lists, it's much easier to see it all visually. I can then click on a dashboard icon and it will take me to more information in greater depth and detail. </span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">At a glance, that executive dashboard is very helpful first to see exactly where we are and what number of threats are coming through. I can quickly determine, “Are we seeing an uptick in an attack perimeter at the moment or not? What’s being hit?” If I want greater detail, I click on it, I pull it up and I can get more information that way.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">That particular resource has been very helpful. Again, once it’s set up and I know it’s there, and I trust it, it is no longer something I have to go into every single day. I’m not tapping into this every day. That’s not really my role overall, but when I need to, or if there’s something that’s happening, I can tap into it very quickly, pull it right up, see what’s happening, talk to my team and say, “Let’s go attack these particular systems. This one’s questionable. We’re not sure what’s going on here, so jump on that one.” It’s just a great management tool from that perspective.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It sure sounds as though it’s a fit-for-purpose management approach, which is so important when you’re in a lean-and-mean environment.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">You mentioned earlier, Andy, that your end users and their behavior are such an important part of security. Is there something about the way that you’re getting information about what’s going on at your endpoints and in your network that you can take back to the users and reinforce the right kinds of behaviors? Is there a way that you can instill a security culture based on the information you have for your consoles and analytics and take that back to train, in a sense, your workers to be more diligent about their best practices?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Train your teams to spot spam</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">: A couple of years ago, we determined as the leadership team it will be very beneficial and helpful for us to meet on a weekly basis across the company and do training. I’ve trained on all sorts of different things within the organization, but one of the key things that I continue to bring up regularly is security. I will say, “Here are the most recent things that we’re dealing with. Here are the most recent attacks.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Then every once in a while, something may come through our e-mail, because no solution is 100 percent perfect, and so I still have to rely on my users to know and be aware and look at what’s coming through to make sure that it’s still good or bad. And so, we have a phishing report link option. If something comes through and it looks fishy, they click the link, and it automatically sends it to my team. We see this e-mail and we can double check and verify whether or not it’s good or bad.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">If it’s bad, we can obviously let the user know and thank them and congratulate them for being proactive and determining, “Yep, sure enough, that’s not the right thing.” And then depending on what’s coming through, sometimes I will take screenshots of that, and I will send out a communication across the company, saying, “Hey, everybody. These are certain things that are happening right now. This is bad, this is bad, this is bad,” so you don’t want to open these. Then, during these trainings that I have with the company, I can discuss with people, “What are you seeing? How do we look at and break down one of these messages in these e-mails to determine, is this really a valid e-mail, and if not, how do we recognize that? How do we determine it?”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.bitdefender.com/business/gravityzone-platform/xdr-extended-detection-and-response.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="5305" data-original-width="8000" height="280" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEipTLO4McEI-1ow7bFHyu7jdMNDZ-BYZ6s4b-aYCRW_yncMe0g451_b_tIyybRLV3NVUryc2dHUECutp_GQqJKLCb7iGf6pbwOAe_-wJPm2oUkMGem4z60drvUEueM5vpX98dwAwr9EbLbx87fX7uhPT7NLwWuTumMY3TOx9Zvfv_49pxMpVX4/w423-h280/top%20top.jpg" width="423" /></span></a></div><p style="text-align: left;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;"><b>B</b></span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">y helping and working with all of the people throughout the company on a regular basis, having these conversations, showing them the examples, taking these screenshots and so on, it’s helped to create a greater security culture within the organization. A lot of the smarter user base can be more proactive on their own end and say, “Yeah, yeah. This is bad or I’m not really sure about this particular one, Andy. Let me send this to you and have you double check it for me just to be sure.”</span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The vast majority of the time, it’s worked very well. Now, people can still make a mistake. I had a user literally a week ago click on a link that said they needed to redo their e-mail password. I can’t remember what it was and sure enough, it took them to a spoofed site. They didn’t think fast enough. They entered their credentials and immediately thought, “Okay, that was probably bad. So, Andy help me.” The next thing you know, we helped them reset the password right away so that whatever just got compromised is no longer there.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But at least people are more aware. They’re thinking. Even if they clicked the button and afterward, they’re like, “Yeah, that probably was not the right answer. Let’s jump on. Let’s talk to Andy’s team and let’s see if we can get it fixed.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Helping to create that security-aware culture makes a big difference. Because the people in IT can put all of the infrastructure in place. We can have the firewalls and the VPNs and the endpoint protection, the antivirus, and the anti-malware, all of that -- but at the end of the day, it still is up to the end user. They are the last point of protection, so they need to be aware. They need to be cognizant of what they’re dealing with. The more we can work with them, the better.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That root-cause analysis and learning what’s been behind problems is one part of the solution, as you point out, and relating that to behavioral adjustments is another. But what about the ability to react as a security professional when something does go wrong?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Is there something about the way your security apparatus is designed that helps you so that when things do go wrong, to nip it in the bud?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Plan ahead for best problem-solving</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Using the console within Bitdefender, I can see the machines that have recently blocked something, or had a virus come through and then quarantined it, or whatever. I can then have my team go out and look at that specific computer and see if something got through.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But I will tell you that if Bitdefender says they blocked it, they blocked it, and it hasn’t really been an issue. But it also tells me who those users are, so I know if there’s a specific individual that we need to work with. We can say, “Okay, now it looks like six times in the last week you clicked on things. Let’s talk about this. What is going on? Let’s make sure you have figured that out.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Now, again, looking at it from the leadership perspective, I can put all of the infrastructure in place, but I need to have the capability to recover should somebody do something that they shouldn’t have. I can focus on having all of my backups in place, my replications in place, whether it’s cloud-based or otherwise; having my resources, my applications, my files stored in different locations so it’s not all in one bucket, so that if something does happen to get through, it’s that one piece that might be affected, not the entire organization</span><span style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span><span style="caret-color: rgb(0, 0, 0);">I can put all the infrastructure in place, but I need to have the capability to recover should somebody do something they shouldn't have. I can focus on having my backups in place in different places so it's not all in one bucket. Then if something happens, it's affecting that one piece, and not the entire organization. </span></span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">It becomes more of a mindset of how I built out the infrastructure to support my company, specifically to meet our needs so that if one particular site has an issue or one particular application has an issue, it can be isolated to that specific component. We have the backups, the replications, all of the disaster recovery in place so that if the worst happens, we’re not going to be completely out of business.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Now, one last piece to that, it’s very important to have the communication ahead of time with the business leadership, the ownership, so that should something such as ransomware come through, it’s not just locking the computer. We can restore a computer, we can restore from backup, that’s fine. You might lose a day. It’s not going to kill us.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But, one of the biggest things with ransomware that’s happening today is not just an encryption of a computer but where the bad people will get in, pull data out first and hang onto your information and then they want to charge you a ransom because they’re going to threaten to release your information. They want you to pay the ransom to not release the data and then pay the ransom to also decrypt your devices and your systems.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And so, the issue is more with the information that they gather. If you can have a conversation and have that decision made ahead of time with the organization, you can let your leadership know, how you created your backups. Here’s how you got your encryption. Here’s how your data is being protected. And if somebody comes in and says, “We have your data, we will release it unless you pay a ransom.” Well, then you at least have a game plan and a decision process made ahead of time so that it’s not a response or knee-jerk reaction to just immediately pay the ransom.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Have those conversations in advance, have that plan in place already, so you’re ready to go if and when that occurs.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Now you’re talking about <a href="https://www.briefingsdirectblog.com/2021/10/nows-time-for-more-industries-to-adopt.html" style="color: blue;">operational resiliency</a> -- to have those plans in place with the right steps to take when you need it. When you have the data at your disposal, you can act. That’s a huge part of a good, solid security culture. I commend you for that.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Before we sign off, let’s talk a little bit about the future. Where do things go next? Are you concerned about the number of different endpoints that you might be involved with? Do you feel as though you’re going to have to expand your horizon across more endpoints?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><b><i><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;">Meet and manage mobile-device risks</span></span></i></b></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></b></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> The two fronts that don’t really keep me up at night per se, but they are in the back of my mind, are the mobile devices because we do have a lot of our applications accessible on cell phones, on tablets; iPads, for example. It’s more than just the desktop computer anymore, it’s not just a Windows or an Apple-based machine. It’s definitely those mobile devices.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">More than two-thirds of our company, of our workforce, are field operators. They are the guys out in the field actually cutting the concrete, doing the freeway work, and so on. They rely entirely on a mobile device -- their cell phone, their tablet. I have to build and secure those devices as well. And the number of those devices is only going to grow. As our business continues to grow and as we expand, and we go to other locations, I’m going to have more people who are going to have those mobile devices. And so, that’s a huge front for me that I really need to make sure that I have protection services in place.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Now secondary to that is the impact of artificial intelligence (AI) and machine learning (ML). People can create millions of bots, and with those bots they can find new ways to hack in. The more intelligent AI and ML becomes, the stronger your own defenses need to be. And so the more we can incorporate our own AI and ML into our defense environments -- on the computers, on the mobile devices and in our endpoint protection -- the better we can prevent the bad guys who are also using those same tools to come at us. Right now, to me, those are my two biggest fronts going forward that I’m the most concerned about.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Andy, any advice to organizations that like you are distributed, are lean, and have big jobs but a relatively small workforce -- and perhaps also a fairly lean-and-mean IT department? Any thoughts that you would impart to them as they try to improve their security posture?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><b><span style="font-family: arial; line-height: 22px;"></span></b></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><b><a href="https://www.bitdefender.com/business/solutions/cloud-workload-protection.html" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3200" data-original-width="4800" height="305" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiRZV2ZihcoFMJaX8-L-d88M8FH2-rE5YenBD4Q6UqXEI79EvdiPE0qL6-DJcILydPllEWQ-KRWXfQZdy5DMz1guuVahV4wd30uADzv0oV3n_BStJzZcw2-3UXLzZz9RL6xFN1QiGU8Ipto83hNOVsra6ZOalqdpB1Hm5PtgYKFuFFuSAsWOzo/w459-h305/top%20top%20top.jpg" width="459" /></span></a></b></div><span style="font-family: arial;"><b><br /><span style="font-size: x-large;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">lack:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> A lot of the smaller and mid-sized businesses, they all realize that computers and technology are required to keep them in business and to press forward. But they’re still not really willing to spend the money that it might take to bring in that level of protection. They try to play the risk game, saying, “How long can we go until we get hit? We’re not going to get hit. We are too small of a company. We’re not a target.”</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Well, what we’re finding is that the biggest target is the small- to medium-sized businesses (SMBs) because they tend to not have invested into their security to protect themselves. And so, that’s where those weaknesses come in.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Again, those same organizations -- while they do the bare minimum, they might have an end-point protection solution on their computers -- they’re not necessarily securing their mobile devices. They’re not necessarily creating and working with their people to create that culture of security.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And so, it doesn’t take a lot. It’s not a huge investment in most cases. But if you will make that more of a priority it does make a world of difference to protect your business because it’s going to cost a lot more to recover than it would be to prevent in many of those issues.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That’s great advice. I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on how concentrated and efficient businesses like A-Core Concrete build security cultures that rely on centralized administration, proactive insights, and rapid remediation to move safely at the preferred and optimized speed of business. A big thank you to our guest, Andy Black, CIO at A-Core Concrete Specialists. Thank you so much.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Black:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thank you.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/8d8kVB1pe9Y" width="320" youtube-src-id="8d8kVB1pe9Y"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m Dana Gardner, Principal Analyst at Interarbor Solutions, your host and moderator for this ongoing series of BriefingsDirect discussions. And a big thank you to our sponsor Bitdefender, as well, for supporting these presentations.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Our last big thank you goes out to our audience, that’s you, for joining us. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Please pass this along to your community and do come back next time.</span></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"><b><a href="http://briefingsdirect.com/" style="color: blue;">Listen</a><span class="apple-converted-space"> </span>to the<span class="apple-converted-space"> </span><a href="http://briefingsdirect.com/" style="color: blue;">podcast</a>.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a>. <a href="https://www.slideshare.net/danalgardner/how-acore-concrete-sets-a-solid-foundation-for-preemptive-security" style="color: blue;">Download</a> the transcript. Sponsor: <a href="https://www.bitdefender.com/" style="color: blue;">Bitdefender</a>.</b></span></p><p class="MsoNormal" style="margin: 0in;"><b><span style="font-family: arial; font-size: 10pt;"> </span></b></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;">Transcript of a discussion on how to best balance resilient security requirements with efficient use of human capital and resources in a highly dispersed organization. Copyright Interarbor Solutions, LLC, 2005-2023. All rights reserved.</span></i></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;"> </span></i></p><h2 style="margin: 0in; text-align: left;"><b><span face="Arial, sans-serif" style="border: 1pt none windowtext; color: #303030; padding: 0in;"><span style="font-family: arial; font-size: medium;">You may also be interested in:</span></span></b></h2><p class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0in 0.75in; text-align: left; text-indent: -0.25in;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: 10pt; text-indent: -0.25in;"><a href="https://www.briefingsdirectblog.com/2020/01/how-msp-brings-comprehensive-security.html" style="color: blue;">How an MSP brings comprehensive security services to diverse client</a></span></li><li><span style="font-family: arial; font-size: 10pt; text-indent: -0.25in;"><a href="https://www.briefingsdirectblog.com/2020/01/better-it-security-comes-with-ease-in.html" style="color: blue;">Better IT security comes with ease in overhead for rural Virginia county governmen</a>t</span></li><li><span style="font-family: arial; 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text-align: center;"><i><a href="https://www.citrix.com/fieldwork/" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="4490" data-original-width="7952" height="254" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhmiCDCSOD6sn1uEAS-_0IGc4JOuKxSN5iGmXUAOii0-yNYvGrKL6z6COCsKd7tkWeTwPz0aV4O8eDqCpTJoHkqY93kXYC6yAMzuxqoDI3kZ1__b5e4BbbJtXlqq_cv58w626_K0XpW86Kh8df2_Q9o-Y0m0cLOgy2WLekBqRKqUGHxogfWl4s/w450-h254/top.jpg" width="450" /></span></a></i></div><i><span style="font-family: arial;"><br /><span>Transcript of a discussion on the drivers and opportunities to get the future of hybrid work right as soon as possible.</span></span></i><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial;"><b style="border: none; font-size: 14px; text-align: center;"><span face="Arial, sans-serif" style="border: none; font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-Hybrid_Work_is_the_Future_and_Innovative_Technology_Will_Define_It.mp3?dest-id=20179" style="border: none; color: blue; text-decoration-line: none;">Listen</a> to the <a href="http://briefingsdirect.com/hybrid-work-is-the-future-and-innovative-technology-will-define-it" style="border: none; color: blue; text-decoration-line: none;">podcast</a>.</span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"> Find it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a>. <a href="https://www.slideshare.net/danalgardner/hybrid-work-is-the-future-and-innovative-technology-will-define-it" style="color: blue;">Download</a> the transcript. Sponsor: <a href="https://www.citrix.com/" style="color: blue;">Citrix</a>.</span></b></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Hi, this is <a href="https://twitter.com/Dana_Gardner" style="color: blue;">Dana Gardner</a>, Principal Analyst at Interarbor Solutions, and you’re listening to <a href="http://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a>.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://twitter.com/Dana_Gardner"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span><b><a href="https://twitter.com/Dana_Gardner">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">We’re all now part of a massive worldwide experiment about the very definition of work. Remote, in-office — or tightrope walking along some sliding scale between the two? How each business and each worker finds the next new work-life balance remains an ongoing "work in progress."</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">In the post-rapid adoption of remote work world -- a full two and half years after the onset of COVID -- there’s no definitive answer on which approach to hybrid work works best. And the technology tools and solutions — many designed for an earlier in-office era — are not necessarily up to the task.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">The perceptions and preferences of bosses and workers alike are in a seemingly unending transition. Nothing quite seems fit for the new, still-to-be-defined purpose. </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">So, what is the eventual end-state of hybrid work? Will the process of finding it provoke new forms of innovation, opportunity, and technological success? Or will productivity and work-life balance suffer amid a period of tension, power plays, and years of seesawing trial and error approaches to hybrid work? </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/iE11_eiIX64" width="320" youtube-src-id="iE11_eiIX64"></iframe></span></div><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">S</span></b><span style="font-size: 11pt;">tay with us now as we explore the drivers and opportunities to get the future of hybrid work right -- perhaps sooner rather than later.</span><br /><br /><span style="font-size: 11pt;">To learn more about what makes hybrid work move to an arc of opportunity, and not wallow in a trough of complexity and confusion, please join me now in welcoming </span><a href="https://www.linkedin.com/in/amyhaworth/" style="color: blue; font-size: 11pt;">Amy Haworth</a><span style="font-size: 11pt;">, Founder and CEO of </span><a href="https://nobodymakesitalone.com/" style="color: blue; font-size: 11pt;">Nobody Makes it Alone</a><span style="font-size: 11pt;">. Welcome </span><a href="https://www.briefingsdirectblog.com/2021/04/rethinking-employee-well-being-means.html" style="color: blue; font-size: 11pt;">back</a><span style="font-size: 11pt;">, Amy.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Amy Haworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thanks, Dana.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We’re also here with <a href="https://www.linkedin.com/in/timminahan/" style="color: blue;">Tim Minahan</a>, Executive Vice President of Strategy at <a href="https://www.citrix.com/" style="color: blue;">Citrix</a>. Good to have you with us.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Tim Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thanks, Dana. I’m excited to be part of the dialogue.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Amy, there seems to be an <a href="https://www.newsweek.com/workers-face-pressure-top-companies-push-post-labor-day-return-office-1737064" style="color: blue;">interminable debate</a> nowadays about the <a href="https://www.briefingsdirectblog.com/2022/03/its-officialflexible-and-remote-work.html" style="color: blue;">future of work</a>. The previous models don’t give us a lot to easily fall back on as precedent for hybrid models. Companies are struggling to find the best fit for them and their employees.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">So, are most workers going to be fully remote? Mostly in the office in the nine-to-five, five-days-a-week model of yesteryear? Or will there be some yet-to-be-defined golden mean, or equilibrium, between the two sides of the equation?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Employees opt for hybrid-work</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">aworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m so glad we’re having this conversation because you’re right. Companies are struggling. We’re seeing that in <a href="https://www.vox.com/recode/2022/9/22/23360887/remote-work-productivity-theater-back-to-office" style="color: blue;">headlines</a> every day about which employees are being called back into the office full time as a reaction that’s becoming a top-down mandate.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="clear: left; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/amyhaworth/"><img border="0" data-original-height="538" data-original-width="601" height="286" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhye5CEKPpmmY7d_tGEnSNIVLrs6SW-dHpsGJtUUG1puINxFuOtooVqIj8w85EIxmFkim-P1XikgiSMLeD5Fjj4hYpxWwrCxOiNU1Gbe3CgIuDQd1PlNU8VYVzeVzcb_42ANXlCOP0Rc0psobHw5GAS8DALcKhoxJOgIPYkMPqwzl8LOfJLoUU/s320/Amy%20Haworth%202.jpeg" width="320" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/amyhaworth/">Haworth</a></b></span></td></tr></tbody></table><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">That’s been the trend. Companies are trying to figure this out. Do they work fully remote? If they do go hybrid, are they mandating a certain number of days in the office versus allowing employees the flexibility to choose?</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">And I love what you said about the “arc of opportunity” in comparison to a “trough of complexity.” It feels like that’s becoming the choice. Are companies going to hang on the arc of opportunity versus those that are returning to what they perceive as more certain, which really is the model of yesteryear.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Citrix recently did a <a href="https://www.citrix.com/content/dam/citrix/en_us/documents/brochure/work-rebalanced-the-citrix-hybrid-work-report.pdf" style="color: blue;">global survey</a> and the results to me are fascinating. They started by asking employees what they preferred. The data shows that 57 percent of employees prefer hybrid models that allow them to work remote or in the office. And 69 percent, that’s a big number, 69 percent said they’re going to leave their job if they aren’t given that option.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">This tells us, from an employee point of view, that demand for flexibility is clearly there. And I hope companies realize, if they haven’t already, that to truly attract and retain talent for the long term, they’re going to have to figure out how to make this choice an option and make it a permanent part of their workforce strategy.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Looking at some of the other findings, it seems that the hybrid work model – even as it was foisted on us -- does work well for many people. I see that 69 percent of the hybrid workers surveyed said they feel “productive,” compared to 64 percent of remote workers, and 59 percent of office employees.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">So that flexibility is paying off from their perception. Also, nearly 70 percent of hybrid workers say they feel “engaged” compared to a much lesser degree, 55 percent of remote workers, and 51 percent of in-office employees.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">So why is there ongoing tension? Why do we have this demand to return to the past when the current new hybrid state seems to be working for so many people?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Haworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> There’s an interesting dynamic I’m starting to sense. Typical human behavior is that in times of great uncertainty, the human brain tends to latch on to that which feels certain. And so even if we think about the macro environment outside of work, there’s still a lot of uncertainty.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span style="caret-color: rgb(0, 0, 0);">The results from the Citrix survey show 70 percent of hybrid workers have a strong emotional connection to their organization and leadership, as compared to 60 percent of remote workers and 58 percent of in-office workers.</span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">For example, we thought we had hit our uncertainty high during 2020 when COVID peaked. But what’s come at us is more and more uncertainty. One hypothesis is that this is an organizational reaction to try to control what feels uncontrollable.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">But there’s a real risk because the impact on outcomes, results, and costs is driving outcomes and accountability within the ethos of an organizational culture. Going backwards -- to dictate how we work, almost like a parental order – is perceived as a top-down ruling. But the cost to workers is going to come in the form of a detriment to well-being, both physical and mental.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">When we look at the results from the Citrix survey, 70 percent of hybrid workers say they have a strong emotional connection to their organization and leadership team. That’s compared to 60 percent of fully remote workers, and 58 percent of in-office employees. Similar numbers show up when it comes to well-being, with 70 percent of hybrid workers report good well-being, compared to 61 percent of fully remote workers, and 60 percent who are only in the office.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">What struck me about all these numbers is in-office employees scored lower across all of these categories: productivity, engagement, emotional connection, and well-being. We really need to pay attention to both what’s not working and to also dive into what is working. Clearly something is working across all these domains for the hybrid worker. And that’s really important, because being inspired by our work, as we know, drives performance. It drives commitment, it drives loyalty. It drives innovation.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Organizations need to be asking the big question -- not necessarily which model is right, but which drives the best outcome for organizations and people. And from there, we can figure out how to make this work.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Tim, given these findings, why are so many companies still resisting flexible and hybrid-work models? It seems as if what we saw over the past year and a half is backtracking. Why do you think that’s the case?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Trust is a must</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">M</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">inahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> People like to label of a lot of things. It’s not a remote-work issue. It’s not a return-to-office issue. It’s not a <a href="https://www.gallup.com/workplace/398306/quiet-quitting-real.aspx" style="color: blue;">quiet quitting</a> issue. What we have here is a trust issue.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="clear: right; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/timminahan/"><img border="0" data-original-height="1920" data-original-width="2880" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh123kT_4ZaUZXnerWGw8ZV13ZxQhm_9HlA9IxdFOzJlNiDDLjWrE9ywrzc1LNql9pc7zxirg9KtnzS-9ln6CXZlRtYJBjiljBc_eZFvKfBXAK-rMr1X69E4u3O3yxdz1X549hI78NGm6ib50SqF88QmAysjlRuI8lHEtOBXSHWZ-gufVZy5po/s320/Tim%20Minahan.jpg" width="320" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/timminahan/">Minahan</a></b></span></td></tr></tbody></table><span style="font-size: 11pt; line-height: 22px;"><span style="font-family: arial;">Despite <a href="https://observer.com/2022/07/wall-street-ceos-who-want-workers-back-in-the-office-are-driven-by-culture-not-data/" style="color: blue;">clear findings</a> from countless studies -- from Citrix, from <a href="https://www.pwc.com/us/en/services/consulting/business-transformation/library/covid-19-us-remote-work-survey.html#:~:text=Finding%201-,Company%20actions%20supporting%20remote%20work%20are%20bearing%20fruit,said%20the%20same%20in%20June." style="color: blue;">PwC</a>, <a href="https://www.aeaweb.org/journals/jep" style="color: blue;">Journal of Economic Perspectives</a>, and countless others -- showing that remote work yields measurable improvements in productivity and retention, leaders -- including those that tend to pride themselves on being “data driven” -- are just ignoring the facts by pushing employees to return to the office.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">In fact, our latest research at Citrix finds that nearly half of managers, despite all the evidence and experience they had in their own companies during the pandemic, just don’t trust employees to get work done when they’re outside the office.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">In a recent study we did, 48 percent of managers reported using tracking software on their employees’ machines to measure their keyboard time when working remotely. I know, Dana, we’ve had conversations before on <a href="https://www.briefingsdirectblog.com/2021/12/2022-year-technology-and-new-work.html" style="color: blue;">best practices for hybrid work</a>, and during those, I warned that the biggest risk to getting all the benefits that Amy talked about by embracing more of a hybrid-work model was creating policies and culture and a <a href="https://www.citrix.com/lp/build-the-new.html" style="color: blue;">technology stack</a> that gave employees all equitable access to the applications, the information, as well as career advancement opportunities -- regardless of where they work, in the office or remotely.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Unfortunately, some leaders are now valuing face time over business outcomes. And you know, researchers have labeled this dynamic as <a href="https://www.forbes.com/sites/forbestechcouncil/2022/04/04/how-to-mitigate-proximity-bias-and-create-a-more-inclusive-workplace-culture/?sh=60efc7c4727f" style="color: blue;">proximity bias</a>, and at its core is really a lack of trust and outdated ways to measure employee contributions and engagement.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Of course, Tim, trust is hard to measure in a data-driven world. Do you have any sense of how trust can be measured as a business success indicator?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> The orientation is all about productivity. For example, The Journal of Economic Perspectives researchers ran an experiment in which they selected an unnamed NASDAQ-listed company and they randomly assigned call center employees to work from home and had a control group working in the office.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">They found that working from home not only resulted in a 13 percent increase in productivity -- those workers working remotely actually were more productive than those in the office -- but they had a 50 percent lower attrition rate. When you think about dynamics like that, especially in the tight labor market that we have right now, there are real business benefits and real ways to measure the benefit of embracing a much more flexible work environment.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Amy, you’ve been coaching a lot of companies that are working to find the right work balance. What is top of mind for you when it comes to the keys to hybrid work success?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Connected work creates better outcomes</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">aworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Piggybacking on this idea of trust that Tim brought up, what I’m hearing is a needed emphasis on trust and connection. Sometimes what we’re going for and what we’re trying to explain -- and what my clients are trying to explain – revolves around connection or trust.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">What is that secret sauce to attain that? If we step back, and think about our lives outside of work, what creates trust and connection between people? It far exceeds anything we’re doing organizationally, but it can absolutely be put into our organizational structures.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Think about that. Why do you decide to trust someone? Most likely, it’s because you found a place where you shared something, perhaps a vulnerability, and it’s been reciprocated and held in a safe and shared space. Or you connected because you found some sort of similarity.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.citrix.com/products/" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="4000" data-original-width="5000" height="354" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhwnkoEfz9fVa_7BFIbs7l5YzEeXRmgGM4ipwOFIfEhdcGHMeGFTMJlrU4bHJBucp87b7veg3OIb5yx1hzOJkW3EMNC5Zd_f3HiszC8v1jkLqHrRsJ4xeqdHsZ0y8DnYfm7CesWcvMX33EcwaG95bLDdFuiHsbUEdsRFehvPJz2rmRcnVrsqxI/w442-h354/top%20top.jpg" width="442" /></span></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="line-height: 22px;"><span style="font-size: x-large;"><b>I</b></span></span><span style="font-size: 11pt; line-height: 22px;">’m seeing organizations having a knee-jerk reaction because they’re sensing that this idea of connection, which is fuel for trust, is missing. And so, they’re putting the workplace as the proxy for building that. The challenge is that in the last couple of years, we’ve distributed our workforce. If we’re using workplace as the proxy for connection making, we are leaving out, in so many cases, people who are not in the office anymore. That is one of the challenges with hybrid.</span></span></p><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">If companies are mandating that employees who have the option to be in an office, come into the office a certain number of days, they’re actually going to start to find that unless they teach organizations how to create connections, that they’re fueling disparity. And they need to be focused across-the-board on new ways of creating connection. How do we make it okay to not have our meetings be all about getting things done? We know that this style of working drives productivity, but we also need to be thinking about how it can drive connection -- and not just for one group who has access to an office, but for everyone.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">The key is to help organizations be successful by naming what is missing in their culture, and then to set up focused efforts to build that capability so that there is fairness, safety, belonging, and connection for everybody.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Amy and I have had this discussion before. It really boils down to those companies that are most successfully leveraging this moment to create entirely new work models that benefit both their organizations and their employees. It means delivering meaningful work, giving employees the tools, information, and assignments needed to drive innovation and creativity and the business outcomes for the company.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Certainly, there is a value in bringing employees together, that connectivity that Amy mentions. The ability to do strategic planning, the ability to collaborate in certain ways, and the ability to meet with customers. It’s about creating social networks with your fellow employees, so you see them as humans rather than, you know, a bodyless face on a video call. All of that has value.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/iE11_eiIX64" width="320" youtube-src-id="iE11_eiIX64"></iframe></span></div><span face="Arial, sans-serif" style="font-family: arial; line-height: 22px;"><span style="font-size: x-large;"><b>B</b></span></span><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">ut for those companies that are figuring out the secret sauce, it boils down to providing meaningful work and purposeful office time.</span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> As we talk about meaning and trust, that strikes me as closer to a relationship than a transaction. Much of the technology has been developed around transactions. Technology is inherently transactional. It seems to me that we need to look differently at technology as a way to increase the richness and value of the relationship between the employee and the employer.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Amy, is that the case? Are we not using technology appropriately? Do we need to think differently about the use of technology to foster better relationships that lead to more trust that then can deliver higher productivity?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Technology enhances work interactions</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">aworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Technology has a huge opportunity to be a catalyst to help create better connections in the way we see and experience each other. At its core, it’s about human experience. People need to be seen and heard.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">There are some exciting innovations when it comes to the tools, even in my world of the human resources (HR) stack. We’re starting to see an amplification of recognition tools, of coaching platforms, of new and exciting ways to learn that are leveraging mobility and looking at how people want to work and to meet them where they are, rather than saying, “Here’s the technology, learn how to use it.” It’s more about, “Hey, we’re learning how you want to work and we’re learning how you want to grow, and we’ll meet you there.” We’re really seeing an uptake in the HR tech space of tools that acknowledge the humaneness underneath the technology itself.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> During the pandemic, we introduced new tools to allow employees to execute work in the most efficient way possible and collaborate in a more virtual sense. I believe we’re now getting to the point where the <a href="https://en.wikipedia.org/wiki/Metaverse" style="color: blue;">metaverse</a> is blending with the workplace.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">When you think about tools that companies embraced during the pandemic out of necessity -- communication and collaboration platforms such as <a href="https://slack.com/" style="color: blue;">Slack</a>, <a href="https://www.microsoft.com/en-us/microsoft-teams/group-chat-software" style="color: blue;">Teams</a>, and <a href="https://zoom.us/" style="color: blue;">Zoom</a> – they were emulating the physical world and physical collaboration environments. That includes things like digital whiteboard tools, and content collaboration tools, for redlining and sharing, and all of that</span><span face="Arial, sans-serif" style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span style="caret-color: rgb(0, 0, 0);">A top priority for IT executives everywhere is creating the optimal hybrid work stack. ... We're emulating the physical world and physical collaboration. </span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">But right now, one of the top priorities for IT executives everywhere is creating the optimal hybrid work stack. And that stack has multiple layers. One certainly is the collaboration layer, as we talked about. How do I bring together all the collaboration tools necessary to allow employees to work effectively, execute work effectively, and collaborate effectively when working remotely or in a distributed way?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">The second layer consists of the business applications we’ve come to know and love. Those include HR apps, business applications, supply chain applications, and financial applications, et cetera. Certainly, there is a major role in this distributed work environment for virtual application delivery and better security. We need to access those mission-critical apps remotely and have them perform the same way whether they’re virtual, local, or software as a service (SaaS) apps -- all through a trusted access security layer. And then finally we need a suitable device layer, ensuring that employees can work across any device and location.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">In our experience at Citrix, in working to bring some of those <a href="https://www.citrix.com/solutions/digital-workspace/" style="color: blue;">virtual environments</a> into the physical workspace, for example, we’re retrofitting all of our conference rooms to be team-centric. No matter where anyone is working, they are part of a teams-based collaboration activity because we recognize that in most cases our meetings are going to involve a hybrid model.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Some employees and stakeholders are remote, and some are physically in the office. We’ve therefore also retrofitted our environment with circular cameras so that everyone has an equal box on Teams, we put cameras on the whiteboard so that everyone can be included in every part of the conversation, and they all have equal access to the shared information. We’re not alone in that. A whole host of our customers are examining those environments too, including bringing that metaverse approach into the workplace.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Amy, even with all things equal in getting the right technology in place, it seems to me that there’s another part to the equation. Some organizations just foist the technology on their people, and it remains the workers’ job to be the integrator, to find the right process mix among all the different applications.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">I wonder if that’s the best way because this isn’t just about accommodating all remote or all in-office work tech; it’s also about the process innovation. Are there some lessons in your experience about how to better deliver technology as part of a business solution?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Are your clients recognizing that workers are not systems integrators and that just logging into umpteen disjointed SaaS apps isn’t going to work if you don’t provide some other ways to help people work with the technology -- rather than be overwhelmed by it?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Keep it simple, secure, accessible</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">aworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, Dana, I see a new hybrid work stack emerging. It’s about unifying, simplifying, and securing the work without an employee needing to figure out how to make that happen. The last thing we want is for the employee to feel like they are part of the IT department.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Instead, we want to rely on our IT counterparts to do what they do best. And then the employees across the organization can focus on what they do best, which is to fulfill their roles using the skills they were hired for.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">I believe employees are going to continue looking for what unifies the technology, so there aren’t 60 SaaS logins. How can they work securely without carrying that burden? We need to make sure the work is simplified, and -- where possible – employ machine learning (ML) or virtual assistance to augment what they’re capable of. It amounts to guiding and automating the work so that the employee is free from that tech friction or noise and can perform at their best.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Tim, we’ve been talking about how this impacts employers and employees, but how does this impact the IT people? It seems to me, based on what Amy said, that there might need to be a rethinking of IT. It might be along the lines of instead of them being systems support, they’re actually work support, in that they’re in the business of helping people work.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You summed it up, Dana. IT’s number-one priority should be creating an equitable, consistent, and secure work environment for their employees so that employers and employees have the luxury of testing out different and flexible work models. That includes allowing employees to have the flexibility to work remotely using new collaboration tools, new work execution tools, and new tools in the workplace, ones that provide a seamless experience and involve everyone across these distributed teams so they can collaborate and execute work efficiently.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://www.citrix.com/fieldwork/" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="2000" data-original-width="3881" height="233" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjS2zNG1TiutBcBtihwTmgiMCxBmyNLd7KV2NevR-IpzBnLEONm8u7QeViu6bSxfj18Pj0rXxv-rhhxSRWnVSeAo8zkuqy_TuVpPkUpT6sEJHvsAsIkq_24iVrZwEXJ978QkecdKhAMoeNq1L6QVSNjaOxEqitKxnJHSWvIKQMkWgzbfMHFsCc/w453-h233/top%20top%20top.jpg" width="453" /></span></a></div><span style="font-family: arial;"><br /><span><b><span style="font-size: x-large;">A</span></b><span style="font-size: 11pt;">nd then the last part is a mission-critical need today, and that’s who does the work. Prior to the pandemic, we had a global shortage of medium- to highly skilled talent. In fact, </span><a href="https://www.mckinsey.com/" style="color: blue; font-size: 11pt;">McKinsey</a><span style="font-size: 11pt;"> estimated that we had a shortage of 95 million such workers. And that was most acute in those most-in-demand-skills necessary to digitize, advance, and modernize your business.</span></span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Well, that hasn’t gone away. It’s <a href="https://www.mckinsey.com/capabilities/people-and-organizational-performance/our-insights/the-organization-blog/the-great-attrition-facing-the-labor-shortage-conundrum" style="color: blue;">only gotten worse</a>. But smart companies, having proven the model of hybrid and remote work, are now using that as a platform to reconsider their workforce acquisition strategies. This includes being able to tap into distributed pools of talent, blending contractors who might have a unique expertise around things like multi-cloud, security or artificial intelligence (AI) and bringing them together with full-time employees in work groups that are connected by a hybrid work stack that IT is creating to optimize employee productivity, experience, and engagement.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Amy, when we redefine the objective or the mission of IT and the business around getting work done in the best way -- fostering the best relationships and trust between the players -- it seems that where they’re doing this all becomes far less relevant. And yet we’re <a href="https://www.fastcompany.com/90781333/leaders-need-to-drop-outdated-remote-work-myths" style="color: blue;">hung up on location or proximity bias</a>, as Tim pointed out. Do we need to further shake the bush and ask people <a href="https://www.yahoo.com/video/ceos-stand-athwart-remote-era-110000642.html" style="color: blue;">why they’re hung up on location</a> instead of why they’re not focusing on the quality and a new definition of the most effective work?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Change is hard but necessary</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">aworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Absolutely. Dana, I think you’re getting at the big challenge we’re facing right now. And that is, are we asking the right questions? Are we solving for the right problems? Going back to your “arc of opportunity” statement, we need to be very realistic that massive disruption is going to continue across the world.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Companies are going to need to figure out how to strategize, plan, and implement ways to build agility and create new organizational and workforce structures -- as well as IT structures -- that not only allow them to respond quickly to change, but actually allow them to thrive when they do. At the heart of this is massive risk mitigation. Unless organizations are thinking about disruption as a potential risk, they’re going to miss the mark. Putting more structure around where people work is the opposite of agility.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">We need to be thinking about how we leverage everything that we have learned in the last two to three years and make it a foundation to build upon -- versus taking everything that we have learned and then going back to 1992. We need to be planning, to be strategic, and to expect disruption.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Then we can build both the technology capability as well as the human capability to thrive during disruption -- and that means overall agility. As Tim said about who’s doing the work, that will continue to ebb and flow. How can we react in a way that makes how we work ongoing more dynamic? And we need to get away from trying to answer the wrong questions, quite honestly.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Before we go to our crystal ball and predict how things are going to unfold, even in a very disruptive period over the next year or two, I’d like to look at this through a different lens. We’ve been talking about the softer metrics of productivity and trust, but there are also hard metrics around the underlying economics of hybrid work.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">As organizations look at their total cost of employee ownership, if you will, that has to include big office buildings in very expensive cities. It involves hour-long commutes in each direction on public transportation that’s probably aging and inefficient, or sitting in a car in traffic.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Tim, are there some purely economic reasons why companies should be more open-minded when it comes to location of workers? It seems to me that there’s more than just productivity, that there’s actually a bottom-line indicator here that flexibility and hybrid work pays.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, absolutely, Dana. In fact, there were countless studies done during the pandemic indicating that there are real business benefits to remote work. You mentioned key ones around real estate reduction, despite companies looking to get employees back into the office in some cases.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Almost every employer is looking at right sizing their real estate needs in new ways, particularly in major metropolitan areas</span><span face="Arial, sans-serif" style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span style="caret-color: rgb(0, 0, 0);">If you are working remotely, commuting costs savings certainly put benefits back into both the employers' and employees' pockets.And there are major sustainability benefits as companies look to reduce their carbon emissions.</span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Secondly, you mentioned commuting. Commuting costs certainly put benefits back into both employers and employee’s pockets, if they’re working remotely, even part of the time, especially in light of the current prices of energy. There are major sustainability benefits as companies look to reduce their CO2 emissions by adopting cloud, reducing their real estate footprint, and reducing the necessity for employees to do two-hour commutes every day.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">But I don’t see the benefits around improved productivity and business outcomes that our employers are trying to achieve as soft at all. They should be accelerated and enhanced by embracing a much more flexible work model, including hiring those hard-to-find skills because you can reach them in a remote fashion.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">A good example is a hospital network right here in the Boston area, Dana, that during the pandemic saw their telemedicine visits go up to over 200,000 per month from 9,000 per month or a 27-times increase.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Well, guess what? Coming out of the pandemic, they’re not rotating all the way back. They’re increasing their telemedicine experience. They recognize that they can use that same platform to find in-demand talent around things such as oncology and can staff them not in the Boston area where it’s highly competitive and highly costly to hire them, but remotely in the Midwest or elsewhere. These are the types of real business benefits that have come from people embracing much more flexible work models.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Tim, how do you see things playing out in the year ahead? Are we going to continue to have this back-and-forth debate over remote work’s value, or is there a new end state or settlement of this discussion?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-family: arial; font-size: x-large;"> </span></span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Expect demands for meaningful work</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">M</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">inahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I think natural market factors will balance it out. Employees, including those very top employees who want to do meaningful, creative, and innovative work -- but in a more self-serving flexible work model -- will vote with their feet. We’re already seeing it from <a href="https://en.wikipedia.org/wiki/Great_Resignation" style="color: blue;">the great resignation</a> and the like. And despite the <a href="https://www.businessinsider.com/eric-adams-work-from-home-pajamas-quote-nyc-mayor-office-2022-2" style="color: blue;">blustering at the top level</a> around getting folks back into office, the reality is that companies are recognizing the critical importance of employee experience.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">In fact, the <a href="https://www.citrix.com/content/dam/citrix/en_us/documents/off-site/inflation-innovation-survey.pdf" style="color: blue;">study we just did</a> of 10,000 IT leaders, 60 percent said they’re investing more in internal innovation projects to improve the employee experience. They said they are investing in digital workspace technology to support consistent and reliable access to the applications and information employee’s need across any device and location to ensure security.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><a href="https://nobodymakesitalone.com" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="3354" data-original-width="5963" height="246" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhNPlLgtOeMcL-fBoRxSrwy-Z4vUXL7zLbQ511SiT7oX3CeRKThgh_OZXvqDMuIt4fTZxcFnkhcL8-bJ3CTG1IcXXqyxuyIh5besfc7v7k6wcG3i6WNmEqPUEpDOoKyqd8D9A0zOivhADlyOUNPKXi8hmNmksBYFrpZT59c2ltAtYI-VKpbCwI/w437-h246/top%20top%20top%20top.jpg" width="437" /></span></a></div><span style="font-family: arial;"><br /><span><b><span style="font-size: x-large;">A</span></b><span style="font-size: 11pt;">nd so, in short, after years of investing to digitize and enhance customer experience, companies are now giving some much needed and long overdue attention to enhancing the employee experience. Those are the people, after all, who are responsible for innovating, creating, and improving the customer satisfaction levels.</span></span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">I think the market is going to balance itself out, with companies making these investments in order to appear more attractive to needed workers. And as part of that, it’s not just about the hybrid stack for technology for hybrid work, it’s also about the policies and cultural changes you’re going to need to make to support that hybrid work model to make you an attractive employer of choice.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> How does this new stack shape up, Tim? What are some of the major components that people should be looking for?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We <a href="https://www.briefingsdirectblog.com/2021/12/2022-year-technology-and-new-work.html" style="color: blue;">covered a good portion of that before</a>, Dana. We see a number of layers to the stack. Certainly, the newest one that’s getting the most attention is the collaboration layer. The need to invest in new tools to foster greater work execution and collaboration in a distributed model. Those would be things like the communication collaboration tools that we use, like Teams and Slack and others.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">There’ll be some of the new kind of turning physical work methods into digital work methods like a digital whiteboard such as <a href="https://miro.com/" style="color: blue;">Miro</a>, etc. And bringing those into your stack where a few years ago they probably didn’t really exist or weren’t used at scale as they are now.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">The second layer refines and modernizes your traditional business applications stack. All those tools you can use to run your business, your enterprise resource planning (ERP), your business applications, et cetera. So, employees in functional layers can execute the work they need to get done, can execute those transactions.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">There is also the rising importance of ensuring that you have a virtual desktop and security layer in there, one that leverages those mission-critical applications and virtualizes them at scale to your employee base, whether they’re full-time employees or contractors in a very quick and efficient way, and then wrapping that in <a href="https://www.citrix.com/blogs/2021/06/23/5-things-you-should-know-about-zero-trust-architecture/" style="color: blue;">a zero trust security layer</a>.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Finally, the last layer is around the devices, ensuring that employees can have equitable access to applications and information regardless of what device they’re using and regardless of what location they’re accessing from.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Amy, what does your crystal ball tell you about how things are going to shape up in the coming year or two?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Haworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> There’s going to be a realization that we need to continue to learn and experiment. I would love to see organizations and employees both set that as the expectation. So rather than swing all one way at an enterprise level, that there are parcels, pieces, incubators for innovation when it comes to both technology and ways of working. These incubators are generating insights, and those insights are fueling future decision making.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.citrix.com/products/" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><span style="font-family: arial;"><img border="0" data-original-height="138" data-original-width="366" height="121" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhYyUJ5BPV2HSLGvN3Gdh-7ygpdki4L_jWhd3zt0aD20Cxxh6fP_7gb5FHmnIIYpV1BqZ23y_e2fRy5FszPXsyBqJCn_AVmAmMLy0_-yrFN0JouLeKoToBXQrv8J7_0VIkTC1XvIEdwZvmR1xFXpvOQtK3U_FSDoX-40OC2ogbduNEaCsZsgGs/s320/Citrix%20logo.png" width="320" /></span></a></div><span style="font-family: arial;">So, a really important aspect of this is that we don’t give up too soon. We have come so far, and what is taking place is a continuation of transformation. Transformation inherently means ambiguity. Humans don’t love ambiguity, but rather than abandon and go back to where we felt “certain” back in 2019, we need to push forward and lean into these spaces of uncertainty. That way we can continue to experiment, learn, try new things, innovate, solve real problems, and mostly not give up.</span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And you know, Amy, I always like to ask about examples and real-life results. When you look at the new hybrid work stack, as Tim described it, and from the number of organizations you’ve been working with, any early adopters? Has anyone understood the need for this new approach and put in place some of these improvements to foster trust and relationships? What’s working? And when you do this right, what do you get?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span face="Arial, sans-serif" style="line-height: 22px;"><i><span style="font-family: arial; font-size: x-large;">Learn, innovate, motivate</span></i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">H</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">aworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I am seeing some new best practices, and I love that idea of leaning into the bright spots. So rather than target what’s not working, let’s talk about what is working. One organization in particular is investing in their manager layer.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Throughout the last two or three years, we’ve heard how much middle managers have taken the brunt off of supporting teams and people. And one organization in particular is investing in their managers at unprecedented levels because they understand that employee experience is dependent upon manager experience. And they’re seeing some really good results so far. They’re early in the game</span><span face="Arial, sans-serif" style="font-size: 11pt;">.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><span style="caret-color: rgb(0, 0, 0);"><i>Organizations</i></span><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span><span style="caret-color: rgb(0, 0, 0);"> like startups are making choices both in technology and in workplace best practices. They're looking at how people are motivated today -- not only within the team but to their work and solutions overall. </span></span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Another place is in the startup community. Organizations that are building fresh right now are making choices both in the technology and in workplace best practices. There’s a lot of good learning to be had there because they’re looking at how are people motivated today. You know, it’s not, “We have to bring everyone into the office for a learning event.” What this organization is doing is thinking more about how much being in a work community and serving the community leads to feeling a sense of motivation and commitment -- not only to the team, but to their work and the solution overall.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">So, they’re coming together in person with organizations in their community to do service together, versus coming together just for strategic planning. That is not to undermine strategic planning. It’s more about getting out and about seeing an impact in big ways is feeling a sense of loyalty and commitment as a result.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">These are some non-traditional ways of stepping back and saying, “What do people need today? Where are we today?” It includes being willing to let go of the things that worked in the past in favor of something new and fresh.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Tim, any examples of what the new hybrid work stack is capable of, particularly when companies recognize that it’s work that’s their mission and not about location?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, but I think it’s important to say that this stack isn’t just about enabling traditional work models. It’s about embracing new ones. And a very good example is <a href="https://www.teleperformance.com/" style="color: blue;">Teleperformance SE</a>. As one of the largest business-process outsourcers in the world, they are optimizing and focused on providing contact-center services for some of the world’s largest enterprises.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">They recognized that this is a moment for them <a href="https://www.briefingsdirectblog.com/2021/04/creating-business-advantage-with.html" style="color: blue;">to be able to scale their business</a> and to embrace new work models that simultaneously allow them to attract more talent and lower their costs. They’re using the hybrid work stack -- not just the collaboration tools we mentioned, but specialized tools related to call centers. They have been able to virtualize that as well as using their voice over Internet protocol (VOIP) services to enable a hybrid call-center model through which they can equally as well recruit remote workers, stay-at-home workers, to support contact center efforts as well as in their physical call centers. And that allows them flexibility.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Some of our customers are fully embracing the home-based force. They are able to, in this case, staff the call centers with the best talent possible anywhere and at the lowest cost. We have other customers who are saying, “Hey, no, I still want to have a physical call center in one of our major locations.” And they have the flexibility now to use hybrid models to deliver a higher level of service at a lower cost with a much more engaged and retained workforce than they could pre-pandemic.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Tim, there’s so much new research and information. And people are thirsty for new insights dealing with these unprecedented issues. Where can they go to find out more to best continue their journey?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I recommend they go to <a href="https://www.citrix.com/fieldwork/" style="color: blue;">Citrix Fieldwork</a>, our thought leadership platform where they can find much of the research that both Amy and I referenced today.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Amy, how can <a href="https://nobodymakesitalone.com/" style="color: blue;">Nobody Makes It Alone</a> help? Where are your resources located? How can people learn more about finding the right path to a successful hybrid work?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Haworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’d love to connect with anyone <a href="https://www.linkedin.com/company/nobody-makes-it-alone/" style="color: blue;">on LinkedIn</a>. I also author a newsletter on LinkedIn as well as the website, <a href="https://nobodymakesitalone.com/" style="color: blue;">nobodymakesitalone.com</a> and look forward to being a thought partner and helping to understand what’s going to make organizations successful no matter what happens in the world outside.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on finding the most productive approach to hybrid work. And we’ve learned how new forms of innovation, opportunity, and technology stack solutions can both empower workers and reward their employers with higher productivity, satisfaction, and innovation.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">And so, a big thank you to our guests, Amy Haworth, Founder and CEO of Nobody Makes It Alone. Thank you so much, Amy.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Haworth:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thanks, Dana.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/iE11_eiIX64" width="320" youtube-src-id="iE11_eiIX64"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And a big thank you as well to Tim Minahan, Executive Vice President of Strategy at Citrix. Thank you so much, Tim.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Minahan:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thanks, Dana. Looking forward to speaking again soon.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And a big thank you to our audience as well for joining this BriefingsDirect future of hybrid work discussion. I’m Dana Gardner, Principal Analyst at Interarbor Solutions, your host throughout this series of Citrix-sponsored discussions.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 11pt; line-height: 22px;">Thanks again for listening. Please pass this along to your community and do come back next time.</span></p><p class="MsoNormal" style="margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial;"><b style="border: none; font-size: 14px; text-align: center;"><span face="Arial, sans-serif" style="border: none; font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-Hybrid_Work_is_the_Future_and_Innovative_Technology_Will_Define_It.mp3?dest-id=20179" style="border: none; color: blue; text-decoration-line: none;">Listen</a> to the <a href="http://briefingsdirect.com/hybrid-work-is-the-future-and-innovative-technology-will-define-it" style="border: none; color: blue; text-decoration-line: none;">podcast</a>.</span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"> Find it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a>. <a href="https://www.slideshare.net/danalgardner/hybrid-work-is-the-future-and-innovative-technology-will-define-it" style="color: blue;">Download</a> the transcript. Sponsor: <a href="https://www.citrix.com/" style="color: blue;">Citrix</a>.</span></b></span></p><p class="MsoNormal" style="margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><i><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;">Transcript of a discussion on the drivers and opportunities to get the future of hybrid work right as soon as possible. Copyright Interarbor Solutions, LLC, 2005-2022. All rights reserved.</span></i></p><p class="MsoNormal" style="margin: 0in;"><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"> </span></p><h2 style="margin: 0in; text-align: left;"><span face="Arial, sans-serif"><span style="font-family: arial; font-size: large;">You may also be interested in:</span></span></h2><p class="MsoNormal" style="margin: 0in;"></p><ul style="text-align: left;"><li><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2022/03/its-officialflexible-and-remote-work.html" style="color: blue;">It’s official—flexible and remote work are here to stay, say empowered employees</a></span></li><li><span face="Arial, sans-serif" style="font-family: arial; font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/11/working-great-resignation-how-employers.html" style="color: blue;">Working the great resignation: How employers can transform to a mutual advantage</a></span></li><li><span face="Arial, sans-serif" style="font-family: arial; 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font-size: 11pt; line-height: normal; margin: 0in 0in 10pt;"><span face="Arial, sans-serif" style="font-size: 10.5pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-Gigamon_Podcast_Bassam_Khan-Audio.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/how-deep-observability-forms-the-gift-that-keeps-giving-for-hybrid-it-security-performance-and-agility">podcast</a>. Find it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a>. <a href="https://www.slideshare.net/danalgardner/how-deep-observability-forms-the-gift-that-keeps-giving-for-hybrid-it-security-performance-and-agility" style="color: blue;">Download</a> the transcript. </b></span><b style="font-family: Arial, sans-serif; font-size: 14px;">View the <a href="https://youtu.be/Iah8095-sB8">video</a>. </b><b style="font-family: Arial, sans-serif; font-size: 10.5pt;">Sponsor: <a href="https://www.gigamon.com/" style="color: blue;">Gigamon</a>.</b></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: normal; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">D</span><span style="font-size: 10.5pt;">ana Gardner:</span></b><span style="font-size: 10.5pt;"> Hi, this is </span><a href="https://twitter.com/Dana_Gardner" style="color: blue; font-size: 10.5pt;">Dana Gardner</a><span style="font-size: 10.5pt;">, Principal Analyst at </span><a href="https://www.briefingsdirectblog.com/" style="color: blue; font-size: 10.5pt;">Interarbor Solutions</a><span style="font-size: 10.5pt;">, and you’re listening to </span><a href="https://www.briefingsdirect.com/" style="color: blue; font-size: 10.5pt;">BriefingsDirect</a><span style="font-size: 10.5pt;">.</span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://twitter.com/Dana_Gardner"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span><b><a href="https://twitter.com/Dana_Gardner">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">For those tasked with delivering unwavering performance of their apps and data, there have never been more unknowns to account for and manage. That’s because today’s hybrid clouds and mixed-network environments come with a multitude of dynamic variables -- and an unprecedented degree of complexity.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Yet modern digital business demands that the entire constellation of these far-flung cloud services, resources, and application constituent parts coalesce perfectly. The end result must be real-time and always-on user experiences that delight, and business transactions that are both highly secure and never fail.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Bridging the gap between such daunting complexity and awesome performance and security requirements means gaining the best visibility into all aspects of the hybrid- and multi-cloud continuum.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Stay with us now as we explore the ways that <a href="https://www.gigamon.com/resources/deep-observability.html" style="color: blue;">deep observability</a> moves past the limitations of metrics, events, logs, and traces to deliver far richer and faster data-driven insights. By exploiting these new means of pervasive deep observability, the highest levels of security, performance, and agility can be attained by nearly any business and organization.</span></p><p class="MsoNormal" style="line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"></span></p><div class="separator" style="clear: both; font-family: Calibri, sans-serif; font-size: 11pt; text-align: center;"><span face="Arial, sans-serif"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/tk-xyXOLwCo" width="320" youtube-src-id="tk-xyXOLwCo"></iframe></span></div><span face="Arial, sans-serif"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b><span style="font-size: 11pt;">o learn how, please join me now in welcoming our guest, </span><a href="https://www.linkedin.com/in/bassamkhan/" style="color: blue; font-size: 11pt;">Bassam Khan</a><span style="font-size: 11pt;">, Vice-President of Product and Technical Marketing Engineering at </span><a href="https://www.gigamon.com/" style="color: blue; font-size: 11pt;">Gigamon</a><span style="font-size: 11pt;">. Welcome, Bassam.</span></span></span><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Bassam Khan:</b> Hello, it’s good to be here. Thank you, Dana.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner:</b> Bassam, what are the main pain points you’re seeing for the cloud security operations (SecOps) and network operations (NetOps) teams as they strive to keep their environments performant, dynamic, and responsive -- given all of this difficulty and complexity?</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Khan: </b>Yes, it’s about being dynamic, performant, secure, and economical -- that’s the other aspect we keep hearing about. The pain for operations teams nowadays is to stay out of the way of progress, and to not get in the way of application development, business transformations, workload modernization, and application modernization. Progress can be defined truly as an organization’s ability to move fast by leveraging all of the applicable cutting-edge technologies out there today.</span></p><p class="MsoNormal" style="font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; font-family: Arial, sans-serif; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.linkedin.com/in/bassamkhan/"><img border="0" data-original-height="300" data-original-width="300" height="280" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhiFy0zYKwomh2gxaNxDJH27h5LLeL2hjCoyzK1-fdLG717TpnpJuyzbfmHF4mooAHBSATrtXKIn61C6EfGp7mramlJqS_Hv3iBBVhRaXM8-PcJwaBpyYS-4wTC2IL3kcH6hYj9te8LniE-kCkL0ahlaclmvdYOk9xi6Jd4D3th94DrPtRI0Gw/w280-h280/Bassam%20Khan.jpeg" width="280" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: medium;"><b><a href="https://www.linkedin.com/in/bassamkhan/">Khan</a></b></span></td></tr></tbody></table><span style="font-family: arial;">The pain is also about allowing developers to move very fast, without any involvement from IT groups -- particularly from operations -- unless something goes wrong. That could be when an application breaks, costs overrun, or the worst case -- some kind of security incident. The operations teams tend to be an afterthought -- until there is a problem.</span><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>For those Ops teams then -- rather than there be a lag, rather than be reactive -- you want to be proactive and to get out in front of these potential problems as much as possible. That requires more visibility, more knowledge, and more understanding about what’s going on before the problems set in.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Khan:</b> Exactly.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner:</b> What are some of the obstacles to getting to that forward-looking approach? How do you get out in front of security risks and be able to deliver a rapid remediation response?</span></p><h3 style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><i><span style="font-size: x-large;">Get out in front of risks early</span></i></span></h3><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span><span style="font-size: 11pt;">han: </span></b><span style="font-size: 11pt;">One of the main obstacles is being able to get involved early. Development teams can move very fast using their own cloud platforms du jour, their favorite environment. Now, having visibility from an operations and security perspective into any infrastructure du jour is not easy. Every platform, preferred infrastructure, cloud container, and hyperconvergence environment has their own way of providing visibility. They all have a different methodology for accessing traffic information on how to scale up, or for seeing all the virtual machines (VMs) and containers as they pop in and out of existence. That’s the hard part -- because the orchestration and automation for every platform is different. That’s what makes it very, very challenging.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">For example, in some environments you have simple things like <a href="https://community.gigamon.com/gigamoncp/s/article/AWS-VPC-mirroring-with-GigaVUE-Cloud-Suite-5-11" style="color: blue;">virtual private cloud (VPC) mirroring</a> to analyze all the packets coming in so I can get the visibility I need from a security perspective. Yet some environments -- let’s say <a href="https://azure.microsoft.com/en-us/" style="color: blue;">Microsoft Azure</a> -- don’t quite have such a packet mirroring capability. There are also other ways -- <a href="https://ebpf.io/" style="color: blue;">eBPF</a>, <a href="https://www.containiq.com/post/kubernetes-sidecar-container" style="color: blue;">Sidecar</a>, and other technologies -- involved in container insights</span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span style="caret-color: rgb(0, 0, 0);">There is value that can be extracted from the IT and network infrastructure information. Accessing that is how the security, network, and IT ops teams can bring value back to the developers, DevOps, and CloudOps teams.</span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">So, the best way that operations teams can get involved early is by showing and adding value that’s tangible and front-and-center for cloud developers, for DevOps, and for the cloud operations (CloudOps) teams. To this day, the development team, the cloud team, the DevOps team -- they tend to not look at the infrastructure. In fact, they don’t want to worry about the infrastructure. It’s something they’re built to not have to deal with. However, there is value that can be extracted from the IT and network infrastructure information. Accessing that is how the security, network, and IT operations teams can bring value back to the developers, DevOps, and CloudOps teams.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner:</b> Today we have a mixed bag of deployment options, each with many different variables in how to gather and share infrastructure information. But even that doesn’t necessarily give a complete picture. We also have a chasm between what the developers are doing and what is going to happen in hybrid operations, post-production.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">How do we achieve the almost impossible – the end-to-end and full lifecycle levels of insights?</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Khan:</b> There are <a href="https://www.eweek.com/networking/the-future-of-observability/" style="color: blue;">many different ways of seeing what’s going on in your environments</a>, and ways of getting the data points from all of those insights. There’s something called <a href="https://www.techtarget.com/searchitoperations/tip/The-3-pillars-of-observability-Logs-metrics-and-traces" style="color: blue;">MELT</a>, which is metrics, events, logs, and traces. It consists of the most common ingestion telemetry and input data that all of the cloud tools operate with.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">As you know, logs are quite informative and provide a very broad view, whether it’s from on-premises or cloud-type workloads. Logs are a good normalization mechanism. However, that’s not sufficient because logs only track the environment creating the log files. There could be more hosts out there, there could be communications not generating the level of log files needed from a security perspective.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">We’re finding that -- while lot of people feel comfortable with the MELT data -- when we bring up the larger pool of telemetry-based communications happening between the hosts -- not just for managers, but for all hosts in the systems, and all the communications -- our customers say, “Wow, that is something that’s very cool, very helpful, and was never possible before.”</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>How do we get past the MELT data and advance into deep observability? How do we excise that data and provide the fuller, richer, and faster view of what’s truly happening across all relevant activities?</span></p><h3 style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><i><span style="font-size: x-large;">Cooperate, collaborate for security’s sake</span></i></span></h3><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span>han:</b><span style="font-size: 11pt;"> We have been talking to a lot of customers over many months and years about where the industry is headed. If you talk to IT industry analysts and other industry gurus, they describe where things are headed from a technology perspective.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><span style="font-size: 11pt;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.gigamon.com/solutions/security-operations.html"><img alt="" data-original-height="1080" data-original-width="1920" height="253" src="https://blogger.googleusercontent.com/img/a/AVvXsEgH7FobOpaJ3YN-0o7k627G9azDinPWJHyL_w9gdzEDF1p_CLV3GJTaZsCA7BtKFxEjBhD-c984ehex0QCpoW1V-UwmzR6YA-qpfVp2os10uemgAYM9RQ7AyTacGVBrVshbRWUW0OxA3ZqJQEW18Z20AFJzo0WslH27fZSuZ3TPAbsC1mvm338=w450-h253" width="450" /></a></div><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">B</span></b><span style="font-size: 11pt;">ut we took a different approach by doing research through more than 100 closed-door conversations, looking at our customer’s futures, by talking to our partner vendors, and based on other knowledge we have about the industry. Our approach evolved from a teams, tools, and telemetry perspective.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">First, there are the people. What are their roles and responsibilities? In most of the cloud initiatives, there are different teams responsible for deploying and managing various workloads. You have developers on one end, all the way through to operations, and also all the way over to the NetOps side.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Now, these teams have tended to not be very cooperative or collaborative. The DevOps team is not pulling in the SecOps and NetOps as early as possible, as they should be. As a result, the SecOps team has to play catch-up. The NetOps team has to go into a mode of mean-time-to-innocence, to say, “Hey, this was not an infrastructure thing. This was some other application-related issue.”</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">What we have found, Dana, is these relationships are beginning to improve. People are starting to become more collaborative. It’s not overnight, but it’s getting better because of -- security. Security is the common denominator and common cause across all of these groups</span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span style="caret-color: rgb(0, 0, 0);">Nowadays, a DevOps person is much more conscious and spends more time working on security-related issues. The same thing with NetOps. Today, we find much better collaboration between networking and security.</span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Nowadays, a DevOps person is much more conscious and spends more time working on security-related issues. The same thing with NetOps. I joined Gigamon about four years ago, and I’ve had lots of conversations with NetOps teams and SecOps teams. There was a much deeper chasm between these two groups before.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">But today, we find much better collaboration. It’s not perfect yet relationship-wise, but it’s better collaboration. You cannot be a network operator today and not spend at least half of your time working on security-related issues.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Now, as we said, security spans a lot of different areas. When we talked to customers, we talked to C-suite-level people in very large IT organizations. When it comes to detection, that’s not going to change; that’s going to stay a SecOps function and will stay in the security operations center (SOC), as far as we can tell.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">However, when something is detected, like a breach or cyber threat activity, that’s when the other teams become involved in making the response, working on remediation, and then an even further, more-proactive stance around vulnerability mitigation. Detection and management -- that’s where all of the teams are involved working together.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Once you set down a <a href="https://www.gigamon.com/campaigns/zero-trust.html" style="color: blue;">zero trust approach</a>, which is starting to pick up adoption as an architecture, the DevOps, NetOps, and SecOps teams are much more involved.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Now, the challenge has been that MELT consists of very powerful information. However, the tools that people use to leverage that information are siloed. They tend to be defined based on the ingestion data that they’re getting. So, when you look at metrics, events, logs, and traces, that’s the ingestion point for the tools that the developers are working with.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">When you look at security-related tools, particularly data center security-related tools, which all of compliance is built on -- controls, knowledge base, all of that -- that tends to be more around packet-type information because that’s what you had in the data center. <a href="https://www.gigamon.com/solutions/cloud.html" style="color: blue;">This chasm</a> is causing a lot of problems. It prevents, for example, a DevOps person from doing security work because they’re missing out on endpoints that are not managed and don’t have an observability agent.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">They’re not seeing the unmanaged traffic. There are not many security use cases that they can get to. That’s the chasm. That’s what we’re hoping the industry can address and we can help out with in the IT world.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>I completely agree that the security imperative provides a common denominator that joins disparate IT cultures, which is a good thing. If security drives a common purpose, an assimilation value, we need to get the right data to spur on that common security value proposition. How does <a href="https://www.gigamon.com/resources/deep-observability.html" style="color: blue;">the deep observability pipeline</a> help get the right information to empower security as an imperative and then bring these groups together to take the proper action?</span></p><h3 style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><i><span style="font-size: x-large;">Visibility fabric sees past siloes</span></i></span></h3><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span><span style="font-size: 11pt;">han:</span></b><span style="font-size: 11pt;"> If the two worlds remain separate, even though a DevOps person wants to do security, they’re not able to. That’s true even using in-house observability tools based on </span><a href="https://www.elastic.co/kibana/" style="color: blue; font-size: 11pt;">Kibana</a><span style="font-size: 11pt;"> and </span><a href="https://grafana.com/" style="color: blue; font-size: 11pt;">Grafana</a><span style="font-size: 11pt;">. These tools and the data ingestion approach is causing the groups to stay siloed, which is not ideal.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Instead, based on what we have seen over the years at Gigamon, and at other vendors as well, we have developed the notion of a <a href="https://www.gigamon.com/content/dam/gated/gd-test-drive-vaf.pdf" style="color: blue;">visibility fabric</a>.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Here’s why. The tools on the left-hand side cannot ingest network information, like packets and flow records, and do deep packet inspection. Yet that information is essential. We open up the packets, look at what’s inside, and create a bill of materials of what’s in the packets. We send that to the tools using such means as <a href="https://kafka.apache.org/" style="color: blue;">Kafka</a> or <a href="https://www.json.org/json-en.html" style="color: blue;">JSON</a>, depending on the tools.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Now, you’re able to use the observability tools to look for more security use cases, such as self-signed certificates, which are usually a red flag. Are there any old Secure Sockets Layer (SSL) ciphers out there in production today? That’s another vulnerability that needs to be flagged.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">So, now the observability tools can be used for security functions, and not just for managed hosts, but unmanaged hosts as well.</span></p><p class="MsoNormal" style="line-height: 22px; margin: 0in 0in 10pt;"></p><div class="separator" style="clear: both; font-family: Arial, sans-serif; font-size: 11pt; text-align: center;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2048" data-original-width="2048" height="442" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjF7A9Ypb0PT0PEa14bZfE-K7XrOMQXklyfiNyjRsKYGz4BToXsoC8BCdIyf_GnmYunNSXWoEAgYPhyJ0XWDoCj5M9aLbEma3MhTfgzY3iGJRJzhwTQmVauIm9K2VAE2IIGlBQINcJbfAOkSQYkWeEJvKZMPWdflTam-NFEGjeq0xodhS0AKis/w442-h442/design-futuristic-sky-city-abstract-tower-architecture-illustation-design-internet-connect-line-data-transfer.jpg" width="442" /></a></div><span style="font-family: arial;"><b><span style="font-size: x-large;">W</span></b><span style="font-size: 11pt;">here the </span><a href="https://www.gigamon.com/products/deep-observability-pipeline.html" style="color: blue; font-size: 11pt;">observability pipeline</a><span style="font-size: 11pt;"> comes in, Dana, is something </span><a href="https://www.gigamon.com/company/news-and-events/newsroom/black-hat-2022.html" style="color: blue; font-size: 11pt;">Gigamon has </a><a href="https://www.businesswire.com/news/home/20220802005219/en/Gigamon-to-Showcase-Hawk-Deep-Observability-Pipeline-and-ThreatINSIGHT%E2%84%A2-at-Black-Hat-USA-2022" style="color: blue; font-size: 11pt;">introduced</a><span style="font-size: 11pt;"> quite recently. We have stretched the value out further so it’s not just security information, saying, for example, that Bassam is running cryptocurrency mining activity on some </span><a href="https://aws.amazon.com/" style="color: blue; font-size: 11pt;">AWS</a><span style="font-size: 11pt;"> instance. But we can also now say where Bassam downloaded an application, identify a command control communication, and determine how and where the crypto mining software was installed. All of this is packaged into a contextualized export -- a very targeted and small export -- that gets sent to an observability tool, such as </span><a href="https://newrelic.com/" style="color: blue; font-size: 11pt;">New Relic</a><span style="font-size: 11pt;">, </span><a href="https://docs.datadoghq.com/infrastructure/list/" style="color: blue; font-size: 11pt;">Datadog</a><span style="font-size: 11pt;"> inventories, or even a security information and event management (SIEM) tool like a </span><a href="https://www.sumologic.com/" style="color: blue; font-size: 11pt;">Sumo Logic</a><span style="font-size: 11pt;">, </span><a href="https://www.splunk.com/" style="color: blue; font-size: 11pt;">Splunk</a><span style="font-size: 11pt;">, or </span><a href="https://www.ibm.com/qradar" style="color: blue; font-size: 11pt;">QRadar</a><span style="font-size: 11pt;">.</span></span><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Based on the new level of network visibility, we can deliver much more contextualized data. The deep observability pipeline approach not only provides much stronger defenses in depth, which is what security wants, they are able to democratize a lot of the functions of security. That means they are much more efficient. A lot of the preventative and proactive vulnerability management can be done by other teams, very voluntarily. They are getting pulled into cloud projects earlier, and the DevOps people are very accepting of the security use cases.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">They’re very open to it, and they’re very fast to deploy the security use cases because now they have that capability. And the vendors such as the New Relics and the Datadogs and others are now saying that the security use cases are their number one goal because there’s a lot of value.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Are they looking to move into the system-on-a-chip (SOC) and become a SOC tool? Probably not for a while. And they’ll tell you that if you talk to them. However, being able to do security functions is very important for the DevOps and the developer sides. So, they’re bringing in that capability.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">The last point is kind of interesting. We’re now finding that the DevOps people don’t want to have to go into a deep observability pipeline and deploy tools that collect and aggregate network traffic. That’s infrastructure stuff.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Instead, they say, “Hey, Mr. or Ms. NetOps, can you please come over and help me deploy this because the metadata value that I’m getting out of that traffic is super useful to me.” So now the NetOps people teams are being called in early</span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span style="caret-color: rgb(0, 0, 0);">Based on a new level of network visibility, we deliver much more contextualized data. The deep observability pipeline approach provides much better defenses and democratizes a lot of the functions of security. That means they are much more efficient.</span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">And here’s the side effect that we’re seeing. I’m going to date myself. I started my career in IT in the 1990s and for an investment company in Boston. We didn’t have a network team when I first joined. We had a telecoms team, and this team went through a transition throughout the 90s because they were wiring phones. But they’re also wiring network connections -- Ethernet cabling all over.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">What we found is that over the years, there was a split within that group. Some of the group decided to stay in telephony and they ran the telephone systems and switches. But part of that group became the networking group -- network engineers and then ultimately architects and operators. We saw that split happen.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Now, some 20-odd years later, we’re seeing a similar kind of split happening because of this observability technology, which allows the NetOps teams to be much more involved in the cloud projects. We are seeing a split in careers as well. A lot of the network engineers are contributing and becoming much more involved -- and almost forward-looking -- with cloud initiatives. It’s kind of cool.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner:</b> Well, now you have raised another group that we should be addressing, the <a href="https://www.techtarget.com/searchnetworking/tutorial/NetOps-vs-DevOps-vs-NetSecOps-Whats-the-difference" style="color: blue;">NetSecOps</a> people.</span></p><h3 style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><i><span style="font-size: x-large;">Increase visibility in the cloud and network</span></i></span></h3><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span><span style="font-size: 11pt;">han: </span></b><span style="font-size: 11pt;">Yes, NetSecOps becomes even more relevant because what they’re now able to do is provide a lot more value to the essential cloud operations, cloud applications, and application modernization efforts by getting more contextual information from the networks.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">A lot of the cloud migration and the cloud mentality is, “Oh, I’m moving this to the cloud. It’s a cloud workload now. I don’t have to worry about the network.” And that’s true. The cloud service provider will guarantee your up-times, response rates, and bandwidth -- all of that is guaranteed. You don’t need to worry about that.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">However, it’s a little bit like the baby with the bathwater, there is important information you can glean from network communications – and you don’t want to throw it all out. Now, we like to say, the network analytics data is less about gathering intelligence about the network. It’s much more about intelligence derived from the network -- and that’s where NetSecOps and even NetOps teams are playing bigger and bigger roles.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>All right, let’s unpack the packets, if you will. When we go to the network to get the intelligence, the data there can be overwhelming. Also, is there a performance hit from the tools and the analysis? What are some of the nuts and bolts, brass tacks, if you will, about practically accessing that crucial and more strategic data in a meaningful way from the networks and then sharing it in an impactful way?</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span face="Arial, sans-serif"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/tk-xyXOLwCo" width="320" youtube-src-id="tk-xyXOLwCo"></iframe></span></div><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span></b><b style="font-size: 11pt;">han:</b><span style="font-size: 11pt;"> You hit the nail on the head. If not done correctly, costs can overrun very quickly. I am talking about data and communication costs. The two use cases are packets, which are still very relevant in the cloud, we are finding. As people move closer to the cloud, they realize that, “Hey, we’re not able to have as much control over and visibility to the data that we need.”</span></span><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">For example, we recently had a conversation <a href="https://www.gigamon.com/customers/customer-success/lockheed-martin-aws-public-cloud.html" style="color: blue;">with Lockheed Martin</a> about <a href="https://www.acq.osd.mil/cmmc/about-us.html" style="color: blue;">Cybersecurity Maturity Model Certification (CMMC) 2.0</a> compliance. As part of their requirement from a CMMC compliance perspective they need to inspect the packets -- even in the cloud workloads. The problem is you have multiple tools.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">There are the CMMC compliance tools, a network detection response (NDR) tool, and more. So, you have three, four, five tools. The packets are flowing all over the place to the instances, where the tools are running in the VMs. The compliance reporting is running, and all of this can get pretty expensive. You’re paying for bandwidth over and over and over -- and not all tools need to see all the traffic.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">If you take the entirety of your VM traffic, pull it all together, and send it over the wire, it’s going to get really expensive. This is where the cost-optimization comes in. It can find the tool and say, “You know what? This tool is only going to see this needed traffic.”</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Not all of your monitoring tools -- or even security tools, for that matter -- need to look at all the kinds of traffic. If there’s a multi-GB Windows update, for example, not all tools need to see that traffic as well.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">The deep observability pipeline approach allows customers to fine-tune -- from a packet perspective – both what types of protocols they want to see, and also, very specifically, what applications to exclude. That way we can get very, very efficient. That’s the packet inspection efficiency use case.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.gigamon.com/solutions/multi-cloud.html" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="1080" data-original-width="1920" height="270" src="https://blogger.googleusercontent.com/img/a/AVvXsEgb_2c4BGxg4BFyuC4X7uWaSOyVi6VU2IekoKjC6SzTQFSktcj9VrDYQVHkTAEOnCgX94TdcM_x1YsTMOqShi6SWcT_1iPdCRtBIsvopdO51rkC_pAEIrIIaCJlRiTRFmnWH8pq2VoZs3ze45pflt61ZS9zg6djCuKA72uFDwsANen-SUAoQVI=w480-h270" width="480" /></a></div><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">T</span></b><span style="font-size: 11pt;">he second big efficiency use case is the notion of metadata, which is very important because of its capability to extract important elements from the traffic and send that off. If, for example, you have 1 gigabit per second of traffic, metadata exploitation will bring that down to less than 1 percent of the traffic coming in because it extracts intelligence about the traffic.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">And, as we mentioned before, MELT data is great for a lot of purposes, particularly if there’s an agent running. If there’s an agent running on a host -- whether it’s an application, device, or a user machine or laptop endpoint -- it can get a lot of information. It can go deep into that host, find out how much CPU consumption is being taken, how much memory is left, and what are all the different services running on the machine.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">However, what if there are certain data aspects it’s not able to deliver? What if that host does not have an agent? What if it doesn’t have the observability agent generating the needed level of visibility?</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">And there are security considerations, which are really important, particularly for our US federal agencies that use Gigamon, which is all 10 major agencies. What we hear over and over is network data is the ground truth. It’s something that’s been around for a very long time, and it’s still very true.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">One of the first things a threat actor will do once it reaches the system is they’ll try to cover their footprints. The way they do that is by turning down logging levels, by hiding themselves from the logging.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Well, you can’t hide the fact that Bassam’s machine went out and talked to this command-and-control system or moved laterally. Just can’t hide that. And, so, the network data is immutable. Also, importantly, the network insights are passive in the sense that when you put an agent on a system, it’s going to impose some level of resource consumption and from a maintenance perspective. There’s patching, upgrading, and a certain level of work involved in that.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">But when you’re listening to network traffic, it’s completely passive. There’s no impact on the hosts themselves, whether they are managed or unmanaged. It could be an Internet of things (IoT) device, a printer, a surveillance camera, a heart machine, or even a fish tank. There was a case of a breach in a fish tank a while ago. But the point here is that these are the two big different use cases, and the two come together to make what we call a deep observability pipeline.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner:</b> All right. Given how important this network traffic information is, let’s get deeper into what Gigamon does, specifically that is differentiated and brings this information out in such a way that it can be used across different personas, use cases, and by both the security and operations teams.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.gigamon.com/products/deep-observability-pipeline.html" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="1080" data-original-width="1920" height="249" src="https://blogger.googleusercontent.com/img/a/AVvXsEhRkSMQ701RUsudKempvQM5RJb0kxacHiIsQhscZq4lrcj1Y60Cdg6H1o19AP9Ho7UDPUQm9Uhpiw-RDRXrdZUwEjmYlwNqI1nCGp4XYy0SlvgD1yrZFOn2QhnGO7fTECCZBzAdZ3xZWOwEZzS5BmJ-lm19jylv8L-MqpJzDk2g8n5NMJmksUU=w443-h249" width="443" /></a></div><p></p><h3 style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><i><span style="font-size: x-large;">Deep observability pipeline to all the data</span></i></span></h3><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span><span style="font-size: 11pt;">han: </span></b><span style="font-size: 11pt;">Our deep observability pipeline has four basic functions. The workload can run on any platform, any container, or on any physical endpoint, it doesn’t matter. We worry about the access mechanism, and we support every native data access mechanism so that our customers don’t have to worry about it. So rather than plugging in their 50 different tools that need access to network data or metadata, having to plug those tools into all of the different parts of infrastructure, we plug it in, they plug those tools on our port, either physical port or virtual port depending on whether it’s cloud or not.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">We are responsible for accessing all the data. Then we can broker that out to any tool that wants packet data or metadata about the traffic. And that supports about 24 different – what we call <a href="https://www.gigamon.com/products/optimize-traffic/traffic-intelligence/gigasmart.html" style="color: blue;">GigaSMART applications</a> -- where we’re cleaning up the traffic. Not all tools need to see all your traffic.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">One of the most deployed functions that we have, for example, is called <a href="https://www.gigamon.com/products/optimize-traffic/traffic-intelligence/gigasmart/de-duplication.html" style="color: blue;">packet deduplication</a>. When you have any kind of infrastructure you end up with duplicate packets because it’s an artifact of any complex type of infrastructure. And when you have duplicate packets, you’re flooding the tool with duplicate information. There’s absolutely no need for it. So, by deduplicating the duplicate packets, you’re saving a lot of traffic. A lot of organizations we go into have some 30, 40, or 50 percent duplicate packets, sometimes more. By deduping, you are instantly able to double the capacity of the tool because you’re not losing any fidelity of the data because the duplicate packets don’t do anything</span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span><span style="caret-color: rgb(0, 0, 0);">The 24 different traffic optimization and transmission capabilities come into any tool in any format that people may want. And we have been providing a lot more context around the data itself. </span></span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">The 24 different traffic optimization and transmission capabilities come into any tool in any format that people want. As for Gigamon’s unique capabilities, a lot of these things are part of the visibility fabric that we talked about. The investigation part is something that’s unique where we’re contextualizing the data using our NDR technology that we have in providing a lot more context around the data itself.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Our integration with cloud-based observability tools is super unique. When you have a managed host, whether it’s running in the cloud or on physical devices, or hybrid IT, the cloud versions of the observability tools, of the SIEMs, need access to the data, and that comes in over an agent. For example, you install a Datadog agent to all of your managed hosts out there or whatever your observability tool of choice might be and you’re able to send it.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Gigamon’s <a href="https://www.gigamon.com/products/access-traffic/virtual-nodes/gigavue-v-series.html" style="color: blue;">GigaVUE V Series</a> forms the intelligence, the brains, of another product. We get the traffic using our own tapping, or using native packet mirroring, if that’s available. Then using the same agent, we collect and send that data as events to the tools. It’s a completely different perspective that complements existing observability dashboards, in your queries, the alerts, and everything else your DevOps person has set up.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Again, this enables being able to do security use cases. Again, it’s not necessarily intelligence about the network -- it’s intelligence from the network. And it’s the entire network. It’s managed and unmanaged hosts. It’s hosts that are talking without any kind of agent running on them.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">A simple use case: Let’s say your SIEM, your Splunk, is supposed to be tracking all of the activities of all the hosts running in your system. What our customers find, as soon as they bring in this level of visibility, is some things are missing. All the hosts are supposed to be tracked by your SIEM but there’s a delta. You’re not seeing all of the hosts. Some applications or APIs are running that are unsanctioned. Something weird is going on. They need to worry about that.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">That is an example of a vulnerability, assessment, and management detection that’s now within the realm of a DevOps person who has never done that before. And in order to get this sorted out, typically, a NetOps person will come in and make sure that the agent is installed, and the V Series is running and sending the needed data over. The NetOps people get pulled in early because there’s a lot of value that the DevOps person, the right-hand side, is able to get from this and the use cases.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>We can’t do this just based on what the cloud provider has served us in terms of visibility. We can’t do this just from what we had inside our respective data centers because it doesn’t consider the entire hybrid cloud extensions of our workloads. And there may be unseen hosts. But we need to track it all.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">To attain this new level of deep observability, what do people need to put in place to get there?</span></p><h3 style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><i><span style="font-size: x-large;">See all data in all the directions</span></i></span></h3><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span><span style="font-size: 11pt;">han:</span></b><span style="font-size: 11pt;"> The capabilities come in basically two different groups. One is the packet-type of capabilities. It is a better level of security from a NDR perspective, and from a compliance perspective.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">For example, <a href="https://www.five9.com/" style="color: blue;">Five9</a>, one of the largest cloud-based contact centers, needed PCI-compliance when needed they moved to a public cloud. You can’t do that without having this deep level of observability having your arms around all of the communications going on. Keep in mind this is not just for the edge, north-south communication is their public cloud. This is for east-west traffic as well, which includes VM-to-VM as well as container-to-container traffic.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">For such, larger organizations with multiple on-premises and cloud workloads, the attack surface grows, which makes the need for this high visibility into packets foundational as a security requirement. The second big round-up bucket of benefits comes from the metadata.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.gigamon.com/products/management/gigavue-fm.html" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="1080" data-original-width="1920" height="271" src="https://blogger.googleusercontent.com/img/a/AVvXsEj66QuDOj328abIIxX5QH8U6knmA0tv10Xnzfw3ZclRHPuIZdJyBHAH3YnvGeh6OncD8CZixFVdrRhLbJlMoqiCQK0-niZaM18qukKWd9-Juoso1UdEGLPzDbScT9xSBXAt4JOlB9L1GSvjlTlggM0Lz3673P-DQjzArpS-E3m_os0nE-vI5eE=w481-h271" width="481" /></a></div><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">I</span></b><span style="font-size: 11pt;">’ve talked a lot about the DevOps-ready pipeline. Let’s see what it looks like. As I mentioned, there are multiple partners we use. In this case, I shall go into New Relic. And what we’re seeing here is a dashboard that we have created.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">We have the data coming into an agent and into the New Relic observability tool. This data is completely derived from network intelligence, from the deep observability pipeline. This is the first-ever capability of having this level of network intelligence. There will be some red flags going off. There’s SSL running in this environment, even if there’s one or two flows, one or two hosts talking SSL; that’s a big red flag. That should not be happening. Some weak cypher is running. This is the type of information that people find very valuable -- and even more so because this is being sent to a DevOps person.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">Are there any Dynamic Host Configuration Protocols (DHCPs)? Are there any Domain Name Server (DNS) redirections going on? For example, I might have installed a browser plug-in, so if I type in Gigamon.com rather than just using the on-premises DNS name resolution, it’s going into a third party and that’s a big red flag. It’s just not an acceptable security practice.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">I mentioned some security use cases, but they’re also performance use cases. What we can show, for example, is the HTTP response time. We also have a widget that shows the Transmission Control Protocol (TCP) response time. When data calls up and says, “Help, my application is running slow.” If the NetOps person or even the DevOps person in this case can see that TCP response time is trending flat, it hasn’t changed. But HTTP response time has spiked. That means guess what? It’s not a network connection issue, it’s an application issue because it’s at the TCP level, it’s an application-level issue. So, there is instant resolution for some of these troubleshooting types of issues.</span></p><p class="MsoNormal" style="line-height: 22px; margin: 0in 0in 10pt;"></p><div class="separator" style="clear: both; font-family: Arial, sans-serif; font-size: 11pt; text-align: center;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2000" data-original-width="3348" height="272" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjKqL5FkOhYww8LQG8lfdE4T4UHg0mMX7m6ZeLwJGLj8m7EdbLIBpvDwHlOZXM0eLUUxsG-U1zEB9TjXAOwfdgXZvi_Ke-dIth7_ND4F_WqDXelrs-vCTckwZV7-khGuM3OWmMXnmQrKGZiFFNJd8r2rfM0MniFL90Z1xcU14vsxmtFmrrGyuc/w455-h272/big-data-technology-business-finance-concept.jpg" width="455" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">W</span></b><span style="font-size: 11pt;">e can also see, via simulated data, that BitTorrent is running. So peer-to-peer (P2P) traffic, which is the thing by the way. Side story, we went into one of our government agencies and when they turned on what we call this application intelligence capability, I said, “This is great. I can see all the applications. I can see what’s running.” But it’s not right because it says we have BitTorrent running in our environment, and this is a pretty secure environment. And then our sales engineer said, “No, that’s what it says and then their NetOps person looked into it like, “Come with me.” He just grabs our sales engineer’s laptop and drags him into their SOC, and says, “Guys, we have BitTorrent running.” And everybody in the room said, “No, that’s not possible.” But when they looked into it, sure enough, they had BitTorrent running. Somebody, somehow, installed that.</span></span></p><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">So even in a very safe environment, you will find unknown applications called rogue applications. Where it gets interesting is that these are sometimes crypto mining applications. There was a case a couple of years ago, where Tesla’s AWS infrastructure was compromised and rather than attacking using some direct attack onto <a href="https://www.tesla.com/" style="color: blue;">Tesla</a>’s applications, bringing down systems, the actor installed cryptocurrency mining called <a href="https://www.getmonero.org/" style="color: blue;">Monero</a>, which is actually this <a href="https://minexmr.com/" style="color: blue;">MINEXMR</a>, Monero, and they sat there for months and months just mining cryptocurrency.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">A <a href="https://services.google.com/fh/files/misc/gcat_threathorizons_full_nov2021.pdf" style="color: blue;">Google report</a> came out about seven months ago. They looked at all of the breaches that happened in Google Cloud. They found that 86 percent of the time the attacker came in and installed cryptocurrency mining. The attackers did other things, that’s why the percentages can be over 100; they did other nefarious activities. People install cryptocurrency mining, why? Because this is the shortest route from point A to point B, which is monetization.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner:</b> How does this then relate to <a href="https://www.gigamon.com/campaigns/zero-trust.html" style="color: blue;">zero trust architectures</a>? How does the deep observability pipeline relate to zero trust now that it’s being mandated in the public sector and it’s becoming a de facto standard in the private sector?</span></p><h3 style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><i><span style="font-size: x-large;">Gigamon at the core of the zero-trust</span></i></span></h3><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b><span style="font-size: x-large;">K</span><span style="font-size: 11pt;">han: </span></b><span style="font-size: 11pt;">Yes, zero trust has been advancing in the federal space, where Gigamon has a strong presence. We’ve been going on that journey with our customers. And we’re starting to hear more about it in the enterprise business world as well.</span></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">One of the foundational approaches to zero trust is about policies. It’s about identities and segmentation. The policy engine input assumes that all of the communications are being captured. If you have blind spots, if you’re not looking at inspecting Transport Layer Security (TLS) traffic, encrypted traffic, you should be. If you’re not looking at east-west communications, container communications, that’s going to lead to blind spots, and zero trust assumes that there is visibility in all of the traffic in all of the communications that are going on.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">That’s where Gigamon comes in. We provide the core foundation to what <a href="https://www.forrester.com/staticassets/staticPDF_back/BIO1960.pdf" style="color: blue;">John Kindervag, a Forrester analyst</a>, first wrote about around zero trust more than 12 years ago. He used to call it the DAN, the Data Access Network. The foundation to zero trust is being able to have access to all of the data, and that’s where Gigamon comes in.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">We provide the needed telemetry, the visibility, and the blind spot elimination that are foundational for every zero-trust journey. So as a result, we’re baked into almost all of the federal organizations and federal department agency projects to build a zero-trust journey on. And we’re starting to see that happen more and more on the enterprise side.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>We’ve talked in general terms about the deep observability value, and it certainly sounds very compelling. It makes a great deal of sense given the hybrid and dispersed nature of workloads these days. Going to the network for the required insight is absolutely something that you can’t deny. But we haven’t talked about metrics, or public key infrastructures (PKIs). Do you have any demonstrative definitions, qualitative or quantitative, of when you do deep observability in these complex environments what you can get as security performance agility cost savings?</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Khan: </b>There are a number of ways our customers measure how efficiently Gigamon helps. By optimizing traffic, we are also helping all the other tools, too. So, people say, “Hey, you have this intrusion detection system (IDS) tool, you have this web application firewall (WAF), you have this application performance monitoring (APM) tool that we pay for. If I’m going to ask for additional budget to buy more of those tools, it is because I’m running this as efficiently as possible.” Gigamon shows how much traffic is coming into each tool and how much it’s been made efficient.</span></p><p style="text-align: left;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.gigamon.com" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="200" data-original-width="200" height="296" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgePoU-eog-1A2r1MOdIxM9bKCsFbPahPQRH0WTB4yYLf8SlowTrxm04DV2w9QtF3iPlxVWdTrZRkjXZZdVVIqIF3F584Hew3XIwZgOs-XPOa0WA-C92CqN0Xbhf7ytBTj0mbsK12CzR3My_N3WCmiUt2qKMqJsW9YGu_ppSStYJLT676kcJns/w296-h296/Gigamon%20logo.png" width="296" /></a></span></div><span style="font-family: arial;">The first metric really is around return on investment (ROI). If you have a tool that does not need to look at, as I mentioned before, for example, <a href="https://www.netflix.com/" style="color: blue;">Netflix</a> traffic, they can say this is exactly what’s being excluded and this is how we’re running this tool very, very efficiently. We have six to nine months of ROI for our product itself, but then after that it’s all efficiency. And we have a very powerful ROI model that’s been used by over 200 customers. And in many of those cases we find the non-vendor spreadsheet model shows how efficiently their IT organizations are running. And a lot of our customers use that to justify additional budget.</span><p></p><p style="text-align: left;"></p><p class="MsoNormal" style="font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt; text-align: left;"><span style="font-family: arial;">When they put a proposal in to buy anything in the data center, we find they staple the model to the actual proposal to their finance group on why they need more equipment. That’s because we have visibility and all the data in motion to quantify the benefits from a cost-savings perspective, which is a big factor given all the budget uncertainty that’s happening right now.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>You mentioned deep observability as a force accelerator among the tools ecosystem. It frees the network data for use by many insights and analysis values. You work in an ecumenical orientation. What do your partners say to that?</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Khan: </b>Most of the new customers we work with are brought to us by partners, both technology and channel partners. We allow their deployments to be much more successful. We do that by eliminating blind spots. They need to see, for example, decrypted traffic to do their job, but they don’t need to see things that are not essential. Things like masking technologies that we provide allows a much safer way of decrypting with compliance and that allows tools to be much more efficient and effective.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">The new category of deep observability pipeline and tools is where the real innovative work is happening. It’s an expansion of a DevOps person’s ability to look at 10 to 20 percent of an infrastructure that have agents running and opening their eyes to the entire 100 percent of the infrastructure by seeing all communications happening from a security and vulnerability perspective. That’s where we’re seeing a ton of traction and new partners coming to us saying, “Hey, I heard you do this. Let’s work together.”</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>That’s exciting because oftentimes when you provide new capabilities into the field, people will be innovative and find creative new ways of using them that hadn’t been determined before. And it certainly sounds like we’re right on the cusp of some of that innovation using deep observability.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Khan: </b>That’s right. Exactly.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Gardner: </b>I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on bridging the gap between daunting complexity and awesome performance requirements by getting the best visibility into all aspects of hybrid and multi-cloud continuum deployments.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">And we learned how pervasive deep observability brings the highest levels of security, performance, and agility to nearly any business and organization. So, a big thank you to our guest, Bassam Khan, Vice President of Product and Technical Marketing Engineering at Gigamon. Thank you so much, Bassam.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"><b>Khan: </b>Thank you. My pleasure, Dana.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span face="Arial, sans-serif"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/tk-xyXOLwCo" width="320" youtube-src-id="tk-xyXOLwCo"></iframe></span></div><span face="Arial, sans-serif"><b><span style="font-size: x-large;">G</span></b><b style="font-size: 11pt;">ardner: </b><span style="font-size: 11pt;">And a big thank you as well to our audience for joining this BriefingsDirect Cloud Complexity Risk Reduction discussion.</span></span><p></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: 22px; margin: 0in 0in 10pt;"><span face="Arial, sans-serif">I’m Dana Gardner, Principal Analyst at Interarbor Solutions, your host for this Gigamon-sponsored interview. Thanks again for listening. Please pass this along to your CloudOps, SecOps, NetworkOps, and NetSecOps communities -- and do come back next time.</span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: normal; margin: 0in 0in 10pt;"><span face="Arial, sans-serif" style="font-size: 10.5pt;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-Gigamon_Podcast_Bassam_Khan-Audio.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/how-deep-observability-forms-the-gift-that-keeps-giving-for-hybrid-it-security-performance-and-agility">podcast</a>.</b><b> Find it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a>. <a href="https://www.slideshare.net/danalgardner/how-deep-observability-forms-the-gift-that-keeps-giving-for-hybrid-it-security-performance-and-agility" style="color: blue;">Download</a> the transcript. View the <a href="https://youtu.be/Iah8095-sB8">video</a>. Sponsor: <a href="https://www.gigamon.com/" style="color: blue;">Gigamon</a>.</b></span></p><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: normal; margin: 0in 0in 10pt;"><span face="Arial, sans-serif" style="font-size: 10.5pt;"><i>Transcript of a discussion on gaining the best visibility into all aspects of the hybrid- and multi-cloud continuum to close the gap between daunting complexity and today’s performance and security requirements. Copyright Interarbor Solutions, LLC, 2005-2022. All rights reserved.</i></span></p><h2 style="font-family: Calibri, sans-serif; line-height: normal; margin: 0in 0in 10pt; text-align: left;"><span face="Arial, sans-serif"><span style="font-size: large;">You may also be interested in:</span></span></h2><p class="MsoNormal" style="font-family: Calibri, sans-serif; font-size: 11pt; line-height: normal; margin: 0in 0in 10pt;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.briefingsdirectblog.com/2022/08/how-deep-observability-powers-strong.html" style="color: blue;">How deep observability powers strong cybersecurity and network insights across complex cloud environments</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="color: blue;">Why deep observability is key to realizing the full transformational promise of the cloud</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="color: blue;">Deep Observability Defined</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.eweek.com/networking/the-future-of-observability/" style="color: blue;">The Future of Observability is Beyond MELT</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.gigamon.com/products/deep-observability-pipeline.html" style="color: blue;">How to amplify the power of your security and observability tools to realize the full transformational promise of the cloud</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.gigamon.com/products/optimize-traffic/application-intelligence/application-metadata.html" style="color: blue;">How Gigamon Application Metadata Intelligence empowers security information and event management</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.gigamon.com/campaigns/deep-observability.html" style="color: blue;">Learn about the next level of network intelligence known as deep observability</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.businesswire.com/news/home/20220629005079/en/Gigamon-Achieves-AWS-ISV-Accelerate-Program-Designation" style="color: blue;">Gigamon Achieves AWS ISV Accelerate Program Designation</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://www.eweek.com/networking/observability-vs-deep-observability/" style="color: blue;">Gigamon CTO Discusses Observability vs. Deep observability</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://securitybrief.com.au/story/what-cisos-think-about-cyber-security-visibility-and-cloud" style="color: blue;">What CISOs think about cyber security, visibility and cloud</a></span></li><li><span style="font-family: arial; font-size: 10.5pt;"><a href="https://finance.yahoo.com/news/gigamon-releases-2022-tls-trends-125000278.html?guccounter=1&guce_referrer=aHR0cHM6Ly93d3cuZ29vZ2xlLmNvbS8&guce_referrer_sig=AQAAAKrQAhot96SHWoLurFdscfrcFK_ctbi0XLnABMYYze_UyDlems4Y5YUWIWxgePILmUP81E598GyP71LwU-cYO7coho4BURsvbeGF3LHVwFuIiznbAZU8p8Jvtxvxl3ec631an-m1l_EDiu2OnJvCNcNK6G69MENTosRN9Sotg5Dz" style="color: blue;">Gigamon Releases 2022 TLS Trends Research Based on 1.3 Trillion Network Flows</a></span></li></ul><p></p>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-56591218393626716622022-08-23T13:05:00.011-04:002022-08-23T14:47:35.847-04:00How Deep Observability Powers Strong Cybersecurity and Network Insights Across Complex Cloud Environments<p><i></i></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://www.gigamon.com/resources/deep-observability.html" style="margin-left: 1em; margin-right: 1em;"><img alt="network deep observability" border="0" data-original-height="4000" data-original-width="6000" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQONm2GfQM1tnb2IK72PON8YPKHrVS6YHIuu198jJUiCd6qfvUo8rIlMwvhC-HpVP3RMXQo59hpYTuT6nnUHOlfV4T1P4j9d2azo6zAZ2E2GC_SEUYhvEsAQXgcIjJiyv-foqzKH1rzuoY-Q71A4y9gq-qe7rDYJ2TAG3bK-Dk_xYT9-Mkwlk/w400-h266/top%20shane.jpg" title="deep observability" width="400" /></a></i></div><i><i><span style="font-family: arial; font-size: 10pt;">Transcript of a discussion on how new advances in deep observability provide powerful access and knowledge about multi-cloud and mixed-network behaviors. </span></i></i><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-Gigamon_Podcast_Shane_Buckley-Audio.mp3?dest-id=20179" style="color: blue;">Listen</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"> to the </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="http://briefingsdirect.com/how-deep-observability-powers-strong-cybersecurity-and-network-insights-across-complex-cloud-environments" style="color: blue;">podcast</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;">. Find it on </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;">. </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/08032022gigamonshane-podcast-1-transcript-for-sherrypdf" style="color: blue;">Download</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"> the transcript. View the video. Sponsor: </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="https://www.gigamon.com/" style="color: blue;">Gigamon</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;">.</span></b></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 11pt;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">D</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ana Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Hi, this is </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://twitter.com/Dana_Gardner" style="color: blue;">Dana Gardner</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">, Principal Analyst at </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.briefingsdirectblog.com/" style="color: blue;">Interarbor Solutions</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">, and you’re listening to </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">. The growing prevalence of complex multi- and hybrid-cloud environments has opened a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://en.wikipedia.org/wiki/Pandora%27s_box" style="color: blue;">Pandora’s Box</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> of unseen risks around security and performance.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://twitter.com/Dana_Gardner"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><span><b><a href="https://twitter.com/Dana_Gardner">Gardner</a></b></span></span></span></span></span></span></span></p></td></tr></tbody></table><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But unlike when IT and network operators had the tools and access to track their own internal systems and data, the mixed-cloud model of today is much harder to know and secure. Pandora’s Box is open but observing what’s going on in and around it is cloaked by inadequate means to gain actionable insights amid all the distributed variables.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Enter </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="color: blue;">deep observability</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> and its capabilities, which are designed to provide rich access to multi-cloud and mixed-network behaviors. Such observations and data gathering can be analyzed to rapidly secure end-to-end applications and protect sensitive data.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Stay with us now as we explore the latest advances around deep observability and how a neutral deployment approach for observation technology spans more infrastructure and services to best protect and accelerate digital business success.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/syPmcB6UWZI" width="320" youtube-src-id="syPmcB6UWZI"></iframe></span></span></div><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><b><span style="font-size: x-large;">T</span></b><span style="font-size: 11pt;">o learn how deep observability puts cloud chaos and hard-to-know risks back under control, please join me now in welcoming our guest, </span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/company/company-information/management.html" style="color: blue;">Shane Buckley</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">, President and CEO of </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/" style="color: blue;">Gigamon</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">. Welcome, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.linkedin.com/in/shbuckley/" style="color: blue;">Shane</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Shane Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thanks, it’s great to be here.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Shane, what makes knowing and securing today’s complex cloud activities especially challenging?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That’s a great opening question. We’ve seen over the last half of a decade or more the desire for organizations to be able to be flexible in terms of where they deploy their workloads. Traditionally workloads were deployed in the data center, with a hard perimeter, lots of security, and compliance needs were met within the organization.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><p style="text-align: left;"></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="clear: left; font-family: arial; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><a href="https://www.gigamon.com/company/company-information/management.html"><img border="0" data-original-height="520" data-original-width="860" height="211" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQGIH00kq4rNwsqrxJZ_gO42goUSmka3Sk-QYZ6o1A_8w3EmVphmbilttEryR9fc5Bs2Qc3xQNd2_hPHC6QJ9BfhpZGXQ7hgkk1zqSj479VRfB1SvbZXMDza0zIv77B1it0GH6yWTuE_U_OxtVSk6MAN_P-ixJF_9UuZLiU39PZLntQ8yrJDU/w351-h211/Shane%20Buckley.jpeg" width="351" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><b><a href="https://www.gigamon.com/company/company-information/management.html"><span style="font-family: arial; font-size: medium;">Buckley</span></a></b></td></tr></tbody></table><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Then came the desire to create more flexible workloads, to run faster, to scale better, and also to reduce cost. The cloud model offered ways to gain these great advantages. But, as we often say here at Gigamon, the cloud is simple -- until it isn’t.</span><p></p><p style="text-align: left;"></p><p class="MsoNormal" style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">And so now organizations are looking at deploying more workloads in the public clouds as well as using colocation providers and within private cloud environments by leveraging technology such as </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/solutions/cloud/private-cloud/gigavue-cloud-suite-vmware.html" style="color: blue;">VMware</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">. We are also seeing the emergence of containers and </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/solutions/cloud/private-cloud/gigavue-cloud-suite-kubernetes.html" style="color: blue;">Kubernetes</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> as a technique to provide better automation, higher scalability, and lower cost.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>The cloud conundrum</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><b>T</b></span><span style="font-family: arial; font-size: 11pt; line-height: 22px;">he great flexibility that the cloud provides is very positive to companies. It allows them to move faster. And that’s essential in the era of digital transformation because more organizations, driven by the COVID-19 pandemic, want their applications to flexibly reach more customers through remote access, handheld devices, mobile phones, and computers.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The snag is that the security footprint doesn’t track as straightforwardly as the workload boost when moving from the protected data center to a shared cloud environment. This is the conundrum companies face today. How do they make sure they can run their apps fast, stay secure, and innovate? These requirements are at loggerheads with each other. And that’s one of the major challenges that the Gigamon team’s </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/" style="color: blue;">solutions</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> address.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> There are always trade-offs when adopting technology, of course, but when we’re forced to move quickly, the trade-offs can become riskier. When businesses could control their network perimeter, they knew what was coming and going. Now, we must take the good with the bad traffic. So, if you can’t control the perimeter, how can you at least moderate the risk?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> For many years technologies such as </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.techtarget.com/searchnetworking/feature/3-best-practices-for-network-observability" style="color: blue;">observability</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> have been used for </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/products/optimize-traffic/application-intelligence.html" style="color: blue;">application performance monitoring</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">. Observability, of course, is the technique of looking at an application’s performance remotely, leveraging things such as metrics, events, logs, and traces, which are commonly called MELT data, and have been very effective</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span style="caret-color: rgb(0, 0, 0);">When you shift an application to the cloud, you don't have the same controls you enjoy when the application sits within your own infrastructure and you have control from the network layer right up to the app layer.</span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The issue though is one of security. And if you want to secure your applications, if you want to take a workload from a protected data center where you have layers and layers of security -- because security has always been about defense and depth -- and you want to shift that application into a cloud-based environment, you don’t have the same controls that you enjoy when the application sits within your own infrastructure and you get control from the network layer right up to the application layer.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">So, the big question for chief information security officers (CISOs) and security professionals today is, “How do I secure the applications I have deployed to give the organization the flexibility, but maintain the security posture and compliance?” It’s become the number-one issue that CISOs face today as they try to support the business and the organization’s desire to run fast and innovate. The missing part is how to stay secure. It’s really, really complex.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Now, ideally you should be able to attain the same level of control, visibility, and security in the cloud deployments that you had on-premises. Is that not ever going to be possible? Isn’t it simply a matter of putting the right technology in place?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Traditionally, organizations have used layered defense tools such as firewalls, web application monitoring technologies, data leakage-prevention technologies, and the capability to encrypt and decrypt traffic streams. Yet more than </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">90 percent of the threats in organizations sit inside these encrypted traffic streams, which are largely bound to the tools.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As one moves to the cloud environment, this gets a lot more complicated because you don’t own the network. The network is owned by the cloud provider. And so how, in a public cloud environment specifically, or as one deploys via containers, can you see inside and see what’s happening?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>Observe deeply to stay out of deep trouble</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;"><b>T</b></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">he emerging technology to fix this issue is deep observability. We refer to it as the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/products/deep-observability-pipeline.html" style="color: blue;">deep observability pipeline</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">. Deep observability is about taking the technique of observability to the applications by looking deeply inside the flow of the network traffic. Because logs and traces are mutable, they can be turned off.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And, in fact, in many environments where applications are compromised, the nefarious actor will either turn logging off or more perniciously they will overwrite the log. In that way, the security operation center (SOC) is fooled into thinking the application is performing as usual, because logs have been muted.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Network traffic is immutable. It cannot be changed. If you take a hard copy of traffic going to or from an application or server and you diagnose it, you know exactly what’s happening within that traffic flow. The ability to get to that level of granularity, that level of fidelity in terms of what’s happening inside the application -- and extract key information, which then you can send to the tools -- is really, really powerful.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"></span></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><span style="margin-left: 1em; margin-right: 1em;"><a href="https://www.gigamon.com/products/optimize-traffic/application-intelligence.html"><img border="0" data-original-height="4000" data-original-width="6000" height="282" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjiVimI4lwvYKFts00yOop5rkCJ0dqSdMtFRjJIHVloTNezvEhVnOnMuxEBqxolQexEtl1PazBjjh7Zzn1qHfcYhVIxXVAYcc6X-WerO_wPcy0etWz9T72rXsOjdOYfpP3ePHLrEKoRB1b0yrGnOT2peFwPsLcebmxmZM0oB0n4TRl5WPUYLh4/w424-h282/network%20globe.jpg" width="424" /></a></span></span></span></div><span style="font-family: arial;"><span face="Arial, sans-serif" style="line-height: 22px;"><b><span style="font-size: x-large;">I</span></b><span style="font-size: 11pt;">t’s a technique that we at </span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/" style="color: blue;">Gigamon</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> have used for more than 15 years: The ability to extract network traffic insights and send them to advanced tools in a consistent way, same as we have done when the workload sits in a data center. Now, one can do the same with an application or workload in a data center, or move it inside a container, or inside the private cloud, or any public cloud. Anywhere across the hybrid-cloud continuum, we have a consistent approach in how we implement your security insights layer.</span></span><div><span style="font-family: arial; font-size: 11pt;"> </span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It’s one thing to be able to capture and observe; it’s another thing to be able to deal with a fire hose of data. How, during the past 15 years, have we benefited from handling streaming in near-real-time these massive amounts of data in and around networks and cloud environments?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> You raise an interesting point. Networks are now operating faster and faster. More and more applications are talking to each other, particularly using technology like microservices where one application may make a call to multiple other applications -- often referred to as </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/content/dam/gated/ar-tls-research-paper.pdf" style="color: blue;">east-west traffic</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">. That east-west traffic is not just traditionally inside the physical data center, this time it could be across multiple cloud service providers, or across multiple different domains; who knows?</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span style="caret-color: rgb(0, 0, 0);">How do you capture all the east-west traffic? Cyber professionals will tell you that lateral movement is how nefarious actors and hackers get access across the estate.You need to catch them from an east-west perspective.</span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">As more of this traffic exists, how do you capture all the information about the traffic? Traditional firewalls, even cloud-based </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">firewalls, typically </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">capture north-south traffic. How do you capture all this east-west traffic, too, because as cyber professionals will tell you, lateral movement is how nefarious actors and hackers get across the estate. You need to catch them from an east-west perspective as well.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Secondarily, a lot of the key information happens on that east-west basis. It’s where you get the context of use. But trying to take all the traffic from all the applications all the time creates massive bloat. Typically, a customer’s security information and event management (SIEM) capability will fill with pretty useless information, and so it takes the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/company/news-and-events/newsroom/threatinsight-cyber-365-day-data-retention.html" style="color: blue;">SOC way too long to delve</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> through the details and find that one needle in multiple haystacks.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The ability to instead extract only the relevant information, the </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/products/optimize-traffic/application-intelligence/application-metadata.html" style="color: blue;">metadata</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">, from this traffic flow reduces the data volume by more than </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">90 percent, meaning you have a lot fewer haystacks to find that one needle in.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">It also means that you can extract the data from public-cloud networks and reduce the cost of the deployment. You pay less in fees to the cloud providers as they take traffic in and out of the cloud environment to support custom or on-premises tools -- even though the application is sitting inside a public cloud. And that gives tremendous flexibility and tremendous consistency. It means that you can keep your security posture and ensure compliance is maintained across an organization.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We want deep observability to also be extensible observability. It must observe across an end-to-end continuum of hybrid-cloud services and data flows. How difficult is it to get both deep and pervasive observability?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> It isn’t as difficult as it used to be. The technology now exists. Certainly, at Gigamon we’re providing what we call our </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/campaigns/deep-observability.html" style="color: blue;">deep observability pipeline</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> to customers in addition to the traditional observability they get from many IT vendors. And by deep observability pipeline I mean the ability to look at the application workflows and the traffic that’s going to and from those workflows at the network level and extract the data. Typically, it’s metadata that’s extracted and creates the pipeline of actionable intelligence. That is then sent forward to the relevant tools, to SIEMs and other devices, which can then absorb or extract the information.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="200" data-original-width="200" height="233" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj6a_e3t13gIJHtaGX69wFuCxtx1ZTxRuU-d1QdNwgdmcuHOetvPJMGiZwz9opOvg81in4RNGn8BRbK8W-nIdTbTEQ7iCXL5GWcofP1eoo039YeaLehHyFFNKje-y4HqUMju4FHatN8z0PzmCeH-vqMR77-Qz95SQGMavt0AqH3yu3tVfWN3J0/w233-h233/Gigamon%20logo.png" width="233" /></a></span></div><span style="font-family: arial; font-size: 11pt; line-height: 22px;">If you have a network detection and response tool, Gigamon provides high-fidelity traffic that has been optimized, via metadata extraction, to provide the best possible context behind that information. That’s in addition to the other observability infrastructure that you may have. Gigamon also has partnerships with many of the leading observability vendors, whereby we feed directly into their dashboards and systems the high-fidelity pipeline of deep observability information. Customers have the option of doing it multiple ways.</span></div><div><span style="font-family: arial;"><span style="font-size: 14.6667px;"><br /></span></span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">At the end of the day, security is about defense and depth. It’s important for organizations to ensure a consistent security posture regardless of where the workload sits. Nobody gets a hall pass if they move a workload from a protected environment such as a physical data center to a cloud environment where it’s less protected. That doesn’t make business sense. We have to make sure we provide the same level of protection as that application workload moves in a flexible way from on-premises to colocation or public-cloud models.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I suppose all the players in this ecosystem benefit when they have access to the network data and observations. There’s no sense in trying to corner the market, if you will, or building a walled garden around the observations. It should be ecumenical observability data access in order to be the most useful and impactful, right?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>Observability that’s neutral and scalable</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> That’s 100 percent correct. You hit the nail on the head. We often describe Gigamon as being Switzerland; neutral, we don’t have a dog in the fight. Our job is to do the best possible job to take the most relevant information across all these different platforms and these different workloads and send it to whatever toolset that the customer is looking for -- whether you have one tool or whether you have 1,000 tools, it doesn’t matter to us.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We’ve always been neutral at Gigamon in providing the best contextual information to make the best possible decisions from a network, application performance, and security perspective. And the ability to provide deep observability pipeline information extends that now to all forms of cloud in a way that’s never been done before. We are completely egalitarian. We are completely open. We will send whatever information you want, to whatever tools you want.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> At Gigamon, you said that this deep observability technology has been in the works for 15 years, but this use case, this hybrid-cloud problem set, wasn’t evident 15 years ago. How has the background of Gigamon put you in a position to be able to deliver on these technologies and capabilities?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><a href="https://www.gigamon.com/products/deep-observability-pipeline.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1212" data-original-width="1995" height="265" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjUOx80vq8CqhzluH6WUtGcVsJd1fffatnWBhw8IfogoEVDb71-yDNmXOmVwsB_Ix3wiJDWHUbxZg36uhK7TjOcN-aecM-9BFAVofaDqWBsIaA0lHo22zrcvZe3LSc5q-LoaFkLJmFiGIb6jRnZctnLRQE_r0lsVrawm7UQ4OW4Rn0FQ9dHUmg/w437-h265/top%20top%20shane.png" width="437" /></a></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">B</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> If we rewind back a number of years, customers attached a toolset to a </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/resources/resource-library/white-paper/to-tap-or-to-span.html" style="color: blue;">SPAN port or a switch</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> to access the traffic. That, of course, becomes very unreliable because switches are not designed to ensure that every single packet of data on the SPAN port is transferred. There’s congestion inside the switch, too. When some anomaly happens in the network, oftentimes those packets and that information is lost, and so it’s just not fit for function.</span></span></div><div><span style="font-family: arial; font-size: 11pt;"> </span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Gigamon pioneered and invented the attack-and-aggregation technology that allows you to take a copy of traffic -- whether it’s north-south or east-west -- you can aggregate it together and send the traffic to the desired tools. Over the last 12 or so years, we’ve enhanced that to optimize the traffic, extract the metadata from the network, put application filtering rules in, and decrypt traffic at the center. As a result, we see the information uniquely across the entire infrastructure. You only do an encryption once; you don’t have to do it multiple times.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We have protected and supported the largest, most secure, most complex networks in the world. As these networks evolved to provide cloud, multi-cloud, and hybrid-cloud techniques, we have used the same architectural approach. It’s been tried and tested over the past 15 years. So instead of physical taps inside these physical networks, you have virtual taps or </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Open vSwitch (</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">OVS) mirroring techniques in the cloud. We then have virtual aggregation versus physical aggregation. We have virtual optimization versus physical optimization.</span></span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span style="caret-color: rgb(0, 0, 0);">The technique we use inside the cloud is the same textbook approach that we've provided to CISOs and organizations for many years, and they have relied and depended upon. Now we can scale this within cloud environments.</span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The technique we use inside the cloud is the same textbook approach that we’ve provided to CISOs and organizations for many years and that they’ve relied and depended upon. Now we’ve been able to transform this technology from an embedded solution inside a very high-performance hardware device to provide tremendous scalability -- scale up and scale out -- within cloud environments.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As a result, you get low overhead and very light touch. This can be built into the orchestration and automation systems that the customers have. Then it can be scaled up and scaled out, always providing the same level of protection as we used to do with our Gigamon hardware technologies that are famous within the biggest and the fastest data centers on the planet.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> If we have deep observability and it’s pervasive across cloud environments, we extract the metadata, which can be very valuable. We’ve talked about the security use case, but it seems to </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">me that </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">such observability provides intelligence in other areas, too.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Particularly nowadays, as the general cost of cloud use is going up, are there ways to extend observability value to help make the best use of your cloud spend? Perhaps to compare and contrast your cloud activities for the best minimum and viable fit?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>Make the most of your cloud spend</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Super question, and, of course, the answer is, yes. The concept that one has to send everything to everywhere all the time is not scalable in today’s world. Whether you’re running 400 gigabits per second links to your physical data center or whether you’re running on the fastest cloud platforms in the world, it doesn’t matter.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">There is a nearly infinite amount of data being sent across these very large networks on a daily basis. So, the capability to optimize the data flow, to eliminate the unnecessary data -- whether it’s duplicates of the data, whether it’s having the full payload that’s no longer required because the metadata is sufficient -- the ability to extract that information without losing the fidelity of information and reduce the quantity of information by over </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">90 percent saves companies and organizations tremendously.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/syPmcB6UWZI" width="320" youtube-src-id="syPmcB6UWZI"></iframe></span></div><span style="font-family: arial; line-height: 22px;"><b><span style="font-size: x-large;">T</span></b><span style="font-size: 11pt;">ake, for example, the speed and the capacity of their firewalls, of their other security devices across the network, and their application performance tools. If you’re seeing a tenth of the traffic across the infrastructure, you need a tenth of the performance of the tools. This is beneficial to the customer because you end up saving money, and in a potentially recessionary environment, this is even a more important message.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">But, in addition to that, because we also see all the east-west traffic, we can send more information to the tool, while it actually needs to process less. So instead of just seeing an onset of traffic, we can add that east-west dimension as well. We can also ensure that the traffic is decrypted so that all the bad stuff inside the encrypted stream is highlighted. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">In a very simple way, the blind spots are where the bad guys and gals hang out. We illuminate those blind spots, so we can know where they hang out. </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">We do that in a way that sends less traffic to the network.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> What are some of the top cloud use cases for deep observability in practice? What are the benefits that organizations are getting in real terms? How does this help a CISO sleep better at night?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>Migrate to cloud with good security</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Typically, a customer comes to us, and they have used Gigamon for a decade or more. We are the visibility analytics provider for their infrastructure. We have helped protect their infrastructure for a long time.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">And now they have a cloud-migration project and so a requirement to move workloads. In many cases, financial institutions want to move workloads to a colocation provider or private-cloud environment. They often leverage a solution like </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://blog.gigamon.com/2019/08/21/whats-all-the-fuss-about-vmware-nsx-t-and-why-does-gigamon-care/" style="color: blue;">VMware’s NSX</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> to move an application or workload to a public-cloud provider, such as </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://aws.amazon.com/" style="color: blue;">AWS</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">, </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://azure.microsoft.com/en-us/" style="color: blue;">Microsoft Azure</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">, or </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://cloud.google.com/" style="color: blue;">Google Cloud</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Platform, whatever. And they’re saying, “How do I do this in a way that ensures that I can get compliance approval and maintain my security posture?”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We’ll work with them usually on two types of migrations. One that’s a lift-and-shift, where you take the application as it is, which is the preponderance of applications within larger organizations. You pick it up, bring it across, and drop it inside the environment -- the container, private cloud, public cloud, or whatever. Then we reattach all the network, application forms, and the security tooling in a way that is similar to what they did before. You don’t lose anything, and you maintain everything that you had from a security and applications forms’ perspective.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4000" data-original-width="6000" height="288" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhqp6W_3BKcxzt8hgXvYT_yTyylHbWRx6nGVY-XM1MH5JnwgHTuVUaw7BdZreCK0kVN73UhDWH1K6RjjjcQK069RsHOaz1uGBGP6fkR7gfkhRbZw2gJ2TyErwFXqVXzwUEiFmuypEs7RpXd_zNdsJToxbgo4VcDASbdQVL3yG6lySGjAba_EOw/w433-h288/top%20top%20top%20shane.jpg" width="433" /></a></span></div><span style="font-family: arial; line-height: 22px;"><br /><span style="font-size: x-large;"><b>T</b></span></span><span style="font-family: arial; font-size: 11pt; line-height: 22px;">he second type of application migration has the customer saying, “Hey, we’re modernizing this application to make sure it works more efficiently in a cloud environment, so it can scale up and scale out, and be in line with what the environment needs.”</span></div><div><span style="font-family: arial; font-size: 11pt;"> </span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">That migration approach might require different tooling, but we use the very same technique. We ensure that we can capture all the traffic going to and from that application. We can process it and optimize it, as I just described, and then we work with the customer to determine the tooling for compliance and what the CISO needs to ensure the security posture of those business applications -- and then we put that all in place.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Also, now we’re seeing as many workloads move from the public clouds to a hybrid-cloud model as we’ve seen going the other way. Oftentimes customers say, “I tried an application in a public-cloud environment, but it doesn’t give me the performance and the cost savings that I expected -- and so I want to move it back.”</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">We enable that type of customer to have the flexibility to take the application and put it back where it was -- or put it somewhere else. Maybe they want to put it inside a private-cloud environment, or maybe they’re moving from a private-cloud environment to 100 percent public.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Whatever the customer wants to do, we will work with them to understand where it was, where it’s going, what the potential needs are. We will ensure they maintain the compliance and the security posture of that application, as well as the performance because that remains a very important component, too.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We’re not just talking about deep observability for security and performance benefits, but you’re bringing up an important </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">workload's </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">portability capability. And any way to help move workloads among hybrid-cloud deployment options while maintaining security posture presents a huge digital business and economic benefit. Have people been able to share with you some of the cost benefits that I suspect are there?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>Money-saving choices, app by app</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> When we run the analysis with customers, we see a return on investment (ROI) in less than six months in terms of the cost associated with the Gigamon deployment and the savings that they’ll get on a go-forward basis. And that’s just direct costs. That doesn’t include operational costs and efficiencies that come with modernizing applications or moving them to a cloud framework to begin with. The multiple benefits are quite significant.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Incidentally, the latest research shows that the level of deployment to the public clouds is not as great as had been forecast. The forecast was that we should now be close to having 60 to 70 percent of applications moved to the public cloud. But we’re seeing a resurgence of the colocation model as people leverage container-based technologies and private-cloud technologies. As a result, we’re seeing the public-cloud providers themselves offering on-premises and/or colocation capabilities to leverage the flexibility and the ease-of-use of those data center-hosted application stacks.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And so, the visibility gained from deep observability to choose whatever is best on a per application basis is becoming very, very important. Regardless of what the enterprise does in terms of deployment options, they will ultimately be able to save money.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Your heritage places you in the wheelhouse of a network operations executive or leader. But what you just described is something a bit higher, if you will, in the organization, at the architecture decision-making level. That means those making major decisions about deployment strategies. Do you need to make Gigamon’s value then known to a different persona, perhaps at the architect or Chief Technology Officer (CTO) level?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I would say network operations executives and organizations have always been core to the success of our business. They saw uniquely the advantage of having a single platform or a fabric that gave flexibility of deployment, flexibility of scale, load balancing, and all the great advantages that our technology provides to customers</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span style="caret-color: rgb(0, 0, 0);">From a deep observability perspective, most organizations have handed the responsibility of securing their hybrid cloud environment to the CISO. So now we have the opportunity to work with the app security and SecOps people, as well as the network security people.</span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">For over half a decade now we’ve been working very closely with security groups as well -- from CISOs to security architects, security operations groups, etc. -- to understand their problems. In many ways, the value of our fabric has been tremendously well-received within security operations over half a decade.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">From a persona perspective, whether you’re a network operations (NetOps) leader or a security operations (SecOps) leader, obviously we work very closely with both. From a deep observability perspective, most organizations have handed the responsibility of securing their hybrid-cloud environment to their CISO. Now, oftentimes within the CISO’s organization, which is becoming larger clearly, there are new sub-personas within that space. And so we have the opportunity to work with application security people as well as the traditional network security or security operations folks in addition to who we work with today.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The good news though is that they’re all super-connected. They have a lot of alignment between them.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> They should be.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Yes, they should be. And so, we’re well-known. Gigamon is well-known as being inside these environments. It’s been the core platform to ensure that we provide that security footprint.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Certainly, we are spending a lot more time talking to business information security officers (BISOs), too, as well as the application security folks to help them understand how this technology can be leveraged within a hybrid-cloud environment.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> How about vertical use cases? Is there low-lying fruit? You mentioned finance. I imagine the regulatory issues there are pressing. But where does the rubber hit the road first and best for deep observability needs?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>Zero trust everywhere</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Financial services obviously is a hotspot for organizations trying to secure their infrastructure, for obvious reasons. The other area that’s very important to us is our public sector business, on a global basis. The US federal government particularly has taken a very progressive view on security, with the recent </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.cisa.gov/executive-order-improving-nations-cybersecurity" style="color: blue;">executive order from President Biden for zero trust</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> and the implementation</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> of</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/resources/learning-center/zero-trust/what-is-zero-trust.html" style="color: blue;">zero trust</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> across federal organizations and contractors. We’re very </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.gigamon.com/campaigns/zero-trust.html" style="color: blue;">close to that issue</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> as well.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Security in hybrid-cloud uses many of the techniques that we leverage within <a href="https://thenewstack.io/okta-zero-trust-adoption-accelerates/" style="color: blue;">zero trust</a>. And within zero trust there are typically seven pillars, one of which is visibility and analytics. It’s considered foundational to have zero trust security, in that if you can’t see stuff, you can’t secure it. And all elements and the other pillars depend on the visibility and analytics pillar to operate.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Zero trust is not just sought by the governments; it’s of course being adopted and being used by organizations around the world. If you look at protecting critical infrastructure, for example, it’s a really big deal. So sometimes we get involved in conversations with operational technology (OT) and protecting OT devices, whether it’s healthcare, nuclear facilities, and other hardened and critical facilities for organizations, that becomes a really big deal for customers as well.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; line-height: 22px;"></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial; line-height: 22px;"><a href="https://www.gigamon.com/resources/learning-center/zero-trust/what-is-zero-trust.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3100" data-original-width="6000" height="220" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEis6xeaxlQ4IyonxQE4lzW5HVH31Jrf2vAL3xiNm2SUFmLqhB6_DiZ6nERnM85IBoDekL466njx5E01wyTwij6NL5K1UqRWW_9ywjPjLd_Do4SgqqsoHsNm7HRPPGrcLl4A418MoFZfXhhzAerFhgPZjUgSd9iCZhHfwVyN6HO1Pv7dtrstXCQ/w427-h220/zero%20trust.jpg" width="427" /></a></span></div><span style="font-family: arial; line-height: 22px;"><br /><b><span style="font-size: x-large;">W</span></b><span style="font-size: 11pt;">ithin the hyperscalers and the software as a service (SaaS) vendors, many of the big SaaS vendors use Gigamon to provide that layer of protection to their applications because the customer often can’t secure it intrinsically themselves. So, you’ll find Gigamon’s approach or connection across many different verticals on a worldwide basis.</span></span></div><div><span style="font-family: arial; font-size: 11pt;"> </span><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">As we increasingly move to 5G, a core element of 5G is the capability to extract information from these ultrahigh speed networks and to provide correlation between the user plane and the control plane to provide the right traffic to the right tools at the right time.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">In many of those networks, you see Gigamon is at the center of the ability to deploy the infrastructure as well. So, we’re present in a lot of these different verticals and ecosystems because it’s the same problem, but it’s just used in a slightly different way. And when you’re a fabric, which Gigamon is, you have the benefit of being able to deploy, whether it’s a software footprint or software/hardware footprint or any combination across all these different environments.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> We’ve used the word ecosystem quite a bit and that implies partners working together with other companies. Is there a channel and/or partnership benefit here? How does Gigamon and deep observability fit into a whole larger than the sum of the parts?</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> As you would imagine, we work with some of the best and leading system integrators and value-added resellers and other partners on a worldwide basis. They have the ability to take all the piece-parts and bring them together. When Gigamon is deployed successfully, we’re a fabric. We provide this pipeline of actionable intelligence to customers and to tools. And then there are other tools to take advantage of that</span></span><span style="font-family: arial; font-size: 11pt;">.</span></p><p></p><p></p><p></p><p></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span><span style="caret-color: rgb(0, 0, 0);">We're the heartbeat that makes the networks and applications run. We bring the whole value chain together. We can ensure that one plus one equals three -- or five or six.</span></span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">The architectural design of the network is somewhat changed because we’re at the center. We’re the heartbeat that makes the networks and applications run. We work with a lot of the vendors to ensure that they bring the whole value chain together. They have the experience dealing with all of the security, application, performance, and networking tools so that they can interconnect it all in the appropriate way to optimize and protect the network traffic.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Partnerships within the channel and vendor community are super important. Many ecosystem vendors we work with </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">include </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">through joint marketing, jointly entering global markets with better capabilities, and via joint events. In doing so, we can ensure that one plus one equals three -- or five or six. We do that on a regular basis.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Shane, in conversations I have in the field, we often talk about the most important imperatives facing organizations. Security, best use of the cloud, understanding and controlling your data, and being better able to understand your customers to provide a better experience are all among the top concerns.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">And one of the salient common elements among all of these is having better intelligence about what’s going on, both in the business operations and the IT systems, and then how to constantly improve them. It seems to me that deep observability is an essential core constituent in supporting an intelligence drive within any organization.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Do you see machine learning (ML) and other analytics capabilities evolving from the benefits of deep observability and the metadata that you’re providing?</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><h3 style="line-height: 24px; margin: 0in; text-align: left;"><span style="font-family: arial; font-size: x-large; line-height: 22px;"><i>Eliminate blind spots, increase intelligence</i></span></h3><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: x-large; line-height: 22px;">B</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">uckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I agree a billion percent with what you just said. Having the right information at the right time is incredibly important for professionals, whether you’re in security or to make the appropriate decisions to protect the organization. How many times do people say, “If only I knew; if it was only possible for me to see. I had no idea that they lay inside this application or this part of my network when I was compromised.”</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">The ability to eliminate blind spots so that the security team has the best possible opportunity to protect the infrastructure is of prominent importance. Make no mistake, this is a cat and mouse game.</span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> In 2021, 68 percent of US organizations were hacked, and ransomware was demanded. Some 50 percent of those had to pay ransomware. And in the cat and mouse game, the mouse is winning, not the cat.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Our job is to make sure that we slow the mouse down and give the cat an opportunity to catch it faster and protect the infrastructure. But it will continue to be that cat and mouse game because as soon as we -- and I mean the whole ecosystem, not just Gigamon -- put our systems together better, the bad folks figure out ways to compromise it. That’s just the way it is.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">But by streamlining the information, by optimizing the information, and ensuring that we can provide absolutely the right information -- actual intelligence -- to the right tools at the right time, we minimize the chance that the mouse gets away.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Gardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> I’m afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect discussion on how new advances in deep observability provide powerful access and knowledge about multi-cloud and mixed-network behaviors. And we’ve learned how a neutral deployment approach to observability that spans more infrastructure and services best protects and accelerates digital business value across nearly any cloud configuration.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">A big thank you to our guest, Shane Buckley, President and CEO of Gigamon. Thank you, sir.</span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">Buckley:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> Thank you very much, Dana.</span></span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"></span></b></span></p><div class="separator" style="clear: both; font-size: 11pt; text-align: center;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/syPmcB6UWZI" width="320" youtube-src-id="syPmcB6UWZI"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="line-height: 22px;"><span style="font-size: x-large;">G</span></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;">ardner:</span></b><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> And a big thank you as well to our audience for joining this </span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"><a href="https://www.briefingsdirect.com/" style="color: blue;">BriefingsDirect</a></span><span face="Arial, sans-serif" style="font-size: 11pt; line-height: 22px;"> cloud complexity risk reduction discussion. I’m Dana Gardner, Principal Analyst at Interarbor Solutions, your host for this Gigamon-sponsored interview.</span></span><p></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;"> </span></p><p class="MsoNormal" style="line-height: 24px; margin: 0in;"><span style="font-family: arial; font-size: 11pt; line-height: 22px;">Thanks again for listening. Please pass this along to your IT operations and security communities, and do come back next time.</span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 11pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial;"><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect-Gigamon_Podcast_Shane_Buckley-Audio.mp3?dest-id=20179" style="color: blue;">Listen</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"> to the </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="http://briefingsdirect.com/how-deep-observability-powers-strong-cybersecurity-and-network-insights-across-complex-cloud-environments" style="color: blue;">podcast</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;">.</span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"> Find it on </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006" style="color: blue;">iTunes</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;">. </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/08032022gigamonshane-podcast-1-transcript-for-sherrypdf" style="color: blue;">Download</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"> the transcript. View the video. Sponsor: </span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;"><a href="https://www.gigamon.com/" style="color: blue;">Gigamon</a></span></b><b><span face="Arial, sans-serif" style="font-size: 10pt;">.</span></b></span></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 10pt;"> </span></p><p class="MsoNormal" style="margin: 0in;"><i><span style="font-family: arial; font-size: 10pt;">Transcript of a discussion on how new advances in deep observability provide powerful access and knowledge about multi-cloud and mixed-network behaviors. Copyright Interarbor Solutions, LLC, 2005-2022. All rights reserved.</span></i></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 11pt;"> </span></p><h4 style="margin: 0in; text-align: left;"><span style="font-family: arial; font-size: large;">You may also be interested in:</span></h4><p class="MsoNormal" style="margin: 0in;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="color: blue;">Why deep observability is key to realizing the full transformational promise of the cloud</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.gigamon.com/resources/deep-observability.html" style="color: blue;">Deep Observability Defined</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.gigamon.com/products/deep-observability-pipeline.html" style="color: blue;">How to amplify the power of your security and observability tools to realize the full transformational promise of the cloud</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.gigamon.com/products/optimize-traffic/application-intelligence/application-metadata.html" style="color: blue;">How Gigamon Application Metadata Intelligence empowers security information and event management</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.gigamon.com/campaigns/deep-observability.html" style="color: blue;">Learn about the next level of network intelligence known as deep observability</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.businesswire.com/news/home/20220629005079/en/Gigamon-Achieves-AWS-ISV-Accelerate-Program-Designation" style="color: blue;">Gigamon Achieves AWS ISV Accelerate Program Designation</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://www.eweek.com/networking/observability-vs-deep-observability/" style="color: blue;">Gigamon CTO Discusses Observability vs. Deep observability</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://securitybrief.com.au/story/what-cisos-think-about-cyber-security-visibility-and-cloud" style="color: blue;">What CISOs think about cyber security, visibility and cloud</a></span></li><li><span style="font-family: arial; font-size: 10pt;"><a href="https://finance.yahoo.com/news/gigamon-releases-2022-tls-trends-125000278.html?guccounter=1&guce_referrer=aHR0cHM6Ly93d3cuZ29vZ2xlLmNvbS8&guce_referrer_sig=AQAAAKrQAhot96SHWoLurFdscfrcFK_ctbi0XLnABMYYze_UyDlems4Y5YUWIWxgePILmUP81E598GyP71LwU-cYO7coho4BURsvbeGF3LHVwFuIiznbAZU8p8Jvtxvxl3ec631an-m1l_EDiu2OnJvCNcNK6G69MENTosRN9Sotg5Dz" style="color: blue;">Gigamon Releases 2022 TLS Trends Research Based on 1.3 Trillion Network Flows</a></span></li></ul><p></p><p class="MsoNormal" style="margin: 0in;"><span style="font-family: arial; font-size: 11pt;"> </span></p></div>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.comtag:blogger.com,1999:blog-29863304.post-77693183279487764302022-06-22T07:54:00.008-04:002022-06-22T09:11:48.833-04:00HPE Accelerates its Sustainability Goals While Improving the Impact of IT on the Environment and Society<div style="text-align: center;"><span style="font-family: arial;"><i><a href="http://hpe.com/livingprogress"><img border="0" data-original-height="3264" data-original-width="5977" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhsk3Zjzxi4EzUVUTYlw8miKz6wNWfamxQjzRUf_i7MbeBPiN9l6AvbjCemIl1ylI84IHks0FCHKhtZIKfB3YzoB-pMD8kyKYxcGfK40xWxK3az9n_DC2Y3f0n-B57lFil0nGc9NcmI1MtwkBgidswMNmgX9BehULMc3WFJzzKxKIUjVAOfEww/w486-h266/hand-planting-trees-with-technology-renewable-resources-reduce-pollution-esg-icon-concept-hand-environmental-social-sustainable-business-governance.jpg" width="486" /></a></i></span></div><p><span style="font-family: arial;"><i><span>Transcript
of a discussion on how Hewlett Packard Enterprise has newly accelerated its
many programs and initiatives to reduce its carbon emissions, conserve energy,
and reduce waste. </span></i>
</span></p><div class="WordSection1">
<p class="MsoNormal"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 10pt;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--HPE_Accelerates_its_Sustainability_Goals_While_Improving_the_Impact_of_IT_on_the_Environment_and_Society.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/hpe-accelerates-its-sustainability-goals-while-improving-the-impact-of-it-on-the-environment-and-society">podcast</a>.</span></b></span></span> Find it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a>.
<a href="https://www.slideshare.net/danalgardner/hpe-accelerates-its-sustainability-goals-while-improving-the-impact-of-it-on-the-environment-and-society">Download</a>
the transcript. Sponsor: <a href="https://www.hpe.com/us/en/home.html">Hewlett
Packard Enterprise</a>.</span></b></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hello,
and welcome to the next edition of the <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>
podcast series. I’m <a href="https://twitter.com/Dana_Gardner">Dana Gardner</a>,
Principal Analyst at <a href="https://www.linkedin.com/company/interarbor-solutions">Interarbor
Solutions</a>, your host and moderator for this ongoing discussion on the
impact of information technology (IT) on the environment and society.</span></span></p>
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">As businesses
worldwide seek to maximize their value to their customers and communities, the
total value equation has expanded to now include the impact on sustainability
for the environment.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The ways that companies, along
with their partners, suppliers, and employees best manage and govern their
resources and assets speaks volumes about their place among peers. And it
allows them to take a leadership position as stewards and protectors of the
future. The sooner the world’s industries develop a commitment to reach a <a href="https://en.wikipedia.org/wiki/Carbon_neutrality">net-zero carbon
emissions</a> posture, for example, the better for everyone in gaining environmental
sustainability.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Stay with us now as we examine
how <a href="https://www.hpe.com/us/en/home.html">Hewlett Packard Enterprise (HPE)</a>
has <a href="https://www.hpe.com/us/en/newsroom/press-release/2022/06/hewlett-packard-enterprise-releases-2021-living-progress-report-accelerates-net-zero-climate-target-by-10-years.html">newly accelerated</a> its many programs and initiatives to reduce its carbon
emissions, conserve energy, and reduce waste -- including far earlier net-zero
dates and more impactful emission-reduction milestones. We’ll now learn how
<a href="https://www.hpe.com/us/en/newsroom/press-release/2022/06/hewlett-packard-enterprise-releases-2021-living-progress-report-accelerates-net-zero-climate-target-by-10-years.html">HPE’s newest living progress report</a> provides a blueprint for other
organizations in and outside of the HPE orbit to also hasten and improve their
sustainability efforts.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/HnWgrWXKYZM" width="320" youtube-src-id="HnWgrWXKYZM"></iframe></span></span></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><br /><span style="font-size: x-large;"><b>H</b></span>ere to share the latest on
HPE’s plans and goals for broad and lasting sustainability is <a href="https://www.linkedin.com/in/drjohnfrey/">John Frey</a>, Chief Technologist,
Sustainable Transformation at HPE. Welcome to BriefingsDirect, John.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">John Frey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Thank
you. It’s great to be here.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> How
does HPE define ESG and how long has it been working toward improving its
impacts across these goals?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Frey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> To
make sure everyone knows what we mean when we say ESG, that’s actually an
acronym for <a href="https://en.wikipedia.org/wiki/Environmental,_social,_and_corporate_governance">environmental,
social, and corporate governance</a>. This is language that was first used by
investors in the financial community, and now it’s used much more broadly to
emphasize that when we discuss sustainability. We mean more than just the environmental
aspects. We mean the social aspects as well.</span></span></p>
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/drjohnfrey/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="400" data-original-width="400" height="287" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjwpx6DNvnHJbVB8BdzaBbF3hqv_7s_rRoQPlcXEVGGlGaSU-s-rp9NhNq55tyzfzzQcMUZe4G8Zc1FnwO99T-lf4dyb05n6kZIxTjo3080OTy5WYKeuUboRid0v0ZrhRmmJFFQSFk3Euu4Rp_g25EkilGQ538ecFjLSJTb3P0L97gzJ3i2FqI/w287-h287/John%20Frey.jpeg" width="287" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/drjohnfrey/"><b><span style="font-size: small;"><span>Frey</span></span></b></a></span></td></tr></tbody></table><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span>From HPE’s perspective, we’ve
named our ESG programs <a href="https://www.hpe.com/us/en/living-progress.html">Living
Progress</a>, and that’s really our business strategy for creating sustainable
and equitable technology solutions for a data-first world. These efforts are
tied to our corporate strategy and our purpose, which is to advance the way
people live and work.</span></span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Our programs go back many, many
years. In fact, back in 1957 when our program started, the program was called Corporate
Citizenship and it was based around how HPE would grow beyond the borders of the
United States. We have a long history of leadership as Hewlett Packard. When
Hewlett Packard and Hewlett Packard Enterprise became two separate companies,
we adapted the best practices at that point in time and then built <a href="https://www.hpe.com/us/en/newsroom/press-release/2022/06/hewlett-packard-enterprise-releases-2021-living-progress-report-accelerates-net-zero-climate-target-by-10-years.html">our LivingProgress programs</a> around that.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Our programs today have three
main elements -- driving a low carbon economy, investing in people, and
operating with integrity. We have goals across that entire spectrum of
sustainability and throughout the lifecycle of our products.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It’s very
impressive that you have been doing this for going on 65 years. How has the
world changed more recently that has prompted you to accelerate, to even dig in
deeper on your commitments here?</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Frey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> <a href="https://en.wikipedia.org/wiki/Climate_change">Climate change</a> is one
of the greatest threats to our common future. We recognize that we have limited
resources and lots of impacts that are complex societal and environmental
challenges. At HPE, we believe that addressing climate change is not only a
moral imperative; it is also a business opportunity as we innovate technology
to help our customers thrive in this carbon-constrained world.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.hpe.com/us/en/living-progress/report.html">Years ago</a>, we
set our goal to be net-zero by 2050, and it was backed up by science-based
targets throughout our entire value chain. When we set this goal, it was clear
leadership. However, the <a href="https://www.ipcc.ch/">Intergovernmental Panel
on Climate Change</a> (IPCC)’s most recent reports indicate that going to net-zero
by 2050 is not fast enough. We have to accelerate our goals</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">HPE has committed to becoming a net-zero enterprise across our entire value chain by 2040. Our commitment is backed by our roadmap to net-zero, which consists of a science-based targets.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Therefore, HPE has committed
to becoming a net-zero enterprise across our entire value chain by 2040. Our
commitment is backed by our roadmap to net-zero, which consists of a new suite
of science-based targets that are consistent with that one-and-a-half-degree
pathway and approved by the <a href="https://sciencebasedtargets.org/net-zero">Science
Based Target Initiative</a>.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We set those interim targets
and longer-term targets. Our interim targets for 2030 include reducing our
scope-one and scope-two emissions by 70 percent and reducing our absolute scope-three
emissions by 42 percent, both off of a 2020 baseline. And that scope-three target
includes the use of our products by our customers, upstream transportation and
distribution, and scopes one and two supplier emissions. Our longer-term target
for 2040 is to reduce the absolute scopes one, two and three emissions by 90
percent off of that 2020 baseline as well.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Getting to these targets will
require a fundamental transformation in everything we do. Our leaders need to
be accountable for driving this and we’ve tied key climate metrics to executive
compensation. We will need to ‘walk the talk’ and procure 100 percent renewable
energy for our own operations while at the same time helping our customers and
suppliers bring new renewables to the grid where they operate.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And most importantly, we’ll
enable our customers to meet their own net-zero ambitions. This is important,
because about two-thirds of our climate impact on the globe occurs when our
customers use our technology solutions. So HPE is putting our innovation engine
into action to develop more sustainable IT solutions while working closely with
our customers to help optimize their IT infrastructure so that they can meet
their own net-zero goals.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> That’s
very interesting when you say nearly two-thirds of the climate impacts happen
in your customer base from the use of your solutions. Can you expand on that? What
does that mean?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><i><span style="font-size: large;"><b><span face=""Arial", sans-serif" style="line-height: 150%;">Sustainability demands change</span></b></span></i></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">F</span>rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> When
we think about our footprint across the company, a small single-digit
percentage is because of our own operations, our buildings and our employees
and employee travel and those sorts of things. Around a third of it then is our
supply chain – when we bring products to the market and when we take those
products back from customers at their end of life. But the bulk, nearly
two-thirds of our climate impact on the globe is when our customers use our
technology products</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More About </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>HPE's <a href="http://hpe.com/livingprogress">Living Progress Initiatives</a>.</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">F</span></b>or us to help our customers
get to net-zero and for HPE to lower our own carbon emissions across our entire
portfolio means that we really must help our customers use their technology
more efficiently. So that really gets to things such as helping them right-size
the amount of technology they have, increasing the performance they get from
the technology for each watt. We have to help them continue to optimize in real
time their technology so that it uses the lowest amount of energy and does the
most work at the same time.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It’s
no exaggeration to say that it’s technology that’s going to come to our aid,
but it’s technology that we need to, in a sense, solve.</span></span></p>
<div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><a href="http://hpe.com/livingprogress" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2160" data-original-width="3840" height="284" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgt75-kh45D8goAwh9sHdbULUjCPRy84o7EAd8Gc0zNheyF_Oy6Waf2DACIPWgmHZo_rnxu3yjgbmYHKPz15StWkOOT8KzoReNkkMMYb0if07paZLKYpOKkbk4KDp7vffgeLPNBPQqjmPGRBh0zyaulbVZ_qn4huBsZhdbJit3f610GdApISCk/w477-h284/conceptual-environmental-conservation-sustainable-esg-development.jpg" width="477" /></a></b></span></div><span style="font-family: arial;"><b><span><br /><span style="font-size: x-large;">F</span>rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span> </span>Absolutely.
In fact, we think of technology as a force multiplier for solving climate
challenges. Technology really enables a lot of these solutions, and it also
facilitates a lot of clean energy innovation as well.</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> What
are some of the major hurdles that need to be overcome to achieve this? It’s
quite a bit to bite off and chew.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Frey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
absolutely. Experts estimate that about half of the carbon reductions that the
world needs to achieve net-zero emissions in the coming decade will come from
technologies that don’t even exist yet. So that’s challenging. And in fact, if
we look at just the companies that have made net-zero commitments already, we
don’t have enough capability in terms of renewable energy and carbon offsets
and things to even cover those commitments</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Technology can be an enabler here. HPE
is spending a tremendous amount of effort innovating with solutions such as HPC technologies that are used by climate scientists and clean energy researchers. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So that is a huge challenge,
but technology can be such an enabler there. HPE is spending a tremendous
amount of effort innovating with solutions such as our <a href="https://www.hpe.com/us/en/compute/hpc.html">high performance computing</a> technologies that are used by climate scientists and by clean-energy
researchers who are trying to find better ways to bring those solutions to
market. With our customers, who are using our professional services and our
technology services, instead of buying assets, we help them right-size the
technology they need, we help them manage their technology from the edge to the
cloud and optimize all the way through that.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Lots of opportunity. I prefer to
think in terms of the positive, rather than the hurdles, which I think of as
business opportunities. But what I can say from my experience working with our
customers around the globe is many of our customers are really fixated on
trying to help solve these challenges, many of our customers see great business
opportunities in trying to help fix these challenges, and they’re all turning
to technology as the enabler of that innovation.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes. I’ve
heard it said elsewhere. You can do quite well as a business by doing good for
sustainability in the economy.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Frey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Absolutely.
We fully agree with that.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It
seems like HPE has taken quite a lead here, but it involves more than just you
the company. It affects your supply chains, as you’ve mentioned, your
customers, your partners. So how do you characterize HPE’s role in that larger
community? Are you an example to follow, maybe a facilitator, an educator
accelerating growth of potential, or all of the above?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><i><span style="font-size: large;"><b><span face=""Arial", sans-serif" style="line-height: 150%;">Our example: Fail fast, then innovate
again</span></b></span></i></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">F</span>rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We
really play all of those roles. In some cases, we are an example that others
point to and say, “Hey, we’re not going down this path alone. HPE has gone down
this path.” In many cases, we’re an educator and will share with customers this
long sustainability journey that we’ve been on, the lessons we learned. Often,
it’s better to learn from what someone who has been down the path said they
would never do again, or what they learned from their journey. We so often
focus as a sustainability community on the things that went well. Yet, there’s
a lot of lessons learned, and we really try from an HPE perspective to take a ‘fail
fast and then innovate again’ approach. We’re constantly learning, and that
education has great value.</span></span></p>
<div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.hpe.com" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="145" data-original-width="347" height="124" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjyEXoEMX0Exu71IjgrNfixQKdkort8JbaKzsxyL4WhIuRUar8N8mcL0R7STR-5QoXqq0DLna5hwv-2FEvewGpOZTGNMTjFOHkO9NMU3Ue29gPZsrMHmu9M3uyOQsLz-Fe7_SjXbhugp1YhR4GNOoLmqKtK8Ub27uBknf1VfRK9hjvyk4F4uA8/w295-h124/HPE%20logo.png" width="295" /></a></span></div><span style="font-family: arial;"><span>In many cases, there’s a need
for a facilitator. We know that these challenges exist across many industries,
but there isn’t a central body pulling together multiple stakeholders and
multiple customers to help solve that challenge. A couple of examples of that
are organizations such as the <a href="https://www.responsiblebusiness.org/">Responsible
Business Alliance (RBA)</a>.That’s an organization that HPE helped found years
ago. We realized when we were auditing factories in our supply chain that these
factories were building products for other technology companies as well. So, the
factories were following our expectations in the lines building HPE products
but may not have been protecting workers adequately in some of the other lines.
When we took a step back and said, “Well, why is that?” We were told, well,
that other vendor doesn’t make us do these things, and we said, “Well, wait a
minute. That’s actually not the right answer.” </span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/HnWgrWXKYZM" width="320" youtube-src-id="HnWgrWXKYZM"></iframe></span></span></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><br /><span style="font-size: x-large;"><b>I</b></span>f we’re really trying to make
sure that workers in our supply chain are being treated fairly, paid a living
wage, have their health and safety protected, and are protecting the
environment that’s a non-competitive issue. So, we took a step back and formed
what was then called the <a href="https://www.responsiblebusiness.org/news/rebrand/">Electronic Industry
Citizenship Coalition (EICC)</a> and invited companies in our industry to come
together to have a common set of expectations for our suppliers and then put in
place assurance programs. Well, that was so successful, other industries came
to us and said, “Could we adopt that same practice for our industry?” Today,
the organization that does all of that is called the Responsible Business
Alliance. And so, it’s having a huge impact on supply chains around the world, but
all started because there was that need for a facilitator to bring companies
together.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Another great example of that
is the <a href="https://cebuyers.org/">Clean Energy Buyers Alliance (CEBA)</a>.
As more and more companies started making renewable energy commitments, we
realized that to get the scale we needed in the pricing for renewable energy,
we could do so much together as an alliance, have common procurement
expectations and get better pricing</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
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</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More About </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>HPE's <a href="https://www.hpe.com/us/en/newsroom/press-release/2022/06/hewlett-packard-enterprise-releases-2021-living-progress-report-accelerates-net-zero-climate-target-by-10-years.html">Living Progress Initiatives</a>.</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
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</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">O</span></b>ne of the ways I talk about
it is catalytic collaboration. How do we bring voices to the table that may not
have been heard before? How do we think from an innovation and an accelerator
perspective much broader than just for example, publicly traded companies
coming together? How do we bring in the voice of stakeholders and customers
and governments? So, in all of these ways, HPE plays a variety of roles trying
to accelerate the world’s progress to solve these big challenges.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> John,
it seems no matter where you live, you’re getting a steady stream of reminders
about why this is important. It could be wildfires, hurricanes, permafrost melting,
rising sea levels. But on the other hand, this has been a challenge for many of
the rates of increase to be met or reduced. So, what are the risks for
businesses if they don’t make sustainability a priority?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><i><span style="font-size: large;"><b><span face=""Arial", sans-serif" style="line-height: 150%;">Ignore environmental impacts
at your own risk</span></b></span></i></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">F</span>rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Well,
there’s a variety of risks, but let’s start with the business risk. The missed
market opportunities. Businesses cost more and they can lose customers. One of
the things we know about sustainability is that in many cases it’s about preventing
waste, and waste has a cost associated with it. At the same time, we find
customers increasingly saying that they want to do business with companies who
have strong reputations, who have strong social and environmental programs, and
companies that have a purpose and assist in making the world a better place.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">In all those ways from a
business perspective, customers are watching what companies do, and they’re
making purchase decisions based on the attributes of the companies that they
want to do business with. Frankly, if you’re not being a sustainability leader
or at least keeping up with your industry, you’re going to start missing many
of those market opportunities</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Customers are watching what companies do, and they're making purchase decisions based on the attributes of the companies that they want to do business with. If you're not a sustainability leader, you're going to miss market opportunities. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Another one could be, and we
hear this from many of our customers, in this increasingly difficult time that
we live in, finding employees is very challenging. Employees want to work for a
company where they can see how what they’re doing contributes to the company’s
purpose. And so that’s another opportunity that they miss.</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I’ll just give you a sense. We
had <a href="https://www.idc.com/">International Data Corporation (IDC)</a> do
a survey for us last year. We asked technology executives across several
countries why they were investing in and participating in sustainable IT and
sustainability programs in their technology operations, and what they told us was
really interesting. The digital leaders, those companies that are the
innovators and the fast movers said that they were investing in sustainability
programs to attract and retain institutional investors.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Now, the companies in the
middle, the digital mainstream said they were doing it to attract and retain
customers and the digital followers. Those companies that move a little slower
are not quite as far in their own digital transformation said they were doing
it to attract and retain employees. So, there’s a variety of business reasons
to do this. Increasingly, there are regulatory reasons as governmental agencies
start asking companies to talk about things that are either material from a
financial perspective, such as we’re seeing here in the U.S. with the proposed <a href="https://www.sec.gov/">Securities and Exchange Commission (SEC)</a>
regulations or other places around the world where there are regulatory
reporting reasons to make sure that you have strong sustainability programs
because you have to disclose data to a regulatory agency.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Do
you have any examples or use cases for how sustainability leadership moves
beyond reputation to be a driver of business growth, which, as you said is one
of the chief reasons to embrace sustainability fully?</span></span></p>
<div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><a href="http://hpe.com/livingprogress" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3500" data-original-width="5000" height="307" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEirMiE7b8gdIhvsqStQT-SzViFjm3WBZmbR74cENY2WWp5scNAy6Lfix_dzxRu-ZuXJeP1GREZNOWSQN-WWy8XMaC4ZxfsE9yfbdcM5BmTdV1IWRTdoPzCeIxBsMd1sYCTGgsIOC8lA4pSf1p8XF6fHQDM8M7FdYAOuEIYFuDtmqkW_vsLKjr4/w438-h307/city_2.jpg" width="438" /></a></b></span></div><span style="font-family: arial;"><b><span><span style="font-size: x-large;">F</span>rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> There
are a variety of opportunities. We’ve seen it ourselves. For example, in the
last year, we’ve had over 1,400 customer inquiries asking HPE about our own
sustainability and social and environmental programs whether it relates to our
products or whether it relates to our business. That’s just one example of the
way customers are paying attention and they’re asking increasingly in-depth
questions. It used to be questions such as, “Do you have your own
sustainability program, yes or no?” Then it moved into “Are you using some of
the various standards that show us that you’re managing this as a process and
as a system across your business?” Now, they’re asking us questions all the way
down to “Tell us the carbon footprint of this product or solution that HPE is
bringing to the market.”</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Now, what we know is when we have
good answers to that and we share expertise with customers, we tend to do much
better from a business perspective as well, and customers want to do business
with us. We certainly see on our own that there are lots of opportunities for
additional value by having the strong programs.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> All
right. Are there any even more specific examples of how HPE has helped
customers to improve their businesses while also accelerating sustainability
improvements? Do we have some concrete examples of how this works in practice?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><i><span style="font-size: large;"><b><span face=""Arial", sans-serif" style="line-height: 150%;">Win-win: Great business and ESG
results </span></b></span></i></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">F</span>rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
I’ll give you just a few. <a href="https://www.wibmo.co/">Wibmo</a> is India’s
leading digital payment provider, and they use a variety of HPE technologies,
but they wanted to consider moving to a much more flexible technology we call <a href="https://www.hpe.com/us/en/integrated-systems/synergy.html">HPE Synergy</a>,
which is a composable infrastructure. What that really means is that you have
compute, storage, and networking in a common chassis that shares power supplies
and gives you great scalability. It gives you a pool of resources that the
customer can tap from, and what Wibmo really wanted to do was move from a blade
infrastructure to that Synergy infrastructure to increase their capability to
respond very quickly to changing customer requirements. As we did that for
them, to give them the same capability, reduced their IT capital expenditures
by 80 percent, reduced their creation and delivery of new accounts from weeks
to hours and it lowered their carbon footprint by 50 percent. So, we observed great
business outcomes and great environmental outcomes coming from the work with that
provider.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Now, another one was <a href="https://www.nokia.com/networks/services/software-support-services/">Nokia
Software</a>, and they’re an <a href="https://www.hpe.com/us/en/greenlake.html">HPE
GreenLake</a> customer, which is our as-a-service offering. Nokia has always
been progressive around their environmental objectives, and they wanted to
strive for a carbon-negative data-center operation, and one of the things they
wanted to do to achieve that was using a renewable energy source. They wanted
to take water from a nearby Finnish lake to cool the data center. They wanted
to move to liquid cooling and using renewable energy sources to power that data
center. HPE was able to help them do that. One of the great things about HPE
GreenLake is that because it’s consumption-based, we help customers tailor the
infrastructure to their needs without additional equipment that is sitting
there and not doing any work. We enable them to reduce their capital expenses
and reduce their environmental footprint at the same time.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Let’s
talk next about one or two examples of how technology accelerates environmental
change, not just from the IT perspective, but perhaps other views that are more
data driven and offer the capability to exercise more efficiency, and more ways
when you’ve got a data driven organization from edge to Cloud</span><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></b></span></p><p>
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</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More About </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>HPE's <a href="http://hpe.com/livingprogress">Living Progress Initiatives</a>.</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
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</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">F</span></b></span><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> I’ll
give you two quick examples. <a href="https://www.purdue.edu/">Purdue
University</a> is one, and we’re really partnering with Purdue on sustainable
agriculture. One of the challenges we have as a global population is that we’re
swelling to about nine-billion people by 2050. And, so, the world is going to
have to double our agricultural output or have starvation challenges around the
world. Purdue’s College of Agriculture partnered with us to do a variety of
research around sustainable agriculture, increasing agricultural output in
using edge technologies to allow farmers to really be able to tailor things such
as irrigation and fertilization only to the places in their fields that they
are absolutely needed. The ultimate goal of this, of course, is to drive more
effective ways to grow nutritious, healthy, and abundant food for this growing
planet. So that’s one great example and that research continues.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Another great example is <a href="https://www.carnegiece.com/">Carnegie Clean Energy</a>, and they’re an
Australian wave, solar, and battery energy company. But they’re really focused
on making wave power a reality. They’ve developed a wave energy technology
called <a href="https://www.carnegiece.com/ceto-technology/">CETO</a> that uses
the wave energy off Western Australia’s Garden Island to power the country’s
largest naval base.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Now, you may not realize that
one of the big advantages of wave power is predictability. The sun stops
shining at times, the wind stops blowing, but the ocean’s waves don’t stop
flowing in. Wave forecasts can look out about a week in the future to figure
out how the wave energy is going to be, and they only have about a 20 percent
margin of error, which allows CETO to predict how much power is going to be
generated looking into the future. It even allows them to tailor the
effectiveness of CETO, based on how big or small they predict those waves are
going to be. They can generate precise knowledge about the shape and the timing
of upcoming waves so that they can make sure they get the maximum amount of
energy from each wave that comes in.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Those are two examples of the
way we’re using technology for social and environmental good.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> John,
you mentioned, of course, about the long period that HPE has been involved with
looking for sustainability and improvement and the impact on its communities,
and you’ve just said, “Okay, we were on track, but we’re going to accelerate
that. We’re going to move it forward.” How can other companies who might want
to decide to accelerate what they’re doing get started? What’s a good way to
think about a methodological or comprehensive way to get faster, better, and
more impactful when it comes to sustainability?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><i><span style="font-size: large;"><b><span face=""Arial", sans-serif" style="line-height: 150%;">Partner up for possibility</span></b></span></i></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">F</span>rey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> The
first way we suggest is do a materiality assessment, and that’s talking to your
customers, your stakeholders, and your employees about the things that are most
relevant to your business and the things that you have the greatest ability to
impact. So, figure out what’s most material and publish plans to solve those
challenges. In fact, HPE gives an example every year in our <a href="https://www.hpe.com/us/en/living-progress/report.html">Living Progress Report</a>.
We publish our own materiality assessment and then show how the initiatives
we’re taking are driven straight from that materiality assessment.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Another thing that we would
recommend is to learn from leaders. Don’t reinvent the wheel. Companies like
HPE freely share this knowledge with our customers, stakeholders, and others in
the broader community because we feel that not everybody needs to go back and
develop their programs from scratch. Learn from those that have been doing it,
learn those lessons and then use that to accelerate your progress</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Learn from the leaders, Don't reinvent the wheel. Companies like HPE freely share their knowledge with our customers, stakeholders, and others in the broader community because we feel that not everybody needs to go back and develop their own programs from scratch.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And finally, partner for
success. You don’t have to go it alone. Leverage the expertise throughout your
value chain. In HPE’s case, for example, we share our <a href="https://www.hpe.com/us/en/living-progress/sustainable-it.html">sustainable
IT strategy, our white papers and our workbook that helps customers implement a
sustainable IT strategy freely</a>, and we put them out on the Internet so that
anybody can have access to them and tap into those resources. So, look up and
down your value chain and see where there are others that already have that
expertise and learn from them.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Before
we close out, let’s take advantage of the fact that we must look to current and
new technologies to solve these problems. What are some of the future
opportunities? Even if we don’t know the how, perhaps we have a sense of the
what. What is it that we can be doing in the future to bring these carbon net-zero
realities right into our backyards?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Frey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We’ve
talked a little bit previously about the fact that we don’t have all the low-carbon
solutions we need. And one of the things that HPE did to help with that effort
is we co-launched the <a href="https://lowcarbonpatentpledge.org/">Low Carbon
Patent Pledge</a>. HPE gathered with partners <a href="https://about.facebook.com/meta/">Meta</a>, formerly <a href="https://about.facebook.com/">Facebook</a>, <a href="https://www.jpmorganchase.com/">JPMorgan Chase</a>, and <a href="https://www.microsoft.com/en-us/">Microsoft</a>. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">By putting those patents out
there, making them freely available, we hope to accelerate the innovation
opportunities out there. Perhaps it will be for things that we could have never
imagined patents being used for, but some innovator will see a connection and
be able to accelerate some new low-carbon solutions. I think there are other
ways as well and that we’re seeing a shift from moving in technology from the
general compute world to workload specific hardware and software solutions. We’re
seeing advances in liquid cooling that are necessary as densities go up, and I
think there’s a huge opportunity around software efficiency as well. This is a
great untapped opportunity. Yet, some studies say that using a more effective
software programming language, such as, for example, <a href="https://www.rust-lang.org/">Rust,</a> could reduce power consumption by
the technology industry by up to 50 percent</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
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</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More About </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>HPE's <a href="https://www.hpe.com/us/en/newsroom/press-release/2022/06/hewlett-packard-enterprise-releases-2021-living-progress-report-accelerates-net-zero-climate-target-by-10-years.html">Living Progress Initiatives</a>.</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
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</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">I</span></b> think there are
opportunities to have common platforms from the edge of the cloud so that we
can all see across our technology operations, look at things such as
utilization rates, power consumption, carbon emissions, and see those in a
common way across that value chain and by being transparent, it highlights
opportunities for improvement.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And finally, I think there’s a
lot of opportunity that artificial intelligence (AI) and machine learning (ML) bring
to optimization.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But we have to do that while
paying attention to ethical AI principles as well, because these types of
technologies can be misused if we’re not paying attention to the ethical
implications. I feel that we have a strong need to not only use the ethical AI
principles that are in place today but to continue to advance that thinking as
well as more and more AI and ML solutions are brought to market.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/HnWgrWXKYZM" width="320" youtube-src-id="HnWgrWXKYZM"></iframe></span></b></span></div><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><br /><span style="font-size: x-large;">G</span>ardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It’s
been a fascinating discussion, but I’m afraid we’ll have to leave it there. We’ve
been exploring how companies along with their partners, suppliers, and
employees can best manage and govern the resources and assets for
sustainability. And we’ve learned how HPE has <a href="https://www.hpe.com/us/en/newsroom/press-release/2022/06/hewlett-packard-enterprise-releases-2021-living-progress-report-accelerates-net-zero-climate-target-by-10-years.html">newly accelerated</a> its many
programs and initiatives to reduce its carbon emissions, conserve energy, and
reduce waste far earlier than its earlier net-zero days. So please join me now
in thanking our guests. We’ve been here with John Frey, chief technologist,
sustainable transformation at Hewlett Packard Enterprise. Thanks so much, John.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Frey:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> My
pleasure. It was a delight to be with you today.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> And a
big thank you as well to our audience for joining us for this sponsored BriefingsDirect
discussion on the impact of information technology on the environment and
society. I’m Dana Gardner, principal Analyst at Interarbor Solutions, your host
for this ongoing series of HPE-supported discussions. Thanks again for
listening. Please pass this along to your community and do come back next time.</span></span></p>
<p class="MsoNormal"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 10pt;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--HPE_Accelerates_its_Sustainability_Goals_While_Improving_the_Impact_of_IT_on_the_Environment_and_Society.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/hpe-accelerates-its-sustainability-goals-while-improving-the-impact-of-it-on-the-environment-and-society">podcast</a>.</span></b></span></span> Find it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a>.
<a href="https://www.slideshare.net/danalgardner/hpe-accelerates-its-sustainability-goals-while-improving-the-impact-of-it-on-the-environment-and-society">Download</a>
the transcript. Sponsor: Hewlett Packard Enterprise.</span></b></span></p>
<p class="MsoNormal"><span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="font-size: 10pt;">Transcript
of a discussion on how Hewlett Packard Enterprise has newly accelerated its
many programs and initiatives to reduce its carbon emissions, conserve energy,
and reduce waste. Copyright Interarbor Solutions, LLC, 2005-2022. All rights
reserved.</span></i></span></p>
<h2 class="MsoNormal" style="text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 10pt;">You
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nine-step plan</a></span></span></li></ul>
</div><span style="font-family: arial;">
</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-13918842638140890092022-03-11T11:04:00.015-05:002022-03-11T11:52:52.092-05:00It’s Official—Flexible and Remote Work are Here to Stay, Say Empowered Employees<p><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><i><a href="https://www.citrix.com/fieldwork/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2660" data-original-width="5000" height="258" src="https://blogger.googleusercontent.com/img/a/AVvXsEik5hNzP9pug6OOZvm9Ue8wHl82HFU9BsjF8NQAaBzIOyhcHor2gZxEZ6aZfRDmw-_AtvBQVlaQSWki6nmxfOt4NPsSeSyNfUmSNfIb5sbYto00OZwCz9rmeImmnQQSivJoK1KVxzd0SU71zBrhzWuc40CpVt_WCdfFS0WYZeraMhCwFRlNMi8=w485-h258" width="485" /></a></i></span></div><p style="text-align: left;"><span style="font-family: arial;"><i><span>Transcript
of a <span style="color: black;">discussion on </span>new research into how
innovations such as contingent labor exchanges and intelligent workspaces are
changing the future of work forever<span style="color: black;">.</span></span></i></span></p><div class="WordSection1"><p style="text-align: left;">
</p><p class="MsoNormal" style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Its_OfficialFlexible_and_Remote_Work_are_Here_to_Stay_Say_Empowered_Employees.mp3?dest-id=20179"><b>Listen</b></a><span class="apple-converted-space"><b><span style="color: black;"> </span></b></span><b><span style="color: black;">to the<span class="apple-converted-space"> </span></span></b><a href="http://briefingsdirect.com/its-officialflexible-and-remote-work-are-here-to-stay-say-empowered-employees"><b>podcast</b></a><b><span style="color: black;">.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b><span style="color: black;">. </span></b><a href="https://www.slideshare.net/danalgardner/its-officialflexible-and-remote-work-here-to-stay-say-empowered-employees"><b>Download</b></a><b><span style="color: black;"> the transcript. Sponsor: </span></b><a href="https://www.citrix.com/"><b>Citrix</b></a><b><span style="color: black;">.</span></b></span></span></p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hi,
this is <a href="https://twitter.com/Dana_Gardner">Dana Gardner</a>, Principal
Analyst at Interarbor Solutions, and you’re listening to <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>.</span></span></p><p style="text-align: left;">
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The world’s office workers now
have more clout and influence than ever over where and how they do their jobs.
Those who have worked from home and want to continue are spurring on their
employers to do more than embrace hybrid work. They’re seeking to reinvent the
very nature of employment.</span></span></p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Stay with us now as we explore
new research into how innovations such as contingent labor exchanges and
intelligent workspaces are changing the future of work forever. To learn more
about how flexible work models are the new normal for workers and businesses
alike, please join me now in welcoming our guests. We’re here with </span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.linkedin.com/in/andrewbartolini/">Andrew Bartolini</a>,
Founder and Chief Research Officer at <a href="https://ardentpartners.com/">Ardent
Partners</a> in Boston. Welcome Andrew.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Andrew Bartolini:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hey,
Dana, I’m glad to be here.</span></span></p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.linkedin.com/in/timminahan/">Tim Minahan</a> is also here,
he’s the Executive Vice President of Business Strategy at <a href="https://www.citrix.com/">Citrix</a>, in Fort Lauderdale, Florida. Hey,
Tim.</span></span></p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/9RnDfyjWa1g" width="320" youtube-src-id="9RnDfyjWa1g"></iframe></span></b></div><p style="text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">T</span>im Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hey,
Dana. Glad to be back.</span></span></p><p></p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim,
COVID-19 or not, workers seem to have spoken adamantly when it comes to
flexible work. What are they saying and why is flexible work here to stay?</span></span></p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> <span>If you
think about major historical moments throughout the ages that have kind of
reset how we live and how we work, certainly the pandemic will go down in
history as one of those. While no one would ever wish the pandemic to occur
again, if there’s any iota of a silver lining, it’s this rapidly accelerated
digital transformation which has caused employees and employers to dramatically
rethink the way they work, where they work, how they work, and who does the
work.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/timminahan/" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="298" data-original-width="298" height="263" src="https://blogger.googleusercontent.com/img/a/AVvXsEh0hNcWzYOtD3cjy8YNIzNSxIxH-lU3V9QrlJ8HrEBEL_0S4r5O0bATtS9BcsN8aHR3Oqt8tHixExuYQBAu_DnQenn4OpdHCyEfPXK-s7_ExM0anDvWsd6SBylV2pBSTIoT_BvEgrszQs-ifluRocfNgScUwHIh_PFFkHThuJwwLn-08JRozFI=w263-h263" width="263" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/timminahan/"><b><span style="font-size: small;">Minihan</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">We’ve been studying this
dynamic for several years from an executive and IT perspective and the
knowledge-worker perspective. <a href="https://futurefive.co.nz/story/new-citrix-study-says-employees-prefer-remote-work-to-office-work">The
latest poll of 13,000 knowledge workers</a> around the globe clearly indicated that
folks are not going back to the office five days a week. They’ve proven that
they can engage and be productive anywhere, and they’re not going back. In
fact, nearly 90 percent of those who participated in the poll said they plan to
work on flexible models in the year ahead, with the majority of them indicating
that they plan to remain fully remote.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Is
there a back and forth in how companies have been responding to this? And, of
course, it’s very hard to predict what’s going to happen in two weeks, never
mind two months, but is this creating some confusion, some angst? Is that
contributing to what some people are calling the Great Revelation of why
workers are seeking something new?</span></span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Workers want out of the office</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>inahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Certainly,
there’s a near-term part of it where companies haven’t even figured out how to
get folks back safely in a condition that’s conducive to working. But more
realistically, it’s been a major reset. We’ve talked about the <a href="https://en.wikipedia.org/wiki/Great_Resignation">Great Resignation</a>
but also, I have heard it defined differently as the <i>Great Revelation</i>.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">In fact, a <a href="https://www.citrix.com/content/dam/citrix/en_us/documents/off-site/one-poll-talent-shortage-the-new-pandemic.pdf">similar
study</a> of 1,500 knowledge workers across North America shows that as many as
50 percent of workers in the U.S. have left or plan to leave their jobs. There
are several different reasons, but it really boils down to three things:
burnout, opt-out, and time out<span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Well over a third of knowledge workers surveyed said they left their jobs because they're burned out by the stress of working in this prolonged pandemic environment as well as over the demands in the workplace. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">From a burnout perspective,
well over a third said they left their jobs because they’re just burned out by
the stress of working in this prolonged pandemic environment as well as over
the demands in the workplace. From an opt-out part, a lot of folks either took time
during the pandemic to retrain themselves, to get new skills, or they just
wanted a new challenge. They’ve been working at their employer for a while and
they’re looking for a promotion or they literally just want to take on a new
challenge.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">An interesting part of the
study is a number of respondents said they ditched their jobs really to feel
like they can get some control over their lives, which had somewhat gotten out
of control. The last part of the study is time out, and you think about the
dynamics of the workforce. We often forget, but if we can think back,
unfortunately 48, 50 months ago we had a global talent shortage. <a href="https://www.mckinsey.com/">McKinsey</a> was estimating that we had a
shortage of 95 million medium- to high-skilled workers, especially those with
the most in-demand skills, such as cloud, artificial intelligence (AI), and
security, skills needed to digitize and modernize your business. And guess what?
That hasn’t gone away. So, these are the dynamics that are really causing a
complete reset of the workplace.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Andrew,
it sounds as though workers have learned a few lessons through this whole experiment
during the last couple of years. What’s working best for them when it comes to
getting things done and how different is that from just two years ago?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Bartolini:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> <span>Right.
I mean this has been a dramatic, radical shift. Necessity is the mother of
invention and at the core, people are resilient. They evolved when they had to.
When we go back to March of 2020, there was no choice, but people found a way
to keep working. Maybe they had a home office but more frequently, people were
working from their kitchen tables and from their bedrooms.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/andrewbartolini/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="200" data-original-width="200" height="250" src="https://blogger.googleusercontent.com/img/a/AVvXsEjE6GczTXgVCnkt1umtLtkG0d9D7yUos1yUhRj2fwpL0aYEGj7teMht034qbZkppoQQB8oUu5NTc6HksyhaF8Cr8UZSvmA3nRFogVyUkTXXOqKDivGZU9zkmxQdEW-rWedT-br7usIevkRXnWcQr6j_rwaCjEeGr4GGdNt2Le3aXoEeZeKUfFk=w250-h250" width="250" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/andrewbartolini/"><b><span style="font-size: small;">Bartolini</span></b><br /></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">How workers and teams were
able to maintain productivity was amazing, but it wasn’t necessarily easy. Some
part of our research focuses on the contingent workforce but also on the supply
chain. I remember speaking to the number-two person for a Fortune 50 pharma
company a couple of weeks after the shutdown. She was talking to me about how
they were completely retooling several Asian factories to start manufacturing
hand sanitizer because they clearly saw a huge demand or future demand coming.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">We started to drill into the
weeds, and I was talking about the challenges of the global supply chain. She
paused and said, “The biggest challenge for us has been in dealing with the
team working from home.” This was sort of at the height of uncertainty around
the risks of COVID-19 and the impact there. And as someone who’s been generally
working virtually for about 20 years now, I almost forgot that. I live in
Boston where the rush-hour traffic is terrible because most people work in an office
environment. Overnight, that changed.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It sounds odd, but the
pandemic, because it helped minimize distractions -- you can’t go to a movie,
you can’t go to a mall-- helped people focus on the work at hand. I think that
the pandemic unified teams, I mean especially for those with family
responsibilities. When you bring the office into your home, you erase the lines
between work and home and things blend into each other, particularly for people
with young children at home.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And so, I think the reaction
to that was that team leaders and leaders of large organizations understood
that they needed to instill greater levels of communication and collaboration.
Really, as the leaders themselves, many chief procurement officers (CPOs) talked
about having much better scheduling and interacting more with the people on
their teams as well as their direct reports in a virtual environment than they
had in the preceding years. So, I think it’s all part of having to learn on the
fly. I think by and large, organizations were sort of able to get through the
challenging time and are now settling into this period of greater uncertainty.</span><b><span face=""Arial",sans-serif" style="border: 1pt none windowtext; color: #3f3f3f; font-size: 11pt; line-height: 150%; padding: 0in;"> </span></b></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Well,
it seems as though the workers get it. The workers have found how to be
productive and gain balance in their whole lives quickly, but employers seem to
be still thinking we’re going back to the nine-to-five and the cubicles thing. Are
employers lagging in their perceptions? Why haven’t they learned the same
lessons of how this can work so well?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Mind the management-employee
gap</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">B</span>artolini:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
I do think there’s always been a gap between sort of the workers and their
views and management if you will. I don’t think that the gap, at least in our
research, is necessarily related to the pandemic itself. When we were looking
at it sort of pre-pandemic, maybe around 21 percent of the workforce was
remote. We’re doing a study right now and the early indications are that post-pandemic,
fewer than 10 percent maybe even fewer than 5 percent of all businesses plan to
revert to the way things were, doing that nine-to-five thing<span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Workers Speak: <a href="https://www.citrix.com/content/dam/citrix/en_us/documents/off-site/one-poll-talent-shortage-the-new-pandemic.pdf">Remote Work</a> is Here to Stay. </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Now You Can <a href="https://www.citrix.com/fieldwork/secure-hybrid-work.html">Enable it</a> in a Secure, Reliable Way.</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">S</span></b></span></span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">o, I think that the gap is a
larger, more general one. I mean, Great Resignation, Great Revelation right
there. When you look at the shift in power from employer to employee over the
past couple of years -- the McKinsey study that Tim just quoted being one great
example -- we’re really dealing with the market where there’s this Great Resignation
plus a huge demand for talent. There’s extremely low rates of unemployment and
we’re really experiencing what we would call a talent revolution. It’s a
revolution that’s hitting workers of all types. It’s hitting white collar, blue
collar, and the contingents as well. It impacts their voice and what they’re
looking for from an employer, whether that’s flexibility or a sort of greater
alignment between the companies that you work for and the purpose of those
companies.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">There’s strong demand for
engagement with corporate culture. This is really across the blended workforce.
Look at the blue-collar workers seeking safer and better work conditions. Workers
seek the intrinsic rewards, such as better pay, better benefits, but also the
extrinsic benefits. There’s been that gap and employers have been slower to
respond to that, but by necessity again, they’re going to need to start to
craft engagement models and employment models that allow them to attract the
best talent.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim,
what do these employees need to do to close this gap functionally even if they
get it, even if they want to? What’s missing from a lot of employers in terms
of making the accommodations to keep their employees happy, productive, and
flexible?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Redefine where, who, and how
talent works</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>inahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Now,
the savvy employers recognize that this is an opportunity to drive greater
innovation to recruit and retain the best skill set. They need to use a lot of
the same tactics that they used out of necessity during the pandemic, such as allowing
people to work more flexibly and remotely and arming them with more effective
productivity and collaboration tools. They need to be able to rethink their
workforce strategies. Whereas before they had to compete with folks down the
street in major metropolitan areas such as San Francisco and New York, now they
can hire the best talent by empowering the work wherever they want<span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">When they're doing thoughtful research, maybe it's time for them to be remote. When it comes to brainstorming and strategic planning, maybe its better for them to come together.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">When you think about what this
post-pandemic world of work is going to look like, there’s really three
categories. One is what we’ve talked about and that you hear about in the press,
which is where work gets done. It’s much more transcendent than just does Sam
or Susie come back in the office three days a week, five days a week, or not at
all? Really, it is about, “Gee, how do I create and maybe even rethink the role
that the office plays? How do we create a work environment and a toolset that
allows employees to perform the different types of work they do in the best way
possible?” When they’re doing kind of thoughtful, meaningful research and other
work, maybe it’s better for them to be remote. When it comes time for
brainstorming, planning, strategic planning, that type of thing, maybe it’s
better for them to come together.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Then you begin to look at your
real-estate footprint. “Do we have a big office in a major metropolitan area,
or do we downscale? Do we transform that office from one where everyone goes
into the office, punches a virtual clock and closes the door into more of a
collaboration space where they come together for very discrete moments and
activities, or into a customer-experience space where we can invest more in
those high-traffic metropolitan areas and create an engaging experience such as
you might experience in an <a href="https://www.apple.com/">Apple</a> store?” That’s
the “where.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Then, there’s the “who.” Smart
companies recognize that they can use what they learn through the pandemic
around remote work to go out and recruit new talent. In other areas, they’re
not beholden to a commuting distance to one of their office hubs. Also, thinking
about rebalancing the workforce where they might not be able to secure that
developer or designer when competing with <a href="https://www.amazon.com/">Amazon</a>
or <a href="https://www.google.com/">Google</a> on a full-time basis, there’s a
whole host of very skilled and talented freelance workers and free agents who
have that skill that are willing and interested in taking the projects that
they want. So, you can get the top talent.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.citrix.com/products/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="301" data-original-width="451" height="315" src="https://blogger.googleusercontent.com/img/a/AVvXsEgQFsGsCOZEWBh3C4zhkvVmYjKxOhEs85Mtd_dAtziubpXoM2giBzFRv04EVn4p0ovFqeTy6OQ8EIITClIlde1CZt7lTMI4c1HGjgAQj5i90S5dZIC0BT2UEKow3Mpj_7zm4QByYaXe4tgst11Iv5PXTO00QKs8ZyttRVWj7joFE1wy6K2243k=w471-h315" width="471" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span><b><span style="font-size: x-large;">A</span></b>nd then the last part is the “how
they work.” Over the several past few decades, we’ve been amassed a massive
amount of tech debt. We’ve deployed a whole host of individual devices and
applications that on their own were designed to solve a particular business process
whether that’s automating the procurement process or something else, right,
Andrew?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Bartolini:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
Right.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
However, when you stack them all on top of each other, there’s a cacophony of <a href="https://tminahancitrix.medium.com/technology-is-wrecking-the-employee-experience-ca60007534c4">technology
now that disrupts an employee’s day</a>. So, having a digital workspace allows
an employee to have access to all the work resources they need in a very secure
way, no matter where work gets done, and layers it with automation and
productivity and collaboration tools that allow them to work at their best. It
allows for more efficient work execution and collaboration across all of these
systems so that they’re not being disrupted throughout the day, but they
actually quickly can get work done, quickly find the information they need, and
do their best most meaningful work.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
Andrew, Tim just laid out some interesting things around where and who and how
but the “who” kind of jumps out at me. It seems to me that a full-time employee
(FTE) isn’t the only option. You don’t always need to know where they are, but
maybe you also don’t need an FTE for every type of process or productivity. So,
what is the future of work exchange and how should we think about the types of
labor categories differently while we’re re-examining everything else at the
same time?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Flexible work here, there, and
everywhere</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">B</span>artolini:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim
is exactly right, and I think your question is absolutely on point. So, the <a href="https://futureofworkexchange.com/">future of work exchange</a> is a web site
that our partners launched only last year. We’ve been tracking the growth and
expansion of the contingent workforce since the start for the past 13 years. They’ve
really focused on what we define as the future of work and we think about that
as the strategic optimization of how work gets done through the evolution of
talent engagement, the advent of new technology and innovative tools, and the
transformation of business standards.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/9RnDfyjWa1g" width="320" youtube-src-id="9RnDfyjWa1g"></iframe></span></div><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">A</span></b>nd the reason why we’ve
invested greater resources in this area is because the growth and expansion of
the contingent workforce, the extended workforce -- it’s called a lot of
different things today-- has grown dramatically over the past decade. Our
research shows that 47 percent of all workers working for a company today are
not FTEs. So almost half of all workers are contingent workers. They’re the
independent contractors and consultants. </span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">A decade ago, that number was
25 percent, and we expect that number to climb above 50 percent. We expect
there’s probably a natural ceiling that will be hit at some point in a world
where talent continues to be a major differentiator. But as organizations start
to be more focused on “how” work gets done, rather than “who” does it, there’s
been a shift. We’ve erased many of the geographic constraints that companies
have traditionally had when trying to staff projects and to find the best
talent. That’s been removed by technology and the advent of digital
marketplaces where people can find the talent and do matching<span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Workers Are on the Move. Here Are Five Things</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>To Keep <a href="https://tminahancitrix.medium.com/employee-experience-2022-prepare-to-reboot-6cbdd1e12882">Your Business Moving</a> With Them.</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>here’s been a shift in the
way that organizations are thinking about what it is that they need to do to
get their projects done, to get their work done, and it’s moved from the old
view where the contingent worker was the temporary employee. Somebody’s going
on vacation, somebody’s going out on maternity leave, we need to find somebody
to fill a tactical position. Now, the expanded view of who we can bring in to
do work and what that work is, much more strategic projects. It’s an evolving
mindset that has been accelerated by the pandemic. It’s an interesting and
exciting time for those working in procurement and HR to get their hands around
what does their total workforce look like as they go forward.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim, Ardent
Partners reports that almost half of the workforce is no longer full-time. That
means when they start working for a company, they’re not onboarded in the same
way. They don’t get, “Here’s your 15 applications. Here’s your laptop. You have
now 45 different sign-ons to deal with.” Now, you need to do all that on a more
granular basis, maybe focused on a process or a project, not on an employee
definition. How can technology support this interesting new mix of types of
workers when it comes to getting things done?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
You’re absolutely right. That is something that companies had to grapple with
throughout the pandemic. I’m thinking of some of our financial services
customers that saw, as you might expect, a dramatic uptick in their remote
financial advisory services.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">One was telling me that they hired
3,000 new employees during the pandemic, and they needed to onboard them all
remotely. They needed to get them technology very quickly, they needed to get
them access to the applications and information they required and that was
where they kind of really embraced a secure digital workspace strategy,
leveraging in this case our desktop as a service offering to be able to quickly
stand up a desktop that had a personalized workspace for that employee<span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Thanks to virtual desktop-as-a-service, employees were able to get all the onboarding materials delivered in a reliable and secure manner so they could ensure the corporate information remained private and secure.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">In some cases, they would send
out a thin client device like a <a href="https://www.google.com/chromebook/">Chromebook</a>
to allow that employee to have access to a device. Or, in other cases, at least
early on throughout the pandemic, they would allow them to use their home
device. Because they had a virtual desktop-as-a-service offering, they were
able to ensure that not only did their employee have reliable access to all the
onboarding materials, all the applications, all the training, all the
information needed, but also that it was delivered in a reliable and very
secure way so they could ensure that their corporate information remained
secure.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">This is offering a whole new flexibility
particularly as we look at who does the work. As we’ve transitioned virtual
desktop delivery from on-premises to the cloud, it’s opened up and made desktop
delivery much more turnkey and much more practical for a broader set of use
cases. So, not just FTEs, but contingent workers, seasonal workers, temp labor,
these freelancers that we’ve talked about, designers and the like, it’s allowed
companies to stand up and empower and onboard these employees very quickly
without putting their corporate resources at risk.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">One great example of this is a
customer and <a href="https://www.citrix.com/news/announcements/mar-2021/mlb-partners-with-citrix.html">innovation
partner</a> of ours, <a href="https://www.citrix.com/customers/mlb-en.html">Major
League Baseball (MLB)</a>, which, throughout the pandemic in the full spotlight,
had to grapple with how to put the season on, how to keep the players and
employees safe, how to empower them. But at the same time, everyone was seeing
rising incidents of cybersecurity threats. They were able to empower not just this
employee base but also their supply chain with desktop services.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"></span></div><p style="text-align: left;"><a href="https://www.citrix.com/fieldwork/" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="138" data-original-width="366" height="92" src="https://blogger.googleusercontent.com/img/a/AVvXsEi2FlFZDqds1ynxE-7wEGGRAzWSvlPL_vKFpv6VzZsFSxZHimS8gGOM2EEmFfkkInFGbrMLJLKxUVppXj0FCZHLQ-2DHQtMSZ4S9WhXR8Kuyc29gISEzk8leV-SxU-7CDXwXOIJNiJfByJKs16BYBMGvpQM-HsHnhdMYa5IGimwLa8ziGzA7kQ=w244-h92" width="244" /></a><span style="font-family: arial;">A lot of their supply chain
partners are small partners and they needed to step up their security
requirements and they just didn’t have a large IT department. So, MLB basically
extended this desktop service to that supply chain so that they could be compliant,
continue to deliver the high grade of innovative and quality services that MLB
needed while meeting the stepped-up security requirements. And so, I think
we’re going to see a massive shift if we believe that flexible work is here to
stay. The only consistent place that an employee is going to work is going to
be their digital workspace.</span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
Andrew, sometimes I think we get complacent about how important a role this
technology is playing in allowing this all to happen. One of the ways for me to
wrap my head around how essential and innovative and powerful the technology
is, is to say, well, what if this pandemic hit 10 or even 15 years ago? If this
had happened 10 or 15 years ago and we didn’t have cloud computing, we didn’t
have desktop as a service, and virtualization was just starting out, where
would we have been? It seems to me that we lucked out, right? We got just over
the line on where this technology is capable enough to allow people to work
remotely almost anywhere on the planet. This technology is, I think,
underappreciated.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Tech enables transition to
digital workspace</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">B</span>artolini:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yeah,
I would say, no doubt. I mean, there’s been a long steady march towards driving
improved communication whether that’s among teams and the capability to chat or
among trading partners as well. I mean, that’s another piece. If you think
about the growth of the global supply chain, that’s been a technology-enabled
phenomenon as much as anything else, when it comes to the workers and to the
workforce, right?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If this was 10 or 15 years
ago, I’d like to think that we would have seen many of today’s innovations come
along much sooner. But from a workforce management standpoint, when you’re
dealing with a workforce that is not full-time, that is much more transient in
how it engages and how you engage, your approach to that workforce necessarily
has to change. From a technology standpoint, if you have your old HR playbook of
how you onboard a traditional employee, you need that same playbook now for the
freelancers, for the temps, and you need to have those things codified and
smooth because there’s a war for talent that’s going on right now.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://cporising.com" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="152" data-original-width="331" height="228" src="https://blogger.googleusercontent.com/img/a/AVvXsEjDJy3kz5cYc8j0rqVMPxwqSo8BzXVy9Je1jzVOL_H5stO8399SSJGuxHXKbLy-nT2iG-SRuxu1rVUOe61bFFE2KxyHoZtXjJJXBn5DfBfoYCf23ZIsY9jiM5SFiB45Urgn2CmCQ4Lxq-MRUleQkFZ4Hypk2ww73sZIZpEc1yBBtyMPgJVLeeY=w495-h228" width="495" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: x-large;"><b>A</b></span>nd so, it’s not just the FTEs
that are picking and choosing when and how they engage. It’s the independents
as well. It is this extended workforce. And so, you as an organization have to
be at the ready. You have to be the employer of choice whether that’s a
short-term project or the long-term employer of still 50 percent of the
workforce.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, yes, technology has been
absolutely critical, and it is only going to play a greater role. When I speak
to procurement leaders, CPOs and directors of sourcing, there’s been a shift
that has happened and it’s going to continue to happen. As you see company offices
and the investment in corporate real estate shrink, that money is redeployed to
productivity tools, to technology that can create the digital workspaces that
Tim has just been talking about. So, there is this transition, and the
technology has absolutely played a key role.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> And
Tim, we talked a little earlier about employers needing to close the gap
between recognizing a flexible workforce future. It seems to me that this has
forced them to appreciate how impactful the technology can be, and in many
ways, we’re only scratching the surface of what the technology is capable of.
So, is the silver lining here that we’ve created a catalyst to technology
adoption and therefore also a catalyst to further technology development?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
Dana. I think it’s the combination. Certainly, the pandemic has expedited
everything as folks are looking at accelerating their digital transformation
and the shift to more flexible work models. That is causing companies to think
not just about how to deliver all the work resources, all the applications, all
the content, all the collaboration tools that employees need to be productive
and do it securely so they can work anywhere, but also looking at, “Gee, how do
I help them work better?”</span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">At the top of the list for prioritized investments for IT are collaboration tools that foster more efficient work execution across all these distributed work environments.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If you look at any of the
analyst studies out there, at the top of the list of prioritized investments
for IT this year are collaboration tools. Tools that foster more efficient work
execution and collaboration across these distributed work environments. Some of
them are actual tools such as whiteboarding tools, project management tools. And
some of them are actually, this role in <a href="https://en.wikipedia.org/wiki/Robotic_process_automation">robotic process
automation (RPA)</a> or automation providing a way for frontline business
analysts and business users to knit together all of the source systems to
complete a single business process so that employees can actually not be
burdened by technology but can drive differentiated business processes. That’s
a key opportunity as companies are looking at, “Gee, a lot of the stuff I
invested in out of necessity during the pandemic is now allowing me to drive
new business processes and innovation in my business that I couldn’t think
through before.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But all of this needs to be
accompanied by changes in policy and ultimately culture. So, if you think about
our experience during the pandemic including on this podcast here whether we’re
using Zoom or Teams or whatever, it was really the great equalizer. We all have
the same size box, we all have the same access to the same tools, the same
information but as we rotate back to what a lot of folks are trying to work out
as hybrid work, it opens up the opportunity to create a high level of inequity
in the workplace where you have these battles between the office-first culture
and the remote culture and how you run meetings.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We
used to call them road warriors, remember?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Equality essential for hybrid workmates
</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>inahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Exactly.
And it’s a big shift that we need to talk about. How do you <a href="https://tminahancitrix.medium.com/hybrid-work-will-open-a-new-digital-divide-heres-how-you-can-close-it-72def81b4202">create
equity in the workplace</a>? You just assume that you’re going to have a
planning meeting, a work environment where you’re going to have remote workers
and in the office workers and how do you create that equality? So, as we talk
about this hybrid work model, companies really have an opportunity now to
figure it out.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Here at Citrix, for example, we
are retrofitting all of our conference rooms to be hybrid oriented. We’ve got
cameras now in the middle of the table. We’re operating on Teams whenever we have
a meeting. We’ve got cameras on the whiteboard and we’re trying to develop
protocols or policies that include remote people participating in a meeting. For
example, they get to respond or ask the first questions. Those types of things
which we haven’t really thought through need to be thought through, in addition
to the technology infrastructure that enables such work.</span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>What is the Future of Digital Workspaces?</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Tune in to The <a href="https://futureofworkexchange.com/2022/03/02/the-future-of-work-exchange-podcast-episode-612-a-conversation-with-tim-minahan-evp-of-strategy-and-cmo-of-citrix/">Future of Work Podcast</a>.</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">G</span></span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">ardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Andrew,
companies right now are sort of dealing with some tough, thorny problems around
flexible work models and also the talent shortage. What does your research tell
you about what they should do sooner rather than later in terms of how to best
adjust to this? What is the research telling you are sort of the fast-track
things that people should be doing to be best prepared for our strategic
approach to these problems?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Bartolini: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The
new flexible work model, the extended or contingent workforce and its growth in
size and in strategic impact really has changed the way that organizations need
to engage talent. So, if you are a hiring manager, if you lead a large
organization, hiring is now a 24/7, 365-day activity because workers’ duration
and the amount of time that they’re staying with a single employee also has
shortened dramatically.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And so, you need to be
developing and building a talent pipeline and maintaining that pipeline in an
ongoing fashion. You need to be working to become the employer of choice. The
research that we’ve seen and the strategies that organizations should be employing,
if they haven’t already, include that there needs to be a more empathetic
approach to how you manage your people. I think that the workforce today,
because of the labor shortage or the low unemployment and the high demand for
talent really has allowed employees to spend more time seeking out the jobs with
employers that match their own sensibilities.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.citrix.com/products/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3840" data-original-width="5760" height="315" src="https://blogger.googleusercontent.com/img/a/AVvXsEg5DktEl9KBecwD-vApbykeMAGaUGxQfXW92Wg9uBinPSP6LxU6vuiNJeTXzzFFlB-QAS5TYKZEZ05fREDW_FOGKmOXkiihAKOaFzM8O-aLEdBZzaxwVQ9PtbnGTFNTBYifeFhIxFcrI2tJ5asJRESymu-8CkZEyLuxkK9owpP_X7Rc-UVoAG4=w474-h315" width="474" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: x-large;"><b>I</b></span>s there a purpose that the
company can communicate to their candidates and to their current workers? What
is the culture of the organization and how is that culture manifested when
you’re dealing with people that are in a distributed environment and not
meeting face to face? How are you thinking about the benefits and how are you
trying to better understand what it is that your workers need from a
flexibility standpoint?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I think all of those things
sort of go back to how do you engage your talent? And that’s the talent that
you’re trying to recruit to bring into your organization and the talent that
you have now that you’re trying to retain.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Similar
question for you, Tim. As companies are grappling with flexible work and talent
shortage issues that are critical, what does Citrix’s research and its product
development efforts tell you that they should be doing now tactically in order
to be set up strategically for this cultural shift as we’ve termed it?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The
number one thing, if you look at it, is that 90 percent of employees plan to
use a flexible work model this year. And 80 percent prefer to continue on in
that fashion. Companies really need to think about their workforce strategies in
different ways. They need to be open to flexible work arrangements to secure
the top talent and the modern skills that they need, but also to retain their
existing talent who are increasingly looking for new opportunities in this hot
job market.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Secondly, they need to create
an environment from a technology standpoint that is conducive to allowing
employees to do their best work. Before, if everyone was coming into the
office, your technology investment was pretty systematic. Now, you have to look
at what it is going to take to empower an employee to work from their own
device while protecting corporate resources, while ensuring that they have the
collaboration, communication, and productivity tools that they need to foster
more efficient work execution and collaboration across this distributed
environment.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Those are the types of things
folks need to think about. But they need to be coupled with a change in policy
and culture. One that is forward thinking about, “Okay, if I have a new
workforce strategy that is a balance between FTEs and contractors to make sure
we have the right skills on the right project and people who are managing
things in much greater pools of talent. What are the policies that we need to
put in place to make that most effective?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If I know my employees and
assume that we’re always going to be in a work environment where we’ve got to have
in-person and distributed folks participating in the same meeting, what am I
doing to foster an environment that makes it a meaningful experience for
everyone involved, not just those who are sitting in the room? And then
finally, what am I doing culturally to ensure that development opportunities
and career advancement opportunities are not hindered by the choice of where an
employee works?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/9RnDfyjWa1g" width="320" youtube-src-id="9RnDfyjWa1g"></iframe></span></div><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>here’s a major reset that
companies need to think through. In order to be competitive, to be able to
secure the top talent, tame the top talent, and drive and modernize your
business with this talent, you need to adjust on those three vectors.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Tim, I
really respect the amount of research that you’re doing there at Citrix. You’re
being empirical and not just using gut instinct on this and that’s great. And
you’re also sharing this research, so where can people go to learn more? Where
can I find some of the resources that Citrix is providing?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I
appreciate the feedback, Dana. You can go to <a href="https://www.citrix.com/fieldwork/">Fieldwork by Citrix</a> where we
incorporate and make our research available. We also have our own kind of <a href="https://www.citrix.com/fieldwork/flexible-work/innovation-through-collaboration.html">remote-work
podcast</a> there. Go to <a href="https://www.citrix.com/fieldwork/">www.citrix.com/fieldwork</a>
to check it out.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Andrew,
where can people learn more about Ardent Partners, their research, and the
future of work exchange?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Bartolini: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Go to <a href="https://futureofworkexchange.com/">futureofworkexchange.com</a>, that’s
our site that’s got all of our current research and innovative ideas and tools.
Tim even has a <a href="https://futureofworkexchange.com/2022/01/31/the-future-of-gig-work/">few
articles</a> up on the site there, too, which we appreciate.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I’m afraid
we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect
discussion on ways workers and businesses alike are adopting flexible work
models as the new normal.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And we’ve learned how
innovations such as contingent labor exchanges and intelligent workspaces are
empowering workers to control their destiny and reward their employers with
higher productivity.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, a big thank you to our
guests, Andrew Bartolini, Founder and Chief Research Officer at Ardent Partners.
Thanks, Andrew. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Bartolini: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s
been great, Dana. Thank you.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And with
Tim Minahan, Executive Vice President of Business Strategies at Citrix. Thanks
so much, Tim.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Thank
you, Dana. I appreciate the dialogue.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And a
big thank you to our audiences as well for joining this BriefingsDirect future of
work innovation discussion. I’m Dana Gardner, Principal Analyst at Interarbor
Solutions, your host throughout these series of Citrix-sponsored interviews. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Thanks again for listening.
Please pass this along to your community and do come back next time.</span></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Its_OfficialFlexible_and_Remote_Work_are_Here_to_Stay_Say_Empowered_Employees.mp3?dest-id=20179"><b>Listen</b></a><span class="apple-converted-space"><b><span style="color: black;"> </span></b></span><b><span style="color: black;">to the<span class="apple-converted-space"> </span></span></b><a href="http://briefingsdirect.com/its-officialflexible-and-remote-work-are-here-to-stay-say-empowered-employees"><b>podcast</b></a><b><span style="color: black;">.<span class="apple-converted-space"></span></span></b></span></span><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><b><span style="color: black;"><span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b><span style="color: black;">. </span></b><a href="https://www.slideshare.net/danalgardner/its-officialflexible-and-remote-work-here-to-stay-say-empowered-employees"><b>Download</b></a><b><span style="color: black;"> the transcript. Sponsor: </span></b><a href="https://www.citrix.com/"><b>Citrix</b></a><b><span style="color: black;">.</span></b></span></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="font-size: 10pt;">Transcript
of a <span style="color: black;">discussion on </span>new research into how
innovations such as contingent labor exchanges and intelligent workspaces are
changing the future of work forever<span style="color: black;">.</span> Copyright
Interarbor Solutions, LLC, 2005-2022. All rights reserved.</span></i></span></p><p>
</p><h2 class="MsoNormal" style="text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="border: 1pt none windowtext; color: #303030; font-size: 10pt; padding: 0in;">You may also be
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</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-88056662179584662072022-02-13T12:43:00.017-05:002022-02-14T09:42:47.028-05:00How Low-Code Development Has Entered a Maturity Spurt Thanks to New Process-Oriented Capabilities<p style="text-align: left;"><span style="font-family: arial;"><i><span style="font-size: 10pt;"></span></i></span></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://appian.com/platform/low-code-development/low-code-application-development.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3000" data-original-width="6500" height="214" src="https://blogger.googleusercontent.com/img/a/AVvXsEgXotmk8nHtBuCvAT5YJE1p-amkxfWdT4eMdQtttsZUy9XrCCIpc5u7MO6Lp5WSDSoc3we5zTt6sZwDpF1pbLqKB67gC1U-XR0lhFLnBaYfhxsv0ZmPXMMtoW0pghJQ6BdkbUpW3izdWY_loXpKfQWCQ0rmuILuVs7KXl2QDISEWoyW62fIUTM=w463-h214" width="463" /></a></i></div><p style="text-align: left;"><span style="font-family: arial;"><i>Transcript
of a discussion on <span style="color: black;">how the current maturity of Low-Code
development will revolutionize the delivery of essential business applications</span>.</i></span></p><p></p><div class="WordSection1" style="text-align: left;"><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><span style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--How_Low-Code_Development_has_Entered_a_Maturity_Spurt_Thanks_to_New_Process-Oriented_Capabilities.mp3?dest-id=20179"><b>Listen</b></a><span class="apple-converted-space"><b><span style="color: black;"> </span></b></span><b><span style="color: black;">to the<span class="apple-converted-space"> </span></span></b><a href="http://briefingsdirect.com/how-low-code-development-has-entered-a-maturity-spurt-thanks-to-new-process-oriented-capabilities"><b>podcast</b></a><b><span style="color: black;">.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b><span style="color: black;">. </span></b><a href="https://www.slideshare.net/danalgardner/how-lowcode-development-has-entered-a-maturity-spurt-thanks-to-new-processoriented-capabilities"><b>Download</b></a><b><span style="color: black;"> the transcript. Sponsor: </span></b><a href="https://appian.com/"><b>Appian</b></a><b><span style="color: black;">.</span></b></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Hi,
this is <a href="https://twitter.com/Dana_Gardner">Dana Gardner</a>, Principal
Analyst at Interarbor Solutions, and you’re listening to <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>.</span></span></p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Closing the gap between the
applications and services a company needs -- and the ones they can actually produce
-- has long been a missing keystone for attaining digital transformation.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">For increasingly software-driven
organizations, the speed by which developers produce the needed processes, data
flows, and business transactions has been much too slow for much too long. Fast-forward
to the pressing new requirements of pervasively digital business in 2022, and
it’s abundantly clear that something has to change.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Stay with us now as we explore
the latest capabilities and burgeoning strengths of </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Low-code_development_platform">Low-Code</a>
software development. To learn how the current maturity of Low-Code development
will revolutionize the delivery of essential business applications, please welcome
<a href="https://appian.com/resources/leadership/team/matt-calkins.html">Matt
Calkins</a>, Founder and CEO of <a href="https://appian.com/">Appian</a> in
Reston, VA. Welcome, Matt.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/uHoKn427bc0" width="320" youtube-src-id="uHoKn427bc0"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>att Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Hi,
Dana, it’s a pleasure being here.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Matt,
in a nutshell, what is </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://appian.com/low-code-basics.html">Low Code</a>, and why is this a
great time for it to revolutionize digital business?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Low Code
is <a href="https://appian.com/resources/resource-center/demos-ebooks-guides/low-code-guide.html">a
new way to build applications and processes</a>. Instead of using code, drawing
your code line by line, you make a picture. You draw a flowchart with lines, boxes,
and arrows -- with a start node and an end node -- and that becomes your
program.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><a href="https://appian.com/resources/leadership/team/matt-calkins.html" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="200" data-original-width="200" height="284" src="https://blogger.googleusercontent.com/img/a/AVvXsEiBtaUXmz95D-l1-UHY6GmBPzyVTDObIf3yhbL41S9PokN0PPkKi_rynpB2e6Dbo2NxTHEOBqv18qpLdH-MD29GcTidPtOnPIS28o8CPIJcz4iTu3dwFdN_-zTQVCFc-G6pgjz8DGIFGdOF91CGi5aCOwypaljmlxjrXIW-o2AHf3v3iszqh9E=w284-h284" width="284" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://appian.com/resources/leadership/team/matt-calkins.html"><b><span style="font-size: small;">Calkins</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">Instead of thinking of a
program, it’s now like a series of characters and instructions. At its essence,
it’s a drawing. That’s a very human way to program and to envision a process.
It’s a very human way -- and it’s empowering to people because it’s intuitive
to all of us. It’s also a lot faster. And this is the key advantage of low code.
When you do less coding, you move faster.</span></span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Now a person can describe a
new process by drawing a flowchart -- maybe 10 times as fast, even 20 times as
fast, as they could have described the same process using lines of code. When
you put that kind of power of speed in the hands of a person, they can develop
a lot more software. They can not only develop it, but they can also go back
and change it periodically to keep up with the times. It allows far greater
flexibility in the way your organization behaves as expressed through software.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> What
is it about the maturity of Low Code now that has more people excited about
using it?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Speeding the inevitability of
change</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">C</span>alkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Low Code
is about speed, and speed is helpful because it helps you keep up with change.
There’s never been a time that there’s been so much change to keep up with. In
the last few years, change has gone from being a nice-to-have to being a must-have.</span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We've been talking about change and digital transformation for years, but it's never been so imperative as in the last few years. We've now reached a turning point where change is no longer an option.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">In the pandemic, every organization
had to change to survive, to keep up with the way their customers wanted to do
business, the way their employees wanted to work, the locations from which they
wanted to work, and to keep up with regulations.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We’ve been talking about
change and digital transformation for years, but it’s never been so imperative
as in the last few years. We’ve now reached a turning point where change is no
longer an option. It’s a necessity. The speed of Low Code allows you to change
-- and change is what we’re all about at Appian.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> So, what
can make software development more of a wind in your sail rather than an
obstacle to overcome?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Software
has been too difficult to create -- and to change. Someday we’re going to look
back on this period of history and be amazed at how hard we made it on
ourselves to program our machines. And how difficult it was to change the
behavior of our organizations, because, of course, our behavior is written in
software. We’re going to look back and think it’s astonishing that our software
was the most immutable thing about our organizations. It’s harder to change
than our building, our logo, or our management. Anything could be changed more
easily than our software.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://appian.com/platform/overview.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2500" data-original-width="4000" height="293" src="https://blogger.googleusercontent.com/img/a/AVvXsEi7TfamScvB7P7kqtfMqEmI3yG53A0paLia0u7yYzDG0fEQPdW6KfRuhg_3eYix4QVi9dQ6-Sjpe1X_5k5vfIPhBm088hoo8X9cD75rlyHf8WBY6g1FNakK7U4gFbNnSKxpnDXpyCsCb4scpc3VAI4m_M5vzc3Fedz53v2DhrTA1ZufO7Xihd0=w469-h293" width="469" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>T</b></span>hat makes no sense to me,
because software is ideas, and it should be easy to change them. But the way
we’ve created code is so difficult. This structured language with which we
instruct machines, it is so complicated, it is so inscrutable. If you didn’t write
it, it’s hard to know what the person who did write it was thinking. </span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It remains very difficult to create
and to change our applications. This has got to change. We know we need more
software -- and we’re not getting more developers. So, one way or another, we
need a faster way to create and change our software.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Low Code is such a way because
it makes it intuitive. You’re drawing, you’re dragging and dropping boxes and
arrows; it’s very human-like in the way we’re communicating. It’s the last link
in a long chain of advancements in the ease by which people instruct their
machines. Starting with <a href="https://en.wikipedia.org/wiki/Ada_Lovelace">Ada
Lovelace</a> programming the <a href="https://en.wikipedia.org/wiki/Analytical_Engine">Babbage machine</a><span class="MsoHyperlink">,</span> and all the way up to the present day, we have kept
making it easier to program our computers<span><span style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Get the Full Guide </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://appian.com/resources/resource-center/demos-ebooks-guides/process-mining-guide.html">On Process Mining for Change </a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>L</b></span>ow Code is just one more step
in that direction. It’s not a finished step, we keep trying to make Low Code
more intuitive, using more wizards, more drag-and-drop, and minimizing the need
for anything that looks like code. We keep working on that, and now we
understand the urgency between the <a href="https://www.prnewswire.com/news-releases/appian-process-mining-now-available-301466096.html">global demand for new processes</a> or software
and the urgency of change in the pandemic era. We have every reason to be as
fast as possible in the way we provide change to our customers.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
suppose another difficulty has been the communication of requirements from
those who are in the trenches, so to speak, to those who are doing the software
development. Is there something about Low Code too that helps understand <a href="https://appian.com/bpm/what-is-process-mining.html">what the business is doing</a>? Is there a benefit not only in the coding, but also in
the communication?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
absolutely, there is. If you or I were to look at a Low-Code application, we
would understand the main structure of how it works. We would understand the flow
because it is a flowchart.</span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">By making it understandable to everybody, even the ones who didn't program it, we've democratized the meaning of a program. We're made it easier to create that program.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">By making it understandable to
everybody, even the ones who didn’t program it, we’ve democratized the meaning
of a program. We’ve made it easier to create that program, but also easier to
understand it and therefore, to validate it, to look at it and think that’s not
exactly the way I believe it should work. If I’m in the trenches, you may have
written it, but I’m looking at it and I know that it’s not right.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">That’s a higher degree of common
knowledge that will help us be on the same page, write better software, and
pivot our organizations more quickly to match the needs that only our people in
the trenches, as you say, know that we have.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> You
mentioned earlier, Matt, that we’re having a hard time finding developers.
Seems like we’re having a hard time finding all sorts of skills and labor, but
development seems near the top. If we have a finite set of resources, but we
have growing demand for software, how do we reconcile these two realities?</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> We’re
just going to have to get better at creating applications more cheaply and with
less time. Because we can’t continue these two curves; they’re diverging, and we
need way more software and we’re not getting way more developers.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And for that matter, the cost
of a developer we can get is very expensive. So, we need to be more efficient
and get more applications per developer, per year. So, if it’s not Low Code, it’s
going to have to be something very much like Low Code, a more human, intuitive,
and faster way to express our instructions to a machine.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Another way you do this, of
course, is to <a href="https://appian.com/low-code-basics.html">democratize programming</a> to the point where not everybody who does
it has to be a “developer,” maybe we could take somebody who’s a power user and
bring them in and make them a programmer.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Maybe we could create a
programming language, a Low-Code programming language, that is easy enough so a
fairly technical person could spend a month and become a productive
professional developer in this medium. That’s what we’re going for. We want to
democratize access to programming so that more people become developers -- and
developers become far more efficient.</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Pioneers in democratizing
programming</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">G</span>ardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> What
is it about Appian’s legacy that puts you in a position to be helpful in all of
this? What is it about what Appian brings to the table that helps make this
transformation?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> We’ve
been focused on this for a long time. For about 15 years, we’ve been on this
exact issue. How do you create a program by drawing a picture? I encountered
that idea nearly 20 years ago, loved the concept, felt it was necessary.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The way the world was going --
more software, not more programmers -- I realized we’re going to need something
like that. So, we have been working on it for more than a decade and a half. We
were the first Low-Code company to go public in 2017. We’ve been pioneering
this space; we’re not the only pioneer, but we’re definitely one of them.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://appian.com" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="627" data-original-width="1200" height="144" src="https://blogger.googleusercontent.com/img/a/AVvXsEggbLJ7Tq-ZbfDK5E1XbIIjLewgpgcd4qwO3cDbAEjYFmvftlquOeNXvkwpFzupxxBl2C29K2qy6KGkw0MVovS362BB-Lw7JhIrMDVfZgiwzdiE8DnHD39YJaI3eqaiep-1wT7ND4hA_laSmLJFU31bQMpHFRwMHjFULkxJJzWrVTMB8hRPxSk=w277-h144" width="277" /></a></div><p style="text-align: left;"><span style="font-family: arial;">We’ve put a lot of thought
into this, and our entire business is focused on just this: Empowering people
to create their processes. And so, we’ve a lot to add. We’re setting the
standards. We’re creating the new shape of the market. We’re introducing the
new nomenclature.</span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Low Code wasn’t a big thing
when we decided that that was the right term. We went public with “Low Code” as
our headline, and a lot of people thought, “Oh, you shouldn’t do that. You
should always go public with a very famous well-known market.” But we were
first. And now, it’s a much bigger deal.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I’ve
been curious over the years as to why, as software become more sophisticated –
with computer aided design (CAD), engineering, and media and video production,
and the design of homes and buildings – that it seems like developers put all
their emphasis into automating the business tasks of others. Have they been too
busy to automate what they were doing? Do the cobblers’ children have no shoes?
Why has the development of software for the development of software lagged?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> You
know, it’s funny. You’re right on this dichotomy. You could think of the
advances in software as being of two types. There’s the sheer power inside the
software application. And then there’s the connection from the user to the
application. And, of course, according to <a href="https://en.wikipedia.org/wiki/Moore%27s_law">Moore’s Law</a>, the processing
power is increasing all the time.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/uHoKn427bc0" width="320" youtube-src-id="uHoKn427bc0"></iframe></span></span></div><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>W</b></span>e have so much more power to
work with. It’s incredible what these programs can do. But the interface hasn’t
advanced as much, has it? The connection between a human and the machine is not
advancing, not according to the pace of Moore’s Law.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Sometimes it seems pretty
backward. It seems like we ought to be able to do better in facilitating human-to-machine
collaboration and instruction. And at Appian, that’s what we’re all about. You
can’t just surf the advances in the latest chip technology. You have got to
think about what would be more human and what would be more intuitive and
empowering. That has to be a critical area of advancement as well.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Well,
the need for improvement is very clear. So, Matt, as an industry, where is Low
Code going?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Low Code with a purpose</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">C</span>alkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Low
Code is in the midst of a dramatic change. Like all industries that reach
maturity, it has to change at some point from focusing on what it does to
focusing on what it’s for. So far, the Low-Code industry is focused on what it
does, and you can see that in the name <i>Low Code</i> even. That’s what it
does. It gives you an interface to create a program with less code, that’s Low
Code.</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We need to make it easier to conceive of a new process, design it, deploy it, run it, and change it -- end to end. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">What it doesn’t address is
what it’s for, and what it’s for has changed. This industry is now about
providing the ability to bring change to our customers. Our customers want to
create a new behavior, and these days behavior is done in software. You’re
going to <a href="https://appian.com/resources/resource-center/demos-ebooks-guides/process-mining-guide.html">create a new process</a>.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We therefore need to make it
<a href="https://appian.com/bpm/what-is-process-mining.html">easy for a customer to conceive of that new process</a>, design it, deploy it, run
it, and change it -- everything about it, end-to-end. We are going to be a
<a href="https://www.prnewswire.com/news-releases/appian-process-mining-now-available-301466096.html">change engine</a> that allows them to create -- and do everything -- with a new
process.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">That’s the emerging mission
for our industry. We can’t afford any longer to be about the technology. We must
be about the effect of the technology.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Matt,
can we unpack this for two different constituencies? One would be the business
leader, so they understand what you’re getting at. But also the technologists,
the IT people and developers. What does this mean for <i>businesses,</i> and
what does this mean for <i>technologists</i>?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;">
First, it means that business and technology are going to be using the same
product. Instead of having a product for business, a product for technology, and
yet another product later on -- we need a unified suite. We need a change
engine that gets you from discovering your new process to designing your new
process to automating and deploying your new process. The business will be
involved in this largely in the discovery phase and the return on investment (ROI)
phase<span style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Get the Full Guide </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://appian.com/resources/resource-center/demos-ebooks-guides/process-mining-guide.html">On Process Mining for Change </a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>A</b></span>nd then, the technologists
and the developers are involved in the design, deployment, and automation. It’s
going to be one platform, a single product with a single stock keeping unit (SKU)
getting you from the beginning to the end on a new process as fast as possible.
By bringing all these people together via a common language and common
interface, we make it so much easier for businesses to change. And if you don’t
think this is necessary, just consider how much difficulty businesses have
today with changing fast enough.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">They’re always behind the
times, always behaving a little too slowly, always reacting to new ideas slower
than they should; always, like you said, having their aspirations unmet and their
backlog too big. Businesses need to move faster. They need change. And so,
we’re providing a change engine to facilitate that most fundamental want in
every business I’ve seen.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Another
trend I’ve noticed over the years, Matt, is that in development, we go through
a pendulum swing between centralization and decentralization. On one end there
are a lot of different new tools, better testing environments, and yet a lack
of integration between them all. That gets too unwieldy, and we swing back to
more centralized and integrated platforms.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Is that what’s happening with
Low Code as well? Are we swinging in one direction or the other?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> You’re
completely right about that pendulum. I’ve seen the same thing over the last
few decades. And lately, the pendulum has swung pretty far toward the power of
the largest stack vendors and the big technology vendors. They’ve become
exceptionally powerful, pervasive, and irreplaceable in many organizations.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://appian.com/resources/resource-center/demos-ebooks-guides/low-code-automation-buyers-guide.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3840" data-original-width="5760" height="297" src="https://blogger.googleusercontent.com/img/a/AVvXsEgJ8l4n1MBWTKI7b4Dl9aSwsGSgVmFYNgBXHbut2r5cN8dkr0gsi6aqbJ4TVHLT_Hq2kK8q55dGY-3V4pS79CImpMlMDlmOD1POzHn81M8THHO3YzGJJETZGjn9WjUAsblmx4_Mk0m8PHoHDcUgYkTh3jUoN_NA81sCv7BfX98W8dAWkKmCTVw=w446-h297" width="446" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>I</b></span> believe that the pendulum,
when it swings, is going to swing back in the other direction. It’s going back
to best-of-breed because best-of-breed tends to have better products. It’s
going to be very important for customers to get the speed of change that they
want and the agility in the way they execute their plans.</span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Big tech is going to be a straitjacket
to achieving that. So, they’re going to want freedom of choice. They’re going
to want to be able to plug into whatever data sources they may have around the
enterprise instead of having to move all the data to one location. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">There’s going to be a swing
back in that pendulum toward best-of-breed and freedom, and the natural
idiosyncrasy that emerges in any large organization. You can’t put that in a
straitjacket or a cookie cutter. They’re going to want to express their unique
plans and their unique backgrounds.</span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Low Code is empowering because you can program quickly -- and so you can change quickly. You can adapt to your unique organization and your own data from many different places. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Low Code is an empowerment
tool in this way. It’s empowering because you can program quickly -- and so you
can change quickly. But it’s also empowering in that you can adapt to the
unique organization that you already are. You can adapt to the fact that you
have your data in 27 different places. Some of them are in the cloud, and some
of them are on-premises. They’re in different formats. Some of them are
databases that you haven’t touched in 20 years.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Your data is scattered, right?
That’s a situation that demands freedom, and Low Code is very good at adapting
to unique situations like that. So, Low Code is empowering in that it facilitates
idiosyncrasy and it also is going to benefit from that swing away from
centralization and toward best-of-breed and individual empowerment.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> When
we look for the best-of-breed approach to things like process mining, Low Code,
and democratization of skills, are there specific use cases that come to mind
where this will be the most valuable the soonest? Is there a low-lying fruit,
if you will, to where Low Code platforms will emerge so that the early adopters
get the best, empowering results?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Behavioral change in software</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">C</span>alkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Every
organization of scale needs change, especially in the last few years, because
change has become such a norm. Every organization is going to need to make
changes.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Imagine a new regulation. Imagine
entering a new business. Imagine launching a new product. Imagine having your
customers expect something different from you and needing to change your behavior
to adapt to that. Imagine your employees saying that they want to work in a new
way from a new location, in a new pattern, and on different hours. All of these
things require new behaviors. And when you adopt a behavior at scale in an
organization, you are always facilitating it with software. So, every change an
organization needs to make now is a change that is written or drawn in
software. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://appian.com/platform/overview.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4016" data-original-width="6016" height="314" src="https://blogger.googleusercontent.com/img/a/AVvXsEiNZI-wCATOZl8Md5g5MwgzGND3xZGTwyi77DhsmdtcYSrgqRiB9zn6MDl3kZOcxig_GmH2fXkGnMLnxe-gvjoLgvyJl-Xtq4P0vheLEhLC5Nise_KyKbKQDdzfB_51BqzJKOF47k2sCXSubXREgXBpSgjk5qp5aDNGVEu-eHRAHFLID80ifCQ=w468-h314" width="468" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>F</b></span>or example, we recently helped
a large financial institution, maybe the most famous financial institution in
the world. They were launching a new product, entering a new market. They
needed new behaviors and they realized they couldn’t code it fast enough, so
they turned to us. </span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">They used our Low-Code
platform to program the new behaviors, the new case management that they required
to launch this product, and then they were able to launch on time. It was
successful. Every time they have to make a new launch or adjustment or behavior
around this product, they can come right back to this platform and write some
new processes and it’s as easy as drawing.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It’s Low Code, very simple. It’s
become a major part of the way they do business. They’ve relied on Low Code to
enable their agility -- and every large organization is facing the same
situation. They need to be agile. They’re looking for a means to change quickly
and Low Code can be that.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Matt,
are there any misconceptions that you find in the field about Low Code? Perhaps
it’s time to better understand the reality. It sounds like from that last
example that there are some people who might not be understanding the benefits.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins: </span></b><span style="font-size: 11pt; line-height: 150%;">The
biggest misconception about Low Code is that it isn’t powerful. It’s simple and
so, people assume that it’s a toy. But it’s anything but. In fact, it is as
powerful as a development language. It’s in use today by the largest
organizations in the world to create some of the most important processes that
they run, processes that are a matter of law or a matter of satisfying the
customer that addresses the core workflows in an organization. Low Code is used
for some of the world’s most important processes today, and so, that’s the
number one misconception.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The next misconception is that
it’s hard to get into. Low Code in fact is exceptionally simple to get into. In
fact, you could log on to <a href="https://appian.com/resources/resource-center/demos-ebooks-guides/low-code-guide.html">Appian’s
website and learn right there</a>. We have <a href="https://appian.com/resources/resource-center.html">videos</a>, there’s a <a href="https://appian.com/customer-success/education.html">training course</a>,
there’s a <a href="https://appian.com/platform/pricing.html">free environment</a>
that you can use. We’re making it as easy as possible to learn Low Code, make
that part of your skill set and make use of it. So, Low Code is actually easy
to get into and very powerful, but not everyone realizes it.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> How do
traditional software developers feel about Low Code? How do they react to it?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Well,
some of them dive right in and realize that it’s very empowering. Others are
very attached to a programming language that they’ve used in the past and
preferred to stick with it. I see all kinds of reactions. </span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Low Code is simple so people assume it's a toy. But it's anything but, it's as powerful as a development language. And it's used for some of the most important processes today.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But to those on the edge of
programming, let’s say they’re starting a career. They’re in their 20s, they’re
learning their place in the world of development and this Low Code tool comes
along. Well, they love it, they love it. Those who are getting going with their
careers see this as an unqualified positive -- and they enthusiastically get
involved.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It’s true, the wages are very
high right now, salaries are high for people who know how to do this. There’s a
shortage of Low-Code developers. The people who know how to do this are
commanding a lot of money and influence in the market. So, I see Low Code as a
great tool for those who are finding their way into the development field.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> If
you’re a chief technology officer (CTO), a chief executive officer (CEO), or on
the board, if you’re a chief information officer (CIO), how does Appian help
you in your role and your company?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Empowered processes and
partners</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">C</span>alkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> If
you’re an executive at a big organization, you have to ask yourself, “Are we
changing fast enough?” Almost certainly, the answer is going to be, “No.” Seriously
think about that. Don’t measure yourself against what you thought was possible.
Measure yourself against what your customers would like.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Are we moving as fast as our customers
wish we were moving? Are we introducing new products? Are we changing our
behavior? Are we as responsive as, ideally, we could be? There’s almost no
business I know of that could say yes to that question<span style="font-size: 11pt; line-height: 150%;"><span><span style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Get the Full Guide </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://appian.com/resources/resource-center/demos-ebooks-guides/process-mining-guide.html">On Process Mining for Change </a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>I</b></span>f it’s true that you would
like to move faster, now is your chance. There’s now such a thing as a Low-Code
suite that can take you from discovering a new process, to designing it, and
automating it in the same product. You can increase the rate at which you launch
a new process by 10x or 20x.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">So, an executive can ask these
questions and then direct the organization to look into Low Code. Whether
you’re on the board, the CEO, the CTO, or the CIO, the direction would be the
same. Ask that question and then talk to some Low-Code vendors.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> How
about the ecosystem that’s around you? It seems like over the years, there have
been consultancies that have developed within vertical industries and focus on
solutions. It seems to me that Low Code would be very important and of interest
to them. They’re not interested in selling software; they’re interested in
creating solutions in vertical industries. What is your partner ecosystem like?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> There’s
been a lot of enthusiasm. If you have expertise in one vertical industry and
you want to bring that expertise to value by instantiating it. Well, there’s no
better way to instantiate it than in a Low-Code framework. It’s so easy to
deploy and adjust. Every client you have is going to want a variation on your expertise,
but the core expertise can be expressed and then modified to fit each
circumstance so quickly in Low Code.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Instead of selling your time on
an hourly basis, you’re selling your ideas and they’re reproducible. This is a
critical pivot where you go from selling the minutes to selling the ideas. This
has been very enthusiastically adopted by people who are consultants and who
have expertise in one industry or another.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Matt,
where should we expect the direction of Low Code productivity to go next?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">See the process mining big
picture</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">C</span>alkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Appian
recently <a href="https://www.prnewswire.com/news-releases/appian-process-mining-now-available-301466096.html">announced</a>
a major <a href="https://appian.com/bpm/what-is-process-mining.html">new
product</a>. We announced our process mining module, which we’ve been working
on for a long time. We <a href="https://appian.com/resources/newsroom/press-releases/2021/appian-acquires-leading-process-mining-company.html">bought a company</a>, and we’ve been developing it. We
finally merged it all into our platform and <a href="https://appian.com/platform/overview.html">Low-Code suite.</a></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><a href="https://appian.com/bpm/what-is-process-mining.html">Process mining</a> is like an
x-ray giving you a view into what behaviors happen inside your enterprise. It
looks at the usage logs of your applications, weaves them together to create a
unified understanding of the sequences and the patterns of behaviors that
happen whenever you launch a new use case of any kind.</span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Process mining is like an x-ray giving you a view into what behaviors happen inside your enterprise. It creates a unified understanding of behaviors.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">So, after a customer calls, as
an example of a use case, what do you do? If a problem happens in such a
process, what sequence of actions do you then best pursue? Based on that process
mining look -- that x-ray into your actions -- you can tell whether it’s too
slow, you’re being inefficient, you’re spending too much money routing work to
the wrong resource or keeping your customers waiting too long. This x-ray can
tell you a lot about where you need to build a new process or improve your existing
processes.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">When you get that diagnostic,
you can convert it. You can make a workflow based on what you learned. So, this
is the natural starting point for the journey of process optimization. First,
we take the x-ray, and we understand what’s inefficient and where we need to
make an improvement. Then, we develop the new process. We use a Low-Code workflow
interface to drag and drop the right process -- and then we automate it. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">You start with discovery, go
to design, and then you go to automation -- and it’s on the same product. I
think it’s a big step. It’s going to be a great way to measure ROI. It’s going
to be a great way to find new places to use Low Code. And it will be well in
demand by our partners because they’re going to enjoy deploying their expertise
to discover new places where they could be of use.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> The
timing is very auspicious in that processes are now distributed across multiple
organizations. As we’ve gone to cloud-native services and using third parties
as software as a service (SaaS) services for so much, it’s hard to grasp the whole
process. They are not necessarily inside your four walls, and probably never
will be again. Is there something about process mining that helps ameliorate
this complexity of a distributed business?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><b><a href=" https://appian.com/bpm/what-is-process-mining.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3840" data-original-width="5760" height="306" src="https://blogger.googleusercontent.com/img/a/AVvXsEgrWKu6cuoAp7hPSrBvm9DsZtRJcV9SRD62DQwR58wuHTOKJQmk_104FEFWFDRWEuVcTkk-dXd7-46oRhlnyWYXbJS1vpQmTAwB4ImcmFS62r46HSzKypAAVh7K9FMAuhASR7LYH4i2mppEsUJgXGBd1Zh-WBjfxUSFOjLgmR8DquR1_Y-5oSk=w461-h306" width="461" /></a></b></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">C</span>alkins:</b><span style="font-size: 11pt; line-height: 150%;"> Yes.
Process mining looks at all the usage logs and brings them together. That’s the
magic of the technology. So, whereas we used to see only an aspect of the
business and one dimension of our behavior at a time, now we see all of it.
Just like if you’re going from a 2D view to a 3D view, things start popping out
at you. It becomes much clearer about what could be improved and where the
inefficiencies lie. It’s a great clarification tool.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> It
sounds like that’s something we could dive deeper into at some point and it’s
very interesting. Any other ways that people can learn more if they’re
intrigued about Low Code? What do you advise them in terms of making this move
from a lesson into an engagement?</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> We’re
so eager to make it easy to learn Low Code. We’re <a href="https://appian.com/landing/community-edition/get-started.html">building our
community</a> as fast as we can. We have <a href="https://appian.com/resources/resource-center.html">free resources</a>, <a href="https://appian.com/platform/pricing.html">free environments to use</a>, a
great program to get you involved, a forum where you can post your work and learn
from other people’s work. Just go to <a href="https://appian.com/">Appian.com</a>
or <a href="https://appian.com/low-code-basics.html">lowcode.com</a> and avail
yourself of all these resources. It’s a booming industry.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I’m
afraid we’ll have to leave it there. You’ve been listening to a sponsored
BriefingsDirect discussion on the latest capabilities and burgeoning strengths
of Low-Code software development.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/uHoKn427bc0" width="320" youtube-src-id="uHoKn427bc0"></iframe></span></span></div><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>A</b></span>nd we’ve learned how the
current maturity spurt of Low-Code development will revolutionize the delivery
of essential business applications. So, a big thank you to our guest, <a href="https://www.linkedin.com/in/mattcalkins/">Matt Calkins</a>, Founder and
CEO of Appian. Thank you, Matt.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Calkins:</span></b><span style="font-size: 11pt; line-height: 150%;"> Thank
you, Dana. It’s been a great pleasure.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And a
big thank you as well to our audience for joining this BriefingsDirect future
of application development discussion. I’m Dana Gardner, principal analyst at
Interarbor Solutions, your host for this Appian-sponsored interview.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Thanks again for listening,
please pass this along to your digital business associates, and do come back
next time.</span></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><span style="font-size: 10pt;"><b><span style="color: black;"><span class="apple-converted-space"><span style="font-family: arial;"><span style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--How_Low-Code_Development_has_Entered_a_Maturity_Spurt_Thanks_to_New_Process-Oriented_Capabilities.mp3?dest-id=20179"><b>Listen</b></a><span class="apple-converted-space"><b><span style="color: black;"> </span></b></span><b><span style="color: black;">to the<span class="apple-converted-space"> </span></span></b><a href="http://briefingsdirect.com/how-low-code-development-has-entered-a-maturity-spurt-thanks-to-new-process-oriented-capabilities"><b>podcast</b></a><b><span style="color: black;">.<span class="apple-converted-space"> </span></span></b></span></span></span>Find it on<span class="apple-converted-space"> </span></span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b><span style="color: black;">. </span></b><a href="https://www.slideshare.net/danalgardner/how-lowcode-development-has-entered-a-maturity-spurt-thanks-to-new-processoriented-capabilities"><b>Download</b></a><b><span style="color: black;"> the transcript. Sponsor: </span></b><a href="https://appian.com/"><b>Appian</b></a><b><span style="color: black;">.</span></b></span></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><i><span style="font-size: 10pt;">Transcript
of a discussion on <span style="color: black;">how the current maturity of Low-Code
development will revolutionize the delivery of essential business applications</span>.
Copyright Interarbor Solutions, LLC, 2005-2022. All rights reserved.</span></i></span></p><p>
</p></div><span style="font-family: arial;">
</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-12938032057657020412022-01-12T13:20:00.009-05:002022-01-13T11:54:15.004-05:00When it Comes to API Security, Expect the Whole World to Be Testing Your Mettle, Says Twitter CISO<p><span style="font-family: arial;"><i><span style="font-size: 10pt;"></span></i></span></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://help.twitter.com/en/safety-and-security" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3000" data-original-width="4000" height="357" src="https://blogger.googleusercontent.com/img/a/AVvXsEjy9iA0a4u3NXG4InrWlcdXWGwv8-J3wev7FyxBZVkPvQVvgfvOmlAzUw1uh1lrCBVDKRc1qujMWkkVpzE5civw0sSXWr3ybjbEH4ZkQvFwMtUL5GajcjIBUmb3X31FZEa9XLIZggwfYEZJ2R11_hkPjI1EqBjVhE_ty0QxF4uPBnrmKlKdFhI=w476-h357" width="476" /></a></i></div><p style="text-align: left;"><span style="font-size: small;"><span style="font-family: arial;"><i>Transcript
of a discussion on how </i><i><span>Twitter’s chief information security officer makes the most
of APIs by better knowing and managing them across their full lifecycles</span></i><i><span>. </span></i></span></span></p><p></p><div class="WordSection1">
<p class="MsoNormal"><span style="font-family: arial;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--When_it_Comes_to_API_Security_Expect_the_Whole_World_to_Be_Testing_Your_Mettle_Says_Twitter_CISO.mp3?dest-id=20179"><span style="font-size: 10pt;">Listen</span></a><span style="font-size: 10pt;"> to the </span><a href="http://briefingsdirect.com/when-it-comes-to-api-security-expect-the-whole-world-to-be-testing-your-mettle-says-twitter-ciso"><span style="font-size: 10pt;">podcast</span></a><span style="font-size: 10pt;">. Find it on </span><span style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a></span><span style="font-size: 10pt;">. </span><span style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/when-it-comes-to-api-security-expect-the-whole-world-to-be-testing-your-mettle-says-leading-ciso">Download</a></span><span style="font-size: 10pt;"> the transcript.
Sponsor: </span><span style="font-size: 10pt;"><a href="https://www.traceable.ai/">Traceable</a></span><u><span style="color: blue; font-size: 10pt;"> </span></u><span style="font-size: 10pt;"><a href="https://www.traceable.ai/">AI</a></span><u><span style="color: blue; font-size: 10pt;">.</span></u></b></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Hi,
this is </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://twitter.com/Dana_Gardner">Dana Gardner</a></span><span style="font-size: 11pt; line-height: 150%;">,
Principal Analyst at Interarbor Solutions, and you’re listening to </span><span style="font-size: 11pt; line-height: 150%;"><a href="http://www.briefingsdirect.com/">BriefingsDirect</a></span><span style="font-size: 11pt; line-height: 150%;">.</span></span></p>
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">For developers and business
architects alike, they often don’t know how a technology has adversely impacted
a company -- until it has run amok. Just as cloud computing initially seeped
into organizations under the cloak of <a href="https://en.wikipedia.org/wiki/Shadow_IT">shadow IT</a>, an application
programming interface’s (API) use in adoption has often followed an organic, inexact,
and unaudited path.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">IT leaders know they’re benefiting
from APIs -- internal, via third parties, and often outwardly exposed -- they
just don’t know where they are, how much they support key services, and how
they’re being used … or <a href="https://www.traceable.ai/blog-post/traceable-ai-can-help-detect-and-protect-against-the-log4j-rce-cve-2021-44228-zero-day-exploit">abused</a>.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Stay with us now as we explore
how API-intensive and API-experienced businesses are <a href="https://www.traceable.ai/free">bringing maturity</a> to their
APIs’ methods and protections.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">To learn how <a href="https://twitter.com/home?lang=en">Twitter</a>, a poster child for business-critical
API use, makes the most of APIs by better knowing and managing them across
their full lifecycles, we’re joined by several guests to discuss API maturity.</span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Please
welcome <a href="https://www.alissaknight.com/about">Alissa Knight</a>,
recovering hacker and partner at <a href="https://knightinkmedia.com/">Knight
Ink</a>. Welcome, Alissa.</span><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/CfjXi-mv5nU" width="320" youtube-src-id="CfjXi-mv5nU"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">A</span>lissa Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> Thank
you, Dana. I appreciate it.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner</span></b><span style="font-size: 11pt; line-height: 150%;">:
We’re also here with <a href="https://www.linkedin.com/in/rinkisethi/">Rinki
Sethi</a>, Vice President and Chief Information Security Officer (CISO) at <a href="https://twitter.com/">Twitter</a>. Welcome, Rinki.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Rinki Sethi:</span></b><span style="font-size: 11pt; line-height: 150%;">
Thanks, Dana. It’s nice to be here.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Security
researchers at <a href="https://www.akamai.com/">Akamai</a> in their <a href="https://www.itworldcanada.com/article/attacks-on-apis-are-under-detected-and-under-reported-says-akamai-report/463391">latest
state of the internet report</a> detail how cyber criminals have noticed APIs
and are turning them into an attack vector. This in itself isn’t a surprise,
but the degree to which people are not prepared for such vulnerabilities as <a href="https://www.traceable.ai/blog-post/traceable-ai-can-help-detect-and-protect-against-the-log4j-rce-cve-2021-44228-zero-day-exploit">the Log4j issue</a> is.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Rinki, how do CISOs such as
you at Twitter get the most out of APIs while limiting the risk?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/rinkisethi/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="450" data-original-width="449" height="302" src="https://blogger.googleusercontent.com/img/a/AVvXsEjnAdZqQ9hZPaOB88_z8q7_ZaKBoE_Pb5KVYtwGxO4exJdF-howB8t4vbSusMT2J8GHMlUzMsu-IflHBFQDGDJ8Ic5J5A4Stluh4XDe1SVfbSjWw0qdYcZaZGcoeHYinbF3E4aZw66a05Lt1dGyj4vglEy1eh44bO5yk78EekYrkL93SibsM6w=w301-h302" width="301" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/rinkisethi/"><b><span style="font-size: small;">Sethi</span></b></a></span></td></tr></tbody></table><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Sethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> Securing
APIs is a multi-layered approach. My philosophy is that APIs are meant to be
exposed. We expose APIs to enable developers to do amazing things on our
platform.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">So, you need a multi-pronged
approach to security. There are basic tools that help you prevent risk around
APIs, whether it’s <a href="https://www.akamai.com/blog/security/2021-volumetric-ddos-attacks-rising-fast">volumetric
attacks</a> or the basic vulnerabilities and supporting the infrastructure. But
really, each API introduces its own risk, and there is a multi-layered approach
in how you go and secure that.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Rinki,
what’s your history as a <a href="https://en.wikipedia.org/wiki/Chief_information_security_officer">CISO</a>?
And please tell us about your tenure at Twitter.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Sethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> I’ve
been in the cybersecurity industry for almost two decades now. I’ve been around
the block at some really great brands in the Bay Area, from working at <a href="https://www.ebay.com/">eBay</a> to <a href="https://www.paloaltonetworks.com/">Palo Alto Networks</a> to IBM.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">I took my first CISO role
almost three years ago at a start-up company called <a href="https://www.rubrik.com/">Rubrik</a>, a <a href="https://en.wikipedia.org/wiki/Rubrik">unicorn</a>, and helped them after
a security breach and to scale up their security program. That was my first
role as CISO. Before that, I held various roles leading product security,
security operations, and governance, risk, and compliance (GRC).</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">While at Rubrik, during early COVID,
we had to scale back and focus on how to thrive as a business. At that time,
Twitter reached out. I joined Twitter after <a href="https://en.wikipedia.org/wiki/2020_Twitter_account_hijacking">the
security breach</a> and before the U.S. election to help build out a scalable
security program. And so, here we are. I’m a little over a year into this role.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> The
good news about APIs is they’re widely exposed and can be used productively.
The bad news is <a href="https://en.wikipedia.org/wiki/Log4Shell">they’re greatly exposed</a>. Knowing that and living with that,
what keeps you up at night? What’s a lingering concern when it comes to the use
of APIs?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Decrease API vulnerability
ASAP</span></i></b><b><span style="line-height: 150%;"> </span></b></span></span></h3><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">S</span>ethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> The
explosion of APIs in use in just the last few years has been at an exponential
rate. Our traditional security products don’t protect us against <a href="https://owasp.org/www-community/vulnerabilities/Business_logic_vulnerability">business
logic flaws</a> -- and that’s what keeps me up at night</span><span style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>How to Protect Against </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.traceable.ai/blog-post/traceable-ai-can-help-detect-and-protect-against-the-log4j-rce-cve-2021-44228-zero-day-exploit">The Log4j Vulnerabilities</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>B</b></span>usiness logic flaws can result
in <a href="https://www.traceable.ai/blog-post/secops-go-beyond-application-security-testing-with-runtime-protection">security
or privacy violations</a> for the consumer. And other than unit testing -- and
really looking at your APIs and testing them out for those business logic flaws
-- there’s not great innovation yet. There are [API security] companies
starting up, and there are going to be a lot of good things that come out, but
we’re still early. That’s what keeps me up at night. You still have to go back
to the manual way of looking at APIs.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Those kinds of vulnerabilities
are the biggest challenge we have in front of us. And thankfully we have people
like Alissa who come after us and find those issues.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Alissa,
you wrote an e-book recently, <a href="https://www.traceable.ai/hubris"><i>The
Price of Hubris: The Perils of Overestimating the Security of Your APIs</i></a>.
Other than the business logic flaws that Rinki described, what are the biggest
risks in the nearly unmitigated use of APIs these days?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> There’s
<a href="https://www.alissaknight.com/blog">a library of papers</a> I’ve done
on these issues. I feel like every morning, Rinki wakes up and lies in her room
and says, “Oh, my God, another paper from Alissa!” So, yes, there’s a real
struggle around <a href="https://owasp.org/www-project-api-security/">API
security</a>.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><a href="https://www.alissaknight.com/about" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="200" data-original-width="200" height="299" src="https://blogger.googleusercontent.com/img/a/AVvXsEhM3EnwR3WlZVNSSHATqXnuXnj-ivFd5Vxb36FwKg_m79bQQibmmHp6P5jnufo0uSmEnoBAeWdmXE4_qvuDvRAoD46mAHdYk_5Radylo5FBpc0bq631JccqFfSgYfaEgKGyPeoBmEw-VbT9uI-scv3KroeMoIcz7SFMBGobCqqWjUZYYloh5fw=w299-h299" width="299" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.alissaknight.com/about"><b><span style="font-size: small;">Knight</span></b></a></span></td></tr></tbody></table><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">What was interesting and what I
loved about the <i>Hubris</i> paper was it allowed me for the first time to
take all <a href="https://www.amazon.com/Alissa-Knight/e/B07FXZWLND%3Fref=dbs_a_mng_rwt_scns_share">my
vulnerability research</a> across industries -- automotive, healthcare,
financial services, fintech, and crypto currency exchanges – and put them into
a single paper. It’s a compendium of all my API exploits that shows this is a ubiquitous
problem across many industries.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It’s not just a Twitter
problem or a whatever-bank problem. It’s an everyone problem. Much to Rinki’s
point, APIs have pretty much become <a href="https://www.briefingsdirectblog.com/2021/04/rise-of-reliance-on-apis-brings-new.html">the
plumbing system</a> for everything in our world today. They affect life and
safety. That’s what attracts me as a vulnerability researcher. It’s like George
Clooney’s movie, <a href="https://en.wikipedia.org/wiki/The_Peacemaker_(1997_film)"><i>The Peacemaker</i></a>,
where the lead character didn’t care about the terrorist who wants 1,000 nuclear
weapons. He cared about the terrorist who just wants one.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">For me, I don’t care about the
hacker who wants to deface websites or steal my data. I care about the hacker who
wants to go after my APIs -- because that could mean taking remote control of the
car that my family is in or hacking healthcare APIs and stealing my patient
records. If your debit card was compromised, <a href="https://www.wellsfargo.com/">Wells Fargo</a> can send you a new one. They
can’t send you a new patient history.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">APIs are the foundational
plumbing for everything in our lives today. So, rightfully so, they are attracting
a lot of attention -- by both black hats and white hats.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Why
are APIs such a different beast when it comes to these damaging security risks?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> Humans
tend to gravitate toward what we know. With APIs, they speak HTTP. So, the
security engineers immediately say, “Oh, well, it speaks the HTTP protocol so
let’s secure it like a web server.”</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">APIs are the foundational plumbing for everything in our lives today. So, rightfully so, they are attracting a lot of attention -- by both black hats and white hats.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And you can’t do that because
when you do that, and Rinki addressed this, you’re securing it with legacy
security, with <a href="https://en.wikipedia.org/wiki/Web_application_firewall">web
application firewalls (WAFs)</a>. These use rules-based languages, which is why
we have gotten rid of the <a href="https://en.wikipedia.org/wiki/Snort_(software)">old Snort signature base,</a>
if you remember that, if you’re old enough to remember Snort.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Those days of <a href="https://en.wikipedia.org/wiki/Intrusion_detection_system">intrusion detection
system</a> signatures, and updating for antivirus and every new variant of the <a href="https://en.wikipedia.org/wiki/Code_Red_(computer_worm)">Code Red worm</a>
that came out, is why we’ve moved on to using machine learning (ML). We’ve
evolved in these other security areas, and we need to evolve in API security,
too.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">As I said, we tend to
gravitate toward the things we know and secure APIs like a web server because, we
think, it’s using the same protocol as a web server. But it’s so much more. The
types of attacks that hackers are using -- that I use -- are the most prevalent,
as Rinki said, logic-based attacks.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">I’m logged in as Alissa, but
I’m requesting Rinki’s patient records. A WAF isn’t going to understand that. A
WAF is going to look for things like <a href="https://en.wikipedia.org/wiki/SQL_injection">SQL injection</a> or <a href="https://en.wikipedia.org/wiki/Cross-site_scripting">cross-site scripting</a>,
for patterns in the payloads. It’s not going to know the difference between who
Rinki is and who I am. There’s no context in WAF security -- and that’s what we
need. We need to focus more on <a href="https://www.briefingsdirectblog.com/2021/10/traceable-ai-platform-builds-usage.html">context
in security.</a></span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Rinki,
looking for just patterns, using older generations of tools, doesn’t cut it. Is
there something intrinsic about APIs whereby we need to deploy more than brute
labor and manual interceding into what’s going on?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Humans need to evolve API
culture</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">S</span>ethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
there are a lot of things to do from an <a href="https://www.briefingsdirectblog.com/2021/06/how-api-security-provides-killer-use.html">automation
perspective</a>. Things like input/output content validation, looking at
patterns and schema, and developing rules around that, as well as making sure
you have threat detection tooling. There’s a lot you can do, but a lot of times
you’re also dealing with partner APIs and how your APIs interface with them. A
good human check still needs to happen.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/CfjXi-mv5nU" width="320" youtube-src-id="CfjXi-mv5nU"></iframe></span></span></div><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>N</b></span>ow, there are new products
coming out to help with these scenarios. But, again, it’s very early. There are
a lot of false positives with them. There’s a lot of tooling that will help you
capture some 80 percent, but you still need a human take a look and see if
things are working.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">What’s more, you have the issue
of shadow APIs, or APIs that are old and that you forgot about because you no
longer use them. Those can create security risks as well. So, it goes beyond
just the tooling. There are other components needed for a full-blown API
security program.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> It
seems to me there needs to be a cultural adaptation to understand the API
threat. Do organizations need to think or behave differently when it comes to
the lifecycle of APIs?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes.
The interesting thing -- because I’m so bored and I’m always trying to find
something to do -- I’m also the CISO for a bank. And one of the things I ran
into was what you mentioned with culture, and a culture shift needed within <a href="https://en.wikipedia.org/wiki/DevOps">DevOps</a></span><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Get the Free Tool to </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.traceable.ai/free">Combat the Log4j Vulnerabilities</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>I</b></span> ran into developers spawning,
developing, and deploying new APIs -- and then determining the cloud
environment they should use to secure that. That’s a DevOps concern and an IT
concern. And because they’re looking at it through a DevOps lens, I needed to
educate them from a culture perspective. “Yes, you have the capability with
your administrative access to deploy new APIs, but it is not your decision on
how to <i>secure</i> them.”</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Instead, we need to move toward
a mindset of a <a href="https://tech.gsa.gov/guides/understanding_differences_agile_devsecops/">DevSecOps</a>
culture where, yes, you want to get the APIs up and running quickly, but
security needs to be a part of that once it’s deployed into development -- not
production -- but development. Then my team can go in there and hack it, penetration
test it, and secure it properly -- before it’s deployed into production.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">What’s still happening is
these DevOps teams are saying, “Look, look, we need to go, we need to rush, we
need to deploy.” And they’re in there with administrative access to the cloud
services provider. They have privileges to pick <a href="https://azure.microsoft.com/en-us/">Microsoft Azure</a> or <a href="https://aws.amazon.com/">Amazon clouds</a> and just launch an API gateway
with security features, and yet not understand that it’s the wrong tool for the
job.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai/blog" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2160" data-original-width="3840" height="260" src="https://blogger.googleusercontent.com/img/a/AVvXsEhVnJiT8zkSjmutD9lqhP_zGadrn_2Do2g9eoeFSiffNBc9Al9CzBgzXM_xiRUR-U_IN-VB79cfbdWgu0U87-4iMJezeCWSdp3azlZ0Gig2h6HZa8GHOaDL6yDZg0s8JuieZcJyiGeF1mz6qX4ej6XztEa05bILWBgSPAtFNTpUeb0nOUIksBw=w463-h260" width="463" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>I</b></span>f all you have is a hammer,
everything looks like a nail. So, it requires a culture change. It is certainly
that. Historically, there’s always been an adversarial relationship between security
and developers. And it’s part of my job -- taking off my hacker hat and putting
on my executive hat as the CISO – to change that mindset. It’s not an <i>us</i>
versus <i>them</i> equation. We’re all on the same team. It’s just that
security needs to be woven into the software development lifecycle. It needs to
shift left <i>and</i> shield right.</span></p><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;">
Rinki, any thoughts about making the culture of security more amenable to developers?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Sethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
couldn’t agree more with what Alissa said. It’s where I found my passion early
in my security journey. I’m a developer by trade, and I’m able to relate to developers.
You can’t just sit there and train them on security, do one-day training, and
expect things to change.</span></span></p>
<p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">I'm a developer by trade, and I'm able to relate to developers. You have to make their lives easier to some degree, so they don't worry and the tooling is training them in the process. You have to show them the impact of a security breach or bugs.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It has to be about making
their lives easier to some degree, so they don’t need to worry about things,
and the tooling is training them in the process. And then a shared sense of
responsibility has to be there. And that's not going to come because security just
says it’s important. You have got to show them the impact of a security breach
or of bugs being written in their code -- and what that can then end with.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And that happens by showing
them how you hack an application or hack an API and what happens when you’re
not developing these things in a secure manner. And so, bringing that kind of
data when it’s relevant to them, those are some bits you can use to change the
culture and drive a cohesive culture with security in the development team. They
can start to become champions of security as well.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> I agree,
and I’ll add one more thought to that. I don’t think developers want to write
insecure code. And I’m not a developer, so I couldn’t speak directly to that. But
I’m sure nobody wants to do a bad job or wants to be the reason you end up on
the nightly news for a security breach.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">I think developers generally
want to be better and do better, and not do things like hard-code usernames and
passwords in a mobile app. But at the end of the day, the onus is on the
organization to speak to developers, and said, “Hey, look. We have the annual
security awareness training that all companies need to take about phishing and
stuff like that,” but then no one sends them to secure code training. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">How is that not happening? If
an organization is writing code, the organization should be sending its
developers to a separate secure code training. And that needs to happen in
addition to the annual security awareness training.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And
Rinki, do you feel that the risk and the compliance folks should be more
concerned about APIs or is this going to fall on the shoulders of the CISO? </span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Banking on secure APIs</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">S</span>ethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> A lot
of times, risk and compliance falls under the CISO and I think Alissa said they
don’t get into it. The regulators are not necessarily going to get into the
minutia and the details of each and every API, but they may mandate that you
need some kind of security program around that.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://en.wikipedia.org/wiki/Twitter" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="173" data-original-width="292" height="167" src="https://blogger.googleusercontent.com/img/a/AVvXsEjFa8UVOOAP2V3EoKolA_sRoc2GO5TgGHk4AB7j52aLUr45oLVZFCAEH9hxwxGcoSxhmSrgg6ZS9eVhg41i09bFirDxlAnQWN3ZDL1IDlUfNYxxxjClhqFuodz7FoDSdJxDAw-5QvlxzgXaq1seBmm2_4aYM56YXJmJo0Q311Kdp-lbFgMFkFo=w281-h167" width="281" /></a></div><p style="text-align: left;"><span style="font-family: arial;">As we all know, that’s only one
aspect of security. But I think it’s starting to come up in discussions -- especially
<a href="https://www.briefingsdirectblog.com/2021/10/how-fintech-innovator-razorpay-uses.html">in
the banking world</a>. They’re leading the way as to what others should expect
around this. What I’m hearing from vendors that are supporting API security is that
it’s easier to go to a bank and drive these programs because they already have a
culture of security. With other companies, it’s starting to come now. It’s a
little bit more chaotic around how to bring these teams involved with APIs
together so that they can build good security.</span></p><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> If
you think about it, 20 years ago, back when both Rinki and I got into security,
it was a different story. The motives for hackers were website defacement and
getting your name on all those defacements. That was the point of hacking.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Now, it’s all about monetizing
the data you can steal. You don’t go digging for gold in just any random hole.
You try and find a gold mine, right? Data is the same. Data is worth more than …
Bitcoin. Maybe more than oil. You go to a gold mine to find gold, right? That
means you go to APIs to find data. Hackers know that if they are going to steal
and ransom a company, and double dip, and then lock and leak -- so leak the
data and encrypt it -- you go where the gold is, and that’s the APIs.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://twitter.com/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4014" data-original-width="6014" height="316" src="https://blogger.googleusercontent.com/img/a/AVvXsEiywUSr3RARyjLw48Gg_UquvOey2RJ6KRgotmOO8eoxkF01SFkqY-Yowk-vjsDMnvdd450CGy8KzTZjTSyv4PvFT5kbLws1IjdxnPcFX-aedjInUqgriaGe3R_ooPIfnQoSOKnAYpRT8qjsjZHDZApxmR7gOwwvXeitYH7O6RtHfdtj664oRgA=w471-h316" width="471" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>I </b></span>think there’s going to be an
exodus where hackers start shifting their focus to APIs. Knowing that more
hackers are moving in this direction, I need to learn <a href="https://en.wikipedia.org/wiki/JSON">JSON</a>, I need to know what the
hell that is and not be scared off by it anymore, because that’s where the data
is. I need to understand how to hack APIs.<span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Just because someone’s a
hacker doesn’t mean they know how to hack APIs. I know a lot of hackers that
freak out when they see JSON. So, it’s a certain type of hacker. Hackers need
to take their craft -- either a white hat or black hat -- and develop that
craft to focus on how to hack APIs.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The winds are changing and
it’s going toward APIs because Twitter isn’t a monolithic application just like
Amazon.com isn’t. It’s not one big app running on one big web server. It’s a
bunch of distributed containers, microservices, and APIs. And hackers are going
to learn how to hack those APIs because that’s where the data is.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> What
do organizations then need to do to find out whether they’re behind that 8-ball?
Is this still a case where people don’t know how vulnerable they are?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Identification, please</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">S</span>ethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
I think identification is essential. If you’re kicking this off, at least make
the case for a top priority to identify what your API environment looks like.
What do you have that’s currently being used? What older versions that are not
used but are still around and may be creating risks? Are there shadow APIs?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Finding out what the environment
looks like is the first step. Then go through those APIs to see how they work.
What do they do for you? What are the high-risk ones that you want to take a
look at and say, “We need a program around this.” Identification is the first
step, and then building a program around that</span><span style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
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</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>Y</b></span>ou may also want to identify
what teams you need on board because as you’re identifying what’s already
existing, if there’s things you need to do to change around to how developers
are working with APIs, that’s another step you want to look at. So, it’s about building
a cohesive program around building a culture. How do you identify what’s out
there? How do you change how work is being done so that it’s more secure?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> As a
CISO, I’m quick to buy the coolest new things, the shiny new toys. My
recommendation is that we as security leaders and decision-makers need to take
a step back and go back to the old, fine art of defining our requirements
first.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Creating a functional
requirements document on what it is we need from that API threat management
solution before we go out there shopping, right? Know what we need versus
buying something and looking at a vendor and saying, “Oh you’ve got that. Yeah,
that could be good. I could use that. Oh, you’ve got that feature? Oh, I could
use that.”</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">You can't protect what you don't know you have. Do your tools have the capability to catalog APIs and find out what the attack surface really is? What kind of data are those APIs serving? I sure as hell want to know which APIs are serving PII or PCI data.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Understand what your
requirements are. Then, most importantly, you can’t protect what you don’t know
you have. So, does your tool have the capability to catalog APIs and find out
what your attack surface really is versus what you think it is? What kind of
data are those APIs serving? Maybe we don’t need to start by focusing on
protecting every single API, but I sure as hell want to know which APIs use or serve
<a>personally
identifiable information (PII)</a>, or <a href="https://en.wikipedia.org/wiki/Payment_card_industry">payment card
industry (PCI)</a> data, and all of those that are serving regulated data.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">So where do I need to focus my
attention out of the 6,000 APIs I may have? What are the ones I need to care
about the most because I know I can’t protect my entire operating area -- but
maybe I can focus on the ones I need to care about the most. And then the other
stuff will come in there.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The number one vulnerability,
if you look at the Hubris whitepaper, that’s systemic across all APIs is
authorization vulnerabilities. Developers are authenticating a request but not
authorizing them. Yes, the API threat management solution should be able to
detect that and prevent it, but what about going back to the developers and
saying, “Fix this.”</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Let’s not just put all the onus
and responsibility on the security control. Let’s go to the developers and say,
“Here, our API threat management solution is blocking this stuff because it’s
exploitable. You need to write better code, and this is how.” And so, yeah, I
think it’s an all-hands-on-deck, it’s an-everyone issue.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;">
Because the use of APIs has exploded, because we have <a href="https://venturebeat.com/2021/05/17/how-the-api-economy-is-powering-digital-transformation/">the
API economy</a>, it seems to me that this ability to know your API posture is
the gift that keeps giving. Not only can you start to mitigate your security
and risk, but you’re going to get a better sense of how you’re operating digitally
and how your digital services can improve.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Rinki, even though better security
is the low-lying fruit from gaining a better understanding of your APIs, can you
also then do many other very important and beneficial things?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">CISOs need strong
relationships </span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">S</span>ethi:</span></b><span style="font-size: 11pt; line-height: 150%;">
Absolutely. If you think about security upfront in any aspect, not just APIs,
but any aspect of a product, you’re going to think about innovative ways to
solve for the consumer around security and privacy features. That gives you a
competitive advantage.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">You see this time and time
again when products are released. If they have issues from security or privacy,
they may have been able to threat model that in advance and say, “Hey, you
might want to think about these things as an outcome of the consumer experience.
They may feel like this is violating their security or privacy. These are things
that they may have in mind and expect from the product.”</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And, so, the earlier you have
security and privacy involved, the better you’re going to deliver the best outcomes
for the consumer.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
and Dana, I consider it fundamental to our role as a CISO to be a human <a href="https://www.linkedin.com/">LinkedIn</a>. You should form a partnership
and relationship with your chief technology officer (CTO), and have that
partnership with infrastructure and operations, too.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://venturebeat.com/2021/05/17/how-the-api-economy-is-powering-digital-transformation/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3000" data-original-width="5000" height="298" src="https://blogger.googleusercontent.com/img/a/AVvXsEhcvym2IW8VX6vs7QfgbQzP3vzioQCqMX7LGkt7mITLWsFF13uA7B6KNWJeCsZKkmJ154iQmbeQP6FJsRT4G30UJu0BLRQyJrzmgyI3Yrxi1ktQqeOZgulWYd3mZd3cdOksgC6IJ6YD93oMNysUDZMWXulnOXRFGDP19_J3_-EEDjbXdQhl7i8=w496-h298" width="496" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>A</b></span>PIs are like this weird
middle ground between the CISO’s office and the CTO’s office because it’s
infrastructure, operations, and security. And that’s probably not too different
from other assets in the environment. APIs need a shared responsibility model.
One of the first things I learned from being a CISO was, “Wow, I’m in the
business of relationships. I’m in the business of forming a relationship with
my chief fraud officer, my CTO, and the human resources officer.</span></p><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">All of these things are
relationship-building in order to weave security into the culture of the
enterprise, and, I think, in 2021 we all know that by now.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> APIs
have become the glue, the currency, and a common thread across digital
services. What I just heard was that the CISO is the common denominator and
thread among the different silos and cultures that will ultimately be able to
impact how well you do and how well you protect your APIs. Are CISOs ready, Rinki?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Sethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
wouldn’t say that they aren’t. Any CISO today is exposed to this. The proof is
around, look at how many vendors are out there solving for API security now,
right? There’s hundreds and they’re all doing well.</span></span></p>
<p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">There's so much innovation happening. All CISOs are talking about this, thinking abut this, and it's a challenge. CISOs are the common denominator in how we bring these different teams together to prioritize these weaknesses.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It’s because CISOs have
defined that there’s a problem that we need to go and solve it. It’s a multilayered
issue, and that’s why there’s so much innovation happening right now. And we’re
not just solving for typical issues in your infrastructure, but also how you
look at content validation? How are you looking at those business logic flaws?
How are you looking at monitoring? Even how are you looking at identifying
APIs?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">You don’t know what you don’t
know, but how do you start finding out what’s in your environment? There’s so
much innovation happening. All CISOs are talking about this, thinking about
this, and it’s a challenge. I do think CISOs are the common denominator in how
we bring these different teams together to prioritize this.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
think you hit the nail on the head, Dana. CISOs are the connective tissue in an
organization. We even have a seat on the boards of directors. We have a seat at
the big kids’ table now, along with the CEO, and the heads of the different
departments in the company.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And I don’t think the API
security solutions were all created equal. I just recently had the pleasure of
being invited by <a href="https://www.gartner.com/en">Gartner</a> to present to
all their analysts on the state of the API security market. And all these API
security vendors have a different approach to API security, and none of them
are wrong. They’re all great approaches. Some are passive, some are in-line,
some import the swagger file and compare the back-end API to your Open API
specification. Some are proxies</span><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>How to Protect Against </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.traceable.ai/blog-post/traceable-ai-can-help-detect-and-protect-against-the-log4j-rce-cve-2021-44228-zero-day-exploit">The Log4j Vulnerabilities</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>here are all these different
approaches because the attack surface for APIs is so big and there are so many
things you need to think about. So, there are many ways to do it. But I don’t
think they are created equal. There’s a lot of vendors out there. There’s lot
of options, which is why you need to first figure out what you require.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">What is the back-end language?
What are you programming in? Does your solution shim into the application? If
so, you need to make sure the API security solution supports that language,
that sort of thing. All these things you need to think about as a security decision-maker.
We as CISOs sometimes go out there and look at product options and take the
features of the product as our requirements. We need to first look at our
requirements -- and then go shopping.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/free" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2160" data-original-width="3840" height="253" src="https://blogger.googleusercontent.com/img/a/AVvXsEhZkutPOpC1Kv3L1Aq7zjWMOpoOMrMl9SiSfSe6ySbBtIcVHgOuRNDULpUv3lOOIWOsR7HHtP7Og0ovLnaYCqZy7Sl7Lp1caJtkMwU0bsLfdChVdq4JgqQsljLNNasMGCXBfNhfJ17IiaBDzN0Un5x26iyBQDdu2KcuUOS9SQpUOiLZ9e1emNY=w450-h253" width="450" /></a></span></b></span></div><p></p><p style="text-align: left;"><span style="font-family: arial;"><span><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I’m
afraid we’ll have to leave it there. You’ve been listening to a sponsored
BriefingsDirect discussion on making the most of APIs by better knowing and managing
them across their full lifecycles.</span></span></span></p><span style="font-family: arial;">
</span><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">And we’ve learned how
business-critical API users like Twitter are bringing greater maturity to their
API’s methods and protections, as well as looking to the CISO as the connective
tissue across many different parts of the organization, all of whom need to
start getting much more aware of these risks.</span></span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">So, a big thank you to our
guests, Alissa Knight, recovering hacker and partner at <a href="https://knightinkmedia.com/">Knight Ink</a>. Thank you so much, Alissa.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Knight:</span></b><span style="font-size: 11pt; line-height: 150%;"> Thank
you.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And
we’ve also been joined by Rinki Sethi, Vice President and CISO at Twitter.
Thank you, Rinki.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/CfjXi-mv5nU" width="320" youtube-src-id="CfjXi-mv5nU"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">S</span>ethi:</span></b><span style="font-size: 11pt; line-height: 150%;"> It
was great being here. Thank you.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And
lastly, a big thank you to our audience for joining this BriefingsDirect API resiliency
discussion. I’m Dana Gardner, Principal Analyst at Interarbor Solutions, your
host throughout the series of Traceable AI-sponsored BriefingsDirect interviews.
</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Thanks again for listening.
Please pass this along to your business community, and do come back for our
next chapter.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal"><span style="font-family: arial;"><b><span style="font-size: 10pt;"><span style="font-family: arial;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--When_it_Comes_to_API_Security_Expect_the_Whole_World_to_Be_Testing_Your_Mettle_Says_Twitter_CISO.mp3?dest-id=20179"><span style="font-size: 10pt;">Listen</span></a><span style="font-size: 10pt;"> to the </span><a href="http://briefingsdirect.com/when-it-comes-to-api-security-expect-the-whole-world-to-be-testing-your-mettle-says-twitter-ciso"><span style="font-size: 10pt;">podcast</span></a><span style="font-size: 10pt;">.</span></b></span> Find it on </span><span style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a></span><span style="font-size: 10pt;">. </span><span style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/when-it-comes-to-api-security-expect-the-whole-world-to-be-testing-your-mettle-says-leading-ciso">Download</a></span><span style="font-size: 10pt;"> the transcript.
Sponsor: </span><span style="font-size: 10pt;"><a href="https://www.traceable.ai/">Traceable</a></span><u><span style="color: blue; font-size: 10pt;"> </span></u><span style="font-size: 10pt;"><a href="https://www.traceable.ai/">AI</a></span><u><span style="color: blue; font-size: 10pt;">.</span></u></b></span></p>
<p class="MsoNormal"><span style="font-family: arial;"><i><span style="font-size: 10pt;">Transcript
of a discussion on how </span></i><i><span style="font-size: 10pt;">Twitter’s CISO makes the most of APIs by better knowing and
managing them across their full lifecycles</span></i><i><span style="font-size: 10pt;">. Copyright Interarbor Solutions, LLC,
2005-2022. All rights reserved.</span></i></span></p>
<h2 class="MsoNormal" style="margin: 14pt 0in; text-align: left;"><span style="font-family: arial;"><span style="font-size: medium;"><b><span style="color: #303030;">You may also be interested in:</span></b></span></span></h2>
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Houwzer Speeds Growth and Innovation by Gaining Insights Into APIs Use and
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<span style="font-family: arial;"><span style="font-size: 10pt;"><a href="https://www.traceable.ai/blog-post/what-threat-vectors-get-addressed-with-zero-trust-application-security?utm_source=partnersite&utm_medium=podcast&utm_term=episode-01&utm_content=&utm_campaign=gardner">Three
Threat Vectors Addressed by Zero Trust App Sec</a></span></span></li></ul>
</div><span style="font-family: arial;">
</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-64672544787761865182021-12-14T13:08:00.014-05:002021-12-14T13:59:22.821-05:002022: The Year Technology and New Work Models Come Together to Enable Continuous Innovation<span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="font-size: 10pt;"><div class="separator" style="clear: both; text-align: center;"><a href="https://www.citrix.com/products/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3456" data-original-width="6144" height="280" src="https://blogger.googleusercontent.com/img/a/AVvXsEjLWtUv1DOyYbXciiNJYaDpl4DtECx1hcW56ZE_wEVcAVqfEKG-rulOqQKeZCm70T9s5CN05utu8sWPCtN_gzJ_zy0ZE_Ig7ND_kgTV2HDZzMCl-HaFd-a4FHLrUnc6Mul455IW_5skjNhmBCFnS5skEfJsnVTYOghWgTG6Rv1MyHM8RrP07gY=w498-h280" width="498" /></a></div></span></i></span><p style="text-align: left;"><span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="font-size: 10pt;">Transcript
of a <span style="color: black;">discussion on how technology will improve the
ways businesses operate and enable employees to remain productive and
content in the coming year.</span></span></i></span></p><div class="WordSection1">
<p class="MsoNormal" style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--2022_the_Year_Technology_and_New_Work_Models_Come_Together_to_Enable_Continuous_Innovation.mp3?dest-id=20179"><b>Listen</b></a><span class="apple-converted-space"><b><span style="color: black;"> </span></b></span><b><span style="color: black;">to the<span class="apple-converted-space"> </span></span></b><a href="http://briefingsdirect.com/2022-the-year-technology-and-new-work-models-come-together-to-enable-continuous-innovation"><b>podcast</b></a><b><span style="color: black;">.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b><span style="color: black;">. </span></b><a href="https://www.slideshare.net/danalgardner/2022-the-year-technology-and-new-work-models-come-together-to-enable-continuous-innovation"><b>Download</b></a><b><span style="color: black;"> the transcript. Sponsor: </span></b><a href="https://www.citrix.com/"><b>Citrix</b></a><b><span style="color: black;">.</span></b></span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hi,
this is <a href="https://twitter.com/Dana_Gardner">Dana Gardner</a>, Principal
Analyst at Interarbor Solutions, and you’re listening to <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>.</span></span></p>
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Predicting the future took on
a whole new degree of difficulty the past two years. And while we can’t always
know what Mother Nature will throw our way, we can learn from what worked -- and
what didn’t work -- in 2021.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Clearly, adjusting swiftly to
persistent change and leveraging digital -- and often virtual -- tools,
environments, and processes were major benefits. Now, how will 2022 shape up as
we extrapolate on the trends around <a href="https://www.briefingsdirectblog.com/2021/04/creating-business-advantage-with.html">shifting
work models</a>?</span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">How will technology, both
tactically and strategically, improve the ways businesses operate and enable <a href="https://www.briefingsdirectblog.com/2021/11/working-great-resignation-how-employers.html">employees
to remain productive and content</a>, regardless of where they are? </span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Stay with us now as we explore
the ways <a href="https://www.briefingsdirectblog.com/2020/11/here-to-stay-remote-work-promises-to.html">work
continues to be reinvented</a> while -- at the same time -- digital technologies
enhance and disrupt the means through which we all collaborate and operate in
our jobs. </span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Fdm305cH8ZQ" width="320" youtube-src-id="Fdm305cH8ZQ"></iframe></span></span></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>T</b></span>o learn more about the ways
that 2022 will set the stage for the next decade of innovation and work adaptation,
please join me now in welcoming <a href="https://www.linkedin.com/in/reillychristian/">Christian Reilly</a>, Vice
President and Head of Technology Strategy at <a href="https://www.citrix.com/">Citrix</a>.
Welcome, Christian. </span></span><p></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Christian Reilly</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">: Thank
you for having me. </span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We’re
also here with <a href="https://www.linkedin.com/in/timminahan/">Tim Minahan</a>,
Executive Vice President of Business Strategy at Citrix. Welcome back, Tim. </span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Tim Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Thanks,
Dana. It’s great to be here. </span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim, do
you see the speed in how work models are evolving and maturing slowing at all
in 2022? Have we reached some sort of plateau yet? </span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Not at
all, Dana. In fact, the old adage that <i>necessity is the mother of innovation</i>
is certainly holding true. All of the unplanned investments that organizations
have made over the past two years to accommodate secure remote work have torn
down barriers. That has led to new ways of operating that are going to continue
to fuel unprecedented innovation and growth in the year -- and years -- ahead. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/timminahan/" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="298" data-original-width="298" height="274" src="https://blogger.googleusercontent.com/img/a/AVvXsEic1U8Qfe-03lTu41Kt0dc2Zh8Nl-w7B6R0g0v7P6XMLda9j5HPON4u09juIrcPiZmotXcNmh2m1Wlc0uHiRifjejlzgEbcUFOfrEInX1F37pG_QcHdKIycWkeZszvGBgFau2maSYl1U5e968l26ueN0uhn3jt2dx2jYgG0F4Q6t5VuM1CAIJM=w274-h274" width="274" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/timminahan/"><b><span style="font-size: small;"><span>Minahan</span></span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span>If you think about it, when
the pandemic hit, companies had to find new ways to operate. They had to invest
in new technologies that took them decades worth of steps forward. They not only
innovated on how they work internally, but in how they engage with their customers
through new digital channels.</span></span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">And the technologies they used
to digitize their businesses to survive have now provided new business models
and a new pace of innovation across every industry -- from a dramatic increase
in the role of <a href="https://en.wikipedia.org/wiki/Telehealth">telemedicine</a>
and remote clinics to virtual learning and, as we’re hearing now, to the <a href="https://en.wikipedia.org/wiki/Metaverse">metaverse</a> -- that will enable
them to thrive in the new year ahead and beyond.</span></span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Tim,
what have we learned over the past two years as the reinvention of work solutions
accelerated? What worked – and what didn’t?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Reworked post-pandemic
possibilities</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>inahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Well, companies
have been forced to do two things. Number one, they were forced to accelerate
the digitization of their business. In financial services industries, for
example, that meant increasing remote and digital financial advisory and
trading services. For retail, it meant further accelerating the use of digital
channels. And in healthcare, they found new ways to engage with patients and provide
patient care. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But the second thing is it
also caused both employers and employees to rethink work, to break down the old
taboos that work can only happen while in the office. Employers have recognized
the benefits that remote work plays -- not only in keeping their existing
employees engaged, but in being able to reach new talent pools well beyond commuting
distance to their work hubs or offices</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN">.</span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The pandemic caused both employers and employees to rethink work, to break down the old taboos that work can only happen in the office. Employers have recognized the benefits that remote work plays.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And employees have recognized
that, “Hey, I can actually do creative and innovative work when not in the
office. In fact, I may even be able to be more creative and innovative because
I have uninterrupted time to focus on solving business problems and not having
to deal with all the other headaches and distractions that come with long
commutes and travel. I can now make better use of technology to foster more
efficient work execution and collaboration wherever work needs to get done.”</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Tim, some
people seem to think that the best-case scenario is that we get back to the way
things were in 2019. Why is that not likely to happen when it comes to how we
work? </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Because
of the two dynamics that we just mentioned. One is we’ve broken down the taboos
about where work happens, what constitutes work, and who does the work. Many
employees have recognized <a href="https://www.briefingsdirectblog.com/2021/11/working-great-resignation-how-employers.html">they
can be selective</a> about the jobs they take and for which organizations.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Similarly, many companies are
beginning to evolve to much more of a blend between full-time employees (FTEs) and
contractors, especially for those hard-to-find skill sets that are required to
digitize and modernize their businesses</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Need Some Good Reasons to Innovate?</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Citrix Research </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.citrix.com/content/dam/citrix/en_us/documents/white-paper/the-era-of-hyper-innovation-wp.pdf">Uncovers</a> About Half a Million.<br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">S</span></b>kills such as for artificial
intelligence (AI), analytics, cloud, and security are often hard to find on a
full-time employee basis. But when the contract between employers and employees
shifts, and employees are looking to select those jobs that they want --
looking to hone their skills and be an independent -- that really opens up new
opportunities both for employers and employees. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Christian,
if we’re entering into this bold new era of work and there’s no going back, why
is the timing good from a technology standpoint? Why is technology in a better position
than ever to support such a work-model-adaptation-shift?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Reilly:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> There’s
just so much more choice. If we look around the technology sphere, there’s also
more speed in how technology finds its way into organizations -- and that’s not
always by IT, a lot comes in by demand from end users and employees. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/reillychristian/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="675" data-original-width="492" height="320" src="https://blogger.googleusercontent.com/img/a/AVvXsEj3mvbbwxs4AOGQNjfJS74zZV9I4prcZ2hw439Br5FFJwWrD0pVUG0a2ntbQt0C0AlM2iFo-UBGxbPue2PMK6F9au0HydBhp6Uvb6W2IoK1DGn-nh5TvBq07Ozy1M-8qnHjry8UIDamqvg8f7wBbpAKhJ031XXruIpzyumsnjyyh_VxTg_gdfc=w233-h320" width="233" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/reillychristian/"><b><span style="font-size: small;"><span>Reilly</span></span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span>Just step back and recall how
quickly were we able to apply technology to what I lovingly call the world’s
greatest semi-coordinated remote work experiment. I don’t use the word pandemic
anymore. If you really think about it, every organization on the planet was
challenged from day one of the lockdown to say, “Okay, well, the technology
that we had and we then deployed really wasn’t intended to support this kind of
remote work.”</span></span></span><span style="font-family: arial;"><span>
</span></span></p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">That is the very work that Tim
was talking about as being forced upon us. It wasn’t really by choice. It was a
mandate due to the global lockdown. When you recall how quickly we were able to
respond to that with a variety of different technologies, that proved that
remote work really does work.</span></span></span></p>
<p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, I think it’s a great time
to be in tech. It’s a great time for organizations to step back and think about
what has been achieved. Now, what else can we achieve, knowing that our
traditional barriers -- and the Department of No that most IT organizations
have been historically -- have been turned on their heads? The ways that these technologies
have arrived has given us a huge opportunity to change the way that we think
about supply and demand across every industry. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> if there
is no such thing as the <a href="https://www.citrix.com/blogs/2020/06/22/why-remote-work-will-be-the-new-normal-even-after-the-coronavirus-abates/">new
normal</a>, and we can just get rid of “normal,” what’s the <i>new</i> new,
Christian? </span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">New now is a great time for IT</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">R</span>eilly:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> I call
it the <i>new now</i>. If you go back just a few months, the world was slowly
coming out of the pandemic and offices and countries were beginning to reopen.
If you use the word normal in that context, I don’t think it treats us equally.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The pandemic affected
everybody around the world differently. Referring to that as normal doesn’t
reflect those differences. It doesn’t do enough to reflect the differences because
normal doesn’t reflect what we’ve been through in the last couple of years. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.citrix.com/content/dam/citrix/en_us/documents/white-paper/the-era-of-hyper-innovation-wp.pdf" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2648" data-original-width="8680" height="157" src="https://blogger.googleusercontent.com/img/a/AVvXsEgN3TkIED55PBU2O3cwaNX9V_oZ4rpRsKEKIiZEh-e5sbyGdijJOSsgrpr_IjLEqRdbnWYQIQRfkZqHMcQMermr423HD_9TDSz3Nk-q67FMGq7B_eA_VstTrmo7dXo-3xBc__MbEQY6Mu5IOsWbA1iamGvR0wLGFQm3-h2ksnS_l6g3MPVtaUY=w515-h157" width="515" /></a></span></div><span style="font-family: arial;"><span><b><span style="font-size: x-large;">B</span></b>ut if we think about it as <i>now</i>,
that puts us in a different mindset. Most companies that have been successful
through the pandemic have had agility. They were able to shape-shift, to put their
resources to work in different ways quickly to address different work
challenges. If we suggest that that’s normal, it puts us in a box that might
limit our thinking and creativity. </span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I like to think about things
in a fluid way. We haven’t seen a strategy from a single company that’s going
to be the blueprint for everybody going forward. So, treating every day as a <i>new
now</i> leads us humans in organizations to be open to the things we do really
well, which are creativity, innovation, and thinking outside the box</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN">.</span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We haven't seen a strategy from a single company that's going to be the blueprint for everybody going forward. Treating every day as the new now leads us humans in organizations to be open to the things we do really well, which are creativity, innovation, and thinking outside the box.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I prefer to think about it in
terms of various phases of evolution post-pandemic, which has accelerated many
things -- whether that be technology or business change, which is all very
positive.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I think normal is probably a
little bit too harsh a word for what we’ve been through and what we can expect
for the next few years.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Christian,
if technology is foundational to making this new era vibrant and innovative, has
there ever been a better time to be in the IT business? </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Reilly:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> From
the changes we saw before the pandemic -- with organizations moving to cloud, changing
their application portfolios, and in how work gets done -- there’s always been
a technology underpinning of that. And if you’re in the technology industry,
you have to be pretty happy with the opportunity for more change.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">For many years, it was
difficult for people in organizations to drive change and to challenge the status
quo in organizations large and small. But as technologists, we always like to look
out and try to invent the future. It was difficult to do that when the rest of
the business was in catch-up mode or didn’t see the value of technology as an
investment to drive the business, as opposed to being a necessary evil. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Now we’ve leveled the playing
field, both in the choices we have in technology as well as in the time it
takes to invent technology and the short time to get a return from that
investment</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
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</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn How to Avoid a New</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://tminahancitrix.medium.com/hybrid-work-will-open-a-new-digital-divide-heres-how-you-can-close-it-72def81b4202">Digital Divide</a> from Hybrid Work<br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">I</span></b>t’s great, and we see examples
in our customers around the world, of organizations that put technology
strategies at the forefront of their business strategy. In my nearly 30 years
in this industry, I can’t remember a time when it’s been more exciting to
combine the technology with the business opportunity and to drive some really
great outcomes going forward.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim,
for the business leaders out there who are also responding to this sea change,
what does your research tell you? Are they as optimistic as the technologists are
for 2022? </span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Leaders favor flexible work
future</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>inahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Yes, business
leaders are viewing this moment, and the investments they’ve made to support advanced
digitization and engagement with their customers and in remote or hybrid work
models, as a platform for driving new levels of innovation.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">In fact, Citrix recently <a href="https://www.citrix.com/fieldwork/">conducted a research project</a> in <a href="https://www.citrix.com/content/dam/citrix/en_us/documents/white-paper/the-era-of-hyper-innovation-wp.pdf">partnership</a>
with <a href="https://colemanparkes.com/">Coleman Parkes Research</a> interviewing
some 1,200 business leaders across the US and Europe. And on average, these
leaders attribute almost half of their growth over the past year to new innovations,
new products, new service lines, and new ways of working fueled by the adoption
of new technologies and the work models we’ve been talking about here. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.citrix.com" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="138" data-original-width="366" height="96" src="https://blogger.googleusercontent.com/img/a/AVvXsEjJCA7rIi9txrJ126kpFUfcDLWB3VxKq2oHNFxVOPszqBP5TMpqunMBv00SHZ2NVQuZNUz_Hk2lbxy0z4t1p5bSG6qbYECTumEHmlrpBr3HCja31W2E9dva5G1GOV1NmMkG7TNJBUtUYo-42RJzbs_LhsqIAej12pE7Uyi8hsFxSMwA1Yu6L_U=w252-h96" width="252" /></a><span style="font-family: arial;"></span></div><p style="text-align: left;"><span style="font-family: arial;"><span>In fact, according to the
study, investments in new technology and flexible work models over the past
several years have fueled $678 billion in new revenues across these industries.
Furthermore, 69 percent of those business leaders around the world say they’re
going to increase investment in research and development (R&D) over the
next 12 months to sustain this growth.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Because part of that growth
had been constrained by our biases in thinking, as Christian just said, those longer
journeys to the cloud are no more. Companies are accelerating digitization of
their businesses -- including the shift to cloud. They now are taking a three-year
cloud transformation project and doing it in three months because they need the
agility. They see the benefits that are available to them. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The same thing goes for work
models. Business leaders are removing the traditional taboos associated with
working remotely and using that to rethink their entire work model. Where work
gets done is certainly part of the dialogue we’re having in the market. Should employees
go back to the office or work remotely continually?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But it’s more than that, it’s
about <i>how work gets done</i>. Are we fostering these workers with a <a href="https://www.citrix.com/products/citrix-workspace/">digital workspace
environment</a> that allows them to work anywhere and be as productive and as
secure -- whether they’re in an office building or on the road?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://tminahancitrix.medium.com/hybrid-work-will-open-a-new-digital-divide-heres-how-you-can-close-it-72def81b4202" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2000" data-original-width="3436" height="276" src="https://blogger.googleusercontent.com/img/a/AVvXsEi7cVtqzQJ3Kf6tkrCTvigdz8K50WxpMfmCKR7783V8bvUIeOMKfGihMw5AfjSStZqAhq_JjbH009INwbX926i2gUUV8VcKY7CdZ8zNv_KPhTprbIc8NlqQJP67W7UW_cHEhX55t248c7T5FezdlgMH0RaLPqj28Q-GDQS9TLuV83Q0bMy9dfY=w473-h276" width="473" /></a></span></div><span style="font-family: arial;"><span><span style="font-size: x-large;"><b>A</b></span>nd then there’s more
innovation around <i>who does the work</i>. This is the most exciting part.
Businesses are now able to access new talent pools and drive greater equitable
and responsible hiring practices because they’re no longer constrained by where
their office buildings are.</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">For example, the healthcare
sector has been advancing not just telemedicine but new remote clinics that are
closer to the patients. A <a href="https://www.citrix.com/blogs/2020/10/08/citrix-customers-find-success-in-the-cloud/?utm_campaign=WW-0920-VADservice-Tradeshow-Virtual-Summit-2020-CLOUD&utm_medium=Social+media+-+Organic&utm_source=Facebook&ctm_programid=ww-0920-vadservice-tradeshow-virtual-summit-2020-cloud&fbclid=IwAR0K5sigLkXqjrhI8FBkPfc30q6fDjLxETJqJUjQVrzfV8KzcykS0gfJZPo">great
example</a> is <a href="https://www.massgeneralbrigham.org/">Mass General
Brigham</a> in your hometown there, Dana, in Boston. Just before the COVID
crisis, they had transitioned to the cloud, which not only ensured that 70,000 physicians,
clinicians, and administrators could work safely and remotely, it allowed them
to be much more responsive to the needs that have arisen during the pandemic</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN">.</span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">There's now more innovation around who does the work. This is the most exciting part. Businesses are able to access new talent pools and drive greater equitable and responsible hiring practices. They're no longer constrained by where their offices are.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">For example, they opened up a remote
clinic at the <a href="https://en.wikipedia.org/wiki/Boston_Convention_and_Exhibition_Center">Boston
Convention Center</a>, literally in three days, per order of the governor. Because
they were using the same technology platform, they were able to do that very,
very quickly. It has also allowed them to increase their telemedicine visits by
more than 27 times. And they don’t see that going fully back to the way it was
before. </span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And, finally, using such a cloud
platform delivers greater access to experts at colleges, for example, in
Minnesota. They don’t necessarily need to live in the Boston area to be able to
sustain this. That’s just one great example of an industry and a leader in that
industry that’s not going back.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">They’re using <a href="https://www.citrix.com/digital-summits/cloud/?_fsi=PwIWKQ1l">the investments
they made in technology</a>. And they’re using the investments they made in
work models to fuel new ways of patient care and new innovations for their
businesses.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
Christian, as we move past the previous work shackles using hybrid and remote models,
how will recent technology trends – such as 5G connectivity, edge computing,
AI, and parallel internets -- further enhance this process of reinventing work
in 2022?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Hyperconnectivity everywhere</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">R</span>eilly:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> To your
point about networking, I think it’s the unsung hero of what we saw during the
pandemic. With the number of people being asked to work remotely, locked out of
their physical locations, the demands for bandwidth were essentially catered to
around the world. That speaks a lot to the underpinning of the infrastructure.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And if you think about this
world of hyperconnectivity, of always-on, and advancements in 5G technology, the
speed and capacity that comes with that … It’s incredible. I don’t think we
would have been able to do what we’ve done in the last two years with the
constraints around the networking technologies from a decade ago</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
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</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Need Some Good Reasons to Innovate?</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Citrix Research </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.citrix.com/content/dam/citrix/en_us/documents/white-paper/the-era-of-hyper-innovation-wp.pdf">Uncovers</a> About Half a Million.<br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
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</p><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">A</span></b>ll sorts of different
providers are now building their own undersea capacity across the world, just
to carry the growing demand. You can assume in the next couple of years there’ll
be no such thing as never connected. Whether you’re in an airplane, on a train,
in your own car, or in a coffee shop -- or whatever -- the ubiquitous
connectivity is going to power a lot of this next generation of the economy.</span></span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We tend to talk about what’s on
top of the network, and obviously it is security, which is important. But
performance, reliability, and availability will be there for the folks out
there who want all the world’s applications and data served to them.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I made a <a href="https://www.citrix.com/blogs/2021/11/22/workplace-technology-2022-unlocking-the-art-of-the-possible/">comment
a few months ago</a> about the major cloud providers building parallel Internets.
The traditional Internet consists of different carriers interconnected at
various points around the world in <a href="https://en.wikipedia.org/wiki/Internet_exchange_point">Internet exchanges
(IXes)</a>. There, the name of the game is exchanging data from a peering perspective,
where there’s equity between the transactions. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And if you’re a commercial
customer, you can buy bandwidth from there and act like a carrier. But if you
really think about what goes on in the IXes, there’s a question about how we
can fairly exchange data that means that nobody loses out from a cost
perspective. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.citrix.com/products/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4953" data-original-width="7429" height="301" src="https://blogger.googleusercontent.com/img/a/AVvXsEhuG9T3TIY4qlCvHE-lxMqV2hjCRNhvGokv0dagc98gRVZnRT4Uur4wCvzUxsr3ve7J3zH3MmEpDMcJNTUGFbI1ZSJsMeoaQgxi61TjCvipnQtxJf-umA5WXM6vWfn0_awoRoMvn07O0zBRdo-IRHhgX8HoaiTUTwOg6CZ-G6EjkBIO7QnkxqQ=w453-h301" width="453" /></a></span></div><span style="font-family: arial;"><span><b><span style="font-size: x-large;">N</span></b>ow, think about what we’re
seeing where the <a href="https://www.google.com/">Googles</a>, <a href="https://www.microsoft.com/en-us/">Microsofts</a>, and the <a href="https://www.amazon.com/">Amazons</a> are all building these giant
networks of their own so that they can essentially offer better reliability,
performance, and availability -- loads of different <a href="https://en.wikipedia.org/wiki/Point_of_presence">points of presence</a>
around the world, some carried on subsea, some carried on terrestrial technologies.
I think what we’re seeing there is a huge sea change in the way that we think about
carriers.</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Fdm305cH8ZQ" width="320" youtube-src-id="Fdm305cH8ZQ"></iframe></span></span></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>I</b></span>f you want to be able to get
your application served by the best network in the world, you may be looking at
different providers, i.e., the big hyper-scalar cloud providers, than we saw a
decade ago. There’s a significant element to that, which has an upstream effect
on where organizations choose to place their cloud services and the data and
applications, of course. </span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">From a wireless perspective,
we’ve been talking about ubiquitous connectivity for <a href="https://en.wikipedia.org/wiki/Internet_of_things">Internet of things</a> (IoT)
for many years and we’re seeing the evolution of that now with opportunities in
<a href="https://en.wikipedia.org/wiki/Edge_computing">edge computing</a>. Lots
of workloads will continue to be delivered by edge because that last mile
connectivity that we used to struggle with will disappear with the continued
rollout of 5G and the availability of that around the world</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN">.</span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">What really excites me is what's happening in the developing nations. Doing net build-outs will give rise to real economic growth in areas of the world that were disadvantaged historically. I'm excited about a level playing field across networking.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">What really excites me is what
happens in developing nations. In the Western world, we’ve been very fortunate
to be on a journey from different types of networking. In some cases, they had
to be built and rebuilt and built on top of existing physical infrastructure, such
as cell towers, physical fiber, and so forth. For the opportunities of the
developing world, they don’t come with that set of problems. Doing net new build-outs
will give rise to real economic growth in areas of the world that were
disadvantaged historically. </span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I’m really excited about a level
playing field across networking that drives important economic effects and
social interactions for countries that have not been able to participate in the
global economy because they’ve been held back by their physical infrastructure.
It’s super exciting. If you look five years from now, will we see the gross
domestic products (GDPs) of countries differently by virtue of the fact that
they’re hyper-connected and have much more opportunity than they’ve had
historically.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim,
the good news is the technology enables things that hadn’t been possible before.
And, at the same time, we’ve gained a clean slate to reinvent work, having moved
past former taboos.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But the bad news is this is uncharted
territory, with a lot of options.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">What challenges do businesses
need to overcome to make the most of this unique -- unprecedented, you might
say -- situation without becoming overwhelmed or paralyzed? </span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Hybrid hopes and fears</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>inahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s a
very good point, Dana. There are some choppy waters that people need to
navigate because these are uncharted areas, as you mentioned.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The biggest risk companies will
grapple with in the coming year is around the concept of hybrid work. Finding
the right fit for right role and the opportunity of hybrid work is a tremendous
opportunity, as we mentioned. Employees are liberated to work wherever they can
to do their best work. Employers can tap into new talent pools well beyond
commuting distance to their physical office hubs.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But the challenge is to create
an <a href="https://tminahancitrix.medium.com/hybrid-work-will-open-a-new-digital-divide-heres-how-you-can-close-it-72def81b4202?source=user_profile---------4-------------------------------">equitable
work environment</a>, regardless of where employees are located. Hybrid, by its
very definition, means we’re going to have employees that are in the office
collaborating and executing work together with employees who are not in the
office.</span></span></p><span style="font-family: arial;"></span><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And there’s a risk of creating
a tiered level of the employee base, or levels of inequity in the employee base
if you default back to an office-first culture. Many of our customers and Citrix
itself – look and ask, “Okay, what does the environment need to look like to be
conducive to capitalizing on the benefits of hybrid work?”</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://tminahancitrix.medium.com/hybrid-work-will-open-a-new-digital-divide-heres-how-you-can-close-it-72def81b4202" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="4500" data-original-width="7000" height="316" src="https://blogger.googleusercontent.com/img/a/AVvXsEhcNMKDvkyNsg_YBlG186oOwYb3sp02liogLGeLaQz9iPVxi_QR8lddT47An1Nuz6Og1WtsibUah3ezSpgtJii7gj76PC0aI_917SgyRZv8YmAYAfBd6B_3ikz5IskeeBhtCweUmhqsdTdoywRBB78F-FAW9dRf1ztWtnJUcWRgbedD_VuGUeU=w490-h316" width="490" /></a></span></div><span style="font-family: arial;"><span><b><span style="font-size: x-large;">A</span></b>nd, just as was done decades
ago, we made big investments in physical office buildings and in creating
collaboration spaces. Well, if work is now happening everywhere at the same
time, and employees are distributed across physical and remote locations, that
means we need to create a digital work environment, a digital workplace, that
provides equitable access to the tools that all employees need to be productive:
their applications, content, collaboration tools -- regardless of where they
are.</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">To Christian’s point, they also
need network reliability so that the applications are not only available but perform
the way they should. They need the security capability so that the company has
confidence that their information is secure, no matter where an employee is
doing work -- whether in an office, on the road, or from home.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But that flexibility needs to
be coupled with processes and cultural policy changes that foster an equitable
work environment that isn’t office-first or remote-first culturally. It has to
be a truly hybrid culture. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Finally, the physical workspaces
need to adapt, too. They need to be purpose-built for their new uses. If the
physical office becomes a place where we come together to collaborate, we need
to retrofit rooms to facilitate inclusion of those working remotely</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn How to Avoid a New</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://tminahancitrix.medium.com/hybrid-work-will-open-a-new-digital-divide-heres-how-you-can-close-it-72def81b4202">Digital Divide</a> from Hybrid Work<br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>A</b></span>t Citrix, for example, we use
the <a href="https://www.microsoft.com/en-us/microsoft-teams/log-in">Microsoft Teams</a>
environment and are retrofitting our conference rooms with 360-degree cameras, and
with cameras on the whiteboard, so that regardless of where an employee is, we
are taking the equitable work policies that came with remote work and bringing
them into a hybrid-work world.</span></span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, everyone has similar
access to information. Everyone has a similar opportunity to voice their
opinions and creativity in meetings. These are the types of things that folks
are going to need to navigate through in the months ahead if they’re going to
capitalize on the benefits of what hybrid work can deliver. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If we
are to use hybrid work as the starting point, and we don’t know where we’re
going to end up, do we have any existing examples to learn from? I’m thinking
about the gig economy and <a href="https://en.wikipedia.org/wiki/Gig_worker">gig
workers</a>.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Tim, is the gig economy a
bellwether for what we should expect of hybrid work models? Or can we learn
from that to do even better?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Beyond the office with
benefits</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">M</span>inahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> When
the gig economy emerged, we were still in very much of a mindset of a work
environment that hadn’t changed much since Henry Ford. It was an extension of
the Industrial Revolution, where everyone came together in a manufacturing
facility. When we went to knowledge workers, we just adopted that work
structure and said, “Well, everyone, of course, should come together in an
office environment.” </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">What the opportunity affords us
now -- by removing the taboos, having the technological infrastructure to
support equitable work across all environments and domains -- is the
opportunity to go to a new class of, if you will, <a href="https://tminahancitrix.medium.com/the-future-of-gig-work-59091c3204c9"><i>gig
with benefits</i></a> that provides flexibility and autonomy to freelancers.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">They gain an economy that the contracting
gig workers crave along with the stability that’s become increasingly
attractive as the pandemic wears on by being associated with a given employer,
with appropriate benefits, and everything that comes with being a full-time
employee.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And so, I think we’re seeing
literally people redrafting the social contract between employers and employees
for the first time in decades. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">One of
the nice things technologically, as we go about this redefinition of work, is we
have at our disposal analytics tools at scale and at costs that are very
attractive.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">How do we use that to understand
the best models of the future of work without it just being trial and error? How
do we apply the best of what analytics and automation can bring so that we can
get to that right definition for the right company at the right time?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">What else can technology do
for us in the next few years when it comes to helping us through such an
experimental process? </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Yes,
over the past several years, we’ve seen the introduction of machine learning (ML)
and analytics into the workplace, along with automation. And those have
fundamentally changed the way we work.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Number one, they help clear a
lot of the noise from an employee’s day and guide them to the next task, or the
next insight, that’s valuable to move them along in the process. But number two,
it’s elevated the skill set of the employee and the performance of every
employee so that they’re performing at their best.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">That’s true whether they’re
six months on the job or an employee of the month consistently for the past six
years. Technology can guide any employee to deliver the best customer service
and to attain the best answer to execute processes even faster.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.citrix.com/fieldwork/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3667" data-original-width="5500" height="316" src="https://blogger.googleusercontent.com/img/a/AVvXsEjeZ8gDkGs1-dA6jwZg8BgBqKZ0Hvy7FHeiZtaJGGCzm4cgtMEhH9RXabblB1fA1X2vaYCY0_O0dcho3MZidRZgQI9oVp_GcMeCVyiLA_hmhyGJ0yYmguvcEuWMcW2CP6-SjBrCGamL40yK0kzhCey7BM1ymCFqe7KngfnUVUuduwx_vKLq78A=w476-h316" width="476" /></a></span></div><span style="font-family: arial;"><span><b><span style="font-size: x-large;">A</span></b>n example that highlights
that necessity is the mother of innovation is <a href="https://www.citynationalcm.com/">City National Bank of Florida.</a> They <a href="https://www.citrix.com/customers/city-national-bank-en.html">adopted our
digital workspace technologies</a> not only to ensure that they could remotely deliver
the applications and tools that employees need in a very secure environment,
but also to utilize the ML, automation, and enhanced workflow capabilities to improve
the steps needed for their mortgage loan review process.</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">As a result, they knitted together
some of the key tasks and insights across multiple systems – customer relationship
management (CRM) systems, mortgage and loan systems, and approval systems. They
gained an ability to guide employees to the next step in the process, and by pulling
information from other databases. They were able to process six years of loans
in six months during the pandemic. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">That’s just one example of how
bringing together ML with automation is fundamentally creating a new level of
skills, particularly at a time when we have a global talent shortage for
certain skills. This technology helps fill the skills gap that many companies
are suffering right now. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Christian,
what’s your take? How will ML and the analytics capabilities we have, along
with automation, help us attain a new, better place when it comes to work, work
processes, and the redefinition of work?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Reilly:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> The
skills gap is kind of a paradox. We talk about the skills gap and how we’re
going to address that with technology, whether it’s software, robots, or an automated
workforce. And yet, the other side of the coin to be concerned with is how much
of this technology comes in and replaces physical workers.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">To go back to Tim’s Henry Ford
example of many years ago, there was an argument then about automation in the
automotive manufacturing industry replacing the physical work force. And that’s
something we’ve discussed and politicized for many years.</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Democratized tech increases
jobs</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>he real question to me is,
how many more jobs does technology create? That’s the bit that we don’t talk about,
and I don’t think we have a good opinion on. From a pure technology perspective,
the most fascinating element comes as a category of democratization.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And, if you go back far
enough, there are many examples. When <a href="https://www.office.com/">Microsoft
Office</a> first found its way into organizations it democratized word
processing and letter creation to the detriment of the classic typing pool. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If you follow that path of
democratization, what we’re seeing now through the evolution is citizen
developers using low-code and no-code platforms. It’s the exact thing that Tim
was talking about in terms of bringing the technology to augment the workforce.
We’re very rapidly seeing that in the worlds of low-code, no-code, of citizen development,
and also of ML in general. It’s a democratization trend, of literally being
able to take off-the-shelf components, products, and services and apply them in
a new business context</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Need Some Good Reasons to Innovate?</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Citrix Research </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.citrix.com/content/dam/citrix/en_us/documents/white-paper/the-era-of-hyper-innovation-wp.pdf">Uncovers</a> About Half a Million.<br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>he key is better enabling the
line of business people who deeply understand what the data needs to do for
them. They understand the business process inside out, they understand the workflows
inside out, and they’re far better placed to deal with that than traditional IT
and developers.</span></span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, the speed at which
technologies are becoming democratized is essential. For a few cents an hour, you
can have ML services running in a public cloud. And then those very same ML
services can find their way into client-side applications. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It becomes obvious very
quickly what the impact will be. Just as we’ve seen with changing work
demographics when we have the younger generation come in as business analysts,
but able to write algorithms in Python. We’re going to continue to see that. And
we’ll see much smarter applications being put to work for those workers, too. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The challenge is it
potentially creates more data silos because we’re writing point solutions, like
cloud and applications sprawl. We’re likely to see more of that as organizations
empower individuals to be productive by bringing in their own technology to
work and using off-the-shelf components to enhance personal applications. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">A few years ago, we began talking
about <a href="https://en.wikipedia.org/wiki/Bring_your_own_device">bring your
own device</a>, and bring your own identity. I don’t think it’ll be very long
before we talk about bring your own applications and that will be largely due
to the democratization of technologies and the power of these new generations
of applications and insights. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
Christian, is it too soon to be thinking about a third-party reality that can
enhance work? We’re hearing about the metaverse, virtual reality (VR),
augmented reality (AR), and mixed reality (MR). Where do you see the
opportunity for using these concepts to solve some of the reinventing of work
challenges?</span></span></p>
<h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">From Ford to VR, we still work
together</span></i></b></span></span></h3>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">R</span>eilly:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> I’ll use
Tim’s phrase again about necessity being the mother of innovation, and, in some
cases, the mother of invention. Over the past few years, we’ve seen steady
technological growth in VR, AR, and MR. And, yet we’ve never really seen a <a href="https://en.wikipedia.org/wiki/Killer_application">killer application</a>.
</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">There are plenty of examples
of customers and companies using those technologies to solve certain things. But
we’ve never seen mass adoption. As humans, we’re fascinated by futuristic things
such as <i>The Jetsons</i>, time travel, and teleportation. We’ve seen it in
science fiction movies forever.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.citrix.com/fieldwork/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2666" data-original-width="4000" height="305" src="https://blogger.googleusercontent.com/img/a/AVvXsEjFq5bWxO5fixNPUFVgROSOmuH7iWZaN_kUgIOm0p1DZjn3rSHI0MtqUHJOvdaQBXLkv0BATH5Cq6ZqBIXPemjQthpDj-2Frxcm35cjhLMhgEAVsWBDY-0FhYtQchZ0NeQJbQPy9Y0-ZNf-EOTw-OgejKZ378j4kot2PwBalLochzNNGqubU5g=w459-h305" width="459" /></a></span></div><span style="font-family: arial;"><span><b><span style="font-size: x-large;">B</span></b>ut if you start to think
about things that are part of the metaverse, whether it’s digital twins or
photorealistic immersive worlds, it’s pretty easy to let your imagination go
and understand how some of what we’ve found difficult to replace during the
pandemic, which is human interaction, can be done.</span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">How do I feel in just two dimensions
looking through a laptop screen with a number of other people on a video call?
I think there’s a lot more to it than that. If we could figure out how to transcend
the physical boundaries using a virtual world -- and I’m not talking <a href="https://en.wikipedia.org/wiki/Second_Life">Second Life</a> here -- I’m
talking about much more.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s where the office is not a
building per se. It’s much more of a virtual construct that has all the things
that I need to get work done, whether that’s signing contracts using
distributed ledger or collaborating in more of a physical way with a representation
of myself in the metaverse.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We may look at that as science
fiction, and yet, if you look in the consumer world to where the younger
generation is, there are plenty of examples of children using technologies such
as Minecraft and Roblox that are their own virtual worlds where they learn to
collaborate, learn to play by the rules of that particular game, and they learn
how to immerse themselves in that to collaborate and to do tasks. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I don’t think this is a
million miles from the reality of where we may end up in terms of the hybrid
work that Tim talked about. We’re trying very hard to replace physical
interactions that aren’t always possible on different sides of the world. I
think there’s a huge opportunity for us to think about the metaverse as much
more of a business-enabler underpinned by lots of different technologies. Maybe
we can bring more personal interactions with it as we establish this <i>new now</i>
going forward.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim,
how does the current generation of digital workspaces and the progeny of those
workspaces start in 2022 to get to the vision of metaverse as business-enabler
that Christian just painted? </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It
goes without saying that the only constant we’re going to have in this world of
hybrid work is the digital workspace within which we access the work resources,
our content, and the insights we need to make decisions. And it’s how we engage
and collaborate with our peers, both within our company and outside of it.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We’ve been talking about digital
workspaces for quite some time, along with the need to ensure we reliably and
securely deliver the work resources that employees need to get their best work
done wherever that needs to happen</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span lang="EN">.</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The pandemic has rapidly accelerated digital transformation and opened people's eyes to new ways of working. A lot of these new AI and automation agents are being incorporated into the workspaces to ensure that everyone can perform at their best and not be distracted from even greater creativity and innovation.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The pandemic, if there’s one
small silver lining to it, has rapidly accelerated digital transformation and
opened people’s eyes to new ways of working. As we look at the digital workspace
technologies that underpin them, you’re going to see not just ensuring reliable
high-performance access and secure access to the work resources you need, but a
lot of these new kinds of AI and automation agents are being incorporated within
the workspace, which will ensure that everyone can indeed perform at their best
and not just be distracted by the technologies but can harness them to drive
greater creativity and innovation. </span></span>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I’ll just close off where we started.
The crisis-driven adaptation has not just transformed organizations, but it’s
altered the mindset of both the employer and the employee. I’m particularly positive
and optimistic about what the future holds over the coming year -- and the next
few years ahead.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We’re reaching a new plateau as
these items are all converging at once. The technology is there and available, and
the taboos that have hindered our ability to adopt that technology have been
torn away. There is a new mindset both in the mind of employees and employers
that is going to set us on a course to engage through new digital means and to
work in new and more hybrid ways.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Tim,
Citrix has done an awful lot of research and is helping organizations better understand
this progression. Where can people go to learn more? How is Citrix making some
of that information available?</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> You
can always go to <a href="https://www.citrix.com/">citrix.com</a>. We also have
a thought leadership platform called <a href="https://www.citrix.com/fieldwork/">Fieldwork</a>
in which we not only promote and make available all the research studies and
benchmarks that I mentioned, but also use it as an open platform for dialogue
among leaders in businesses as well as the IT organizations. </span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I’m
afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect
discussion on how 2022 will shape up as we extrapolate on the trends around
shifting work models that are taking us to the new level.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Fdm305cH8ZQ" width="320" youtube-src-id="Fdm305cH8ZQ"></iframe></span></span></div><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>A</b></span>nd we’ve learned how speed
will only increase in how digital technologies enhance and disrupt the means
through which we all collaborate and operate in our jobs and lives.</span></span><p></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Please join me in thanking our
guests. We’ve been here with Christian Reilly, Vice President and Head of
Technology Strategy Organization at Citrix. Thank you so much, Christian.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Reilly:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Thank
you, Dana. It’s been a pleasure.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> And
we’ve also been here with Tim Minahan, Executive Vice President of Business
Strategy and Chief Marketing Officer at Citrix. Thank you, sir.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Minahan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Thanks,
Dana. I appreciate the dialogue.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> And a
big thank you as well to our audience for joining this BriefingsDirect Future
of Work Innovation discussion. I’m Dana Gardner, Principal Analyst at
Interarbor Solutions, your host throughout this series of Citrix-sponsored
interviews.</span></span></p>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Thanks again for listening.
Please pass this along to your community, and do come back next time.</span><span face=""Arial",sans-serif" style="font-size: 10pt;"> </span></span></p><p class="MsoNormal"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><b><span style="color: black;"><span class="apple-converted-space"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--2022_the_Year_Technology_and_New_Work_Models_Come_Together_to_Enable_Continuous_Innovation.mp3?dest-id=20179"><b>Listen</b></a><span class="apple-converted-space"><b><span style="color: black;"> </span></b></span><b><span style="color: black;">to the<span class="apple-converted-space"> </span></span></b><a href="http://briefingsdirect.com/2022-the-year-technology-and-new-work-models-come-together-to-enable-continuous-innovation"><b>podcast</b></a><b><span style="color: black;">.</span></b></span> </span>Find it on<span class="apple-converted-space"> </span></span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b><span style="color: black;">. </span></b><a href="https://www.slideshare.net/danalgardner/2022-the-year-technology-and-new-work-models-come-together-to-enable-continuous-innovation"><b>Download</b></a><b><span style="color: black;"> the transcript. Sponsor: </span></b><a href="https://www.citrix.com/"><b>Citrix</b></a><b><span style="color: black;">.</span></b></span></span></p>
<p class="MsoNormal"><span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="font-size: 10pt;">Transcript
of a <span style="color: black;">discussion on how technology will improve the
ways businesses operate and enable employees to remain productive and
content in the coming year.</span> Copyright Interarbor Solutions, LLC,
2005-2021. All rights reserved.</span></i></span></p>
<h2 class="MsoNormal" style="text-align: left;"><span style="font-family: arial;"><span style="font-size: medium;"><b><span face=""Arial", sans-serif" style="border: 1pt none windowtext; color: #303030; padding: 0in;">You may also be
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</div><span style="font-family: arial;">
</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-23363426981711303102021-12-01T12:21:00.011-05:002021-12-01T13:11:36.268-05:00How Houwzer Speeds Growth and Innovation for Online Real Estate by Gaining Insights into API Use and Behavior<p style="text-align: left;"><i><span face=""Arial",sans-serif" style="font-size: 10pt;"></span></i></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://www.traceable.ai/product" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1072" data-original-width="2048" height="259" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj73dp2Udz-Ws3SnlM2kU3rVvWZykGq2p-1ePO3SU0Gwdpd_zjXeYG5DzXDbvXoLtXPcITWjHQVkex-IZUa8OC30KFYM6PDC-ElTBnKsujCetHwbJ99JkJDDleZ3pcIjgdQLiQU5A/w493-h259/top.jpg" width="493" /></a></i></div><i><br /><span style="font-family: arial;"><span>Transcript
of a discussion on </span></span></i><span style="font-family: arial;"><span><i><span style="font-size: 10pt;">how a cloud-based home-brokerage-enabler, Houwzer,
constructed a resilient API-based platform as the heart of its services
integration engine</span></i><i><span style="font-size: 10pt;">.</span></i></span></span><div class="WordSection1" style="text-align: left;"><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_Houwzer_Speeds_Growth_and_Innovation_by_Gaining_Insights_into_APIs_Use_and_Behavior.mp3?dest-id=20179"><span face=""Arial",sans-serif" style="font-size: 10pt;">Listen</span></a><span face=""Arial",sans-serif" style="font-size: 10pt;"> to the </span><a href="http://briefingsdirect.com/how-houwzer-speeds-growth-and-innovation-for-online-real-estate-by-gaining-insights-into-api-use-and-behavior"><span face=""Arial",sans-serif" style="font-size: 10pt;">podcast</span></a><span face=""Arial",sans-serif" style="font-size: 10pt;">. Find it on </span><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;">. </span><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/how-houwzer-speeds-growth-and-innovation-by-gaining-insights-into-api-use-and-behavior">Download</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;"> the transcript.
Sponsor: </span><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.traceable.ai/">Traceable</a></span> <span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.traceable.ai/">AI</a></span><u>.</u></b></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hi,
this is </span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://twitter.com/Dana_Gardner">Dana Gardner</a></span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">,
Principal Analyst at Interarbor Solutions, and you’re listening to </span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="http://www.briefingsdirect.com/">BriefingsDirect</a></span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">.</span></span></p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Complexity and security
challenges can hobble the growth of financial transactions for private-data-laden,
consumer-facing software-as-a-service (SaaS) applications. Add to that the need
to deliver user experiences that are simple, intuitive, and personalized -- and
you have a thorny thicket of software development challenges.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Stay with us now as we explore
how streamlined and cost-efficient home-brokerage-enabler <a href="https://houwzer.com/">Houwzer</a> constructed a resilient application
programming interface (API)-based platform as the heart of its services
integration engine for buying and selling real estate online.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">To learn how Houwzer makes the
most of APIs and protects its user data while preventing vulnerabilities,
please welcome <a href="https://www.linkedin.com/in/gregory-phillips-a6ab423a/">Greg
Phillips</a>, Chief Technology Officer (CTO) at <a href="https://houwzer.com/">Houwzer</a>.
Welcome, Greg.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Greg Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Thanks,
Dana. It’s nice to be here.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Greg,
what does Houwzer do, and why is an API-intensive architecture core to your platform?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We
are more than just a real estate brokerage. We’re also a mortgage brokerage and
a title agency. The secret sauce for that is our technology platform, which binds
those services together and creates a seamless, end-to-end experience for our
consumers, whether they are buying or selling a home.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/gregory-phillips-a6ab423a/" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="400" data-original-width="400" height="272" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj5TnPttlt2xcACiVmjf5iGrfec9sLAIvg2odnpn1v8T1j08BEGfV6lgOfig824eeF9DcD9svL9PFoFQCrvo5jUcC260-RmlOisNVB5Mf_CvtTxA4OcHPrEmZwrsbU70kK02ntEJQ/w272-h272/Greg+Phillips.png" width="272" /></a></span></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/gregory-phillips-a6ab423a/"><b><span style="font-size: small;"><span>Phillips</span></span></b></a></span></td></tr></tbody></table><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span>Those services are typically
fragmented among different companies, which can lead to an often-chaotic
transaction. We streamline all of that into a much smoother experience with our
salaried agents and a consistent technology platform across the whole
transaction. We are rethinking how real estate transactions are done by making
it a better experience across the board, inclusive of all those services.</span></span></span><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">Early on, we decided to build,
essentially, a protocol for conducting real estate transactions. There are laws
and regulations for how to conduct such transactions in different jurisdictions.
Instead of having an unmanageable variety of local rules and regulations -- in
one area they’re doing it one way, and in another area doing it another way –
we looked for the common elements for doing real estate transactions, mortgages,
and for titles. </span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We’ve built into our system
these common elements around real estate transactions. From there, we can
localize to the local jurisdictions to provide the end services. But we still
have a consistent experience across the country in terms of offering services.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/R7-8epXAlmo" width="320" youtube-src-id="R7-8epXAlmo"></iframe></span></div><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>hat’s why we began with an API-first
architecture. We focused on the protocols and building-blocks of the platform that
we offered to our agents, coordinators, and mortgage advisers for their
services. Then we layered on the front end, which has a lot more localization
and other services. So, we very intentionally thought about it as a protocol
for conducting real estate transactions, rather than building an app to manage just
specific types of real estate transactions in specific jurisdictions.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> When say
API-first, what do you mean? Was that how you constructed your internal
platform? How you deliver the services? Was it also for the third-party and
internal integration points? All of the above?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: x-large;"><span style="font-family: arial;"><span><b><span face=""Arial", sans-serif" style="line-height: 150%;">Real estate transactions gain
flexibility</span></b></span></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">P</span>hillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> All
of the above, yes. We wanted to build an API core that was flexible enough to
support lots of variants within different types of real estate transactions. We’re
already in seven states. And we’re still pretty early in our journey. We’re
going to be adding more states and jurisdictions<span><span lang="EN">.</span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We wanted to build an API core that was flexible enough to support lots of variants within different types of real estate transactions. ... We put a lot of thought into our data model and our API platform.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, we knew from the get-go
that was our direction. We put a lot of thought into our data model and our API
platform, such that we wouldn’t have to rewrite or break up the APIs every time
we entered a new jurisdiction. We wanted a flexible underlying API that we
could use to offer a finished product, even though it might look a bit different
in Maryland than it does in Pennsylvania, for example.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It’s
evident that such flexibility, speed of development, and reuse of services are
some of the good things about APIs. But are there any downsides? What can
detract from that versatility when going API-first?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> One
of the downsides of APIs is once you put it out there into the world, you are
supporting that API, for better or worse. Things get built against it. And if
you want to change or rethink what you do with that API, you have downstream
dependencies reliant on that API.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s not like you’re a single
code base, where if you want to refactor, you can use your idea to go discover all
the things that might break if you change things. With the API model, it’s
harder to know exactly who’s out there using it, or what might break if you
change the API<span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>hat means there’s a semi-permanence
to an API. That’s somewhat unique in the software development realm where things
typically move with a lot of flux. We have libraries that are updating all the
time, especially in the <a href="https://www.javascript.com/">JavaScript</a>
ecosystem. Things are going a mile a minute. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">When you deliver an open API,
you have to be more thoughtful about what you put out there ahead of time, because
it is harder to change, harder to version, and harder to migrate. It’s by
definition something you’ve chosen to set in stone, at least for some period of
time, so people can build against it.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://houwzer.com" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1365" data-original-width="2048" height="315" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgwxkpWb3A9Io387Da73QsbVywok45Wj5Nfb8okg4f6cCZPdHuJD8jhgwavBvALixVsP6rrwvsc7byqZsVlO6-Z_YYYF_APMngKTMZtY7ROWqCfIuwr5wSQT9StZF9M3l2cpUGaOw/w473-h315/top+top.jpg" width="473" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span><b><span style="font-size: x-large;">O</span></b>ur API interacts with third
parties. The vast majority of the usage of our API is for our internal front-end
application. It’s not like we have tons of different stakeholders on the API. But
we need to factor for those third parties and partners.</span><span><span style="font-size: 11pt; line-height: 150%;"> </span></span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Obviously, then, security is
another huge undertaking when you put an API out there. This is not an API that
is just sitting behind a firewall. This is an API on the Internet for
conducting real estate transactions, which are highly sensitive transactions. So,
obviously, security is a huge concern when building an API.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> With
so many different parties involved in real estate transactions, to get people
to rely on Houwzer as a hub, there needs to be an element of trust. Not just trust
about performance, but trust that the activity is going to be safe, and privacy
is assured.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">What did you do to bring that
level of resiliency to your API? How did you troubleshoot your own API to make
sure that others would view it favorably?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: x-large;"><span style="font-family: arial;"><span><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Keep data safe from start to
finish</span></i></b></span></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">P</span>hillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> From
the very beginning, we’ve been really concerned with security. Even before we
had any transactions running through the system -- and we were just in the
design phases of the API -- we knew we’re in an industry that’s constantly
under attack.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The most common and dangerous
thing that happens in the real estate brokerage industry is when some non-public
information about a transaction is somehow leaked. There are a lot of criminals
out there who can use that information to attempt to exploit our customers. For
example, if they find out information about when a closing is supposed to be in
the name of the title company, they could pose as an agent of that title company
and say, “Hey, for your upcoming closing, the wiring instructions have changed.
You actually need to wire ‘here’ instead of ‘there’.”</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">There are a lot of criminals out there who can use that information to attempt to exploit our customers. It's been a huge problem in the industry. We need to make sure that the information stays private.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We’ve seen brokerages across
the country fall victim to that consistently over the past five to 10 years, if
not longer. It’s been a huge problem in the industry. So, while an API enables a
great user experience by having very streamlined transactions, we need to make
sure that the information stays private to only our clients, agents, and coordinators
-- and not leak any of that data to the public through the API. That’s been
paramount for us.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">As far as performance goes, we’ve
been fortunate that our business has relatively few high-value transactions. We
haven’t had to achieve super-scale yet with our APIs. Our security concerns are
a 10, but our scalability concerns, fortunately, are at a two. So far, it’s not
open to the masses. It’s more of a premium service for a smaller audience than
a free service on the Internet.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Given
the need for that high level of security, you can’t depend on just the
perimeter security tools. You need to look at different ways of anticipating
vulnerabilities to head them off.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/R7-8epXAlmo" width="320" youtube-src-id="R7-8epXAlmo"></iframe></span></b></div><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></b><p style="text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">P</span>hillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes.
You must be aware of what you’re putting out into the world. You must assume
the worst about who is going to interact with your API, and make sure there is
no way for an unauthorized person to gain access to information they’re not
privy to.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Since the beginning of
building this platform, that kept me up at night. One of the things that
ultimately led me to <a href="https://www.traceable.ai/">Traceable AI</a> was that
I wanted to effectively gain more confidence about how my APIs were being used
out in the world. You try to anticipate as much as you can when you’re building
it.</span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.traceable.ai/product" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1152" data-original-width="2048" height="278" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVPkNAZTh5o4hsX6ebAFsBKi1wbi-bWM0iLyqDZoTOcUPq9q1DfvRv13bSav0RU4Q22G45UqbXwZ0i7ZnbAVe2xn30VsvPgXwI8GU8iwShIzIcIXuWC5XpJWjrsG9Xaxe3AFgE2w/w494-h278/top+top+top.jpg" width="494" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;"><span face=""Arial", sans-serif" style="line-height: 150%;">Y</span></span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">ou
reason: “Okay, who’s going to be calling on this? We don’t want to expose any
additional information here. We want to have just the information needed, with no
additional information that might leak out. We want really strong access
controls on each API request, such as what parameters will be accepted, what
will be updated, and what will show in each scenario based on all the different
users’ rules.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://houwzer.com" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="613" data-original-width="1699" height="103" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh8tcjOOwG9H9dbj1DZSBjgM88xMoWsZ0z5Sg-9SlpV7CtvEcxLqtz8urwFvHe9YwcvG5kKL4D7OUYcMB4g8Q27fJ_U3XrI_c1eVShdBvUB-uk400sKy1XfoJwLRkoZ4G5sLV9-fA/w287-h103/Houwzer+logo.png" width="287" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span>Obviously, that’s a lot to
keep track of. And you always worry there is some misalignment or
misconfiguration that you’re missing somewhere. You want to be able to monitor
how the API is getting used -- and, essentially, have an artificial
intelligence (AI) capability look for that type of thing in addition to your
ability to query for it.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">That has been very attractive for
us. It’s given us a lot of confidence that, in practice, we are not leaking
data. It’s an additional level of validation. Instead of enforcing a perimeter
and not letting anybody in, we’re very careful about what we put out there
beyond the perimeter. And not only are we careful about what we put out there
beyond the perimeter, we’re also monitoring it very closely, which I think is
key.</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: x-large;"><span style="font-family: arial;"><span><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Monitor who’s doing what,
where, and when </span></i></b></span></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">G</span>ardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Such monitoring
gives you the opportunity to create a baseline of behaviors, so that even for
unintended consequences of how people use your API, you have a data record. And
you’re doing it at scale because there’s a lot of data involved that humans
couldn’t keep up with. Instead, you have machine learning (ML) and AI
technologies to bring to bear on that.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">What have you learned from
that capability to observe and trace to such a high degree?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We
have discovered a few vulnerabilities that we weren’t aware of. So, there were areas
where we were exposing, or potentially exposing, more information than we meant
to through a given API endpoint. That was identified and fixed<span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span lang="EN"><b><span style="font-size: x-large;">W</span></b></span></span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">e’ve also seen some areas
where people have tried to attack us. Even though we don’t have the
vulnerability, we’ve seen malicious actors hitting our API, attempting to do a
sequel injection, for example, or attempting to read a file on the file system,
or to run a command down the system. You can actually see that stuff and observe
how they’re doing it without having to parse through raw API requests, which
aren’t humanly readable. Those are the first order of insights we’ve gained.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">The second order of things we’ve
seen are also very interesting. We can look at the API requests segmented by
our users and our user roles. That means learning what API requests our clients,
agents, and coordinators tend to make. We can now examine how these different
stakeholders interact with the API. It has been really interesting to see from
a planning perspective<span><span lang="EN">.</span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We can look at the API requests segmented by our users and our user roles. We can now examine how these different stakeholders interact with the API. The API is a living, breathing thing that you can look at and observe.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Even outside of security, it’s
been fascinating to see how the system gets used, and the kinds of natural
rhythms that occur, such as when is it used during the day. What are these
types of things happening versus these other types of things happening?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s interesting to see that
which would be very hard in the non-human-readable API requests. When you
aggregate it and display it in an information display, you can see that stuff.
The API is a living, breathing thing that you can look at and observe as it’s
out there in the world.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Not
only as it breathes and lives, but it’s easily updated. So how do you create a
feedback loop from what you learn in your observability phase and bring that
into the development iteration process?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">As the CTO, are you the one
that has to cross the chasm between what you can observe in operations and what
you can subsequently ameliorate in development?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: x-large;"><span style="font-family: arial;"><span><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Security now part of every job</span></i></b></span></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">P</span>hillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
Generally, yes. I view that as a key part of my role. Our software engineers
are in there looking at it as well, but I hold myself accountable for that
function. Also, I try to recruit generalist software engineers who can take security
into account, just like with user experience, when they’re building things.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I find it very hard to build a
cohesive and secure product if you are just throwing requirements over the
fence to the software engineers from different departments, saying, “Build
this.” I think you lose something.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.traceable.ai/blog" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1152" data-original-width="2048" height="290" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQd93KHY9sBaxBGdvi2aL6pcxye2LLjcozo34boYUqJz0icMjYIXf6ofvuo105GXUuoyOECtpiqN1zs0W6fShXRow-VE00rZ8HMQleUQZolghgC-VyBlj5b5embbTtIU2HDdDq7Q/w516-h290/Danger.jpg" width="516" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: x-large;"><b>R</b></span>ather, there has to be a
complete understanding in one accountable individual’s mind to deliver the complete
product. And that’s not to say those areas of the company shouldn’t have input
on what gets built. But the engineers in my mind have to have a deeper understanding.
I like to give them as much data as possible to understand what they’re putting
out. Then they have that all in their minds when they’re writing the code.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Have
your developers been receptive to this observability of API behavior data, or do
they say, “Well, that’s the security person’s job, not mine”?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> All
of us on the team feel a responsibility for the security of our systems. I
think everyone takes that really seriously. I don’t think anyone thinks that it’s
“someone else’s” problem. We all know that we all have to watch out for it.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://www.traceable.ai" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="175" data-original-width="288" height="175" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhicht1JbKS-WxxWlOdlqkp6JN6wzdDhFtObK20mU4OL51NS41jIU0UQ-vNt-zSOuKFDX5CTVTvKu1l2j-oWwyRsf-kfTZbmV3GCqqgrNPehBvpWLiE3IyEauhFUzZW97maaGyhEA/s0/Traceable+logo.png" width="288" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span>That being said, not everyone
is a security expert. Some people may know more or less than others about
information security. None of us are dedicated information security
professionals. We rely on the inputs from <a href="https://www.traceable.ai/product">the Traceable AI platform</a> and from what
we’re seeing happen to learn about the things that we should be worried about. What
are the things that we don’t even know about yet? </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s about having a culture of
learning and having generalists who want to get better at building secure
systems and to convey secure APIs. That is increasingly part of the job
description for software engineers, to take that into account. That’s especially
critical as we see higher value services, like our own, being offered directly
on the Internet.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Things are so different now. Years
ago, real estate and other financial transactions had some kind of application front
end. Then some person would put it all into a mainframe that night and do the financial
transactions. Then, the next morning, after it ran on the mainframe, the humans
would look at it again. And then they would update your bank account<span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">N</span></b>ow there’s far more
automation. Things happen live via APIs on the Internet. And that’s created
much more reason for developers to truly understand the security implications
of what they’re building. You simply can’t insert a failsafe as easily, as you
start to eliminate process friction, which is what consumers want. There are less
natural insertion points for a true dedicated security or dedicated fraud
prevention review. You have to do these processes live and in an automated way.
Security therefore has to be built into the thing itself.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Of
course, these transactions come with high urgency for people. This is their home,
one of the biggest transactions of their lives. They’re not interested in a wishy-washy
API.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">How easy was using Traceable AI
to bring automation for better security into your organization? </span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: x-large;"><span style="font-family: arial;"><span><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Data delivers better development</span></i></b></span></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">P</span>hillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> What
I like about the <a href="https://www.traceable.ai/how-it-works">Traceable AI user
experience</a> is that you can engage with it at multiple levels. On the most basic
level, you log in and it’s pushing out immediate alerts of threats. You can view
what has happened since you last logged in, and you can review your bots. It surfaces
the most important things right away, which is great. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">But then you can also pursue questions
about the APIs in production. For example, you can plot how the APIs are being
used. They give you great tools to drill down so you can navigate to different
ways of aggregating the API usage data and then visualize, as I mentioned before,
those usage patterns<span><span lang="EN">.</span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">What I like about the Traceable AI user experience is that you can engage with it at multiple levels. It surfaces the most important things right away, which is great. They also give you the tools to drill down so you can navigate to aggregating the API usage data.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">You can look at performance as
well as security. So even if you’re feeling good about the security, you can
determine if latency doesn’t look great, for example. There are a lot of things
in there to show where you can go really deep. I don’t think I’ve gotten to the
bottom. There’s more to discover, and there’s tons of ways to slice, dice, and
look at things. I tend to do that a lot because I’m a power user and like to
figure things out. But at the same time, Traceable AI does a great job of using
their intelligence to surface the most important things and the most critical
security concerns and get those in front of you in the first place.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It
sounds like these data deliverables provide you an on-ramp to a more analytics-driven
approach to not only development -- but for improving the processes around
development, too.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes. I
would even extend that into the processes around our business operations, our real
estate operations. We’re offering a product through our technology that is
ultimately a real estate transaction engine. And we can actually see in the API
things that we need to do to make the real-world solution better.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We have three critical
stakeholders: the buyer client, the real estate agent, and the transaction
coordinator, who makes sure everything goes smoothly. And, using these tools, we
can see if the user or coordinator are trying to do something, meaning they’re
getting errors. We can see if there is a point in the real estate transaction
where we might not have everything included. Maybe the information that was
expected to be there is incomplete, and so they are not able to get to the next
step of the transaction.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, you can actually uncover
things that are not explicitly in the technology, like a process problem. We
need this information ahead of that point in the process, and we don’t always
have it. We want to then know what next to build into our protocols for the
future.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Greg,
what are your suggestions for other folks grappling with the <a href="https://www.linkedin.com/posts/jyotibansal_how-the-api-economy-is-powering-digital-transformation-activity-6800202364746911744-GeLX/">API
Economy</a>, as some people call it? Any words of wisdom now that you’ve been
through an API development and refinement journey?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: x-large;"><span style="font-family: arial;"><span><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Take one real estate step at a
time</span></i></b></span></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">P</span>hillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Start
small and expand. Don’t try to put everything and the kitchen sink out there
all at once. We currently represent people selling their home, buying a home, and
getting a mortgage, people who need title insurance -- people doing all of
those things together all at once.</span></span></p><p>
</p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><a href="https://traceable.ai/dana " style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1367" data-original-width="2048" height="333" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6RPqrWX0KVbC69RJAe-770mRQPlj7dmkWIpwqn4Rg9f01MTe5XcHHXdRKaKk0ZWti_UPG360U2j5RFrzqY7hna_SrwHozcQCVCfl_R6QkmsvKtnVdbbJaUQ0ggqTlTBUo6rfO1Q/w497-h333/working-code.jpg" width="497" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>H</b></span>owever, the first transaction
through our system was just people listing their homes. We said, “Let’s take on
this specific process.” And even at the time that we launched, it was a much
less detailed version of the process we have today. It’s really important to
release something early that is complete but limited in scope. Scope creep -- of
trying to pack in a lot at once -- is what causes security issues. It’s what
causes performance issues. It causes usability issues. So, start simple and
expand. It’s probably the best piece of advice I have.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Assuming
you are going to continue to crawl, walk, and run, what comes next for Houwzer?
What does the future portend? What other transactions might this protocol
approach lend itself to?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We
thought about all the things needed to consummate a real estate transaction. We
have covered three of those. But we are missing one, which is homeowners’ insurance.
We consider the core services to purchasing a home as brokerage, mortgage,
title, and homeowners’ insurance. So that piece is in the works for us<span><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">O</span></b>utside of those core pieces, however,
there are lots of things people need when they’re buying and selling homes. It
could be resources to fix up their current home, resources to move in, guidance
around where in the country they should move to as a remote worker. There’s
lots of different services to build out to from the core.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We began at the core
transactions, and now we can build our way out. That was a very intentional
strategy. When you look at <a href="https://www.zillow.com/">Zillow</a>, <a href="https://www.redfin.com/">Redfin</a>, or some of the other real estate
technology companies, they began with the portal and then tried to bolt on the
services.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We’re trying to build the best
technology-enabled real estate services, and then build from that core outward
into more of those needed services. Some of the next things in our product road
map, for example, are pre-transaction, helping our consumers make more educated
decisions about the transactions they’re going to enter into. And we can do
that because we have this bullet-proof, secure, battle-tested system for doing it
all and great real estate agents that will help guide you through the process.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> I’m
afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect
discussion on how a streamlined and cost-efficient home brokerage enabler,
Houwzer, constructed a resilient core API platform. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/R7-8epXAlmo" width="320" youtube-src-id="R7-8epXAlmo"></iframe></span></div><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">A</span></b>nd we’ve learned how
protecting user data and preventing vulnerabilities across an end-to-end API services
approach has allowed Houwzer to deliver user experiences that are simple,
intuitive, personalized, and trusted. So, a big thank you to our guest, Greg
Phillips, Chief Technology Officer at Houwzer. Thanks so much, Greg.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Phillips:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
thank you as well. It’s been a pleasure.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> And a
big thank you as well for our audience for joining this BriefingsDirect API
resiliency discussion. I’m Dana Gardner, Principal Analyst at Interarbor
Solutions, your host throughout this series of Traceable AI-sponsored
BriefingsDirect interviews.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Thanks again for listening.
Please pass this along to your business community and do come back for our next
chapter.</span></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 10pt;"><span style="font-family: arial;"><b><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_Houwzer_Speeds_Growth_and_Innovation_by_Gaining_Insights_into_APIs_Use_and_Behavior.mp3?dest-id=20179"><span face=""Arial",sans-serif" style="font-size: 10pt;">Listen</span></a><span face=""Arial",sans-serif" style="font-size: 10pt;"> to the </span><a href="http://briefingsdirect.com/how-houwzer-speeds-growth-and-innovation-for-online-real-estate-by-gaining-insights-into-api-use-and-behavior"><span face=""Arial",sans-serif" style="font-size: 10pt;">podcast</span></a><span face=""Arial",sans-serif" style="font-size: 10pt;">.</span></b></span> Find it on </span><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;">. </span><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/how-houwzer-speeds-growth-and-innovation-by-gaining-insights-into-api-use-and-behavior">Download</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;"> the transcript.
Sponsor: </span><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.traceable.ai/">Traceable</a></span> <span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.traceable.ai/">AI</a></span><span style="color: blue;"><u>.</u></span></b></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="font-size: 10pt;">Transcript
of a discussion on </span></i><i><span face=""Arial",sans-serif" style="font-size: 10pt;">how streamlined and cost-efficient home-brokerage-enabler,
Houwzer, constructed a resilient API-based platform as the heart of its
services integration engine</span></i><i><span face=""Arial",sans-serif" style="font-size: 10pt;">. Copyright Interarbor Solutions, LLC,
2005-2021. All rights reserved.</span></i></span></p><h2 style="text-align: left;">
</h2><h2 class="MsoNormal" style="margin: 14pt 0in; text-align: left;"><span style="font-family: arial;"><span style="font-size: medium;"><b><span face=""Arial", sans-serif" style="color: #303030;">You may also be interested in:</span></b></span></span></h2><ul style="text-align: left;"><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/10/how-fintech-innovator-razorpay-uses.html">How
FinTech innovator Razorpay uses open-source tracing to manage fast-changing
APIs</a></span><span style="font-size: 10pt;"> </span><span style="font-size: 10pt;"><span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span></li><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/10/traceable-ai-platform-builds-usage.html">Traceable
AI platform builds usage knowledge that detects and thwarts API vulnerabilities</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;"> </span></span></li><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/08/how-to-migrate-your-organization-to.html">How
to migrate your organization to a more security-minded culture</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;"> </span></span></li><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/06/how-api-security-provides-killer-use.html">How
API security provides a killer use case for ML and AI</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;"> </span></span></li><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/05/securing-apis-demands-tracing-and.html">Securing
APIs demands tracing and machine learning that analyze behaviors to head off
attacks</a></span></span></li><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/04/rise-of-reliance-on-apis-brings-new.html">Rise
of APIs brings new security threat vector -- and need for novel defenses</a></span><span face=""Arial",sans-serif" style="font-size: 10pt;"> </span></span></li><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://traceable.ai/dana">Learn More About the Technologies and
Solutions Behind Traceable.ai</a></span></span></li><li><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.traceable.ai/blog-post/what-threat-vectors-get-addressed-with-zero-trust-application-security?utm_source=partnersite&utm_medium=podcast&utm_term=episode-01&utm_content=&utm_campaign=gardner">Three
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Application Security is Not API Security</a></span></span></li></ul></div><div class="WordSection1" style="text-align: left;"><p>
</p></div>
Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-19978091368273642812021-11-01T12:29:00.005-04:002021-11-01T13:47:36.477-04:00Working the Great Resignation: How Employers Can Transform Things to their Advantage<p style="text-align: left;"><span style="font-size: small;"><span style="font-family: arial;"><i><span></span></i></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><i><a href="https://www.citrix.com/fieldwork/"><img border="0" data-original-height="1152" data-original-width="2048" height="268" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiMjsFg_G6yXl90a8_gP7nno8dc1EajqNua-mUIzWzcyYOdbQtNjgWYKct5XOVqh3ofKnmjxPd_aMItlCRmpDhmqQ3XWRRAZOHulT7OYYzfSA_KmoAxwlnOnF_gKP0oihA4MKXV8w/w477-h268/top+top+top.jpg" width="477" /></a></i></span></div><p style="text-align: left;"><span style="font-size: small;"><span style="font-family: arial;"><i>Transcript
of a discussion on </i><i><span lang="EN-CA">new research into why one of the tightest labor
markets the world has ever seen means a transition to a more healthy and
sustainable environment for employee well-being</span></i><i><span>.</span></i></span><span> </span></span></p><p></p><p style="text-align: left;"><span style="font-size: small;"><span style="font-family: arial;"></span></span></p><div class="WordSection1" style="text-align: left;"><p class="MsoNormal"><b><span style="font-size: small;"><span style="font-family: arial;"><span><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Working_the_Great_Resignation--How_Employers_Can_Transform_Things_to_their_Advantage.mp3?dest-id=20179">Listen</a><span class="apple-converted-space"><span style="color: black;"> </span></span><span style="color: black;">to the<span class="apple-converted-space"> </span></span><a href="http://briefingsdirect.com/working-the-great-resignation-how-employers-can-transform-things-to-their-advantage">podcast</a><span style="color: black;">.<span class="apple-converted-space"> </span>Find it on<span class="apple-converted-space"> </span></span><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a><span style="color: black;">. </span><a href="https://www.slideshare.net/danalgardner/working-the-great-resignation-how-employers-can-transform-things-to-their-advantage">Download</a><span style="color: black;"> the transcript. Sponsor: </span><a href="https://www.citrix.com/">Citrix</a><span style="color: black;">.</span></span></span></span></b></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span style="line-height: 150%;"> Hi,
this is <a href="https://twitter.com/Dana_Gardner">Dana Gardner</a>, Principal
Analyst at Interarbor Solutions, and you’re listening to <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>.</span></span></span></p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><a href="https://twitter.com/Dana_Gardner"><span style="font-family: arial;"><span><span><span><span style="font-size: small;"></span></span></span></span></span></a><span style="font-family: arial;"><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><a href="https://twitter.com/Dana_Gardner"><span style="font-family: arial;"><span><span><span><span style="font-size: small;"></span></span></span></span></span></a><span style="font-family: arial;"><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">The so-called </span><span style="line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Great_Resignation"><span lang="EN-CA">great
resignation</span></a></span><span lang="EN-CA" style="line-height: 150%;"> has anywhere from half to
two-thirds of U.S. workers looking for something other than their current
situation. Whatever the percentage, there’s no question that workers across the
board have and continue to </span><span style="line-height: 150%;"><a href="https://www.washingtonpost.com/business/2021/10/12/jolts-workers-quitting-august-pandemic/"><span lang="EN-CA">quit in droves</span></a></span><span lang="EN-CA" style="line-height: 150%;">.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">And whether the exit is
due to the COVID-19 pandemic, the culmination of decades of various trends, or some
combination, the bottom line is that employers need to </span><span style="line-height: 150%;"><a href="https://fortune.com/2021/09/07/everyone-quitting-their-jobs-right-now-2021-covid-great-resignation/"><span lang="EN-CA">give workers better reasons to remain</span></a></span><span lang="EN-CA" style="line-height: 150%;">.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">Stay with us now as we
explore </span><span style="line-height: 150%;"><a href="https://www.citrix.com/content/dam/citrix/en_us/documents/off-site/one-poll-talent-shortage-the-new-pandemic.pdf"><span lang="EN-CA">new research</span></a></span><span lang="EN-CA" style="line-height: 150%;"> into why one of the
tightest labor markets the world has ever seen means an end to business as
usual. We’ll explore ways that the shifting expectations of employees may lead
to a transformation of work -- that can work to </span><span style="line-height: 150%;"><a href="https://tminahancitrix.medium.com/the-future-of-gig-work-59091c3204c9"><span lang="EN-CA">everyone’s advantage</span></a></span><span lang="EN-CA" style="line-height: 150%;">. </span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">To learn more about the
transition to a </span><span style="line-height: 150%;"><a href="https://www.citrix.com/fieldwork/"><span lang="EN-CA">healthier and more sustainable environment</span></a></span><span lang="EN-CA" style="line-height: 150%;">
for employee well-being and satisfaction, please welcome our guests. We’re here
with </span><span style="line-height: 150%;"><a href="https://www.linkedin.com/in/amyhaworth/"><span lang="EN-CA">Amy Haworth</span></a></span><span lang="EN-CA" style="line-height: 150%;">,
Senior Director of Employee Experience at </span><span style="line-height: 150%;"><a href="https://www.citrix.com/"><span lang="EN-CA">Citrix</span></a></span><span lang="EN-CA" style="line-height: 150%;">.
Welcome </span><span style="line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/06/citrix-research-shows-those-born.html"><span lang="EN-CA">back</span></a></span><span lang="EN-CA" style="line-height: 150%;">, Amy.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;"></span></b></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/tQ9NaLbtehk" width="320" youtube-src-id="tQ9NaLbtehk"></iframe></span></b></span></span></div><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;"><br /><span style="font-size: x-large;">A</span>my
Haworth</span></b><span lang="EN-CA" style="line-height: 150%;">: Hi, Dana, it’s great to be here.</span></span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Gardner</span></b><span lang="EN-CA" style="line-height: 150%;">:
We’re also here with </span><span style="line-height: 150%;"><a href="https://www.linkedin.com/in/swiftmelissa/"><span lang="EN-CA">Melissa Swift</span></a></span><span lang="EN-CA" style="line-height: 150%;">,
U.S. and Canada Transformations Services Leader at </span><span style="line-height: 150%;"><a href="https://www.mercer.com/"><span lang="EN-CA">Mercer</span></a></span><span lang="EN-CA" style="line-height: 150%;">.
Welcome, Melissa.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Melissa
Swift</span></b><span lang="EN-CA" style="line-height: 150%;">: It’s great to be here.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Gardner</span></b><span lang="EN-CA" style="line-height: 150%;">:
Amy, the </span><span style="line-height: 150%;"><a href="https://www.businesswire.com/news/home/20210929005061/en/Citrix®-Arms-Companies-in-War-for-Talent"><span lang="EN-CA">latest research Citrix sponsored</span></a></span><span lang="EN-CA" style="line-height: 150%;"> into
the future of work provides new insights into the </span><span style="line-height: 150%;"><a href="https://financialpost.com/executive/executive-summary/posthaste-tight-labour-market-pushes-employers-to-offer-raises-but-workers-want-more"><span lang="EN-CA">great resignation</span></a></span><span lang="EN-CA" style="line-height: 150%;">. Are there
some myths that people have been holding onto? Were you surprised by the survey
results?</span><span lang="EN-CA" style="line-height: 150%;"> </span></span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Haworth</span></b><span lang="EN-CA" style="line-height: 150%;">:
The question on everyone’s mind right now, especially our leaders, is what’s
happening? Why are people leaving?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;"></span></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/amyhaworth/" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="500" data-original-width="500" height="302" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPu67HhiNwKuuSf-aG59NYAKtMwlO_2Uw0a4ADAUJeychY4rWocfnMDmOsZOLWH5NE_bs2qmBrwrtFKHubgxg4wtdMelx3Lbaatmkc2UCpLFRZdueFL9eJh_03WBM1oeqRCSyExA/w302-h302/Amy+Haworth.jpg" width="302" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/amyhaworth/"><b>Haworth</b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><span><span lang="EN-CA" style="line-height: 150%;">And so, Citrix
undertook some recent </span><span style="line-height: 150%;"><a href="https://www.businesswire.com/news/home/20210929005061/en/Citrix®-Arms-Companies-in-War-for-Talent"><span lang="EN-CA">research</span></a></span><span lang="EN-CA" style="line-height: 150%;"> because we had a hypothesis
that some of the exit is due to burnout and some might be due to freak-outs. We
found that 35 percent of the respondents to our survey say burnout is the cause
of them leaving a job, but only 6 percent said that they panicked and made an
emotionally-driven decision.</span></span></span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">I also found it interesting
that 33 percent left a job just because they wanted to try something new. Some 13
percent saw it as a way to inject certainty into their future.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">These data points help
both human resources (HR) leaders, and leaders in general, figure out <a href="https://www.inc.com/marcel-schwantes/why-are-workers-really-quitting-you-can-boil-it-down-to-1-simple-reason.html">the root cause</a> of the exodus. If we know, for example, that 33 percent just want to try
something new then we might be able to do something with that inside of our organizations
before they ever walk out the door.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">A big hypothesis I hear
among leaders inside and outside of our own organization is that there’s
something around the salary bubble and this tight competitive labor market. The
going rate for many roles is becoming higher and higher. But according to our
research, that’s not what’s inspiring workers to seek new roles. Actually, 53
percent of those who had left their role took a pay cut. The drive for more
money isn’t necessarily at the heart of why people are making these changes. And
I think that’s also an important thing for organizations to be aware of.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Gardner</span></b><span lang="EN-CA" style="line-height: 150%;">:
Because we’re over a year-and-a-half into COVID, this isn’t a knee-jerk
reaction. And they’re not just looking to make a quick increase in their
salary. This seems to be a strategic, long-term, thoughtful type of reaction.
Is that your takeaway?</span></span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span lang="EN-CA" style="line-height: 150%;">Workers
want the most of their talents</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;"><span style="font-size: x-large;">H</span>aworth</span></b><span lang="EN-CA" style="line-height: 150%;">:
Definitely. One of the things that we have probably all experienced ourselves,
as well as seen in our colleagues, is a lot of self-reflection. You know, what
drives us to get up and make the most of our lives, of our talents, and of our
time. What sort of experiences are we looking to have during our lifespan?</span></span></span></p><p>
</p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>What's Behind the Global Worker Shortage</b></span></span></span></b><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>And How to <a href="https://www.citrix.com/content/dam/citrix/en_us/documents/off-site/one-poll-talent-shortage-the-new-pandemic.pdf">Mitigate Damage</a> to Your Business</b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">W</span></b></span></span><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">e’re seeing this reflected
in the labor market around the choices people are making. There’s a curiosity
and a desire to explore and maybe take a little bit of risk. We found that 60
percent of the respondents joined </span><span style="line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Startup_company"><span lang="EN-CA">start-ups</span></a></span><span lang="EN-CA" style="line-height: 150%;">
and accepted equity in exchange for salary. That’s new and unprecedented.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Gardner</span></b><span lang="EN-CA" style="line-height: 150%;">:
Melissa, from your perspective at Mercer, and through the research you have done,
do you agree that the great resignation is not just a blip on the screen, but
is more momentous?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Swift</span></b><span lang="EN-CA" style="line-height: 150%;">:
Yes, absolutely. Interestingly, we did some surveying – what we call an inside the
employees’ minds survey -- where we spoke to 2,000 people about their thinking
about leaving their roles. What needs did they have that were not being met?</span></span></span></p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/swiftmelissa/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="175" data-original-width="186" height="295" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhrj0y88lfGDzODwaSvScJXIWkj53kl2HWZcEI9f5tU3YWxkvVJ5GoP_tbnr0ylj0W0AnMTbI5tUfRVdr5wXhq2tXByDNgzAZEXKz2zTX94als_-xfT8y1gVRSvqUaCgvgXFU3moQ/w314-h295/Melissa+Swift.png" width="314" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><a href="https://www.linkedin.com/in/swiftmelissa/"><b><span style="font-size: small;"><span style="font-family: arial;">Swift</span></span></b></a></td></tr></tbody></table><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">Normally from our
benchmark data, about 28 percent of people say they are thinking about leaving
their roles -- and that’s exactly, to the percentage point, what we observed in
the latest data from our survey. Yet it feels like nearly everybody is moving, but
in reality, it’s the same proportion of people who have always considering
resigning.</span></span></span><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">The difference we’re
seeing then is, do they then pull the trigger and quit? Is there more willingness
to get up and move? That’s where the data Amy is citing – about the underlying
motivations for moving – is really fascinating and resonates well with what we
have seen in our research, too.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Gardner</span></b><span lang="EN-CA" style="line-height: 150%;">:
Tell us about Mercer, and why these human capital issues are critical and
essential for your business.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Swift</span></b><span lang="EN-CA" style="line-height: 150%;">:
We are </span><span style="line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Mercer_(consulting_firm)"><span lang="EN-CA">the
consultancy</span></a></span><span lang="EN-CA" style="line-height: 150%;"> that’s looking to change -- and
make better -- the world of work. We have a deep heritage in analytically
driven solutions and in understanding the dynamics of pay markets, job
architecture, and employee experience.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">From a data and
analytics point of view, what’s exciting about the work Mercer is doing now is in
taking that legacy of deep analysis and contextualizing it to the
transformation challenges of today. We’re examining what we can do that’s
fundamentally anchored in real evidence that’s going to genuinely change
organizations.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Gardner</span></b><span lang="EN-CA" style="line-height: 150%;">:
How should businesses transform themselves to take advantage of these changes?
Amy, are workers essentially providing a new set of requirements about their
workplace and habits? How should employers react?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span lang="EN-CA" style="line-height: 150%;">Haworth</span></b><span lang="EN-CA" style="line-height: 150%;">:
The power has shifted in a lot of ways. Employee voices are beginning to shape
organizational environments. For me and in my career, over a couple of decades,
I’ve never seen this before.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">I look to the bright
spots. For example, what keeps people where they are? And what the new data
shows validates the hypothesis of how important flexibility is. Forty percent
of the respondents to our survey said they are staying in their current role
because they can work with flexibility<span style="font-family: arial;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">I look to the bright spots. What keeps people where they are? And what the new data shows validates the hypothesis of how important flexibility is. Forty percent of the respondents said they are staying in their current role because they can work with flexibility.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">Now, that can mean
different things to different organizations -- whether that’s flexibility
around time of day or place. But this ability to be empowered is an underlying theme.
It just keeps bubbling up, this balance of empowerment and accountability.</span><span lang="EN-CA" style="line-height: 150%;"> </span></span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">It goes along with
trust <i>and</i> flexibility; to marry these concepts together into a new kind of
exchange: We will give you trust and flexibility, you in return impact the outcomes
and results. And so, even if the music has changed, we’re still dancing the
dance of work. But the music has changed -- and it’s empowering employees to
have an opportunity. I think of it as a sacred time period to shine and to show
what’s possible in terms of rethinking older ways of thinking.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN-CA" style="line-height: 150%;">This is what work now looks
like. This is how it’s now done. </span><span style="line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Cal_Newport"><span lang="EN-CA">Cal Newport</span></a></span><span lang="EN-CA" style="line-height: 150%;">,
</span><span style="line-height: 150%;">in
one of </span><span style="line-height: 150%;"><a href="https://www.amazon.com/s?k=Cal+Newport&i=stripbooks&ref=nb_sb_noss_2">his
books</a> talks about retranslating the factory floor mentality from off the factory
floor and into office spaces. But we’re rethinking that. We have such a great
environment at this point in time to rethink all the assumptions.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Seeing
as we’ve been going steadily digital as a society for more than 25 years, there’s
been a lot of experimentation already. The </span><span style="line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Gig_worker">gig economy</a>, for example, works
out for some, but for others it has <a href="https://worksmart.org.uk/news/what’s-wrong-gig-economy">not been so great</a>.
No security, no benefits, no control over the hours, and so forth.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Are we simply expanding the gig
economy mentality? Is that what trust and flexibility mean? Melissa, are we
just going to more of a gig economy?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"></span></b></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><b><a href="https://www.citrix.com/content/dam/citrix/en_us/documents/off-site/one-poll-talent-shortage-the-new-pandemic.pdf" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="3450" data-original-width="5175" height="307" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhmn-nyo6bJCvUvPt0ERJrXHxDUblSJn8bzJ6vQTCrRXuPcAhFyRaPcxG3XfqpmVdv8snRo2CDBHVPkUtYoXwr9cZ7q0h12DBNdiJwrHIOrS1jq6me-DtIiyqXFOwXal5JlR9Pw4w/w462-h307/top+top.jpg" width="462" /></a></b></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">S</span>wift:</b><span style="line-height: 150%;"> It’s
an interesting question. There’s some skepticism about the gig economy. I would
postulate that there are two gig economies out there. There’s one based on
flexibility and worker empowerment. And then there’s the kind of accidental gig
economy, where people are not being paid a living wage and forced to work
multiple jobs.</span></span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">When you say, <i>gig economy</i>,
I picture both. And for the former one, I think you’re right. It is a model
we’re going toward. We’re looking at work and decomposing it, then putting it
back together by allowing talent to flow to work -- rather than the age-old construct
of a job description written a decade ago that we try to force an individual into.
I do think that trend is encouraging.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Amy,
we have been going through a transformation to more digital everything. But
like the factory analogy, we have not necessarily caught up to it -- or even
recognized it. And so, when we look at the way that corporations and consumers
use digital services, it’s on a per-use-basis, or just-in-time.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">But the way we hire people, it
isn’t really like that. Has the COVID-19 experience given us an opportunity to
pause and say, “Wow, we’re out of synch. We’re out of whack between the way
services and the service economy now works, and the way people work.”</span></span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Work is not one size fits all</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">H</span>aworth:</span></b><span style="line-height: 150%;"> I
hear a very human-centered aspect to what you’re saying. It builds on Melissa’s
point of talent flowing in a very different model, to where it’s going to where
they can be most successful, and of having opportunities to use their strengths.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">I often think about the role
of technology in enabling that shift. One of the most exciting things about
this Covid experiment is the innovation that’s come from it. The technology
space finds and meets these real needs.</span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">How do we create situations where there is still human connection? An interesting piece points to a new combination of technology, talent, and what people need to survive and thrive in both their work and personal lives.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">But how do we create
situations where there is still human connection? Are we matching the needs of people
in new ways? An interesting piece about how this might unfold in the workforce points
to a new combination of technology, talent, and what people need to survive and
thrive in both their work <i>and</i> personal lives.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">How those come together means
rethinking what has been driving people to work in a gig format. There’s this
unprecedented level of flexibility, but there is also a need to have benefits
and to help with the human aspects of who we are. We still need to feel secure
and comfortable, and to not suffer emotions like worrying and anxiety that linger
in the background. We want to enable everyone to do their best work.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Melissa, one of the buzz words of the past few years in business has been the </span><span style="line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Customer_experience"><i>customer experience</i></a>.
And digital everything has increasingly given people what they want and how
they want it. As consumers, we have enjoyed that. But, as employees, we don’t
necessarily see that same emphasis. That’s why we need to have people such as Amy
and an emphasis on <i>employee experience</i>.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/tQ9NaLbtehk" width="320" youtube-src-id="tQ9NaLbtehk"></iframe></span></span></span></div><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><br /><span style="font-size: x-large;"><b>I</b></span>s there a disjoint between
what we’ve become used to as consumers, and what we would like to receive as
workers?</span></span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Swift:</span></b><span style="line-height: 150%;"> Organizations
have done brilliantly for consumers on customization and personalization. For
example, <a href="https://www.netflix.com/">Netflix</a> is targeting you with
exactly the shows you want to watch, et cetera. Whereas, at work, we still
treat people as if they were a big block of cheddar cheese, right? We’re all
one block of cheese. That’s not a great experience.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">One of the interesting things
that came out in our Mercer research was that, of the people thinking about
resigning, certain groups were considering it much more seriously. For example,
35 percent of Black or African American workers and 40 percent of Asian workers
were thinking about leaving, compared to only 26 percent of white employees.</span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Arm Your Company to Win the Global Battle</b></span></span></span></b><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>For Talent by <a href="https://www.citrix.com/fieldwork/">Enabling Secure Remote Work</a> </b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><b><span style="font-size: x-large;">D</span></b>ata like that speaks to people
having very different employee experiences at work. We need to be a lot more
thoughtful, to say, “Okay, it’s not a big block of cheddar cheese. Not
everybody has the same needs and the same experiences.” We must create equity
of experience across groups, which is clearly not happening now. But then, on
the other hand, we need to meet people where they are, and, to your point, that’s
what a real consumer-like experience is, and people are not getting that at
work.</span><span style="line-height: 150%;"> </span></span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> We’re
not just reacting to the COVID-19 pandemic, in my estimation. That might be a
catalyst, but we are on the precipice of major demographic and social trends,
too. We have baby boomers retiring, the re-evaluation of global supply chains,
and things like peak oil, peak carbon, and more sensitivity to equality and inclusiveness.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Amy, are we at a point where
so many things are changing that there is an inevitability of more worker
empowerment? In hindsight, it seems as though this has been building for decades.
Do you agree?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Haworth:</span></b><span style="line-height: 150%;"> I do
agree, Dana, especially the piece about a building tsunami of the need to be
adaptable as <i>humans</i>. I remember at the beginning of the pandemic
thinking about human agility as a </span><span style="line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Business_continuity_planning">business
continuity</a> strategy.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.citrix.com" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="138" data-original-width="366" height="118" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGJCQt2w3bnqJF_F5fBVk7coc6cNneWvMxU-fDSjrNluVMG95S55nlk2XeHM-D79KIEJb2AXFLzxjNKy3EaqiD4mZHkfVSKRb5-D91KEF7m4mPYJA5Vg3aHfYk0kkpfN89IUIX6A/w312-h118/Citrix+logo.png" width="312" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;">I’ve spent quite a bit of time
in the field of organizational transformation. Many years before 2020, I came
to this realization that that change was no longer something we could manage. What
was more valuable to invest in was building resilience in people and enabling
them to pivot -- individually and personally.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">That means knowing what
resources they have available to them and of thinking about what else we need
to do, to supplement them at an individual level; to enable them to construct
their own toolbox to be agile. When we think about what’s to come, we hear a
lot about complexity, that there will not be a day that is less complex than
the day we’re in today. It’s just going to continue to get more complex and to
move faster.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Technology is going to play a
bigger and bigger role in our lives -- and in our work lives. The boundary
between the two is permeable forever. It’s highly unlikely we’ll ever go back
to a separate boundary between them. So, as we think about the idea of
transformation, where we’re headed, and the path we’re on, this concept of <i>peak
work</i> that you mentioned, is a period of adaptation.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">What is it that we are going
to invent and pioneer? Will we leave behind old modes of thinking and make
sense of things that have simply expired? </span><span style="line-height: 150%;">And what do we need to be
putting in their place to make sense of how we live and work going forward?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"></span></b></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><b><a href="https://www.citrix.com/products/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1365" data-original-width="2048" height="309" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2lwIOwJliqdePr11Qw9cZFydwcp6WxwfnjEPbcpi_S_kqtyV5swALWXaKxvPpEdsH7eV-6AR1lvHJ69jwQYxQ8W-P6-j5me1JFB0HeLo_zNfAiBlHtVwlMkYYNgswr-sjgJ_c2Q/w464-h309/top.jpg" width="464" /></a></b></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">G</span>ardner:</b><span style="line-height: 150%;"> I
suppose another conclusion we can make from what’s going on is that the stakes
are quite high. If you’re an employer and you’re not recognizing this as a transformative
time, that we’re not going to revert back to the 1950s Americana version of the
world, then perhaps being proactive and embracing the transformation is not
just a nice-to-have but is existential?</span></span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">For organizations that don’t,
they’re not going to get the employees that they want. They might not even get
employees sufficient to do the work at hand. So, the transformation here seems
to be absolutely essential. How do we encourage our organizations to be proactive
rather than reactive to what’s going on?</span></span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Reframe work to fit the future
profit</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">S</span>wift:</span></b><span style="line-height: 150%;"> A big
part of the journey is reframing what we’ve traditionally thought of as
tradeoffs. The biggest one is, we can either treat our workers well or we can
make lots of money. There are so many assumptions that are predicated off of
that. And it’s a fundamentally wrong belief. It’s because we haven’t explored
what a human-centric workplace might look like.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Coming back to Amy’s comment
citing <a href="https://www.nobelthinking.com/a-new-kind-of-work-life-balance/">Cal
Newport’s work</a>, of the workplace as machine versus workplace as a human
engine, we haven’t really tried that latter model. If we come at it from a
point of view of where growth is going to come from, is it going to be by
prioritizing our human workers and designing systems that use their best to do
better -- rather than trying to force fit them into a machine?</span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We have to reframe our cultural myth-making. As we mythologize the past, we're going to want to keep returning to it rather than saying, "Here's the actual reality. Here's what was good. Here's what was bad." Let's figure out how we can pull on those good threads.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">I think that’s the energizing
concept. I also think there’s a need for an element of clarity on what the past
actually looked like. It’s funny that you referred to 1950s Americana. The
experience of the 1950s, for a lot of groups in America, was not so hot, right?
If you were a woman, if you were a person of color, the 1950s were rough.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Part of what we have to do is
reframe our cultural myth-making. As we mythologize the past, we’re going to
want to keep returning to it rather than saying, “Here’s the actual reality. Here’s
what was good. Here’s what was bad.” Let’s figure out how we can pull on those
good threads more and crowd out the bad stuff, to be more realistic about what
the journey looks like because that’s part of the issue. We’ve told ourselves a
story about a glorious thing we must return to, and there’s some lack of truth
at the heart of that story.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Melissa, what you’re saying harkens back to the research that Citrix uncovered
around more people wanting to go to startups. There’s something about a startup
culture where “we’re all in this,” “we’re all benefiting,” and “we’re creating
something new.” Perhaps, non-startups need to leave the past behind and behave
more like startups, Amy?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Haworth:</span></b><span style="line-height: 150%;"> Yes.
I think there’s so much to be learned from some of these responses around the
startup draw: The chance to pioneer something, the chance to start with a blank
slate. And one of the things I think is so interesting is the connection to
impact that startups have.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.mercer.com" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="95" data-original-width="532" height="63" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiH4_6fB-b_46lcAgUkxFwp3JIwtAVTbG8GjGe2dLB-ncx-BvD5_liYMxygi_32Gg8Lfg6j3DigF3y97mBfalFCDHcVL7z3GS_cEj8LL7gqD54QT8Nt08JMkiBTYre9FymbM8DPgQ/w355-h63/mercer+logo.png" width="355" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;">Oftentimes, heritage companies
have a lot more distance between what originally propelled them as a company
and what their business is now, for example. Maybe the mission is diluted among
many things. Startups, on the other hand, typically have a very central focus
and it’s very easy to see that connection to what I get up and do every day by solving
an impactful problem or creating an awesome experience.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">And so, the lesson that any
company can take is a closer connection to a <i>meaning</i>. That’s definitely been
a resounding drum beat over the last 18 months, this need to connect to meaning
and impact, which is a very human need -- needing to be seen, to know we’re
making a difference. That move to the startup culture is potentially a symptom
or outcome of that deeper need -- no matter if your company is 150 years or five
days old.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">That’s something I would
encourage all organizations to pay attention to.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"></span></b></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><b><a href="https://www.citrix.com/fieldwork/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1366" data-original-width="2048" height="266" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjB7Zhai9RrMH6a8MHRdh-ypSbMwqNCN9Ns_hEX1D5MVassjyPs3Zf5a_8-n8k-VheedI87NiItBxiGnJEK87_GYEQQGKBz1nTYdlVVwdU45SCvCuN-yJOD8kH6i_dV8FUnTTmhZw/w400-h266/advancement.jpg" width="400" /></a></b></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">G</span>ardner:</b><span style="line-height: 150%;"> I’ll
play the devil’s advocate to my own observation. Just like there’s myths about
the 1950s, there are myths about startups, too. Sometimes not everyone is a
rock star. Not everyone is under age 35 and can work 90 hours a week. Not
everyone is of a certain demographic slice. So, perhaps we should borrow some
things from the startup culture, but maybe not everything.</span></span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Once again, we’re back to this
recurring idea of <i>hybrid</i> when it comes to the future of work. </span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Swift:</span></b><span style="line-height: 150%;"> I
love what Amy was saying about the role of purpose, because that’s something I’m
writing a book on, about the future of work. And in my research, it’s
interesting, you have folks in the 1800s who studied work. They talk very
clearly about how having a purpose at work is one of the things that makes life
meaningful.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">This is an age-old idea that
we’re coming back to and that the startup environment understands. We want to
know, “This is the purpose of my work,” and, “This is the impact that my work
has,” right? “Here’s how I play into the overall schema.”</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">It’s interesting that those
same researchers in the 1800s also identified work-life balance as something
that makes work, work -- and makes life work. It’s funny because we don’t think
about those concepts dating back that far. And that’s where the startup world
generally falls flat on its face.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">To your point, there is some
work-life balance that’s been created in the corporate arena, and some purpose-driven
work and impact from the startup world. How do we marry those up together, and
where do those two things best come together?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.citrix.com/content/dam/citrix/en_us/documents/off-site/one-poll-talent-shortage-the-new-pandemic.pdf" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="2000" data-original-width="2000" height="350" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjXpw6HRfpXU4T-3PvWq0gg8-zQjvZpJOn8J2BtfEFbKpxFJLSK6MwDbBJu5likk_5cIW6vGlLGnMMAeIYWGF16A2cer5a3-A28N6PI8kgbvRmB37Ovb0io9fTmF6BCnoGpVWy7mw/w350-h350/balance.jpg" width="350" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;">I think it’s fundamentally
being unafraid to redesign work. That’s not just tweaking job descriptions.
It’s not all these little things you do around the edges. It’s fundamentally
taking a step back and saying, “Is this work being done properly on a micro-level,
in this role, and also on a macro-level across this organization?” Let’s take a
step back. Could we do the whole work of this company differently? That’s the
energy that people are really hungering for today.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Right. Might as well look to do everything differently, because we’re at a time
when the technology has never been more capable and pervasive.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Amy, as we’re transforming the
very concept of work, should we recognize that it’s intrinsically tied to
technology? For those organizations that are still doing “digital
transformation,” it seems you don’t even need the word “digital” anymore. It’s
just transformation.</span></span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Tech transforms how work
happens</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">H</span>aworth:</span></b><span style="line-height: 150%;"> Every
transformation does have to be digital. Most every worker must have that
digital-first mindset these days because there’s such opportunity there.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">As we seek equity and
understanding of the different experiences people have, we can give thought to
the role technology can play in building that equity and in making sure there’s
equal access no matter where you’re doing your work. Work no longer must be a
place. Work is something that we do that generates value and impact.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Technology can establish a shared
digital workspace, where we can convene, connect, and provide a common,
transparent environment. All teams can have consistent access to applications
and information to efficiently collaborate on projects to get work done,
wherever that might be.</span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Technology can establish a shared digital workspace, where we can convene, connect, and provide a common, transparent environment. All teams have consistent access to applications and information to efficiently collaborate. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">These capabilities open up so
many interesting opportunities for organizations to consider, even as they’re
making decisions about redefining work and going beyond the edges of our
current boundaries for work. They can be bold and ask big questions. A lot of
what we thought was true has been shaken up. I hope it’s a call to all of us to
take action and to question more regularly.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Ask, “Is that true? Does it
have to be true? What if it’s not true?” And I think this will open up a lot of
possibilities for the role that technology can play in redefining how work is
done.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> </span><span style="line-height: 150%;">Melissa,
while all transformation these days might be digital, we can’t look to the IT department
to do this, right? The IT department has a lot to offer, but the architecting
and re-architecting of work strikes me as something that should be inclusive of
so much more.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Who or what is in a position
to look at the big picture and make the grand architectural adjustments that
are clearly needed? How does this get managed? Who governs it?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Swift:</span></b><span style="line-height: 150%;"> It’s
a wonderful question. For me, the ideal governance sits between three figures.
To your point, the chief information officer (CIO) needs to be integrally
involved. Then the chief human resources officer (CHRO), because so many of
these decisions are about people and how they do their work. And the last person
who needs to get roped in more, and who is not as involved in many
organizations, is the chief financial officer (CFO).</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">That’s because so many of the
decisions that short-circuit transformation have to do with short-term cost
objectives. It becomes a failure to play the long game, and to take an investment
approach. It requires challenging the ways of working long-term because there
is always going to be that middle-distance, where they will say, “Well, we made
a change and it’s not as efficient in the exact near term as it has been.” That’s
where you get hesitancy sometimes from the finance function, understandably.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.citrix.com/products/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1365" data-original-width="2048" height="303" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjExuUHrQx57SXTxoWqaWu-dZsVN7MSjBcJwsNpkcFtU7P9YxxRvOs4kj-djWFeR3h1bZEJwQb5yRHR3tS7mgakdWUzk6sj8aLaHwqPrjl0KClzoCGqay4h43Ojg-YlQHlkEAaZvg/w455-h303/Digital+business.jpg" width="455" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">T</span></b>hat’s why you need that three-headed
governance of technology, the money, and the people to all come together. And
then you need genuine oversight from chief executive officer (CEO) and at the board
level. “How we do work” is a CEO- and board-level issue. It’s great that we see
some of the issues around diversity, equity, and inclusion starting to migrate
up to the CEO and board levels. We need more awareness around the working
experience and for it to be owned at that elevation.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> People
have been railing against short-term, Wall Street objectives and the corrosive
impact that’s had on business forever. It strikes me that we are really talking
about rethinking of more than just work here. Maybe hyper-capitalism isn’t
sustainable for lots of reasons.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Amy, any thoughts about that?
As long as Wall Street demands awesome quarterly reports, how can we expect
companies to change in a long way, that allows them to transform?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Haworth:</span></b><span style="line-height: 150%;"> It
sounds like a paradox, Dana, but I think the solution is the same. When we
invest in the human element at work, when we put our talent first and center,
business performance skyrockets.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Getting smart about putting
talent at the center -- really designing for human beings, not gears in a
machine -- is going to enable companies to make Wall Street happy. But it
requires a mindset about it being an investment. It means the CFO understands
there is a clear return on investment (ROI) for human-centered programs: investment
in empathy building, learning, and upskilling. These have a dividend that will
make Wall Street very happy.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Yet shifting what comes first
and what comes later, that’s kind of chicken-and-egg. A big piece of it is being
willing to try, being willing to experiment. When I think about what companies
need to do, it’s like taking the position of a scientist or designer. You must be
willing to have a hypothesis and test it. See if it proves out, and then make
the decision to scale. Running lots of little experiments is going to help us
all figure out what the future really needs to be to meet people where they
are.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Melissa, regardless of what’s happened in the past, this seems like an unprecedented
opportunity to transform and create a new set of long-term priorities. It seems
like it’s inevitable. Let’s examine the inevitability of transformation. What
else can organizations do to overcome formally intransigent aspects of their
culture?</span></span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Listen and meet workers’ needs
</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">S</span>wift:</span></b><span style="line-height: 150%;"> It’s
interesting to think about how fundamental some of the unmet needs of workers
are right now. In our data, workers rated things like physical health and
mental health as in their top three unmet needs. That to me is really striking
because, if you think about where those things are on <a href="https://en.wikipedia.org/wiki/Maslow%27s_hierarchy_of_needs">Maslow’s hierarchy
of needs</a>, they are pretty low in the pyramid.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">That provides in some ways the
business case for transformation because, right now, if we are not meeting our
workers’ most basic needs, then everything else we might expect flows from
there. And, again, we can’t just make the surface, incremental changes. We must
go in and re-architect at the heart. Why? Because right now we can’t even hit
the basics.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">The psychological or emotional
journey that organizations need to go on means taking a step back and saying, “You
know, it’s not that we are doing pretty okay right now, and we need to do a
little better. It’s fundamental. There are aspects about work here that are
broken. But we have this incredible opportunity to fix it.”</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">That’s the really energizing
thing about talking about transformation in the current moment.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Amy,
how does Citrix factor into this future of work and where can people go to
learn more?</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Haworth:</span></b><span style="line-height: 150%;"> We have
on <a href="https://www.citrix.com/">Citrix.com</a> a lovely section just full
of great research, thought leadership, and perspectives. It’s called <a href="https://www.citrix.com/fieldwork/">Fieldwork</a>. I recommend that your
listeners and readers take some time to check out what’s there. We keep it
updated with new research and new tools. Our goal is to help us all think about
building the future of work together, challenge old assumptions, and provide
useful tools to help us move forward.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Melissa, how is Mercer helping in this transformation of work? Where can people
learn more about it?</span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Hybrid Work Has Opened the Door</b></span></span></span></b><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>To a New Kind of <a href="https://tminahancitrix.medium.com/the-future-of-gig-work-59091c3204c9">'Gig-with-Benefits' Model</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">S</span>wift:</span></b><span style="line-height: 150%;"> We
help companies with an interesting array of challenges right now. Everything
from how to increase the many dimensions of flexible work -- not just the where,
but the who, what, when, and why. That extends to full-scale work design
assistance, as well as how to recreate certain roles to grapple with the
effects of labor shortages by effectively creating a better version of that job
by fundamentally redesigning the work itself. Again, not just tweaking the job
description but everything in the ecosystem around it.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">We’re answering such questions
as, How do you create systems of incentives so people are incentivized to do
the right thing in a transformation context? How do you better listen to your
employees and understand their needs to keep up with them? We take a holistic
approach. On <a href="https://www.mercer.com/">Mercer.com</a>, you can find a
wealth of thought leadership and details on our solutions.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> I’m
afraid we’ll have to leave it there. You’ve been listening to a sponsored
BriefingsDirect discussion on the great resignation and what it means for
employers seeking to better attract and retain workers.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">And we’ve learned how the
shifting expectations of employees may very well mean a broader transformation
of work – one that can work to everyone’s advantage. So, a big thank you to our
guests, Amy Haworth, Senior Director of Employee Experience at Citrix. Thank
you so much, Amy. It was really interesting.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Haworth:</span></b><span style="line-height: 150%;"> Thank
you. I appreciate it, Dana, and Melissa.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"></span></b></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/tQ9NaLbtehk" width="320" youtube-src-id="tQ9NaLbtehk"></iframe></span></b></span></span></div><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><br /><span style="font-size: x-large;">G</span>ardner:</span></b><span style="line-height: 150%;"> And
we have also been here with Melissa Swift, U.S. and Canada Transformation
Services Leader at Mercer. Thank you so much for your contribution, Melissa.</span></span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Swift:</span></b><span style="line-height: 150%;"> Great
to be part of the discussion.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> And a
big thank you as well to our audience for joining this BriefingsDirect future
of work innovation discussion. I’m Dana Gardner, Principal Analyst at
Interarbor Solutions, your host throughout this series of Citrix-sponsored
BriefingsDirect insights discussions.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Thanks again for listening.
Please pass this along to your community, and do come back next time.</span></span></span></p><p>
</p><p class="MsoNormal"><b><span style="font-size: small;"><span style="font-family: arial;"><span><span style="color: black;"><span class="apple-converted-space"><b><span style="font-size: small;"><span style="font-family: arial;"><span><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--Working_the_Great_Resignation--How_Employers_Can_Transform_Things_to_their_Advantage.mp3?dest-id=20179">Listen</a><span class="apple-converted-space"><span style="color: black;"> </span></span><span style="color: black;">to the<span class="apple-converted-space"> </span></span><a href="http://briefingsdirect.com/working-the-great-resignation-how-employers-can-transform-things-to-their-advantage">podcast</a><span style="color: black;">.</span></span></span></span></b> </span>Find it on<span class="apple-converted-space"> </span></span><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006">iTunes</a><span style="color: black;">. </span><a href="https://www.slideshare.net/danalgardner/working-the-great-resignation-how-employers-can-transform-things-to-their-advantage">Download</a><span style="color: black;"> the transcript. Sponsor: </span><a href="https://www.citrix.com/">Citrix</a><span style="color: black;">.</span></span></span></span></b></p><p>
</p><p class="MsoNormal"><span style="font-size: small;"><span style="font-family: arial;"><i><span>Transcript
of a discussion on </span></i><i><span lang="EN-CA">new research into why one of the tightest labor
markets the world has ever seen means a transition to a more healthy and
sustainable environment for employee well-being</span></i><i><span>. Copyright Interarbor
Solutions, LLC, 2005-2021. All rights reserved.</span></i></span></span></p><p>
</p><h2 class="MsoNormal" style="text-align: left;"><span style="font-size: medium;"><span style="font-family: arial;"><b><span style="border: 1pt none windowtext; color: #303030; padding: 0in;">You may also be interested
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Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-17219202624173845792021-10-27T14:08:00.009-04:002021-10-27T14:59:35.826-04:00The Open Group Marks 25 Years of Working Together to Make Successful Standards<p><span style="font-family: arial;"><i><span style="color: black; font-size: 10pt;"></span></i></span></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://blog.opengroup.org/category/digital-transformation/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1365" data-original-width="2048" height="338" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqrwszMU0VT-gMNy_habhp4oZrsSOILEhW2xiKjER2pb8duEvz3aKCLbTLXiHSNgSnvSG_k7D3VXtdE927E56mbC59iI4U1oT9fttGbtYsFR11le87_5DL0_n1smKWzAYUeN5EhA/w508-h338/top+top+top.jpg" width="508" /></a></i></div><p style="text-align: left;"><span style="font-family: arial;"><i>Transcript of a discussion on the 25th anniversary of remarkable
achievements in the global technology standards arena by The Open Group.</i></span></p><p></p><div class="WordSection1"><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><span style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--The_Open_Group_Marks_25_Years_of_Working_Together_to_Make_Successful_Standards.mp3?dest-id=20179"><b>Listen</b></a><b><span style="color: black;">
to the </span></b><a href="http://briefingsdirect.com/the-open-group-marks-25-years-of-working-together-to-make-successful-standards"><b>podcast</b></a><b><span style="color: black;">. Find it on </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b>.
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</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Hi,
this is <a href="https://twitter.com/Dana_Gardner">Dana Gardner</a>, Principal
Analyst at Interarbor Solutions,
and you’re listening to <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>.</span></span></p><p>
</p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><a href="https://twitter.com/Dana_Gardner"><span style="font-family: arial;"><span><span><span><span style="font-size: small;"></span></span></span></span></span></a><span style="font-family: arial;"><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><a href="https://twitter.com/Dana_Gardner"><span style="font-family: arial;"><span><span><span><span style="font-size: small;"></span></span></span></span></span></a><span style="font-family: arial;"><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Way back in 1996, when web
browsing was novel and central processing still ruled the roost of enterprise
IT, <a href="http://www.opengroup.org/">The Open Group</a> was formed from the
merger of the <a href="https://en.wikipedia.org/wiki/Open_Software_Foundation">Open
Software Foundation</a> and <a href="https://en.wikipedia.org/wiki/X%2FOpen">X/Open</a>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">This October marks the <a href="https://meet.opengroup.org/event/25-year-anniversary">25th anniversary</a> of remarkable achievements in the technology standards arena by The
Open Group. Beginning with a focus as the publisher of the single <a href="https://en.wikipedia.org/wiki/Unix">UNIX</a> specification technical standard
and steward of the UNIX trademark, the organization has grown to more than 850
members in over 50 countries -- and it leads the field and technology standard
services, certifications, research, and training.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Stay with us now as we explore
how standards like <a href="https://unix.org/what_is_unix.html">UNIX</a> and <a href="https://www.opengroup.org/togaf">TOGAF</a> evolved to transform business
and society by impacting the world as a digital adoption wave swept over human
affairs during the past quarter century.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Here to commemorate The Open
Group’s achievements and reminisce about the game-changing, earth-shattering, and
culture-evolving advances of standards-enabled IT, please welcome our guests.
We’re here with <a href="https://www.opengroup.org/member/steve-nunn">Steve
Nunn</a>, Chief Executive Officer (CEO) at The Open Group. Welcome, Steve.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Steve Nunn:</span></b><span style="font-size: 11pt; line-height: 150%;"> Thank
you, Dana. I’m glad to be here.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> We’re
also here with <a href="https://www.opengroup.org/member/david-lounsbury">David
Lounsbury</a>, Chief Digital Officer (CDO) at The Open Group. Welcome, David.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/5oe6I0jh9T8" width="320" youtube-src-id="5oe6I0jh9T8"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><br /><span style="font-size: x-large;">D</span>avid Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> Thank
you, Dana. I’m happy to be here, too.</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And
we’re also here with <a href="https://www.opengroup.org/member/jim-hietala">Jim
Hietala</a>, Vice President Business Development and Security at The Open
Group. Welcome, Jim.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Jim Hietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> Hi,
Dana. I’m glad to be here.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Great
to have you all. Steve, even after 25 years of clearly breathtaking changes
across the IT landscape, why is The Open Group’s original mission as salient as
ever?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nunn:</span></b><span style="font-size: 11pt; line-height: 150%;"> In a
nutshell, it’s because the world needs open standards. That has been our
heritage -- open systems, open standards. We added conformance to open
standards, importantly, along the way. And it’s never been more needed than it
is now.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.opengroup.org/member/steve-nunn" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="467" data-original-width="350" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhTacziMTgF40NvRiNSum1txep4HSwOWEYUlB_5UBdhwvTuk57kzaSGgQgTxBEgQ4zKraOeE5XCFNHXML0nvEx9XwUOtJnK0zqKzqF-HNZb1qjpX9_RagD6_w-1Er_WnG07AXkdyQ/w240-h320/Steve+Nunn.jpg" width="240" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.opengroup.org/member/steve-nunn"><b><span style="font-size: small;">Nunn</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">When we began, there was a
crying need for more choice among customers and more interoperability among
different software applications. The main proprietary vendors just weren’t
necessarily delivering that choice. So, it’s really because customers <i>need</i>
standards.</span></span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">You know, they help suppliers,
too. They help all of us in our day-to-day lives. That’s why we’re still needed
at 25 years on -- and we’re looking forward to a bright next 25 years.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> David,
sometimes you have to pull people kicking and screaming into standards. It’s
like what your mom told you about eating spinach. It’s for your own good,
right?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> Right.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> But we
couldn’t get to the current levels and breadth of technology use without them.</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Meeting the need for standards</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">L</span>ounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> That’s
right. And, you know, Steve mentioned the need for standards -- and the
technology does drive the standards. At the time when we were founded, there
were relatively few <a href="https://en.wikipedia.org/wiki/Central_processing_unit">CPU</a> manufacturers,
and now there has been an explosion in compute power and a radical fall in the
cost of networking, and that’s led to lots of new ways of doing business. People
are looking for guidance on how to do that, how to restructure their
organizations, and on which technology platforms they need to use. That need is
fueling a swing back to seeking new standards.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Jim
Hietala, with your focus on security, 25 years ago we couldn’t have imagined
the things we’re facing around security today. But without people pulling
together, we wouldn’t be able to buttress our supply chains. How has security
in particular been enabled by standards?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Hietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> It’s
interesting to look back at the past because in the world of security today you
hear about two predominant themes. One is <a href="https://en.wikipedia.org/wiki/Zero_trust_security_model">zero trust</a>,
and if you look back at some of the work the <a href="https://en.wikipedia.org/wiki/Jericho_Forum">Jericho Forum</a> was doing
inside of The Open Group 10 to 12 years ago, those were <a href="https://www.opengroup.org/forum/security-forum-0/zerotrustsecurityarchitecture">the
origins</a> of <a href="https://blog.opengroup.org/2021/06/11/the-open-group-zero-trust-initiative-and-the-presidents-executive-order-on-improving-the-nations-cybersecurity/">what</a>
we’re calling <a href="https://www.opengroup.org/forum/security/zerotrust">zero
trust</a> in the security industry today.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><a href="https://www.opengroup.org/member/jim-hietala" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="150" data-original-width="150" height="265" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiIvAiql0u5loAWma7ghsFhU-Br7bXunARgkMpScYA1QcvKfBPpI3d1sDirC6nZmJawMWSLEjfFY8sQShEaDroUQhWjoM4amzB8GZFLk1hGCjZVzkAUNZHCZQlAU7za8gF-GGyHuA/w265-h265/Jim+Hietala.jpg" width="265" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.opengroup.org/member/jim-hietala"><b><span style="font-size: small;">Hietala</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">The whole notion of perimeter
security was failing. We needed to move security controls closer to the data
and to secure people’s access within what were previously considered secure
networks. The Jericho Forum seeded that discussion a number of years ago.</span></span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The other big issue out there
today is <a href="https://en.wikipedia.org/wiki/Supply_chain_security">supply
chain security</a>, with some of the <a href="https://www.enisa.europa.eu/news/enisa-news/understanding-the-increase-in-supply-chain-security-attacks">supply
chain security attacks</a> in the last 18 months. And here again an initiative
inside of The Open Group that was formed some 10 years ago, the <a href="https://www.opengroup.org/forum/trusted-technology-forum">Open Trusted
Technology Forum (OTTF)</a>, that was brought to us by the US government, was
focused on <a href="https://www.opengroup.org/membership/forums/trusted-technology-forum/trusted">addressing
the security</a> of the hardware and software for the components that go into
the IT systems being procured.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And again, we’ve had some
groundbreaking work inside of The Open Group on the topic of security that’s highly
relevant today, even though the environment has changed tremendously in the
last 25 years.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
as Steve mentioned, this is a long game. Sometimes it takes decades for the
value of these efforts to become fully evident to all the players.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">I’m old enough to remember
there used to be quite a few UNIX® standards or variants. The process behind
pulling them together for the benefit of everyone -- both the users and
ultimately the vendors as well -- became a cookie cutter model for creating standards
generally.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Steve, how did the evolution
of UNIX standards in particular become opportunity to do much more?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><b><a href="https://www.opengroup.org/unix-systems" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="1049" data-original-width="2560" height="119" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgY4CdEVshiH58XeMNVRw31ydh-ky-INQR13iq2bNzx_c5pE13bZvDSYdQSZiDh3WIWcWZ3ej0QbVATqViauX3GAtgUsyQPqFGSzPa0X2NAGxP3QuJGDVg8ubR8B6Wl2kd06SeCzw/w291-h119/2560px-UNIX_logo.png" width="291" /></a></b></div><p style="text-align: left;"><span style="font-family: arial;"><b>Nunn:</b><span style="font-size: 11pt; line-height: 150%;"> We
converted what it meant to be a UNIX system, from being derived from a certain
code base, to being based on a standard. The key is it wasn’t just one standard.
It was a lot of standards. There were 1170 different specs that changed what it
meant to be a UNIX system. It was then all about conformance with the standard
and how the system operates in connection with the standard -- rather than
derived from a particular code base.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It was gathering a set of
standards together. Our history since then -- this idea of a standard of
standards -- has evolved and developed to make standards approachable and
useful for solving business problems.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Fundamentally, at The Open
Group, all our work on standards starts with trying to solve a business problem.
A set of standards makes solutions more applicable, more approachable, for
implementation. And increasingly nowadays we add things like developing some
code alongside it. That’s the essence of it. We were transforming the first
kind of UNIX standard, the Spec-1170, set of standards.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> David,
what a success UNIX has become since back when we thought this was going to be just
a way for workstations to interoperate better on a network. It became the
foundation for <a href="https://en.wikipedia.org/wiki/Linux">Linux</a>, <a href="https://en.wikipedia.org/wiki/Berkeley_Software_Distribution">BSD</a>, and
for the <a href="https://en.wikipedia.org/wiki/MacOS">MacOS</a>. It went from
workstations to servers and then dominated servers. It seems that there’s no
better validation for the success and power of standards and what we’ve seen
with UNIX over the past 25 years.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.opengroup.org/member/david-lounsbury" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="200" data-original-width="200" height="277" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhm7R4JVEML4RY0Wb2-PQA7yM0_AQtB28q0hraiQiEqbIJ-VmZbsCFnCDeuVCDhVHqo3vGYFWlYTOqn6JLxAotrGMXSWcZZiM57NSMsP9OzvYdF81M8YGFChvmWGXtEHU9adxEmXA/w277-h277/Dave+Lounsbury.jpg" width="277" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.opengroup.org/member/david-lounsbury"><b><span style="font-size: small;">Lounsbury</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
no question about it. I come from the <a href="https://en.wikipedia.org/wiki/Minicomputer">minicomputer</a> revolution,
where I started in <a href="https://www.linkedin.com/in/davidlounsbury/">my
career</a>, and basically that whole industry got run out of business by UNIX
systems. And now we have it, as you said, on our laptops. I’m running it on my
laptop right now. It’s on all our smaller systems. <a href="https://en.wikipedia.org/wiki/Embedded_operating_system">Embedded</a>
processes all tend to run a variant of things that look like the UNIX standard.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">If you have to create
something quickly, and you want to create something that’s robust and will run
predictably, you pick something that follows the UNIX standard.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And
how did you get people to rally to such standards? There’s more to this than
technology. This is also about a culture of cooperation. There is a human behavioral
aspect to it.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">How has The Open Group been
able to pull so many different threads together and repeat this? You’ve been
doing this as well for <a href="https://en.wikipedia.org/wiki/The_Open_Group_Architecture_Framework">TOGAF</a>,
with <a href="https://en.wikipedia.org/wiki/Enterprise_architecture">enterprise
architecture</a>, with <a href="https://pubs.opengroup.org/architecture/o-aa-standard/">Open Agile</a>, <a href="https://www.opengroup.org/archimate-forum">ArchiMate</a>, <a href="https://www.opengroup.org/face">FACE</a>, and reference architectures
like <a href="https://www.opengroup.org/it4it">IT4IT</a>, among <a href="https://publications.opengroup.org/standards?_ga=2.149979446.1427505862.1634061358-1497648045.1634061358">many
others</a>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">What is behind this ability to
govern so many factions into a common goal?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Staying power of neutrality</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">L</span>ounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> There
are a couple of dimensions to it, and Steve’s already mentioned one of them. He
talked about the end-customers. We recognized the value of neutrality -- not
only neutrality of technology, but also the other dimension of neutrality,
which is the balance between the buy-side and the supply-side.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">There are many things called
standards activities that are really altered to one side or the other. We found
the balanced viewpoint: balanced across the technologies, balanced across the
demand, which is the essential key to having stable buy-in. Now, of course,
that must be built on rock-solid processes that respect all the parties, all
the way through. And that’s how our formal governance comes in.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nunn:</span></b><span style="font-size: 11pt; line-height: 150%;"> That’s
right, you’ve hit the nail on the head. The magic happens when the customers
drive this. They have things that need to be achieved through standards<span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The process has been essentially stable -- evolved slightly over the years -- but it's a tried-and-tested process; a consensus process of one company, one vote. It's allowed us to create trust.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The second point David made is
key, too. The process has been essentially stable -- evolved slightly over the
years -- but it’s a tried-and-tested process; a consensus process of one
company, one vote. It’s allowed us to create <i>trust</i>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">That’s the word I want to want
to bring out here: <i>trust</i> in the process, <i>trust</i> in the equity of
the process; that all parties get to have their say. That has essentially stood
us in good stead. We’ve been able to apply that process, and that same approach
in governance, across many different industries and business programs.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
suppose another key word here, Jim, is <i>cooperation</i>. Because while The
Open Group is a steward and has been involved with governance, there’s a
tremendous army of people who contribute the things that they have learned and
know and then bring to all this.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">How important has it been to
encourage that level of cooperation? It’s astonishing how many people are involved
with these standards.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Hietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> It’s
critical to have that cooperation, and the work, frankly, from the members. The
Open Group brings the staff who help initiate standards initiatives and run
them per our processes and our governance in a fair, open, and transparent way.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://meet.opengroup.org/event/25-year-anniversary" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1363" data-original-width="2048" height="306" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEimehGSXHOrJBaHj_G_PzIgdqE60PawtTKvMgEnKCg-bXKxmJzqnwnT18GgSEAEfVIQhxlEfZgFkCVnvFcw95HDZ0DiY39RT_XX-5uNezV_ZJY64lpfM8xUXpj8BdJpt8gi8V1Blw/w460-h306/top+top.jpg" width="460" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">B</span></b>ut it’s the members who bring
the subject matter expertise in whatever area we’re talking about. In the case
of The Open Group FACE Consortium, it’s the defense contractors and government
folks administering some of the programs who bring subject matter expertise
that helps us produce business guides, procurement guides, and the standards
themselves, as well as the reference software.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We have a saying that joining
a standards effort such as The Open Group is like joining a gym. You have to not
just get the membership -- you have to show up and do the work, too.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> Both of
Steve and Jim mentioned <i>confidence</i>. I think that the <i>confidence</i> we
project in the process, both the formal governance and the ability to bring
people together, is the real differentiator of why The Open Group has stood the
test of time.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/5oe6I0jh9T8" width="320" youtube-src-id="5oe6I0jh9T8"></iframe></span></span></div><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><br /><b><span style="font-size: x-large;">W</span></b>e see many examples of groups
that get together and say, “Well, why don’t we just get together and solve this
problem?” And what we often find is that they don’t because they lack
stability. They can’t project stability. They don’t have the endurance. The
government is a good example of where they then come back to The Open Group and
say, “Hey, can you help us make this a sustainable activity that will have the impact
over time that we need?”</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Another
key word here then is <i>journey</i>, because you never get to the destination,
which is actually a good thing. You must be self-sustaining. It has to be
ongoing, the peeling back of the onion, the solving of one problem that perhaps
creates others: and then again and again.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Is that never-ending part of the
standards process also a strength, Steve?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nunn:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
because around the world the various industries we work with don’t stand still.
There’s a new problem coming up every day, as you alluded to, Dana, that needs
solving<span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">When a group gets together to solve an initial problem through a standard, there's much more. ...The problems don't stand still, and technology evolves the world. Disruptive events happen, and we need to adjust and update the standards accordingly.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">When a group gets together to
solve an initial problem through a standard, they realize there’s much more
there. I can think some recent examples, such as the <a href="https://osduforum.org/">Open Subsurface Data Universe (OSDU) Forum</a>,
which is in the oil and gas industry. They originally got together to focus on
subsurface issues. And now they’re realizing that that a standards approach can
help them in many other areas of their business as well. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The problems don’t stand still,
and technology evolves the world. Disruptive events happen, and we need to
adjust and update the standards accordingly.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Is
there a pattern to the standards you’ve chosen to foster? You obviously have been
very successful with enterprise architecture and TOGAF. You’ve gone to modeling,
security, and reference architectures for how IT organizations operate.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">What’s the common denominator?
Why these particular standards? Is there an order to it? Is there a logic to
it?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">One success leads to another</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>unn:</span></b><span style="font-size: 11pt; line-height: 150%;"> The
common denominator is something mentioned earlier, which is a business need. Is
there a business problem to be solved, whatever industry that might be?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Over the years, The Open Group
can trace one activity where a group of companies got together to solve a
business problem and then it led to several other forums. The example we
usually use is The Open Group <a href="https://www.opengroup.org/face">Future
Airborne Capability Environment (FACE) Consortium</a> in federal avionics. They
recently celebrated their 10th anniversary.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.opengroup.org" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="121" data-original-width="415" height="87" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhp2myQ-M1ZH5RGC20D-ql2BmqRqwKOQUWjgYO0SwiUMlqGVeXGInf5EG8zlsJkM-9ATHZm9pNYYY5tiDzxSyLKjjzNSVd7lCqk1P9omwh-KugTP3JIfHfXgu7LS6C3c_3HuAxX9Q/w300-h87/TOG+Logo.png" width="300" /></a></div><p style="text-align: left;"><span style="font-family: arial;">That effort led directly to work
in the sensor architecture space, and strangely led to our <a href="https://www.opengroup.org/forum/open-process-automation-forum">Open Process
Automation Forum</a>. Members saw the great work that was being done in the FACE
Consortium, in terms of a modular method that creates an architected approach.
The past saw a situation where one aircraft, for example, is funded completely
separately, with no reuse of technology or parts, and where everything was done
from scratch with one prime contractor and subs.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And we had some other members fortunately
who saw from the oil industry how a set of industry standards had emerged. They
said, “We have the same issues in our industries. We want a standardized
approach, too.”</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">As a result, the Open Process Automation
Forum is doing great work, transforming the way that systems are procured.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">These successes form a traceable
connection between an industry that has a problem to solve and the established best
ways of doing it. They come together and work on it as an industry, and through
tried-and-trusted processes, rather than trying to beat each other in the
marketplace to the first magic solution.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Jim,
it sounds like the need for a standard almost presents itself to you. Is that
fair?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Hietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> As an
outsider, you might say, “What in the world do control systems users have in
common with the military avionics industry?” But the takeaway is with each
iteration of this new standards initiative our staff learned better how to
support the formation and operation of a set of best practices around an operating
standards initiative. The members learn as well. So, you had folks from <a href="https://corporate.exxonmobil.com/">Exxon Mobil</a> at a conference
speaking about how they transformed their industry, and the light bulb went off.
Others brought the idea back from the oil and gas industry.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.opengroup.org/togaf" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1170" data-original-width="2687" height="196" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgjW3uOckw7_o61bF_qj4FG_KwZt7i48QwKqJU8RtCNlyvmlfGLSnF0a4F5h3FPe-H0jTzdEc4qzWtUGmis_IF4pZJOSErxw7oCfJ9TrbGcr_BbSAMpe7Ji_wt8ehJM5Vy8fKllgw/w451-h196/top.jpg" width="451" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b>hen we at The Open Group
helped them identify similar uses in some other industries: metals and mining,
pulp and paper, utilities, water utilities, and pharmaceuticals – they all use
the same set of control system equipment. They all had similar problems until
we were able to bring it into a standards initiative. And once you have that
sort of support behind an initiative, the suppliers don’t have a choice but to
pay attention, get involved, and help drive the initiative themselves.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> David,
it’s clear that just presenting a standard isn’t the only factor for success. You
must support it with certifications, additional research, events, and forums
that continuously bring people together in an atmosphere for collaboration and
ongoing training. You’ve not only broadened the scope of what The Open Group does
in terms of the standards, but also a wider set of functions that augment and
support those standards.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> That’s
right. Both Jim and Steve mentioned the process of discovery by the members, or
by potential members, and the value of standards. That’s a critical component
because the natural instinct is for people to go off and try to solve things on
their own, or to get a magic bullet competitively<span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The art of what we do is help members understand that only through collective action, only through wide agreement, is there going to be a sufficient response to solve the business problem.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But part of the art of what we
do is help members understand that only through collective action, only through
a wide agreement, is there going to be a sufficient response to solve the
business problem and provide a center of gravity for the vendors to invest in
building the systems that embrace and employ the standards.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And so, a part of building
that continuing confidence is knowing that there will be trained people who
know how to use the standard effectively. There will be systems that conform to
the standard, and you can get together with peers in your industry to find out
about what’s going on at the cutting edge of technology.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And, frankly, even the social
networking, just meeting people face to face builds confidence that everybody
is working toward the common objective. All of these things are critical
supporting pieces that give people confidence to invest in solutions and the confidence
to specify that when they purchase.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> It
seems like a big part of the secret sauce here is <i>mutual assured success</i>
for as many of the people in the ecosystem -- on all sides of the equation -- as
possible. It sounds simple, but it’s really hard to do.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nunn:</span></b><span style="font-size: 11pt; line-height: 150%;"> It is,
Dana. And you need champions, the people who are passionate about it in their
own organizations. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">For me, the single biggest
differentiator and reason for The Open Group’s success so far is that we have a
very respected set of certification programs and processes. The importance of
certification is that it gives standards some teeth. It gives them meaning. We’re
not just publishing standards for the sake of it, and nobody uses them. They’re
being used by trained people. There might also be certified products out there,
too.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Certification helps turn it into
an ecosystem, and that in turn gets people more engaged and seeking to evolve it
and be part of the movement. Certification is key because of the teeth that it gives
the standards.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Well,
the custom is when we have an anniversary to do toasts. Usually, toasts are
anecdotal or remembrances. Are there any such moments in hindsight that ended
up being formative and important over the past 25 years?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Cheers to 25<sup> </sup>years
of highlights </span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>unn:</span></b><span style="font-size: 11pt; line-height: 150%;"> For
years, we had heard that UNIX was going away, that it’s not relevant anymore. I
think the work we’ve done has proven that’s not the case.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Another highlight or
breakthrough moment was when we got our TOGAF practitioner certification
program up and running. That spread around the world to a large number of individuals
who are certified and who are promoting the value of the standard itself.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We’ve created a community over
the years, even though that community is harder to bring together right now in the
pandemic days. But certainly, for the vast majority of our history, we have
brought people together; these people are familiar with each other, and new
people come in. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blog.opengroup.org/category/boundaryless-information-flow/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="560" data-original-width="840" height="305" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3FLmDHtA1ZRyEnXLFeumwWsJb56wdwr40mozorWFdRNAVaRjREPxhnlSe3skbdXH5hjuusAMVV74rT-J7UddSiYs1ETSMwyuEP5OIDr8s9-Gj2KqIBXVTOpyICU_0sKPpPphpRg/w459-h305/DT.jpg" width="459" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b>he face-to-face element is
special. Somebody recently made a great point about the effect of the pandemic.
And the point was that you need the personal interactions in developing standards.
Standards are about contributing intellectual property, but also about
compromise. It’s about discussing what’s best for the relevant industry. And
that’s hard to achieve in a virtual world.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">You need the dinners, the
beers, whatever it might be to build the social networking and up the trust for
the individuals in these situations who are often from competing companies. The
way that we have encouraged the community and built up what we’ve often called “The
Open Group family” over the years is a key factor for us.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;">
David, what are some anecdotes that come to mind that highlight the first 25
years?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> I’m
going to pick up on Steve’s theme of face-to-face meetings. One that stands out
in my mind was the first face-to-face FACE Consortium meeting, which was at a
vendor building on the National Mall in Washington, DC.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And, I’ll be honest, there was
a ton of skepticism, both from the government agencies and from some of the
larger vendors, that this could ever possibly come together. And because we got
the people together and we had a few enthusiastic champions -- not necessarily
the people who started things out -- but the people who saw the value of
cooperative industry engagement -- we got it together. And 60 companies walked
out of that room saying, “Yeah, this might actually work.” And from then on -- that
was over 10 years ago -- it changed the way avionics are produced. And now it
has inspired changes in other industry verticals as well<span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Because we got people together and we had a few enthusiastic champions we got it together. What we sometimes call </span></span></span></span></span></span></i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The Open Group Way </span></span></span></span></span></span><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">differentiates how we create standards. It has inspired changes in other industries as well.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">So, what we sometimes call <i>The
Open Group Way</i> differentiates how we create standards from what had gone on
in other standards activities that they had been engaged in.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Jim,
what’s your toast to the past quarter-century?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Hietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> At
little bit higher level, I point to the fact that The Open Group has grown to
more than 850 member organizations from dozens of countries. The specific
things that resonate with me and made an impact over the years are engaging
with all those members from the many different countries and nationalities at
events we’ve held.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">That and to getting to over 120,000
TOGAF-certified people, which is a huge milestone and was definitely not an
overnight success. TOGAF was tens of years in the making, so those to me are
indicative of where we’ve come in 25 years.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> It
seems that the <a href="https://en.wikipedia.org/wiki/Tower_of_Babel">Tower of
Babel</a> isn’t particularly high when it comes to information technology (IT).
The technology is a common denominator that cuts across cultures and boundaries.
There really is a common world stage for IT.</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">IT – The universal language</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">H</span>ietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
think that’s true. There’s probably work that goes on inside of standards
organizations like The Open Group, that isn’t necessarily seen, that enables
that. There’s a fair amount of work translating the products of The Open Group
into various native languages, such as Brazilian Portuguese, French, or Spanish,
or Chinese. Those often happen at the ground level by volunteers, typically
from the countries that want to enable adoption of what they see as a highly valuable
standard.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> The
profusion of technology you mentioned has driven a fundamental change in the
way people run their businesses. And The Open Group is very much at the
forefront of thinking about how that’s best going to happen.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blog.opengroup.org/category/agile-architecture-framework/" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1152" data-original-width="2048" height="257" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEimVCZNHbqs1BV6BzNuhq3nfY20WqVwG9LEcnkL8sAViYdkfpKKlrNlvbhucxX8blFX_XX3qCDcxalv1LbeGVBSUAf32NRaNofsdsM7offmSXQ53v63XvRIWLTM8xOHx4T-MJaYFA/w456-h257/server+room.jpg" width="456" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">W</span></b>hat does it mean to architect
your business going forward when you have all of these new management
techniques, all of this new technology that’s available at very low cost
causing these fundamental shifts in how you interact with your customers and in
your ecosystem? That’s currently on the forefront of the minds of many of the
groups working inside The Open Group.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We all know there’s a new
management book a day nowadays. That’s why there’s a growing demand for
stability of guidance in this world. How to do these new digital ways of
working? We look to standards bodies to come out with that guidance. Our
members are working on it.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
suppose the past is prologue. And back when I first got involved with enterprise
IT in the late 1980s, this type of technology transformation was still fringe
in business. But it’s become more than mainstream, it’s become dominant.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We talk about <a href="https://blog.opengroup.org/category/digital-transformation/">digital
transformation</a>. We could probably just drop <i>digital,</i> now it’s
transformation, period. Given the depth, breadth, and importance of IT to business
and society -- where do we go from here?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">How do you take the success
you’ve had for the past 25 years and extend that to an even grander stage?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Standards provide frame for future
transformation</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>unn:</span></b><span style="font-size: 11pt; line-height: 150%;"> As
Dave said, organizations have to transform. They’re looking for structure.
They’re looking for tools that help go through this transformation. It can’t
happen soon enough. The pandemic has been an accelerator.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But they need a framework, and
standards provide that framework. That doesn’t mean exactly the same approach for
all standards. But I don’t think we need to fundamentally change the way
standards are built.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We’ve talked about our legacy
of trust and the tried-and-tested. We need to evolve how things are done as we
go forward, to fit with the speed with which transformation needs to occur and
the demands that individual organizations in their industries have.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But we definitely now have a
very solid bedrock for evolving, and the transformation aspect of it is key
because people see standards as helping them transform. Standards give them
something to work with when so much all around is changing.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Jim,
how do you take the success you’ve had with digital standards and expand the
use of the methodologies?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Hietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> We’ve
seen that the practices, business model, and the approach to taking a big
industry problem and solving it through the development of standards has been
proven to work. Companies in need of those standards efforts are comfortable
looking at The Open Group and saying, “You’re an honest broker to be in the
middle of this and make something happen.”</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">For example, a member from our
<a href="https://osduforum.org/">OSDU Forum</a> looked at what was happening
there and saw a similar need inside of his company. It happened to be in the
energy industry, but he saw a problem around how to measure and manage their carbon
footprint. They examined the approach used in the OSDU and said, “That’s what
we need over here to determine what our carbon footprint is.”</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Taking a big industry problem and solving it through the development of standards has been proven to work. Companies in need of those standards efforts are comfortable looking to The Open Group. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And what they found quickly in
looking at that customer need was that that’s a universal need. It’s certainly
not just an energy industry issue. Cement companies, large auto manufacturers,
and many others all have that same need. They would all be well served by
having a standard effort that produces not just standards but a reference
software platform that they could build from that helps them measure and manage
any carbon footprint. The approach has evolved a bit. We’re able to support now
open-source initiatives alongside of standards initiatives. But fundamentally
our consensus-oriented standard process has not changed.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And that’s the way we build
these initiatives, rally industry support, and take them from looking at the
customer business problem to producing standards and business guides. The way
we address the issues hasn’t changed.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> David,
if you can apply the lessons learned at The Open Group to even more challenging
and impactful problems, that sounds worth doing. Is that part of your next 25
years?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
it certainly is. There’s a couple of dimensions to it. There’s the scale in
number of people who are engaged. And we’ve given plenty of examples of how we
went from a core standard like UNIX or IT4IT or TOGAF and applied those same
proven techniques to things such as how you do avionics, which led to how to do
process control systems, which led to how to do subsurface data. That has all led
to a tremendous expansion in the number of organizations and people who are
engaged with The Open Group.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The other dimension of scale
is <i>speed</i>. And that is something where we need to keep our standards up
to date, and that has evolved. For example, we’ve restructured our architecture
portfolio to have more modular content. That’s something we’re going to be
looking at across all of our core standards, including how we link them
together and how we make them more cohesive.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We’re looking at reducing the
friction in keeping standards up to date and improving the pace so they’re
competitive with those one-off, two-people-writing-a-book kinds of guidance
that characterizes our industry right now.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> For
those who have been listening and are now interested in taking an active role
in open standards, where can they go? Also, what’s coming next, Steve?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nunn:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
we’ll have some anniversary celebrations. We have a great event in October.
We’re doing a moving global event over a 24-hour period. So, a few hours hosted
in each of several locations around the world where we have offices and staff
and significant membership.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://meet.opengroup.org/event/25-year-anniversary" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="392" data-original-width="840" height="212" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEheGCm-yFw0eeuJ90iGcQ9X-MH0KlAldSigi98eXpGN0UYSxL_iuH5EeO2z0R_CfTzV0d9zJrH95CfBZXXraUQUrCdqyDsMB_AOzkHOTpqxXBa-78h3RpJzR05dVsoAbx2zBR9s_w/w456-h212/top+2.jpg" width="456" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">W</span></b>e also have an ever-growing
number of active meetings in our groups. Most of them, because of the pandemic,
have been virtual recently. But we’re starting to see, as I mentioned earlier,
the eagerness for people to get together face-to-face again when, of course,
it’s safe to do so and people feel comfortable to do so.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And we’ll be looking at not
just what we’ve achieved but also looking at how we make the next steps. A big
part of that relates to the work we’ve done with governments around the world.
A good example is the government of India, which recently published a standard
called <a href="https://negd.gov.in/india-enterprise-architecture">IndEA</a>, based
on our TOGAF Enterprise Architecture standard.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">It’s being used to fundamentally
transform government services, not just in the national government of India,
but in various states there. And then other countries are looking at that work.
We also have work going on with the <a href="https://www.itu.int/en/about/Pages/default.aspx">International
Telecommunication Union (ITU)</a> in healthcare and digital services for
citizens.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We’re doing a lot of work with
governments to make a real difference to people’s lives as citizens, in
countries that may need to catch up with some of the more developed countries.
They’re using our standards and the work groups we’ve put together to get up to
speed.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">For me, that’s an exciting
part of our future: The difference we can make in people’s daily lives.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And,
of course, a lot of this information is on your website, <a href="http://www.opengroup.org">www.opengroup.org</a>. Any other resources that
people should be aware of?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes, all
our standards are free to download from our <a href="https://publications.opengroup.org/">library</a> on our website. You can
obviously find how to register for events on the website, too. At the Forum
level, there’s good information about each Forum that we’ve been working on. There’s
always a contact form associated with each of the Forum webpages so you can
leave your details and someone from our team will get in touch and tell you how
to get involved.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/5oe6I0jh9T8" width="320" youtube-src-id="5oe6I0jh9T8"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><br /><span style="font-size: x-large;">G</span>ardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I’m
afraid we’ll have to leave it there. You’ve been listening to a sponsored BriefingsDirect
discussion on <a href="https://meet.opengroup.org/event/25-year-anniversary">25 years of remarkable achievements</a> in the technology standards
arena by The Open Group.</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And we’ve learned how
standards like UNIX and TOGAF evolved to transform business and society,
impacting us all over the world as a digital adoption wave swept across human
affairs. So, a big thank you to our panel. We’ve been here with Steve Nunn,
Chief Executive officer at The Open Group. Thank you so much, Steve.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nunn:</span></b><span style="font-size: 11pt; line-height: 150%;"> Thank
you very much, Dana. It’s been a great discussion.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And
we’ve been joined by David Lounsbury, Chief Digital Officer at the Open Group.
Thank you, sir.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Lounsbury:</span></b><span style="font-size: 11pt; line-height: 150%;">
You’re welcome, Dana.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And
lastly, Jim Hietala has been with us. He’s vice President Business Development
and Security at The Open Group. Thank you, Jim.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Hietala:</span></b><span style="font-size: 11pt; line-height: 150%;"> Thank
you, Dana.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And a
big thank you as well to our audience for joining this BriefingsDirect commemoration
of technology standards successes discussion.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">I’m Dana Gardner, Principal
Analyst at Interarbor Solutions. Your host throughout the series of BriefingsDirect
discussions sponsored by The Open Group.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Thanks again for listening,
please pass this along with your business community, and do come back next
time.</span></span></p><p>
</p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><span style="font-size: 10pt;"><b><span style="color: black;"><span style="font-family: arial;"><span style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirect--The_Open_Group_Marks_25_Years_of_Working_Together_to_Make_Successful_Standards.mp3?dest-id=20179"><b>Listen</b></a><b><span style="color: black;">
to the </span></b><a href="http://briefingsdirect.com/the-open-group-marks-25-years-of-working-together-to-make-successful-standards"><b>podcast</b></a><b><span style="color: black;">.</span></b></span></span> Find it on </span></b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b>.
</b><a href="https://www.slideshare.net/danalgardner/the-open-group-marks-25-years-of-working-together-to-make-successful-standards"><b>Download</b></a><b><span style="color: black;"> the transcript. Sponsor: </span></b><a href="http://www.opengroup.org/"><b>The Open Group</b></a><b><span style="color: black;">.</span></b></span></span></p><p>
</p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><i><span style="color: black; font-size: 10pt;">Transcript of a discussion on the 25th anniversary of remarkable
achievements in the global technology standards arena by The Open Group.</span></i><i><span style="font-size: 10pt;"> Copyright Interarbor
Solutions, LLC and The Open Group, 2005-2021. All rights reserved.</span></i></span></p><p>
</p><h2 class="MsoNormal" style="text-align: left;"><span style="font-size: medium;"><span style="font-family: arial;"><b><span style="border: 1pt none windowtext; color: #303030; padding: 0in;">You may also be
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</p></div><span style="font-family: arial;">
</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-36333058491287893862021-10-26T13:36:00.014-04:002021-10-26T14:21:29.563-04:00How More Industries Can Cultivate a Culture of Operational Resilience<p style="text-align: left;"><span style="font-size: small;"><span style="font-family: arial;"><i><span></span></i></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><i><a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1365" data-original-width="2048" height="305" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIq3mVPzWOKbGiW22Yo2dGk49-eaFTJ0bdl1Skqi50RJgbz5IhW1mOZJUtp-HpWB4JWyhThtqHVW91E5Aqfv2VD1PawREA_jJGTpHjsx4_GycewYlHI02Oy0ftFN4tE_2ll445bw/w458-h305/top+top+top.jpg" width="458" /></a></i></span></div><span style="font-size: small;"><i></i></span><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><i>A
transcript of a discussion on the many ways that businesses can reach a high
level of assured business availability despite varied and persistent threats.</i></span></span></p><p></p><div class="WordSection1" style="text-align: left;"><p>
</p><p class="MsoNormal"><span style="font-size: small;"><span style="font-family: arial;"><span><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_More_Industries_Can_Cultivate_a_Culture_of_Operational_Resilience.mp3?dest-id=20179"><b>Listen</b></a><b> to the </b><a href="http://briefingsdirect.com/how-more-industries-can-cultivate-a-culture-of-operational-resilience"><b>podcast</b></a><b>. Find it on </b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b>.
</b><a href="https://www.slideshare.net/danalgardner/how-more-industries-can-cultivate-a-culture-of-operational-resilience"><b>Download</b></a><b>
the transcript. Sponsor: </b><a href="https://www.servicenow.com/"><b>ServiceNow</b></a><b>
and </b><a href="https://www.ey.com/"><b>EY</b></a><b>.</b></span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span style="line-height: 150%;"> Hi,
this is <a href="https://www.linkedin.com/in/danagardner/">Dana Gardner</a>,
Principal Analyst at Interarbor
Solutions and you’re listening to <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>.</span></span></span></p><p>
</p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><a href="https://twitter.com/Dana_Gardner"><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span style="font-family: arial;"><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><a href="https://twitter.com/Dana_Gardner"><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span style="font-family: arial;"><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">In our last sustainable
business innovation <a href="https://www.briefingsdirectblog.com/2021/06/how-financial-firms-are-blazing-trail.html">discussion</a>,
we explored how operational resiliency has become a top priority in the
increasingly interconnected <a href="https://www.servicenow.com/lpwhp/operational-resilience.html">financial
services sector</a>.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">We now expand our focus to explore
the best ways to anticipate, plan for, and swiftly implement the means for
nearly any business to avoid disruption.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">New techniques allow for rapid
responses to many of the most pressing threats. By predefining root causes and
implementing advance responses, many businesses can create a culture of
sustained operations.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">To learn more about the many
ways that businesses can reach a high level of assured business availability despite
persistent threats, please join me in welcoming <a href="https://www.linkedin.com/in/steve-yon-4586261/">Steve Yon</a>, Executive
Director of the <a href="https://www.ey.com/en_us/alliances/servicenow">EY ServiceNow
Practice</a>. Welcome back, Steve.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Steve Yon:</span></b><span style="line-height: 150%;"> Thanks
so much, Dana.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"></span></b></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Zn_PK5Qgxts" width="320" youtube-src-id="Zn_PK5Qgxts"></iframe></span></b></span></span></div><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">G</span>ardner:</span></b><span style="line-height: 150%;"> We’re
also here with <a href="https://www.linkedin.com/in/andrew-zarenski-5b9666b/">Andrew
Zarenski</a>, Senior Manager and ServiceNow Innovation Leader at <a href="https://www.ey.com/">EY</a>. Welcome, Andrew.</span></span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Andrew Zarenski:</span></b><span style="line-height: 150%;"> Thanks,
Dana, for having me.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Steve,
<a href="https://www.briefingsdirecttranscriptsblogs.com/2021/06/how-financial-firms-blaze-trail-to-new.html">our
last chat</a> explored how <a href="https://www.ey.com/en_us/financial-services/process-is-key-for-financial-institutions-operations">financial
firms are adjusting</a> to heightened threats and increased regulation by implementing
operational resiliency plans and platforms. But with so many industries
disrupted these days in so many ways, is there a need for a broader adoption of
<a href="https://www.servicenow.com/products/operational-resilience.html">operational
resiliency best practices</a>?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> Yes, Dana.
Just as we discussed, the pandemic has widened people’s eyes -- not only in <a href="https://www.ey.com/en_us/banking-capital-markets/how-banks-can-reframe-a-crisis-into-an-operational-opportunity">financial
services</a> but across other industries. And now, with hurricane season and
those impacts, we’re continuing to see strong interest to <a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions">improve
operational resiliency capabilities</a> within many firms. Being able to
continuously serve clients is how the world works – and it’s not just about
technology.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> What
has EY done specifically to make operational resiliency a <a href="https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/resource-center/solution-brief/sb-operational-resilience.pdf">horizontal
capability</a>, if you will, that isn’t specific to any vertical industry?</span></span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Resilience solutions for all
sectors</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">Y</span>on:</span></b><span style="line-height: 150%;"> The <a href="https://www.servicenow.com/now-platform.html">platform</a> we built the
solution on is an integration and automation platform. We set it up in
anticipation of, and with the full knowledge that it’s going to become a horizontal
capability.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/steve-yon-4586261/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="337" data-original-width="337" height="285" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgDnEC6Su0WFi5i8g292FSmdhtsvM9RMvJtTxGDB2k9OFDs3E5gfCf85vVtCyF45J8UGEKAwldY8kwFuOt7dMZB2Ix9cLQCFEGmBwWQ9_x_LJCCyL7IVzb0v-tWltCi7pwVpBYigQ/w285-h285/Steve+Yon.jpg" width="285" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><a href="https://www.linkedin.com/in/steve-yon-4586261/"><b>Yon</b></a></td></tr></tbody></table><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">When you think about
resiliency and doing work in operational models, it’s a <i>verb-based system</i>,
right? How are you going to <i>do</i> it? How are you going to <i>serve</i>?
How are you going to <i>manage</i>? How are you going to <i>change, modify</i>,
and <i>adjust</i> to immediate recovery? All of those verbs are what make
resiliency happen.</span></span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">What differentiates one business
sector from another aren’t those verbs. Those are immutable. It’s the nouns
that change from sector to sector. So, focusing on all the same verbs, that
same perspective we looked at within <a href="https://www.ey.com/en_us/banking-capital-markets/why-enterprise-resilience-is-more-critical-to-banks-than-ever-before">financial
services</a>, is equally as integratable when you think about telecommunications
or power.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">With financial services, the
nouns might be things around trading and how you keep that capability always moving.
Or payments. How do I keep those seems going? In an energy context, the nouns would
be more about power distribution, capacity, and things like that.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">With <a href="https://www.ey.com/en_rs/financial-services-emeia/alliances/servicenow">our
solutions</a> we want to ensure that you don’t close any doors by creating stove
pipes -- because the nature of the interconnectedness of the world is not one of
stove pipes. It’s one of huge cross-integration and horizontal integration. And
when information and knowledge are set up in a system designed appropriately, it
benefits whichever firm or whatever sector you’re in.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> You’ve
created your platform and solution for complex, global companies. But does this
operational resiliency capability also scale down? Should small- to medium-size
businesses (SMBs) be thinking about this as well?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> Yes. Any
firm that cares about being able to operate in the event of potential
disruptions, if that’s something meaningful to them, especially in the more
highly regulated industries, then the expectation of resiliency needs to be
there<span style="font-family: arial;"><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>How to Build Resiliency into Operations</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions">And Steer Clear of Disruptions</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">W</span></b></span><span style="line-height: 150%;">e’re seeing <a href="https://www.ey.com/en_us/board-matters/ey-board-agenda-2021-five-priorities-for-boards-to-shape-the-organization-s-strategy">resiliency
in the top five concerns for board-level folks</a>. They need a solution that
can scale up and down. You cannot take a science fair project and impact an industry
nor provide value in the quick way these firms are looking for.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">The idea is to be able to try
it out and experiment. And when they figure out exactly how to calibrate the
solution for their culture and level of complexity, then they can rinse, repeat,
and replicate to scale it out. Your comment on being able to start small and
grow large is absolutely true. It’s a guiding principle in any operational
resiliency solution.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> It
sounds like there are multiple adoption vectors, too. You might have a risk
officer maturity level, or you might just have a new regulatory hurdle and that’s
your on-ramp.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Are there a variety of
different personas within organizations that should be thinking about how to
begin that crawl, walk, run adoption for business continuity?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> Yes. We
think a proper solution should be persona-based. Am I talking to someone with
responsibilities with risk, resilience, and compliance? Or am I talking to
someone at the board level? Am I talking to a business service owner?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.servicenow.com/lpwhp/operational-resilience.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1356" data-original-width="2048" height="315" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiNYDAZUYbkhyBZkFV2VZjXSfUaw_ExmndYXLE7YyBripzenl-5jg3bPz0Dd9tpmRPmT4uZvXBtOWk86h1hMRP-1Vep_qLlXH2qVZ8wPQv65yxZ2iMeTxrD_kEXuxlh9y21L0rsHQ/w475-h315/top+top.jpg" width="475" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">A</span></b>nd the solution should also
be inclusive of all the people who are remediating the problems on the
operational side, and so unifying that entire perspective. That’s irrespective
of how your firm may work. It focuses broadly on aligning the people who need
to build things at the top level, to understanding the customer experience perspective,
and to know what’s going on and how things are being remediated. Unifying with
those operational folks is exceptionally important.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">The capability to customize a
view, if you will, for each of those personas -- irrespective of their titles –
in a standard way so they are all able to view, monitor, and manage a
disruption, or an avoidance of a disruption, is critical.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Because
the solution is built on a <a href="https://www.servicenow.com/products/operational-resilience.html">process
and workflow platform, ServiceNow</a>, which is highly integratable, it sounds
like you can bring in third parties specific to many industries. How well does this
solution augment an existing ecosystem of partners?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> ServiceNow
is a market-ubiquitous <a href="https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/resource-center/solution-brief/sb-operational-resilience.pdf">capability</a>.
When you look under the hood of most firms, you’ll find a workflow process
capability there. With that comes the connectivity and framework by which you
can have transparency into all the assets and actors<span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">ServiceNow is a market-ubiquitous capability. When you look under the hood of most firms, you'll find a workflow process capability there. With that comes the connectivity and framework to gain transparency into all the assets and actors.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">What better platform to then develop
a synthesis view of, “Hey, here’s where I’m now detecting the signal that could
be something that’s a disruption”? That then allows you to be able to
automatically light up a <a href="https://en.wikipedia.org/wiki/Business_continuity_planning">business
continuity plan (BCP)</a> and put it into action before a problem actually
occurs.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">We integrate not only with ServiceNow,
but with any other system that can throw a signal -- whether it’s a facilities-based
system, order management system, or a human resources system. That includes
anything a firm defines as a critical business service, and all the actors and assets
that participate in it, along with what state they need for it to be considered
valid.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">All of that needs to be ingested
and synthesized to determine if there’s an issue that needs to be monitored and
then a failover plan enacted.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Andrew, please tell us about the core EY ServiceNow alliance operational
resilience offering.</span></span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Detect disruptions with data</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;"></span></span></b></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/andrew-zarenski-5b9666b/" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="130" data-original-width="87" height="302" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIBreykeMmUenhjYo1vmIAFn775Kk_KxzdpPxhaCyiGJgdk4ZQRB3ZSPjEj6Lo7O0oGFJHHdVhTi-56_xWaX7x8EEoE-OQtXuVZT2DJ08o03F9GKMqiTOBrFMuoS8NwOwL_H0_HA/w202-h302/Andrew+Zarenski.jpg" width="202" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/andrew-zarenski-5b9666b/"><b><span style="font-size: small;">Zarenski</span></b></a></span></td></tr></tbody></table><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">Z</span>arenski:</span></b><span style="line-height: 150%;"> Corporations
already have so many mitigation policies in place that understanding and
responding to disruptions in real time is obviously essential. Everyone likes
to think about the use case of plugging cybersecurity holes as soon as possible
to prevent hackers from taking advantage of an exploit. That’s a relatively
easy, relatable scenario. But think about a physical office service. For
example, an elevator goes down that then prevents your employees from getting
to their desks or people in a financial firm getting to their trading floor.</span></span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Understanding that disruption
is just as important as understanding a cybersecurity threat or if someone has
compromised one of your systems or processes. Detection today is generally
harder than it’s been in the past because corporations’ physical and logical
assets are so fragmented. They’re hard to track in that or any building.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Steve alluded to how <a>service mapping</a>, to
understand what assets support services, is incredibly difficult. Detection has
become very complicated, and the older ways of picking up the phone just isn’t
enough because most corporations don’t know what the office is supporting.
Having that concrete business service map and understanding that logical
mapping of assets to services makes a solution such as this help our operators
or <a href="https://en.wikipedia.org/wiki/Chief_risk_officer">chief risk
officers (CROs)</a> able to respond in near real time, which is the new
industry standard.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> So,
on one hand, it’s more difficult than ever. But the good news is that nowadays
there’s so much more data available. There’s telemetry, edge computing, and sensors.
So, while we have a tougher challenge to detect disruptions, we’re also getting
some help from the technology side.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Zarenski:</span></b><span style="line-height: 150%;"> Yes,
absolutely. And everyone thinks of this generally as just a technology
exercise, but there’s so much more to it than the tech. There is the process. The
key to enterprise resiliency is understanding what the services are both
internally to employees as well as externally to the customers.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">We find that most of our
clients are just beginning to head down the journey of what we call <i>business
service mapping </i>to identify and understand the critical services ahead of
time. What are my five critical services? How can I build up those maps to show
the quick wins and understand how can I be resilient today? How can I
understand those sensors? What are the networks? What objects let me understand
what a disruption is and have a dashboard show services that flip from green to
red or yellow when something goes wrong?</span></span></span></p><p>
</p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">There's so much signal out there to let you know what's going on. But to be bale to cut through and synthesize those material aspects of what's truly important is what makes this solution fit for duty and usable. And it does not take a lot of time to get done.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> And,
Dana, there’s so much signal out there to let you know what’s going on. But to
be able to cut through and synthesize those material aspects of what’s truly
important is what makes this solution fit for duty and usable. It’s not a big
processing sync and does not take a lot of time to get done.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">A business needs to know what to
focus on, from what you imprint the system with to how you define your service
map and how you calibrate what the signals represent. Those have to be the
minimal number of things you want to ingest and synthesize to provide good,
fast telemetry. That’s where the value comes from, knowing how to define it best
so the system works in a very fast and efficient way.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Clearly,
operational resiliency is not something you just buy in a box and deploy. There’s
technology, business service mapping, and there’s also culture. Do you put in
the technology and processes and then hope you develop a culture of resiliency?
Or do you try to instill a culture of resiliency and then put in the
ingredients? What’s the synergy between them?</span></span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Cultural shift from reactivity</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">Z</span>arenski:</span></b><span style="line-height: 150%;"> There
is synergy, for sure. Obviously, every corporation wants to have a culture of
resilience. But at the same time, it’s hard to get there without the enabling
technology. If you think about the solution that we at EY have developed, it
takes resiliency beyond being just a reactive solution<span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>How to Build Resiliency into Operations</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions">And Steer Clear of Disruptions</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><b><span style="font-size: x-large;">I</span></b>t’s easy for a corporation to
understand the need for having a BCP or disaster recovery plan in place. That’s
generally the first line of enabling a resilient culture. But bringing in
another layer of technology that enables investment in the things that are
listening for disruption? That is the next layer.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">If you look at financial
institutions, they all have different tools and processes that look at things like
trade execution volume, and so forth. One person may have a system looking to
see if trade execution volume has a significant blip and can then compare that
to prior history. But to understand if that dip means something is wrong is not
an easy process. Using EY’s operational resilience tool helps understand the
patterns, catalog the patterns, and brings in technology that ultimately
further enables that culture of resilience.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> Yes,
you want to know if something like that blip happens naturally or not. I liken
this back to the days when we went through the evolution from <a href="https://en.wikipedia.org/wiki/Quality_control">quality control (QC)</a>-oriented
thinking to <a href="https://en.wikipedia.org/wiki/Quality_assurance">quality
assurance (QA)</a>-oriented thinking. QC lets you test stuff out, and lets you know
what to do in the event of a failure. That’s what a BCP plan is all about --
when something happens, you pick up and follow the playbook. And there you go.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.ey.com" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="225" data-original-width="225" height="225" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgi6BcSp6t78hnkX5UKgFUwcqlVlz5iS6rGPwB9mPNZQfJ4enqsY6GA2AHv1oiJNx4DzbC7LTmvn5QKnGd7R1H34tCkQFB7hSPg0C0OwGCVkAmXKhWxzSyFZFd2jiaez-RrUvukxg/s0/EY+logo.png" width="225" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;">QA, which went through some
significant headwinds, is about embedding that thought process into the very
fabric of your planning and the design to enable the outcomes you really want. If
there is QA, you can <i>avoid </i>disruptions.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">And that’s exactly the same perspective
we’re applying here. Let’s think about how continuity management and the BCP are
put together. Yes, they exist, but you know what when you’re using them? You’re
down. Value destruction is actually occurring.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">So, think about this culture
of resilience as analogous to the evolution to QA, which is, “Be more
predictive and know what I’m going to be dealing with.” That is better than, “Test
it out and know how to respond later.” I can actually get a heck of a lot
better value and keep myself off the front page of the newspaper if I am more thoughtful
in the first place.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">That also goes back to the
earlier point of how to accelerate time to value. That’s why Andrew was asking,
“Hey, what are your five critical business services?” This is where we start
off. Let’s pick one and find a way to make it work and get lasting value from that.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Zn_PK5Qgxts" width="320" youtube-src-id="Zn_PK5Qgxts"></iframe></span></span></span></div><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><b><span style="font-size: x-large;">T</span></b>he best way to get people to change
is quickly use data and show an outcome. That’s difficult to disagree with.</span></span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Andrew,
what are the key attributes of the EY ServiceNow resilience solution that helps
get organizations past firefighting mode and more into a forward-looking, intelligent,
and resilient culture?</span></span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">React, respond, and reduce risk</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">Z</span>arenski:</span></b><span style="line-height: 150%;"> The
key is preventative and proactive decision support. Now, if you think about
what preventative decision support means, the capability lets you build in
thresholds for when a service maybe approaching a lag in its operational
resilience. For example, server capacity may be decreasing for a web site that delivers
an essential business service to external customers. As that capacity decreases,
the service would begin to flash yellow as it approaches a service threshold. Therefore,
someone can be intelligent and quickly do something about it.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">But you can do that for virtually
any service by setting policies in the database layer to understand what the specific
thresholds are. Secondly, broad transparency and visibility is very important.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/resource-center/solution-brief/sb-operational-resilience.pdf" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1165" data-original-width="2048" height="262" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgSjSrnmv7t3vnrYss16XFaJXp7YDzv3qGFfnMiQGJl0a21-qVhof5tEjkb093mhJ7N_St1rBnYjiKm4_b3hMw79ibW0BXj-LRVyJRX0Ynj-6yEMVah7bCUy6Hb-oM27PTV44cTtg/w459-h262/Top.jpg" width="459" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">W</span></b>e’re expanding the usefulness
of data for the chief risk officer (CRO). They can log into the dashboard two
or three times a day, look at their 10 or 15 critical business services, and
all the subservices that support them, and understand the <i>health</i> of each
one individually. In an ideal situation, they log in in the morning and see everything
as green, then they log in at lunchtime, and see half the stuff as yellow. Then
they are going to go do something about it. But they don’t need to drill into
the data to understand that something is wrong, they can simply see the service,
see the approaching threshold, and – boom – they call the service owner and make
sure they take care of it.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> By
the way, Andrew, they can also just pick up their phone if they get a pushed notification
that’s something’s askew, too.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Zarenski:</span></b><span style="line-height: 150%;"> Yes,
exactly. The major incident response is built into the backend. Of course,
we’re proactively allowing the CROs and services owners to understand that
something’s gone wrong. Then, by very simply drilling into that alert, they
will understand immediately which assets are broken, know the 10 people
responsible for those assets, and immediately get them on the phone. Or they
can set up a group chat, get them paged, and any number of ways to get the
problem taken care of<span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The key is offering not just the visibility into what's gone wrong, but also the ability to react, respond, and have full traceability behind that response -- all in one platform. That really differentiates that solution from what else is in the market.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">The key is offering not just
the visibility into what’s gone wrong, but also the ability to react, respond,
and have full traceability behind that response -- all in one platform. That really
differentiates the solution from what else is in the market.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> It
sounds like one of the key attributes is the user experience and interfaces
that rapidly broaden the number of appropriate people and to get them involved.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Zarenski:</span></b><span style="line-height: 150%;"> You’re
spot on. Another extremely important part is the direct log and record of what
people did to help fix the problem. Regulations require recording what the
disruption was, but also recording every single step and every person who
interacted with the disruption. That can then be reported on in the future
should they want to learn from it or should regulators and auditors come in. This
solution provides that capability all in one place.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> Such
post-disruption forensics are very important for a lot of reasons.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Zarenski:</span></b><span style="line-height: 150%;"> Yes,
exactly. A regulator will be able to look back and ask the question, “Did this
firm act reasonably with respect to its responsibility?”</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Easy question, but tough to
answer. You would need to go back and recreate your version of what the truth
was. This traps the truth. It traps the sequence, and it makes the forensics on
answering that question very simple.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> While
we’re talking about the payoffs when you do operational resiliency correctly,
what else do you get?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> I’ll
give you a couple. One is we don’t have to get a 3 am phone call because
something has broken because someone is already working on the issue.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Another benefit impacts the “pull-the-plug
test,” where once a year or two we hold our breath to determine if our BCP
plans are working and that we can recover. In that test, a long weekend is consumed
with a Friday night fault or disconnection of something. And then we monitor
the recovery and hope everything goes back to normal so we can resume business
on the following Tuesday<span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>How to Build Resiliency into Operations</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions">And Steer Clear of Disruptions</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: small;"><span lang="EN"><b><span style="font-size: x-large;">W</span></b></span><span><span style="line-height: 150%;">hen we already understand
what the critical business services are, we can quickly hone down essential
causes and responses. When service orientation took hold, people bragged about
how many services they had, perhaps as many as 900 services. Wow, that seems
like a lot.</span></span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">But are they all critical?
Well, no, right? This solution allows you to materially keep what’s important
in front of you so you can save money by not needing to drive the same level of
focus across too wide of a beachfront.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Secondly, rather than force a test
fault and pray, you can do simulations and tests in real time. “Do I think my
resiliency strategy is working? Do I believe my resiliency machinery is fit for
duty?” Well, now you can prove it, saying, “I know it is because I test this
thing every quarter.”</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.servicenow.com" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="159" data-original-width="318" height="159" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEicA_UZLpp8xCv85z2qX71z-t6_tg3VJwsn-Myw9BGdfEumgy6jNz8Yl3mLMcysvWQqs7tUcQbGhs_2BqtYKaUo87IbNh6yTVq0rgUN0s-C6gj9yCV3RRBsB2YBvCiyLUht7ylbTA/s0/servicenow+logo.png" width="318" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;">You can frequently simulate all
the different pieces, driving up the confidence with regulators, your
leadership, and the auditors. That takes the nightmare out of your systems.
These are but some of the other ancillary benefits that you get. They may seem intangible,
but they’re very real. You can clean out unnecessary spend as well as
unnecessary brand-impacting issues with the very people you need to prove your
abilities to.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Andrew,
any other inputs on the different types of value you get when you do
operational resiliency right?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Zarenski:</span></b><span style="line-height: 150%;"> If
you do this right and set up your service mapping infrastructure correctly,
we’ve had clients use this to do comparisons for how they might want to change their
infrastructure. Having fully mapped out a digital twin of your business
provides many more productivity and efficiency capabilities. That’s a prime
example.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> Well,
this year we’ve had many instances of how things can go very wrong -- from
wildfires to floods, hurricanes, and problems with electric grids. As a timely use
case, how would an organization in the throes of a natural disaster make use of
this soluiton?</span></span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Prevent a data deep freeze</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">Z</span>arenski:</span></b><span style="line-height: 150%;"> This specific
use case stemmed from <a href="https://en.wikipedia.org/wiki/2021_Texas_power_crisis">the deep freeze last
winter in Dallas</a>. It provides a real-life example. The same conditions can be
translated over to hurricanes. Before the deep freeze hit back in the winter,
we were adjusting signals from <a href="https://en.wikipedia.org/wiki/National_Oceanic_and_Atmospheric_Administration">NOAA</a>
into the EY operational resiliency platform to understand and anticipate anomalies
in temperatures in places that normally don’t see them.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">We were able to run
simulations in our platform for how some Dallas data centers were going to be
hit by the deep freeze and how the power grid would be impacted. We could see
every single physical asset being supported by that power grid and therefore understand
how it might impact the business operations around the world.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">There may be a server there
that, in turn, supports servers in Hong Kong. Knowing that, we were able to
prepare teams for a failover preemptively over to a data center in Chicago. That’s
one example of how we can adjust data from multiple sources, tie that data to
what the disruption may be, and be proactive about the response -- before that
impact actually occurs.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> How
broadly can these types of benefits go? What industries after power and energy should
be considering these capabilities?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> The most
relevant ones are the regulated industries. So, finance, power, utilities, gas,
and telecom. Those are the obvious ones. But other businesses need to ensure
their firm is operational irrespective of whether it’s a regulatory expectation.
The horizontal integration to offset disruption is still going to be important.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1182" data-original-width="2660" height="207" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiMZDJt7exOHrmUdfdC4vkQ2ccaFaLNZ9Ofy0cNoqtlwJtBnSC6-79XnnD2Mv3AWSC8dgbcNDJ98aTAtZQV7sXG6wQdEV53CYkUCpND5Pla4OscpPyBGN3DRG5lTqCVTlCaqjIs8Q/w465-h207/doomsday.jpg" width="465" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">W</span></b>e’re also seeing interdependency
across business sectors. So, talking to telecom, they’re like, “Yup, we need to
be able to provide service. I want to be able to let people know when the
service is going to go up when our power is down. But I have no visibility into
what’s going on there.” So, sometimes the interdependencies cross sectors,
cross industries and those are the things that are now starting to highlight.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Understanding where those
dependencies on other industries are, can allow you to make better decisions on
how you want to position yourself for what might be happening upstream so you
can protect your downstream operations and clients.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">It’s fascinating when we talk
now about how each industry can gain transparency into the others, because
there are clear interdependencies. Once that visibility happens, you’ll start
to see firms and their ecosystem of suppliers leverage that transparency to
their mutual benefit to reduce the impacts and the value disruption that may
happen anywhere upstream.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Andrew, how are organizations adopting this? Is it on a crawl-walk-run basis? </span></span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Map your service terrain</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">Z</span>arenski:</span></b><span style="line-height: 150%;"> It all
starts with identifying your critical services. And while that may seem simple
at face value, it’s, in fact, not. By having such broad exposure in so many
industries, we’ve developed initial service maps for what a financial
institution is, or what an insurance institution looks like.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">That head-start helps our
clients gain a baseline to define their organizations from a service
infrastructure standpoint. Once they have a baseline template, then they can map
physical assets, along with the logical assets to those services.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Most organizations start with
one or two critical services to prove out the use case. If you can prove out
one or two, you can take that as a road show out to the rest of the
organization. You’re basically setting yourself up for success because you’ve
proven that it works.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> This
goes back to the earlier point about scale. You can put something together in a
simple way, calibrating to what service you want to clear as resilient. And by calibrating
what that service map looks like, you can optimize the spread of the service
map, the coverage it provides, and the signals that it ingests. By doing so,
you can synthesize its state right away and make very important decisions.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">The cool thing about where the
technology is now, we’re able to rapidly take advantage of that. You can create
a service map and tomorrow you can add to it. It can evolve quickly over time<span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>How to Build Resiliency into Operations</b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions">And Steer Clear of Disruptions</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><b><span style="font-size: x-large;">Y</span></b>ou can have a simplistic view
of what a service looks like internally and track that to see the nature of
where faults enter the system and predict what might materialize in that
service map, to see how that evolves with a different signal or an integration to
another source system.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">These organizations can gain continuous
improvement, ensuring that they consistently raise the probability of avoiding
disruptions. They can say, “I’m now resilient to the following types of faults,”
and tick down that list. The business can make economic choices in terms of how
complex it wants to build itself out to be able to answer the question, “Am I
acting in a reasonable way for my shareholders, my employees, and for the
industry? I’m not going to cause any systemic problems.”</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> You
know, there’s an additional pay back to focusing on resiliency that we haven’t delved
into, and it gets back to the notion of culture. If you align multiple parts of
your organization around the goal of resiliency, it forces people to work
across siloes that they might not have easily forded in the past.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">So, as we focus on a
high-level objective like resilience, does that foster a broader culture of
cooperation for different parts of the organization?</span></span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><b><i><span style="line-height: 150%;">Responsible resiliency
collaboration</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;"><span style="font-size: x-large;">Y</span>on:</span></b><span style="line-height: 150%;"> It
definitely does. Resiliency is becoming a sound engineering principle
generally. It can be implemented in many different ways. It can be implemented
not only with technology, but with product, people, machinery, and governance.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">So many different people
participate in the construction of an architectural capability like resiliency
that it almost demands that collaboration occur. You can’t just do it from a
silo. IT just can’t do this on their own. The compliance people can’t do this
on their own. It’s not only a horizontal integration across the systems and the
signals for which you detect where things are -- but it’s an integration of
collaboration itself across those responsibility areas and the people who make
it so.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;">
Andrew, what in the way the product is designed and used helps facilitate more
cultural cooperation and collaboration?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Zarenski:</span></b><span style="line-height: 150%;"> Providing
a capability for everyone to understand what’s going on is so important. For me
to see that something going wrong in my business may impact someone else’s
business gives a sense of shared responsibility. It gives you ownership in
understanding the impacts across all the organizations<span style="font-family: arial;"><span lang="EN">.</span></span></span></span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">A lot of this rolls up with being compliant to different regulations. We're providing a capability for virtually anyone to support risk and compliance activities -- without even knowing that you're supporting risk and compliance activities. It makes compliance easy to understand.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Secondly, a lot of this all
rolls up to being compliant in different regulations. We’re providing a
capability for virtually anyone to support risk and compliance activities --
without even knowing that you’re supporting risk and compliance activities. It
makes the job of compliance visual and easy to understand. That ultimately
supports the downstream processes that your risk and compliance officers must
perform -- but it also impacts and benefits the frontline workers. I think it gives
everyone an important role in resiliency without them even knowing it.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> How
do I start the process of getting this capability on-boarded in my company
regardless of my persona?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> The quick
answer is to turn on the news. Resiliency and continual operation awareness are
now at the board level. It’s one of the top-five priorities firms say are important
for them to survive through the next 10 years.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Witness all the different
things that are being thrown at us all -- whether it’s weather, geopolitical,
and pandemic-related. The awareness is there. The interest is definitely there.
Then the demand comes from that interest.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Based on the feedback and
conversations were having with so many clients across so many industries, it is
resonating with them. It’s now obvious that this needs to be looked at because
turning your digital storefront off is no longer an option. We’ve had too many
people see the impact of that over the past year.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">And the nature of disruptions
just keeps getting more complex. We’ve had near-death business experiences. They’ve
had the wake-up call, and that was enough of a motivation to have awareness and
interests in it that’s now moving us toward how to best fulfill it.</span></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> A nice
thing about our three-part <a href="https://www.briefingsdirectblog.com/2021/06/how-financial-firms-are-blazing-trail.html">series</a>
is we first focused on the critical timing around the financial industry. We’re
talking more specifically today about the solution itself and its wider
applicability.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><a href="https://www.ey.com/en_us/consulting/how-to-build-resiliency-into-operations-and-steer-clear-of-disruptions" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1340" data-original-width="2048" height="308" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhrUKweER1H4Qd6akDJSkZmoqzV8spjv2yOkLZcCbcvEIzia3dbOiXIlHc73epBxRngJQpspftIo0uGDknFddbfsn_4IhKImf0PX0KIKkRFfYe0XvVm2rtZNkNRCpNEoBGw4lhI-A/w472-h308/top+top.jpg" width="472" /></a></span></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: small;"><b><span style="font-size: x-large;">T</span></b>he third part of our series
will share the experiences of actual customers and explore how they went about
the journey of getting that germ of operational resilience planted and then
growing it within their company. Meanwhile, where can our audience go for more
information and to learn more about how to make operation resiliency a culture,
a technology, and a company-wide capability?</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> For
those folks who already have responsibilities in this area, their industry trade
shows, conversations, and dialogues are actively covering these issues. Second,
for those who are EY or ServiceNow customers, talk to your team because they
can lead you back to folks like Andrew and myself to confer about more specifics
based on where you are on your journey.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> I’m
afraid we’ll have to leave it there. You’d been listening to a sponsored
BriefingsDirect discussion on how more industries can reach a higher level of
assured business availability -- despite persistent threats.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">And we’ve learned some of the
best ways to anticipate, plan for, and swiftly implement the means for nearly
any business to avoid disruption, thanks to a holistic cultural approach to
sustained operations.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Zn_PK5Qgxts" width="320" youtube-src-id="Zn_PK5Qgxts"></iframe></span></span></span></div><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;"><b><span style="font-size: x-large;">P</span></b>lease join me in thanking our
guests, Steve Yon, Executive Director for the EY ServiceNow Practice. Thank
you, Steve.</span></span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Yon:</span></b><span style="line-height: 150%;"> Thank
you.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> And
we’ve also been joined by Andrew Zarenski, Senior Manager and ServiceNow
Innovation Leader at EY. Thank you, Andrew.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Zarenski:</span></b><span style="line-height: 150%;"> Thank
you, Dana.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><b><span style="line-height: 150%;">Gardner:</span></b><span style="line-height: 150%;"> And a
big thank you as well to our audience for joining this BriefingsDirect
operational resilience innovation discussion. I’m Dana Gardner, Principal
Analyst at Interarbor Solutions, your host throughout this series of
ServiceNow- and EY-sponsored BriefingsDirect interviews.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-size: small;"><span style="font-family: arial;"><span style="line-height: 150%;">Thanks again for listening.
Please pass this along to your business community and do come back next time.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal"><span style="font-size: small;"><span style="font-family: arial;"><span><b><span style="font-size: small;"><span style="font-family: arial;"><span><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_More_Industries_Can_Cultivate_a_Culture_of_Operational_Resilience.mp3?dest-id=20179"><b>Listen</b></a><b> to the </b><a href="http://briefingsdirect.com/how-more-industries-can-cultivate-a-culture-of-operational-resilience"><b>podcast</b></a><b>.</b></span></span></span> Find it on </b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b>iTunes</b></a><b>.
</b><a href="https://www.slideshare.net/danalgardner/how-more-industries-can-cultivate-a-culture-of-operational-resilience"><b>Download</b></a><b>
the transcript. Sponsor: </b><a href="https://www.servicenow.com/"><b>ServiceNow</b></a><b>
and </b><a href="https://www.ey.com/"><b>EY</b></a><b>.</b></span></span></span></p><p>
</p><p>
</p><p class="MsoNormal"><span style="font-size: small;"><span style="font-family: arial;"><i><span>A
transcript of a discussion on the many ways that businesses can reach a high
level of assured business availability despite varied and persistent threats. Copyright
Interarbor Solutions, LLC, 2005-2021. All rights reserved.</span></i></span></span></p><p>
</p><p>
</p><h2 class="MsoNormal" style="text-align: left;"><span style="font-size: medium;"><span style="font-family: arial;"><b><span>You
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</span></span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-39110454660604344712021-10-19T11:59:00.014-04:002021-10-19T14:33:45.072-04:00How FinTech Innovator Razorpay Uses Open-Source Tracing to Manage Fast-Changing APIs<p style="text-align: left;"><span style="font-family: arial;"><i><span lang="EN" style="font-size: 10pt;"></span></i></span></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://www.hypertrace.org" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="764" data-original-width="1280" height="285" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEggsTD3WkOYY22A8uFhdIIQek_eMoJnTUF5FzDSH0e-tGwVmA4oxw4A3JWjfQf6GikvM2plBLvOedjV_pzWBAzZMtAcEKx4QE6nigxN1Co9cv1ZjNd_PYYmB6NBmJc8r3RN_KQ8Lg/w476-h285/top+top+top.jpg" width="476" /></a></i></div><i></i><p style="text-align: left;"><i><span style="font-family: arial;">Transcript of a discussion on an open-source project,
Hypertrace, and how it helps designers, builders, and testers of modern APIs
gain visibility across their internal and third-party services.</span></i></p><p></p><div class="WordSection1" style="text-align: left;"><p>
</p><p>
</p><p class="MsoNormal" style="line-height: normal;"><span style="font-family: arial;"><b><span lang="EN" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_FinTech_Innovator_Razorpay_Uses_Open-Source_Tracing_and_Observability_to_Manage_Fast-Changing_APIs.mp3?dest-id=20179"><span style="color: blue;">Listen</span></a> to
the <a href="http://briefingsdirect.com/how-fintech-innovator-razorpay-uses-open-source-tracing-to-manage-fast-changing-apis"><span style="color: blue;">podcast</span></a>. Find
it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><span style="color: blue;">iTunes</span></a>. <a href="https://www.slideshare.net/danalgardner/how-fintech-innovator-razorpay-uses-opensource-tracing-and-observability-to-manage-fastchanging-api-ecosystems"><span style="color: blue;">Download</span></a> the transcript. Sponsor: <a href="https://www.traceable.ai/"><span style="color: blue;">Traceable AI</span></a>.</span></b></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span lang="EN"> Hi, this is <a href="https://twitter.com/Dana_Gardner"><span style="color: blue;">Dana Gardner</span></a>, Principal Analyst at Interarbor
Solutions, and you’re listening to <a href="http://www.briefingsdirect.com/"><span style="color: blue;">BriefingsDirect</span></a>.</span></span></p><p>
</p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The speed and
complexity of microservices-intense applications often <a href="https://blog.hypertrace.org/blog/challenges-of-api-microservice-ecosystem/"><span style="color: #1155cc;">leave their developers in the dark.</span></a> They too
often struggle to track and visualize the actual underlying architecture of
these distributed services.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The designers,
builders, and testers of modern API-driven apps, therefore, need an ongoing and
instant visibility capability into the rapidly changing data flows, integration
points, and assemblages of internal and third-party services.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Thankfully, an
open-source project to advance the sophisticated distributed tracing and <a href="https://dev.to/hypertrace/getting-started-with-observability-3lee"><span style="color: #1155cc;">observability</span></a> platform called <a href="https://github.com/hypertrace/hypertrace"><span style="color: #1155cc;">Hypertrace</span></a>
is helping.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Stay with us now as
we hear about the evolution and capabilities of Hypertrace and how an early
adopter in the online payment suite business, <a href="https://razorpay.com/"><span style="color: navy;">Razorpay</span></a>, has gained new insights and deeper
understanding of their services components.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span lang="EN"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/K7ZIKpUNVqM" width="320" youtube-src-id="K7ZIKpUNVqM"></iframe></span></span></div><span style="font-family: arial;"><span lang="EN"><br /><span style="font-size: x-large;"><b>T</b></span>o learn how
Hypertrace discovers, monitors, visualizes, and optimizes increasingly complex
services architectures, please welcome <a href="https://www.linkedin.com/in/venkatesanv/"><span style="color: navy;">Venkat
Vaidhyanathan</span></a>, Architect at <a href="https://razorpay.com/"><span style="color: navy;">Razorpay</span></a> in Bangalore, India. Welcome, Venkat.</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Venkat
Vaidhyanathan: </span></b><span lang="EN">Thank you, Dana, for the warm welcome.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">We’re also here with <a href="https://www.linkedin.com/in/jayesh-ahire/"><span style="color: navy;">Jayesh Ahire</span></a>, Founding Engineer at <a href="https://www.traceable.ai/"><span style="color: navy;">Traceable AI</span></a>
and Product Manager for <a href="https://github.com/hypertrace/hypertrace"><span style="color: #1155cc;">Hypertrace</span></a>. Welcome, Jayesh.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Jayesh Ahire: </span></b><span lang="EN">Thanks, Dana. Glad to be here.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">Venkat, what does Razorpay do and why is tracing and understanding your
services architecture so important?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Built by
developers, for developers</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">V</span>enkat: </span></b><span lang="EN">Razorpay’s mission is to enable frictionless banking and payment
experiences by powering the entire financial infrastructure for businesses of
all shapes and sizes. It’s a full-stack financial solution that enables
thousands of small- to medium-sized enterprises (SMEs) and enterprises to
accept, process, and disburse payments at scale.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/venkatesanv/" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="450" data-original-width="450" height="295" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjtPNzZm4gB9GdwOfYIle2ri2Du_qfKM0GZRFvyKH31fDpk-7Bk1zi-8LmFURxm5UBIRTHShDPINPSr1C-wP18ifDQSX9NeHXUTtmukTRJMbZZ2b_luf3kyl4Oj2GWkaFJbQh8b_g/w295-h295/Venkat+Esanv.jpg" width="295" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/venkatesanv/"><b><span style="font-size: small;">Venkat</span></b></a></span></td></tr></tbody></table><span style="font-family: arial;"><span lang="EN">Today, we process
billions of dollars of payments from millions of businesses across India. As a
leading payments provider, we have been the first to bring to market most of
the major online innovations in payments for the last five years.</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">For the last two
years, we have successfully curated <a href="https://en.wikipedia.org/wiki/Neobank"><span style="color: #1155cc;">neo</span></a><a href="https://en.wikipedia.org/wiki/Neobank"><span style="color: #1155cc;">
banking</span></a> and lending services. We have seen outstanding growth in the
last five years and attracted close to $300 million-plus in funding from
investors such as <a href="https://www.sequoiacap.com/">Sequoia</a>, <a href="https://www.tigerglobal.com/">Tiger Global</a>, <a href="http://www.rebatenetworks.com/">Rebate</a>, <a href="https://matrixpartners.com/">Matrix Partners</a>, and others.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">One of the
fundamental principles about designing Razorpay has been to build a largely <a href="https://blog.hypertrace.org/blog/evolution-of-api-microservice-ecosystem/"><span style="color: #1155cc;">API-driven ecosystem</span></a>. We are a developer-first
company. Our general principle of building is, “It is built by developers for
developers,” which means that every single product we build is always going to
be API-driven first. In that regard, we must ensure that our APIs are resilient.
That they perform to the best and most optimum capacity is of extreme
importance to us.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">What is it about being an API-driven organization that makes tracing
and observability such an important undertaking?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Venkat: </span></b><span lang="EN">We are an extremely <a href="https://en.wikipedia.org/wiki/Agile_software_development"><span style="color: navy;">Agile</span></a> organization. As a startup, we have an
obsession around our customers. Focus on building quality products is paramount
to creating the best user experience (UX). </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Our customers have
amazing stories around our projects, products, and ecosystem. We have worked
through extreme times (for example, demonetization, and the <a href="https://www.financialexpress.com/industry/banking-finance/yes-bank-moratorium-leads-to-outage-in-financial-system/1891547/"><span style="color: #1155cc;">Y</span></a><a href="https://www.financialexpress.com/industry/banking-finance/yes-bank-moratorium-leads-to-outage-in-financial-system/1891547/"><span style="color: #1155cc;">es </span></a><a href="https://www.financialexpress.com/industry/banking-finance/yes-bank-moratorium-leads-to-outage-in-financial-system/1891547/"><span style="color: #1155cc;">B</span></a><a href="https://www.financialexpress.com/industry/banking-finance/yes-bank-moratorium-leads-to-outage-in-financial-system/1891547/"><span style="color: #1155cc;">ank outage</span></a>), and that has helped our customers
build a lot of trust in what we do -- and what we can do<span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">W</span></b>e have quickly taken
up the challenge and turned the tables for most of our customers to build a lot
of trust in the kinds of things we do.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">After all, we are
dealing with one of the most sensitive aspects of human lives, which is their
money. So, in this regard, the resiliency, security, and all the useability
parameters are extremely important for our success.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">Jayesh, why is Razorpay a good example of what businesses are facing
when it comes to APIs? And what requirements for such users are you attempting
to satisfy with your distributed tracing and <a href="https://dev.to/hypertrace/getting-started-with-observability-3lee"><span style="color: #1155cc;">observability</span></a> platform?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Observability offers
scale, insight, resilience</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">A</span>hire: </span></b><span lang="EN">Going back to the days when it all started, people began building
applications using monoliths. And it was easier then to begin with monolithic
applications to get the business moving.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/jayesh-ahire/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="600" data-original-width="600" height="281" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiVLaR39aw1MA0lHRgjO7bxiDgqxSq8XH4b4Rk4-pHv-f5_V3_m7rvYXjYPClIhu2gLXyQ425iX7U_KVG3RfFo1FYl0DhMjWaCZBzOQQ5xCp_PSTSZ9NZZmwKYaYeRmLK9Ljy-hqg/w281-h281/Jayesh+Ahire+2.jpg" width="281" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/jayesh-ahire/"><b><span style="font-size: small;">Ahire</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span lang="EN">But in recent times,
that is not the only important thing for businesses. As we heard, Venkat needs
scale and resiliency in the platform while building with APIs. <a href="https://blog.hypertrace.org/blog/evolution-of-api-microservice-ecosystem/"><span style="color: #1155cc;">Most modern organizations use microservices, which
complicates these modern architectures. </span></a><a href="https://blog.hypertrace.org/blog/challenges-of-api-microservice-ecosystem/"><span style="color: #1155cc;">They become hard to manage,</span></a> especially at
large-scale organizations where you can have 100 to 300 microservices, with
thousands of APIs communicating between those microservices.</span></span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">It’s just hard now
for businesses to have visibility and observability to determine if they have
any issues and to see if the APIs are performing as they are expected.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">I use a list of four
brief questions that every organization needs to answer at some point. Are
their APIs:</span></span></p><p>
</p><p>
</p><ul style="text-align: left;"><li><p><span style="font-family: arial;"><span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"></span><span lang="EN">Providing the functionality they are supposed to
deliver?</span></span></p></li><li><p>
<span style="font-family: arial;"><span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"></span><span lang="EN">Performing in the way they are supposed to?</span></span></p></li><li><p><span style="font-family: arial;"><span lang="EN">Secure for their business users?</span></span></p></li><li><p><span style="font-family: arial;"><span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"></span><span lang="EN">Understood across all their APIs and microservices
uses? </span></span></p></li></ul><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">They must understand
if the APIs and microservices are performing up to the actual expectations and
required functionality. They need something that can provide the answers to
these questions, at the very least.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><a href="https://dev.to/hypertrace/getting-started-with-observability-3lee"><span style="color: #1155cc;">Observability</span></a> helps answer these essential
questions without having to open the black box and go to each service and every
API. Instead, the instrumentation data provides those insights. You can ask
questions of your system and it will give you the answers. You can ask, for
example, how your system is performing -- and it will give you some answers.
Such observability helps large-scale organizations keep up with the scale and
with the increasing number of users. And that keeps the systems resilient.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">Venkat, what are your business imperatives for using Hypertrace? Is it
for UX? What is the business case for gaining more observability in your
services development?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Metrics, logs,
and traces limit trouble </span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">V</span>enkat: </span></b><span lang="EN">There are three fundamental legs to what we define as modern
observability. One part is with respect to metrics, the next part has to do
with the logs, and the third part is in respect to the traces.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Up until recently, we
had <a href="https://en.wikipedia.org/wiki/Application_performance_management"><span style="color: navy;">application performance monitoring (APM)</span></a> systems
that monitored some of these things, with a single place to gather some metrics
and insights. However, as microservices grew wider in use, APMs are no longer
necessarily the right way to do these things. For such metrics, a lot of work
is already going on in the open-source ecosystem with respect to <a href="https://prometheus.io/"><span style="color: navy;">Prometheus</span></a>
and others. I wrote a <a href="https://engineering.razorpay.com/scaling-to-trillions-of-metric-data-points-f569a5b654f2"><span color="windowtext" style="text-decoration: none;">blog</span></a> about our journey
into <a href="https://engineering.razorpay.com/scaling-to-trillions-of-metric-data-points-f569a5b654f2"><span style="color: #1155cc;">scaling our metrics platform to trillions of data points</span></a>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Once you can get logs
-- whether it is from open-source <a href="https://en.wikipedia.org/wiki/Elasticsearch"><span style="color: navy;">ELK
Stack</span></a> [<a href="https://www.elastic.co/elasticsearch/"><span style="color: navy;">Elasticsearch</span></a>, <a href="https://www.elastic.co/logstash/"><span style="color: navy;">Logstash</span></a>,
and <a href="https://www.elastic.co/kibana/"><span style="color: navy;">Kibana</span></a>],
or whether it is from a lot of platform as a service (PaaS) and software as a
service (SaaS) log providers -- fundamentally the issue comes down to traces.</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">As microservices evolve, you're talking about a lot more problems, such as how much time would a network call take? How much time would a database call take? Was my DNS request the biggest impediment? What really happened?</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Now, traces can be
visualized in a very primitive way, such as for instrumenting a particular
piece of code to understand its behavior. It could be for a timing function,
for example.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">However, as
microservices evolve, you’re talking about a lot more problems, such as how
much time would a network call take? How much time would the database call
take? Was my DNS request the biggest impediment? What really happened in the
last mile?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">And when you’re
talking about an entire graph of services, it’s very important to know what
particular point in the entire graph breaks down often – or doesn’t break down
very often. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Understanding all
these things, as Jayesh said, and asking the right questions cannot happen only
by using metrics or just logs. They only give different slices of the problems.
And it cannot happen only by using tracing, which also only gives a different
slice of the problem.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">In an ideal, nirvana
world, you need to combine all these things and create a single place that can
correlate these various things and allow a deep dive with respect to a specific
component, module, function, system, query, or whatever. Being able to identify
root causes and the <a href="https://searchitoperations.techtarget.com/definition/mean-time-to-detect-MTTD"><span style="color: navy;">mean time to detect (MTTD)</span></a>, these are some of the
most <a href="https://en.wikipedia.org/wiki/Cyber_threat_hunting"><span style="color: navy;">paramount things</span></a> that we probably need to worry
about.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span lang="EN">In complex,
large-scale systems, things go wrong. Why things went wrong is one part, when
did things go wrong is another part, and being able to arrive and fix things –
the MTTD and the <a href="https://en.wikipedia.org/wiki/Mean_time_to_recovery"><span style="color: navy;">mean time to recovery (MTTR)</span></a> -- those largely
define the success of any business.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.hypertrace.org" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="109" data-original-width="462" height="78" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEic4EAIHrVXaheiQRHtKDtd5ZG0mavTzT658tKaKIgB1UyK5j0LmcFxLuW2_MA6P0zLF0z7DbmrS7Lg8PkjgZKSpaFEoaN1t2qQ77UBDfPsj51ohqvMZn_i7yeYbn5irZQFIaoAuA/w333-h78/Hypertrace+logo.png" width="333" /></a></div><p style="text-align: left;"><span style="font-family: arial;">We are just one of
the many financial ecosystem providers. There are tons of providers in the
world. So, the customer has many options to switch from one provider to
another. For any business, how they react to these performance issues is the
most important.</span></p><p style="text-align: left;"></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span lang="EN">Observability tools
like <a href="https://github.com/hypertrace/hypertrace"><span style="color: #1155cc;">Hypertrace</span></a> puts us in control, rather than just leaving it
for hypothesis.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">Jayesh, how does Hypertrace improve on such key performance controls as
MTTD and MTTR? How is <a href="https://github.com/hypertrace/hypertrace"><span style="color: #1155cc;">Hypertrace</span></a> being used to cut down on that all
important time to remediation that makes the user experience more competitive?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Tracing eases uncovering
the unknown </span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">A</span>hire: </span></b><span lang="EN">As Venkat pointed out,<b> </b>in these modern systems, there are too
many unknown unknowns. Finding out what caused any problem at any point in time
is hard.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">At Hypertrace, in
trying to help businesses, we present entity-focused, API-first views.
Hypertrace provides a very detailed service dashboard, an overview, an
out-of-the-box service overview. Such a backend API overview helps find what
different services are talking to each other, how they are talking to each
other, the interactions between the different services, and then what different
APIs are talking to the services. It provides a list of APIs.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://razorpay.com" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1118" data-original-width="2048" height="242" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiRJxYXU849fueB8PMT12dn61WJ5qcIpJ5szxLDf04p69E7dVKc66H4oah-K_ZoWokUxWBzzO6OBCLANCsYU4HY8293Ex-Hf7dCXavCrpR0OyHb32tWPFExHZrO-OLtiCe0V4DgMw/w442-h242/top+top.jpg" width="442" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">H</span></b>ypertrace provides a
single pane view into the services and API trace data. The insights gained from
the trace data makes it easier to find which API or service has some issue.
That’s where the entity-first API view makes the most sense. The API dashboard
helps people get to the issue very easily and helps reduce the MTTD and MTTR. </span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Venkat: </span></b><span lang="EN">Just to add to what Jayesh mentioned, in our world our ecosystem is
internally a <a href="https://en.wikipedia.org/wiki/Kubernetes"><span style="color: navy;">Kubernetes</span></a> ecosystem. And Kubernetes is extremely
dynamic in nature. You’re not anymore dealing with single, private IDs or
public IDs, or any of those things. Services can come up. Parts can come up.
Deployments can come up, go down.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">So, service
discoverability becomes a problem, which means that tying back a particular
behavior to these services, which are themselves a collection of services, and
to the underlying infrastructure -- whether you’re talking about queues or
network calls -- you’re talking about any number of interconnected infrastructure
components as well. That becomes extremely challenging.</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Cardinality becomes an extremely important issue. Metrics alone cannot solve that [service discoverability] problem. Logs alone cannot solve that problem. A very simple payments request carries at least 35 different cardinality dimensions.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The second aspect is
implicitly most of our ecosystems run on preemptive workloads, or smart
workloads. So, nodes can come up, nodes can go down. How do you put these
things together? While we can identify a particular service as problematic, I
want to find out if it is the service that is problematic or the underlying
cloud provider. And within the cloud provider, is it the network or the actual
hardware or operating system (OS)? If it is OS, which part precisely? Is it
just a particular part that is problematic, or is the entire hardware
problematic? That’s one view.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The other view is
that cardinality becomes an extremely important issue. Metrics alone cannot
solve that problem. Logs alone cannot solve that problem. A very simple
request, for example, a payment-create-request in our world, carries at least
30 to 35 different cardinality dimensions (e.g.: the merchant identity,
gateway, terminal, network, and whether the payment is domestic vs
international, etc.)<span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">A</span></b> variety of these
parameters comes into play. You need to know if it’s an issue overall, is it at
a particular merchant, and at what dimension? So, you need to narrow down the
problem in a tight production scenario.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">To manage those
aspects, tools like Hypertrace, or any observability tool, for that matter --
tracing in general -- makes it a lot easier to arrive at the right conclusions.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">You mentioned there are other options for tracing. How did you at
Razorpay come to settle on Hypertrace? What’s the story behind your adoption of
Hypertrace after looking at the tracing options landscape?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">The why and how
of choosing Hypertrace</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">V</span>enkat: </span></b><span lang="EN">When we began our observability journey, we realized we had to go
further into visibility tracing because the APMs were not answering a lot of
questions we were asking of the APM tool. The best open-source version was that
offered by <a href="https://www.jaegertracing.io/">Jaeger</a>. We evaluated a
lot of PaaS/SaaS solutions. We really didn't want to build an in-house
observability stack.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">There were a few
challenges in all the PaaS offerings including storage, ability to drill down,
retention, and cost versus value offered. Additionally, many of the providers
were just giving us Jaeger with add-ons. The overall cost-to-benefit ratio
suffered because we were growing with both the number of services and users.
Any model that charges us on the user level, data storage level, or services
level -- these become prohibitive over time.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://github.com/hypertrace/hypertrace" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1365" data-original-width="2048" height="298" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi0ksC7cFtsywXkWdFp0ADRBRtG4xvc7015VX5UGQZnm_BpowPb6cnb0-quGec5TTbZwe2UuwQhZlPp2FrzyyRv42-m6UD5baZd6nbFlw5QmatAua6PyrDd6bTkvLAfc7Pdscfo8A/w448-h298/observability.jpg" width="448" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">A</span></b>lthough maintaining
an in-house observability tool is not the most natural business direction for
us, we soon realized that maybe it’s best for us to do it in-house. We were
doing some research and hit upon this solution called Hypertrace. It looked
interesting so we decided to give it a try.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">They offered the
ability for me to jump into a <a href="https://slack.com/">Slack</a> call. And
that’s all I did. I just signed up. In fact, I didn’t even sign up with my
company email address. I signed up with my personal email address and I just
jumped on to their Slack call.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span lang="EN"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/K7ZIKpUNVqM" width="320" youtube-src-id="K7ZIKpUNVqM"></iframe></span></span></div><span style="font-family: arial;"><span lang="EN"><br /><span style="font-size: x-large;"><b>I</b></span> started asking the
Hypertrace team lots of questions. Started with a <a href="https://docs.docker.com/compose/">Docker-compose</a>, straight out of
their <a href="https://docs.github.com/en/get-started/quickstart/create-a-repo">GitHub
repo</a>. The integration was quite straightforward. We did a set of
proof-of-concepts and said, “Okay, this sort of makes sense.” The UX was on par
with any commercial SaaS provider. That blew my mind. How can an open-source
product build such a fantastic user interface (UI)? I think that was the first
thing that hit most of our heads. And I think that was the biggest sell. We
said, “Let’s just jump in and see how it evaluates.” And that’s the story.</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner: </span></b><span lang="EN">What sort of paybacks or metrics of success have you enjoyed since adopting
Hypertrace? As <a href="https://blog.hypertrace.org/blog/4-ways-to-contribute-to-OSS-project/"><span style="color: #1155cc;">open source</span></a>, are you injecting your own
requirements or desired functions and features into it?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Venkat: </span></b><span lang="EN">First and foremost, we wanted to understand the beast we were dealing
with in our APIs, which meant we had to build in the instrumentation and
software development kits (SDKs), including <a href="https://opencensus.io/"><span style="color: navy;">OpenCensus</span></a>, <a href="https://opentracing.io/"><span style="color: navy;">OpenTracing</span></a>, and <a href="https://opentelemetry.io/"><span style="color: navy;">OpenTelemetry</span></a>
agents.</span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We had to make internal developer adoption easier by building the right toolkits, the right frameworks, and the right SDKs because applications have their own business asks, and you shouldn't be adding woes to their existing development life cycles.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The next step was
integrating these tools within our services and ecosystem. There are challenges
in terms of internally standardizing all our instrumentation, using best
practices, and ensuring that applications are adopted. We had to make internal
developer adoption easier by building the right toolkits, the right frameworks,
and the right SDKs because applications have their own business asks, and you
shouldn’t be adding woes to their existing development life cycle. Integration
should be simple! So, we formulated a virtual team internally within Razorpay
to build the observability stack.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">As we built the SDKs
and tooling and started instrumenting, we did a lot of adoption exercises
within the organization. Now, we have more than 15 critical services and a lot
more in the pipeline. Over a period of time, we were able to make tracing a
habit rather than just another “nice to have.”</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">One of the biggest
benefits we started seeing from the production monitoring is our internal
engineering teams figured out how to run performance tests in pre-production.
Some of these wouldn’t have been possible before; being able to pin down the
right problem areas<span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">N</span></b>ow, during the
performance testing, our engineers can early-on pinpoint the root cause of the
problems. And they’ve gone back to fix their code even before the code goes
into production. And believe me that it’s a lot more valuable for us than the
code going into production and then facing these problems.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The misfortune about
all monitoring tools is typical metrics might not be applicable. Why? Because
when things go right, nobody wants to look at monitoring. It’s only when things
go wrong that people log into a monitoring tool.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The benefits of
Hypertrace come in terms of how many issues you’re able to detect much earlier
in the stages of development. That’s probably the biggest benefit we have
gotten.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Jayesh, what makes Hypertrace unique in the tracing market?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Democratic data
for API analytics</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">A</span>hire:</span></b><span lang="EN"> There are two different ways to analyze, visualize, and use the data
to better understand the systems. The first important thing is how we do data
collection. Hypertrace provides data collection from any standard
instrumentation.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">If your application
is instrumented with Jaeger, <a href="https://zipkin.io/"><span style="color: navy;">Zipkin</span></a>, or <a href="https://opentelemetry.io/">OpenTelemetry</a>,
and you start sending the instrumentation data to Hypertrace, it will be able
to analyze it and show you the dashboard. You then will be able to slice and
dice the data using our explorer. You can discover a lot of different things.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">That democratization
of the data collection aspect is one important thing Hypertrace provides. And
if you want to use any other tracing platform you can do that with Hypertrace
because we support all the standard instrumentation.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai/product" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1366" data-original-width="2048" height="304" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjJhWw-M4Y-h215meatqRwyuJrB0Oj5MGad5Jf3Hz6QfI6KSpN5E8oLXSWVltKRomTGbEjBMyclPsDDzyNtMafPWabS6Rp15Xs-gUvlXo-2XtGTRhCvuCEM7hmVO5vGETMSt1BNhw/w457-h304/networks.jpg" width="457" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">N</span></b>ext is how we
utilize that data. Most tracing platforms provide a way to slice and dice their
data. So that’s just one explorer view where there’s all the data from the instrumentation
available and you can find the information you want. Ask the question and then
you will get the information. That’s one way to look at it.</span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Hypertrace provides,
in addition to that explorer view, a detailed service graph. With it, you can
go to applications, see the service interactions, the latency markings, and
learn which services are having errors right away. Out-of-the-box services
derived from instrumentation data provide many necessary metrics and
visualizations, including latency, error rate, and call rate.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">You can see more of
the API interactions. You can see comparison data to current data, for example.
Whatever your latency was in the last one day to the last hour. It provides you
a comparison for that. And it’s pretty helpful by being able to compare between
deployments, such as if the performance, latency, or error rate is affected.
There are a lot of use cases you can solve with Hypertrace.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">With such
observability used in early problem detection, you can reduce MTTD and MTTR
using these dashboard services. You can achieve early problem detection easily.</span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The expectation is for availability of 99.99 percent. In the case of Razorpay, it's very critical. Any downtime has a business impact. For most businesses, that's the case.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Then there’s
availability. The expectation is for availability of 99.99 percent. In the case
of Razorpay, it’s very critical. Any downtime has a business impact. For most
businesses, that’s the case. So, availability is a critical issue.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The Hypertrace
dashboards help you to maintain that as well. Currently, we are working on
alerting features on deviations -- and those deviations are calculated
automatically. We calculate baselines from the previous data, and whenever a
deviation happens, we give an alert. That obviously helps in reducing MTTD as
well as increasing availability generally.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Hypertrace strives to
make the UX seamless. As Venkat mentioned, we have a beautiful UI that looks
professional and attractive. The UI work we put into our SaaS security
solution, <a href="https://traceable.ai"><span color="windowtext" style="text-decoration: none;">Traceable AI</span></a>, this functionality also goes
into Hypertrace, and so helps the community. It helps people such as Venkat at
Razorpay to solve the problems in their environment. That’s pretty good.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Venkat, for other organizations facing similar complexity and a need
to speed remediation, what recommendations do you have? What should other
companies be thinking about as they evaluate observability and tracing choices?
What do you recommend they do as they get more involved with API resiliency?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Evaluate then
invest in your journey</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">V</span>enkat:</span></b><span lang="EN"> A fundamental problem today in the open-source world with tracing is
the quality of standards. We have OpenCensus on one side going to OpenTelemetry
and OpenTracing going to OpenTelemetry. In trying to keep it all compatible,
and because it’s all so nascent, there is not a lot of automation. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">For most startups, it
is quite daunting to build their own observability stack.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">My recommendation is
to start with an existing tracing provider and evaluate that against your past
solutions. Over time it may become cost prohibitive. At some point, you must
start looking inward. That’s the time when systems like <a href="https://github.com/hypertrace/hypertrace"><span style="color: #1155cc;">Hypertrace</span></a>
become quite useful for an organization.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1152" data-original-width="2048" height="253" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiuweEjqHhE1AUWo0hlwizgwMZIDaKAEThNVN-YfbQ-x9DZqC-ibeM-WOw6nwvcIsJeRlIDFblS33GN3n7M2ZQXCx0rXV5qHwz3OQCOcyQhD5jTSZGWr6AFjd94QtuIK0JrCh6lcg/w450-h253/Danger.jpg" width="450" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b>he truth is it’s not
easy to build on an observability stack. So, experiment with a SaaS provider on
a lower scale. Then invest in the right tooling, one that gives the liberty to
not maintain the stack, such as Hypertrace. Keep the internal tooling separate,
experiment, and come back. That’s what I would recommend.</span></p><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The cost is not just
the physical infrastructure cost, or the licensing cost. Cost is also
engineering cost of the stack. If the stack goes down, who monitors the
monitor? It’s a big question. So, there are trade-offs. There is no right
answer, but it’s a journey.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">After our experience
with Hypertrace, I have connected with a couple of my friends in different
organizations, and I’ve told them of the benefits. I do not know their results,
but I’ve told them some of the benefits that we have leveraged using
Hypertrace.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> And just to follow up on your advice for others, Venkat, what is it
about open source that helps with those trade-offs?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Venkat:</span></b><span lang="EN"> One advantage we have with open-source is there is no vendor lock-in.
That’s one major advantage. One of our critical services is in <a href="https://www.php.net/">PHP</a>. And hence, we needed to only use
OpenCensus for instrumenting it. </span></span></p><p>
</p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We're working with the Hypertrace community to build in some new features, such as tool design, Blue Coat, knowledge sharing, and bug-fixing. For us, it's been an interesting and exciting journey.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">But there were a lot
of performance and resilience issues with this codebase. Today, the original O<a href="https://github.com/nenad/opencensus-php"><span color="windowtext" style="text-decoration: none;">pen</span></a><a href="https://github.com/nenad/opencensus-php"><span color="windowtext" style="text-decoration: none;">C</span></a>ensus PHP implementation points to <a href="https://github.com/razorpay/opencensus-php"><span color="windowtext" style="text-decoration: none;">Razorpay’s fork</span></a>. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">And we are working
with the Hypertrace community, too, to build some features, whether it is in
tool design, Blue Coat, knowledge sharing, and bug-fixing. For us it’s been an
interesting and exciting journey.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ahire:</span></b><span lang="EN"> Yes, that has been the mutual experience from our end as well. We
learned a lot of things. We had made assumptions in the beginning about what
users might expect or want. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">But Razorpay worked
with us. On some things they said, “Okay, this is not going to work. You have
to change this part.” And we modified some things, we added a few features, and
we removed a few things. That’s how it came to where it is today. The whole
collaboration aspect has been very rewarding.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Venkat:</span></b><span lang="EN"> Even though we have a handful of critical services, the data that are
instrumented from them, it was over two terabytes a day. And while that is a
good problem to have, we have other interesting scaling <a href="https://blog.hypertrace.org/blog/challenges-of-api-microservice-ecosystem/"><span style="color: #1155cc;">challenges</span></a> we need to deal with.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">So how do you optimize
these things at scale? In the SaaS form, we could have just gone and said,
“Hey, this sort of doesn’t work.” We stick with them for a few months then we
go ahead with another SaaS provider and say, “Are you going to solve this
problem or not?”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The flexibility we
get with open source is to say, “Okay, here’s the problem. How do we fix it?”
Because, of course, they’re not under our control, right? I think that’s super
powerful.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ahire:</span></b><span lang="EN"> Here we all learn together.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Yes, it certainly sounds like a partnership relationship. Jayesh, tell
us a little bit about the roadmap for Hypertrace, and particularly for the
smaller organizations who might prefer a SaaS model, what do you have in store
for them?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ahire:</span></b><span lang="EN"> We are currently working on alerting. We’ll soon release dynamic
anomaly-based alerting.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">We are also working
on metric ingestion and integrations throughout the Hypertrace platform. An important
aspect of tracing and observability is being able to correlate the data. To
propagate context throughout the system is very important. That’s what we will
be doing with our metric integration. You will be able to send application
metrics, and you will be able to correlate back to base data and log data<span lang="EN"><span><span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">A</span></b>nd talking of SaaS,
when it comes to smaller organizations with maybe 10, 20, or 30 developers and
a not very well-defined DevOps team, it can be hard to deploy and manage this
kind of platform.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">So, for those users,
we are working toward a SaaS model so smaller companies will be able to use the
Hypertrace stack functionality.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Where can organizations go to learn more about Hypertrace and start to
use some of these features and functions?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ahire:</span></b><span lang="EN"> You can head on to <a href="https://www.hypertrace.org/"><span style="color: navy;">hypertrace.org</span></a>, our website, and find the details
of our use cases. There’s a <a href="https://join.slack.com/t/hypertrace/shared_invite/zt-oln0psj9-lm1CSkXE1vsWdcw6YKWGDg"><span style="color: #1155cc;">Slack channel link</span></a>, <a href="https://github.com/hypertrace/hypertrace"><span style="color: #1155cc;">GitHub</span></a>,
and everything is available there. Those are<a href="https://docs.hypertrace.org"><span style="color: #1155cc;"> good places to
start.</span></a></span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Venkat:</span></b><span lang="EN"> Just try it first and just go to <a href="https://github.com/hypertrace/hypertrace"><span style="color: #1155cc;">GitHub</span></a>
and within a few minutes you should have the <a href="https://blog.hypertrace.org/blog/category/tutorials"><span style="color: #1155cc;">entire stack up and running</span></a>. I mean, that’s as
simple as simplicity can get.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://github.com/hypertrace/hypertrace" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="290" data-original-width="434" height="299" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhYdnoF1mr3s-KcMN2pTt6vkgJTNvpyJv4jDkEB_ClxKMc4j_-9C6bvq3M5NpRMjhrIVRyoVubZvKX7gRomSbatfkkQ2K7TU9UOiYqySMV1HBUaDved_oB5F_bymgPBtAItZohzPQ/w446-h299/working-code-2.jpg" width="446" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">F</span></b>or further details,
just go to the Slack channel and start communicating. Their team is super-duper
responsive and super-duper helpful. In fact, we have never had to talk to them
saying, “Hey, what’s this?” because we sort of realized that they come back
with a patch much faster than you can imagine. </span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> I’m afraid we’ll have to leave it there. You’ve been listening to a
sponsored BriefingsDirect discussion on how the speed and complexity of
microservices-laden applications can often leave developers in the dark as to
what’s going on with their underlying dynamic service architectures.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">And we’ve learned how
a sophisticated, distributed tracing and observability platform called <a href="https://blog.hypertrace.org/blog/introducing-hypertrace/"><span style="color: #1155cc;">Hypertrace</span></a> discovers, monitors, visualizes,
and optimizes services for an innovative online payments business, Razorpay. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">So, a big thank you
to our guests, <a href="https://www.linkedin.com/in/venkatesanv/"><span style="color: navy;">Venkat Vaidhyanathan</span></a>, Architect at <a href="https://razorpay.com/"><span style="color: navy;">Razorpay</span></a> in
Bangalore, India. Thank you so much, Venkat.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span lang="EN"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/K7ZIKpUNVqM" width="320" youtube-src-id="K7ZIKpUNVqM"></iframe></span></b></span></div><span style="font-family: arial;"><b><span lang="EN"><br /><span style="font-size: x-large;">V</span>enkat:</span></b><span lang="EN"> Thank you, Dana, for the opportunity, and thank you, Jayesh, and the <a href="https://blog.hypertrace.org/blog/introducing-hypertrace/"><span style="color: #1155cc;">Hypertrace</span></a> team for helping us to build and
make our systems far more robust.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> We’ve also been here with <a href="https://www.linkedin.com/in/jayesh-ahire/"><span style="color: navy;">Jayesh
Ahire</span></a>, Founding Engineer at <a href="https://www.traceable.ai/"><span style="color: navy;">Traceable AI</span></a> and Product Manager for <a href="https://www.hypertrace.org/"><span style="color: navy;">Hypertrace</span></a>.
Thank you, Jayesh.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ahire:</span></b><span lang="EN"> Thanks, Dana. It was great talking to you and sharing our story.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> And a big thank you as well for our audience for joining this
BriefingsDirect API resiliency discussion. I’m Dana Gardner, Principal Analyst
at Interarbor Solutions, your host throughout this series of Traceable AI-sponsored
BriefingsDirect interviews.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Thanks again for
listening. Please pass this along to your business community and do come back
for our next chapter.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: normal;"><span style="font-family: arial;"><b><span lang="EN" style="font-size: 10pt;"><span style="font-family: arial;"><b><span lang="EN" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_FinTech_Innovator_Razorpay_Uses_Open-Source_Tracing_and_Observability_to_Manage_Fast-Changing_APIs.mp3?dest-id=20179"><span style="color: blue;">Listen</span></a> to
the <a href="http://briefingsdirect.com/how-fintech-innovator-razorpay-uses-open-source-tracing-to-manage-fast-changing-apis"><span style="color: blue;">podcast</span></a>.</span></b></span> Find
it on <a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><span style="color: blue;">iTunes</span></a>. <a href="https://www.slideshare.net/danalgardner/how-fintech-innovator-razorpay-uses-opensource-tracing-and-observability-to-manage-fastchanging-api-ecosystems"><span style="color: blue;">Download</span></a> the transcript. Sponsor: <a href="https://www.traceable.ai/"><span style="color: blue;">Traceable AI</span></a>.</span></b></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: normal;"><span style="font-family: arial;"><i><span lang="EN" style="font-size: 10pt;">Transcript of a discussion on an open-source project,
Hypertrace, and how it helps designers, builders, and testers of modern APIs
gain visibility across their internal and third-party services. Copyright
Interarbor Solutions, LLC, 2005-2021. All rights reserved.</span></i></span></p><p>
</p><h2 class="MsoNormal" style="line-height: normal; margin: 14pt 0in; text-align: left;"><span style="font-family: arial; font-size: medium;"><span><b><span lang="EN" style="color: #303030;">You may also be interested in:</span></b></span></span></h2><p>
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</p></div><span style="font-family: arial;">
</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-69904376721659176382021-10-01T15:44:00.010-04:002021-10-01T16:30:36.788-04:00Traceable AI Platform Builds Usage Knowledge that Detects and Thwarts API Vulnerabilities <p style="text-align: left;"><span style="font-family: arial;"><i><span style="font-size: 10pt;"></span></i></span></p><div style="text-align: center;"><i><a href="https://www.traceable.ai/free"><img border="0" data-original-height="1255" data-original-width="2048" height="287" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi9XQhpA0xVAfWKxKoJNqGvjxQMXrmYrkL48MCQEPD61mVTK29jCbJxW8IncMMloGJNDInrw7hmPkug4HGKyVSyzy7gpbSy6iuD75vJEF3Dz1jeZW4_tCqtoq9OOuITCZWJIPMlNw/w468-h287/top+top+top.jpg" width="468" /></a></i></div><i></i><p style="text-align: left;"><span style="font-family: arial;"><i>Transcript
of a discussion on a new platform designed from the ground up to define,
manage, secure, and optimize the API underpinnings for so much of what drives
today’s digital business.</i></span><span style="font-size: 10pt;"> </span></p><p></p><div class="WordSection1" style="text-align: left;"><p class="MsoNormal"><span style="font-family: arial;"><b><span style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectTraceable_AI_Platform_Builds_Usage_Knowledge_that_Detects_and_Thwarts_API_Vulnerabilities.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/traceable-ai-platform-builds-usage-knowledge-that-detects-and-thwarts-api-vulnerabilities">podcast</a>.</span><span style="font-size: 10pt;"> Find it on </span><span style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><span style="color: blue;">iTunes</span></a></span><span style="font-size: 10pt;">. </span><span style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/traceableai-debuts-platform-for-building-api-knowledge-that-detects-and-thwarts-services-vulnerabilities">Download</a></span><span style="font-size: 10pt;"> the transcript.
Sponsor: </span><span style="font-size: 10pt;"><a href="https://www.traceable.ai/">Traceable AI.</a></span></b></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Hi,
this is </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://twitter.com/Dana_Gardner"><span style="color: blue;">Dana Gardner</span></a></span><span style="font-size: 11pt; line-height: 150%;">,
Principal Analyst at Interarbor Solutions, and you’re listening to </span><span style="font-size: 11pt; line-height: 150%;"><a href="http://www.briefingsdirect.com/"><span style="color: blue;">BriefingsDirect</span></a></span><span style="font-size: 11pt; line-height: 150%;">.</span></span></p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The rapidly expanding use of </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://en.wikipedia.org/wiki/API">application programming interfaces
(APIs)</a></span><span style="font-size: 11pt; line-height: 150%;"> to accelerate application development and advanced
business services has created a vast constellation of interrelated services --
now often called the </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://venturebeat.com/2021/05/17/how-the-api-economy-is-powering-digital-transformation/"><span style="color: blue;">API Economy</span></a></span><span style="font-size: 11pt; line-height: 150%;">.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Yet the speed and complexity
of this API adoption spree has largely outrun the capability of existing tools
and methods to keep tabs on the services topology -- let alone keep these
services </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/06/how-api-security-provides-killer-use.html"><span style="color: blue;">secure and resilient</span></a></span><span style="font-size: 11pt; line-height: 150%;">.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Stay with us as we explore a </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/product"><span style="color: blue;">new platform</span></a></span><span style="font-size: 11pt; line-height: 150%;">
designed </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.prnewswire.com/news-releases/traceable-ai-releases-the-industrys-first-free-api-security-solution-301346948.html">from
the ground up</a></span><span style="font-size: 11pt; line-height: 150%;"> specifically to define, manage, secure, and
optimize the API underpinnings for so much of what drives today’s digital
business.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">To learn more about how </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai"><span color="windowtext" style="text-decoration: none;">Traceable AI</span></a></span><span style="font-size: 11pt; line-height: 150%;"> aims to make APIs reach their enormous
potential </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/blog-post/announcing-traceable-ai-the-first-free-api-security-solution">safely
and securely</a></span><span style="font-size: 11pt; line-height: 150%;">, please welcome </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.linkedin.com/in/sanjaynagaraj/"><span style="color: blue;">Sanjay
Nagaraj</span></a></span><span style="font-size: 11pt; line-height: 150%;">, Chief Technology Officer (CTO) and Co-Founder
at </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://docs.traceable.ai/">Traceable AI</a></span><span style="font-size: 11pt; line-height: 150%;">.
Welcome, Sanjay.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Uj0V_Tbz6-g" width="320" youtube-src-id="Uj0V_Tbz6-g"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">S</span>anjay Nagaraj:</span></b><span style="font-size: 11pt; line-height: 150%;">
Thanks, Dana, for having me.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Why
is addressing API security different from the vulnerabilities of traditional
applications and networks? Why do we need a different way to head off API
vulnerabilities?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nagaraj:</span></b><span style="font-size: 11pt; line-height: 150%;"> If
you compare this to the analogy of protecting a house, previously there was a
single house with a single door. You only had to protect that door to block
someone from coming into the house. It was a lot easier.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/sanjaynagaraj/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="200" data-original-width="200" height="277" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFe7ktAZXK1InoFt-YfzyL9uAlBzZGMOhzDHt5svpzlmevwW3W7BM_gh2i218dUy2aBhXYhFDgsVIhk8xyg_ASOQHoYy8RChxO7s9BeVaeu1LfA-ok24cOYDH-q74yHGut4tOFWQ/w277-h277/Sanjay+Nagaraj.jpg" width="277" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/sanjaynagaraj/"><b><span style="font-size: small;">Nagaraj</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><span><span style="font-size: 11pt; line-height: 150%;">Now, you have to multiply that
because there are many rooms in the house, each with an open window. That means
an attacker can come in through any of these windows, rather than only through a
single door to the house.</span></span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">To extend the analogy across
the API economy, most businesses today are API-driven businesses. They expose
APIs. They also use third-party libraries that connect to even more APIs. All
of these APIs are powering the business but are also interacting with both
internal and third-party APIs.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">APIs and services are
everywhere. The microservices are developed to power an entire application,
which is then powering a business. That’s why it is getting so complex compared
to what used to be a typical network security or a basic application security
solution. Before, you would take care of the perimeter for a particular
application and secure the business. Now, that extends to all these services
and APIs.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And when you look at network
security, that operated at a different layer. It used to be more static. You
therefore had a good understanding of how the network was set up and where the
different application components were deployed.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Nowadays, with rapidly
changing services coming online all the time, and APIs coming online all the
time, there is no single perimeter. In this complex world, where it is all APIs
across the board, you must take into consideration </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/blog-post/web-application-security-is-not-api-security"><span style="color: #1155cc;">more aspects to understand the security risks for your
APIs</span></a></span><span style="font-size: 11pt; line-height: 150%;">, and -- in turn -- what your business risks
are. Business is riskier when it comes to today’s security.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Because it’s so very complex,
the older security solutions can’t keep up. We at Traceable AI choose to take
care of security by looking at the data that comes in as part of the calls
hitting the URLs. We take into consideration more context to detect whether
something is an attack or some anomaly that is not necessarily malicious but
may be a reconnaissance-type of attack.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">All of these issues mean we
need </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.sdxcentral.com/articles/news/traceable-rolls-out-free-api-security/2021/08/">more
sophisticated solutions</a></span><span style="font-size: 11pt; line-height: 150%;"> that frankly the industry hasn’t caught
up to even though developer and </span><span style="background: white none repeat scroll 0% 0%; color: black; font-size: 11pt; line-height: 150%;">development,
security, and operations</span><span style="font-size: 11pt; line-height: 150%;"> (DevSecOps) advances have
moved a lot faster.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And,
of course, these are business-critical services. We’re talking about
mission-critical data moving among and between these APIs, in and out of
organizations and across their perimeters. With such critical data at hand, the
reputation of your business is at stake because you could end up in a headline
tomorrow.</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Data is everywhere, exposed</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>agaraj:</span></b><span style="font-size: 11pt; line-height: 150%;">
Exactly. At the end of the day, APIs are exposing data to their business users.
That means the data flowing through might be part of the application, or it
might be from another business-to-business API. You might be taking the user’s
data and pushing it to a third-party service.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We’ve all </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://owasp.org/www-project-api-security/">seen the attacks</a></span><span style="font-size: 11pt; line-height: 150%;"> on
very sophisticated technology companies. These are very hard problems. As a
developer myself, I can tell you what keeps me up most of the time: Am I doing
the right thing when it comes to the functionality of my application? Am I
doing the right thing when it comes to the overall quality of it? Am I doing
the right thing when it comes to delivering the right kind of performance? Am I
meeting the performance expectations of my users?</span></span></p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We've all seen the attacks on very sophisticated technology companies. These are very hard problems. As a developer myself, I can tell you what keeps me up most of the time: Am I doing the right thing when it comes to the functionality of my application? </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span><span lang="EN">W</span></span></span><span style="font-size: 11pt; line-height: 150%;">hat do I, as a developer,
think about the security of every single API that I’m writing? At the end of
the day, it’s about the data that is getting exposed through these APIs. It’s
important now to understand how this data is getting used. How is this data
getting passed around through internal services and third-party APIs? That’s
where the risk associated with your API is.</span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> Given
that we have a different type of security problem to solve, what was your overarching
vision for making APIs both powerful and robust? What is it in your background
that helped you get to this vision of how the world should be?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nagaraj:</span></b><span style="font-size: 11pt; line-height: 150%;"> If
you dial back the clock for myself and </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.linkedin.com/in/jyotibansal/"><span style="color: blue;">Jyoti
Bansal</span></a></span><span style="font-size: 11pt; line-height: 150%;">, my co-founder at Traceable, we built the
company </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.appdynamics.com/"><span style="color: blue;">AppDynamics</span></a></span><span style="font-size: 11pt; line-height: 150%;">,
which was on the forefront of helping developers and DevOps teams understand
their applications’ performance. When that product started, there was a basic
understanding of how applications performed and were delivered to the
customers. Over time, we started to think about this in a different way. One of
the goals at AppDynamics was to understand applications from the ground up. You
had to understand how these applications with their modules and sub-modules,
and with the sub-services, were interacting with each other<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">A </span></b>basic understanding was
required to learn if the end-user experience was being delivered with the
expected performance. That gave rise to </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://en.wikipedia.org/wiki/Application_performance_management"><span style="color: blue;">application performance management (APM)</span></a></span><span style="font-size: 11pt; line-height: 150%;"> in
terms of a fuller understanding of an application’s underlying performance
itself.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">From an AppDynamics’
perspective, it was very important for us to know how the services were impacting
each other. That means when a call gets made from service A to service B, you
should understand how much time was consumed on the call and what was happening
between the two, as well as how much time was spent within the service, between
the services, and how much total time was spent delivering the data back to the
user.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">This is all in the performance
context. But one of the key things we clearly knew as we started Traceable AI
was that APIs were exploding. As we talked about with the API Economy, every
one of the customers Traceable started to talk to asked us about more than just
the performance aspects of APIs. They also wanted to know whether these APIs
and applications were secure. That’s where they were having a difficult time.
As much as developers like to make sure that APIs are secure, they are unable
to do it simply because they don’t understand what goes into securing APIs.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai/blog-post/announcing-traceable-ai-the-first-free-api-security-solution" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1365" data-original-width="2048" height="301" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgy7xUN4SnPWktQ-ilXc6swzpEIkhLByRMeF8e80P3Sqyg0-6Ay2aDzGK4JkS7Y2IIKArikrWv3Ot0aiMkTgkCoJ-SocdWYbt8MFvtfVo_e1-SCIafXDNUUAwmIoRp1Pdfg2Fb39A/w452-h301/top+top.jpg" width="452" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b>hat’s when we started to
think about how to bring some of the learning we had in the past around
application performance for developers and DevOps teams, and bring that to an
understanding of APIs and services. We had to think about application security
in a new way.</span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/04/rise-of-reliance-on-apis-brings-new.html">started
Traceable AI</a></span><span style="font-size: 11pt; line-height: 150%;"> to find the best way to understand
applications and the interactions of the applications, as well as understanding
the uses. The way to do it was the technology built over the last decade for </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/05/securing-apis-demands-tracing-and.html"><i>distributed
tracing</i></a></span><span style="font-size: 11pt; line-height: 150%;">. By helping us trace the calls from one
service to another, we were able to tap the data flowing through the services
to understand the context of the data and services.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">From the context and the data,
you can learn who the users of these APIs are, what type of data is flowing,
and which APIs are interacting with each other. You can see which APIs are
getting called as part of a single-user session, for example, and from which
third-party APIs the data is being pulled from or pushed to.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">This overall context is what
we wanted to understand. That’s where we started, and we built on the existing
tracing technology to deliver an </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/free">open-source platform</a></span><span style="font-size: 11pt; line-height: 150%;">,
called </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.hypertrace.org/"><span style="color: blue;">Hypertrace</span></a></span><span style="font-size: 11pt; line-height: 150%;">. Developers
can easily use it for all kinds of tracing use cases, including performance. We
have quite a few customers that have started to use it as an open-source
resource.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But the goal for us was to use
that distributed tracing technology to solve application security challenges.
It all starts with so many customers saying, “Hey, I don’t even know where my
APIs exist. Developers seem to be pushing out a lot of APIs, and we don’t
understand where these APIs are. How are they impacting our overall business in
terms of security? What if some of these things get exposed, what happens then?
If you must do a forensic analysis of these, what happens then?”</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">See it to secure it with
tracing</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">W</span></b>e said, “Let’s use this
technology to understand the applications from the ground up, detect all these
APIs from the ground up.” If the customers don’t understand where the APIs
exist, and what the purpose of these APIs are, then they won’t be able to
secure them. For us, the basic concept was bringing the discovery of these
applications and APIs into focus so that customers can understand it. That’s
the vision of where we started.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Then, based on that, we said,
“Once they discover and understand what APIs they have, let’s go further to
understand what the normal behavior of these APIs are.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Uj0V_Tbz6-g" width="320" youtube-src-id="Uj0V_Tbz6-g"></iframe></span></span></div><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">O</span></b>nce APIs are published there
are tools to document those APIs in the form of an </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://swagger.io/specification/"><span style="color: blue;">OpenAPI or a
Swagger spec</span></a></span><span style="font-size: 11pt; line-height: 150%;">. But if you talk to most enterprises, there
are rarely maintained records of those things. What developers do very well is
ship code. They ship good functionality; they try to ship bug-free code that
performs well.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But, at the same time, the </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://docs.traceable.ai/">documentation aspects</a></span><span style="font-size: 11pt; line-height: 150%;"> of it
are where it gets weak because they’re continuously shipping. Because the code
is changing continuously, from a </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://en.wikipedia.org/wiki/CI/CD"><span style="color: blue;">continuous
integration/continuous delivery (CI/CD)</span></a></span><span style="font-size: 11pt; line-height: 150%;">
perspective, the developers are not able to continuously keep the spec
documentation up-to-date, especially as it continuously gets deployed and
redeployed into production<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">.</span></span>
</span></span></span></span></span></span></span></span></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The whole DevSecOps movement needs to come together so the security practitioners are embedded with the developer and DevOps teams. That means the security folks have to have a continuous understanding of the security practices to ensure the APIs that are coming online are understood.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The whole DevSecOps movement
needs to come together so the security practitioners are embedded with the
developer and DevOps teams. That means the security folks have to have a
continuous understanding of the security practices to ensure the APIs that are
coming online continuously are understood.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Our customers now also are expecting
our solution to help them automate these things. They want to automatically
understand the risks of APIs -- which APIs should be blocked from being
deployed into production and which APIs should be monitored more. There needs
to be a cycle of observing these APIs on a continuous basis. It’s very, very
critical.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">From our perspective, once we
build this ongoing understanding of the APIs – as we discover and build an
understanding of the APIs – we then want to protect those APIs before they get
into production. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The inability to properly
protect these APIs is not because some small company doesn’t have the
technology skills or the proper engineering. It’s not about developers not
having the right kind of training. We are talking about capable companies like </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.facebook.com/">Facebook</a></span><span style="font-size: 11pt; line-height: 150%;">, </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.shopify.com/">Shopify</a></span><span style="font-size: 11pt; line-height: 150%;">, and </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.tesla.com/">Tesla</a></span><span style="font-size: 11pt; line-height: 150%;">. These are technology-rich
companies that are still having these issues because the APIs are continuously
evolving. And there are still siloed pieces of development. That means in some
cases they might understand the dependencies of the services, but in a lot of
cases they don’t fully understand the dependencies and the security
implications because of those dependencies.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">This reality exposes a lot of
different types of attacks, such as business logic attacks, as </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/05/securing-apis-demands-tracing-and.html"><span style="color: blue;">you and Jyoti talked about</span></a></span><span style="font-size: 11pt; line-height: 150%;"> in
your </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/04/rise-of-reliance-on-apis-brings-new.html"><span style="color: blue;">previous conversations</span></a></span><span style="font-size: 11pt; line-height: 150%;">. We
know why those are very, very critical, right?<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">
</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">H</span></b>ow do you protect against
these business logic vulnerabilities? The API discovery and understanding the
API risk are very key. Then, on top of those, the protection aspects are very,
very key. So, that was where we started. This is part of the vision that we
have built out.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Because of the way </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.sdxcentral.com/articles/news/traceable-rolls-out-free-api-security/2021/08/">our
new platform has been built</a></span><span style="font-size: 11pt; line-height: 150%;">, we enable all these understandings. We
want to expose these understandings to our customers so they can go and hunt
for different types of attacks that may be lurking. They can also use and
analyze this information not just for heading off prospective attacks but to
help influence all the different types of development and security activities.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">This was the vision we began
with. How do you bring observability into application security? That’s what we
built. We help evolve their overall application security practices.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> In
now understanding your vision, and to avoid a firehose of data and
observations, how did you design the Traceable platform to attain automation
around API intelligence? How did you make API observability a value that
scales?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Continuous comprehension</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>agaraj:</span></b><span style="font-size: 11pt; line-height: 150%;"> One
of the key aspects of building a solution is to not just throw data at your
customers. That means you’re correcting the data; you’re not just presenting a
data lake and asking them to slice and dice and analyze it using manual
processes. The goal from the get-go for us was to understand the APIs and to
categorize them in useful ways.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">That means we must understand
which APIs are external-facing, which are internal-facing, and where the
sensitive data is. What amount and type of sensitive data is getting carried
through these APIs? Who are the users of these APIs? What roles do they have
with an API?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We are also building a wealth
of insights into how the APIs themselves behave. This helps our customers know
what to focus on. It is not just about the data. Data forms a basis for all
these other insights. It’s not about presenting the data to the customers and
saying, “Hey, go ahead and figure things out yourself.”</span><b><span style="border: 1pt none windowtext; color: #3f3f3f; font-size: 11pt; line-height: 150%; padding: 0in;"> </span></b></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We bring insights that enable
the security and operations teams -- along with the developers and DevSecOps
teams -- to know what security aspects to focus on. That was a key principle we
started to build the product on.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai/free" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1152" data-original-width="2048" height="263" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcp6a4cFtzBTLynHDL89De_twZB0mWoy0PRe9gYKUO2n-B8sooSWpaX0-kUoxF6TWhfqIa_7OFGCzw24o2W_LfOi5qdJM6DkE1m_4sFz0SZpBovEAYGNkTtCzyIS4orsFb6f4W1g/w467-h263/top.jpg" width="467" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b>he second principle is that
we know the security and operations teams are very swamped. Most of the time
they are under-resourced in terms of the right people. It was therefore very
important that the data we present to those teams is actionable. The types of
protection we provide from detection of anomalies must have very low levels of
false positives. That was one of the key aspects of building our solution as
well.</span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">A third guiding principle for
us, from the DevSecOps team’s perspective, is to give them actionable data to
understand the code that is being deployed even when the services are deployed
in a cloud-native fashion. How do you understand at the code level, which ones
are making a database call and where that data is flowing to? How do you know
which cloud-based APIs are making third-party API calls to know if there are
vulnerabilities? That is also very important to manage.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We have taken these principles
very seriously as we built </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/free">the
solution</a></span><span style="font-size: 11pt; line-height: 150%;">. We bring our deep understanding of these APIs together
with </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/06/how-api-security-provides-killer-use.html"><span style="color: blue;">artificial intelligence (AI) and machine learning</span></a></span><u><span style="color: blue; font-size: 11pt; line-height: 150%;"> (ML)</span></u><span style="font-size: 11pt; line-height: 150%;"> on top of the data to extract the right
insights -- and make sure those are actionable insights for our users. That is
how we built the platform from the ground up. Because continuous delivery (CD)
is how applications are deployed today, it’s very important that we are
continuously providing these insights<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">.</span></span>
</span></span></span></span></span></span></span></span></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We have taken these principles very seriously as we built the solution. We bring our deep understanding of these APIs together with AI and ML on top of the data to extract the right insights -- and make those actionable for our users.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: 11pt; line-height: 150%;">It’s not enough to just say,
“Hey, here are your APIs. Here are the insights on top of those, and here is where
you should be focusing from a risk perspective.” We must also continuously
adjust and gain new insights as the APIs evolve and change.</span></span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: 11pt; line-height: 150%;"> </span>There was one last thing we
set out to do. We knew our customers are in a journey to microservices. That
means we must provide the solution across diverse infrastructures, for
customers fully in a cloud-native microservices environment as well as
customers making their journey from legacy, monolithic applications; and
everything in-between. We must provide a bridge for them to get to their
destinations regardless of where they are.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner: </span></b><span style="font-size: 11pt; line-height: 150%;">Yes,
Traceable AI recently released your platform’s </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/blog-post/announcing-traceable-ai-the-first-free-api-security-solution">first
freely available offering</a></span><span style="font-size: 11pt; line-height: 150%;"> in August. Now that it’s </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/free">in the marketplace</a></span><span style="font-size: 11pt; line-height: 150%;">,
you’re providing a strong value to developers, by helping them to iterate,
improve, and catch mistakes in their APIs design and use. Additionally, by
being able to define vulnerabilities in production, you’re also helping
security operations teams. They can limit the damage when something goes wrong.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">By serving both of those two
constituencies, you’re able to </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/04/rise-of-reliance-on-apis-brings-new.html"><span style="color: blue;">bridge the gap between them</span></a></span><span style="font-size: 11pt; line-height: 150%;">.
Consequently, there’s a cultural assimilation value between the developers and
the security teams. Is that cultural bond what you expected?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial; font-size: large;"><b><i><span style="line-height: 150%;">Reduce risk with secure
interactions</span></i></b></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>agaraj: </span></b><span style="font-size: 11pt; line-height: 150%;">Absolutely.
I think you said it right. In a lot of cases, these organizations are rapidly
getting bigger and bigger. Typically, today’s microservices-based, API-driven
development teams have six to eight members building many pieces of
functionality, which eventually form an overall application. That’s the case
internally at Traceable AI, too, as we build out our product and platform.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And so, in those cases, it’s
very important that there is an understanding around how API requests come into
an overall application. How do they translate across all the different services
deployed? What are the services – defined as part of those small teams -- and
how are they interacting with each other to deliver a single customer’s request?
That has a huge impact on understanding the overall risk to the application
itself.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The overall risk in a lot of
cases is based on a combination of factors driven by all the APIs being exposed
to those applications. But knowing all the APIs interacting with these services
-- and the data that’s going through these services -- is very important to get
a holistic understanding of the application, and the overall application
infrastructure, to make sure you’re delivering security at an application
level<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
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</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
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</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">I</span></b>t’s no longer enough just to
say, “Yes, we are secure. We’re practicing all the secure-coding practices.”
You must also ask, “But what are the interactions with the rest of the
organization?” That’s why it was essential for us to build what we call </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/how-it-works"><i><span style="color: #1155cc;">API
Intelligence</span></i></a></span><span style="font-size: 11pt; line-height: 150%;"> from the ground up based on the actual
data. We attain a deeper understanding of the data itself.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">That intelligence now helps us
say, “Hey, here are all the APIs used across your organization. Here’s how
they’re interacting with each other. Here’s how the data goes between them.
Here are the third-party APIs being accessed as part of those services.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We get that holistic
understanding. That broad and inclusive view is very important because it’s
just not about external APIs being accessed. It includes all the internal APIs
being built and used, as well, from the many small teams.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Customers often tell me after
using our solution that their developers are shocked there are so many APIs in
use. In some cases, they thought they were duplicate APIs. They never expected
those APIs to show up as part of any single service. It feels good to hear that
we are bringing that level of visibility and realization.</span><span style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Next, based on our API
Intelligence, comes the understanding of the risks. And that is so very
important because once the developers understand the risks associated with a
particular API, the way they go about protecting them also becomes very
important. It means the vulnerabilities are going to get prioritized and then
the fixes are going to be prioritized the right way, too. The ways they protect
the APIs and put in the guards against these API vulnerabilities will change.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="175" data-original-width="288" height="194" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhHdhVm_4KdMwO0tBuR1lBpQtjuxIbD49-m9IR5hiGkkJEsBARddnM0SXrTTv4M2wJLqSzJ9Jx9ifXu2Ed4wnmv91BHHB-x_c8z093zNppmdyNqpIfcc7v4bvXXXu3u4cNmMTBIWg/w320-h194/Traceable+logo.png" width="320" /></a></div><p style="text-align: left;"><span style="font-family: arial;">At the end of the day, the
goal for us is to bring together the developers and the DevOps and security
teams. Whether you look at them as a single team or separate teams, it doesn’t
matter for an organization. They all must work together to make security
happen. We wanted to provide a single pane of glass for them to all see the
same types of data and insights.</span></p><p style="text-align: left;"></p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I
have been impressed that the single pane view can impact so many different roles
and cultures. I also was impressed with the interface. It allows those
different personas to drill down specific to the context of their roles and
objectives.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Tell us how that drilling down
capability within the Traceable AI user interface (UI) gives the developers an
opportunity to compress the time of gaining an understanding of what’s going on
in API production and bring that knowledge back into pre-production for the
next iteration?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial; font-size: large;"><span><b><i><span style="line-height: 150%;">Ounce of pre-production prevention</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>agaraj: </span></b><span style="font-size: 11pt; line-height: 150%;">One of
the key things in any development lifecycle is the stages of testing you go
through. Typically, applications get tested in the development and quality
assurance (QA) stages along the way.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But one of the “testing”
opportunities that can get missed in pre-production is to learn from the
production data itself. That is what we are addressing here. As a developer, I
like to think that all the tests being written in my pre-production environment
cover all the use cases. But the reality is that the way customers use the
applications in production can be different than expected. And the type of data
that flows through can be different too.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">This is even more true now
because of API-driven applications. With API-driven applications, the developer
has an intent of how their APIs are used, and most of their tests mimic that
intent. But once you give the APIs to third-party developers – or hackers --
they might see the same APIs that the developer sees yet use them in unintended
ways. Once they gain an understanding of how the API logic has been built
internally the external users might be able to get a lot more information than
they should be able to<span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">.</span></span>
</span></span></span></span></span></span></span></span></span></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">If we understand the true risks associated with these APIs in use, we can present that in-production-use knowledge back into pre-production. That means decisions about which APIs need to be protected differently can be made by using the right kinds of controls.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: 11pt; line-height: 150%;"></span>This is where it gets complex.
This means that rather than treating production and pre-production as silos,
the thought process is to bring the production learning and knowledge to help
improve the application’s security posture in pre-production because we know
how certain APIs are actually being used.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">If we understand the true
risks associated with these APIs in use, we can present that in-production-use
knowledge back into pre-production, such as users accessing APIs they aren’t
supposed to be accessing. That means decisions about which APIs need to be
protected differently can be made by using the right kinds of controls.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">The core benefit to customers
is that they can understand their API risks earlier so that they can protect
their APIs better. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> The
good news is there’s new value in post-production and pre-production. But who
oversees bringing the Traceable AI platform into the organization? Who signs
the PO? Who are the people who should be most aware of this value?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">APIs behavior in a single pane
of glass</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>agaraj:</span></b><span style="font-size: 11pt; line-height: 150%;"> Yes,
there are typically various types of organizations at work. It’s no longer a
case of a central security team making all the decisions. There are
engineering-driven, DevOps teams that are security-conscious. That means many
of our customers are engineering leaders who are making security their top
priority. It means that the Traceable AI deployment aspects also come to
pre-production and production as part of their total development lifecycle.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">One of the things we are exploring
as part of our August launch is to make the solution increasingly self-service.
We’ve provided low friction way for developers and DevOps teams to get value
from Traceable AI in their pre-production and production systems, to make it
part of their full lifecycle. We are heavily focused on enabling our customers
to have easy deployment as a self-service experience.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai/blog-post/announcing-traceable-ai-the-first-free-api-security-solution" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1152" data-original-width="2048" height="254" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQE2GriKjzC4LFKzQC-yRLYvapDymrwuSX9WeWzEyEJb3R2Krtp3U-sLeD4DTxod0hb-8dHJ1rvhRZtJgG5aZz5g86aZPNkpnjS1YFJ_D-Vh0vyDziSmqyQ4YaG7FSVOGSPhvekQ/w452-h254/Danger.jpg" width="452" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><span style="font-size: x-large;"><b>O</b></span>n the other hand, when the
security and operations teams need to encourage the developers or DevOps teams
to deploy Traceable AI, then, of course, that ease-of-use experience is also
very important.</span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">A big value for the developers
is that they get a single pane of glass, that means they are seeing the same
information that the security teams are seeing. It is no longer the security
people saying, “There are these vulnerabilities which is a problem;” or, “There
are these attacks we are seeing,” and the developers don’t have the same data.
Now, we are offering the same types of data by bringing observability from a
security perspective to provide the same analysis to both sides of the
equation. This makes everyone into a more effective team solving the security
problems.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And,
of course, you’re also taking advantage of the ability to enter an organization
through the open-source model. You have a free open-source edition, in addition
to your commercial edition, that invites people to customize, experiment, and
tailor the observability to their particular use cases -- and then share that
development back. How does your open-source approach work?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nagaraj:</span></b><span style="font-size: 11pt; line-height: 150%;"> We
built a distributed tracing platform, which was needed to support all the
security use cases. That forms a core component for our platform because we
wanted to bring in </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.briefingsdirectblog.com/2021/06/how-api-security-provides-killer-use.html">tracing
and observability for API security</a></span><span style="font-size: 11pt; line-height: 150%;">.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">That distributed tracing
platform, called </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.hypertrace.org/"><span style="color: blue;">Hypertrace</span></a></span><span style="font-size: 11pt; line-height: 150%;">, as part of the Traceable AI
solution, will enable developers to adopt the distributed tracing element by
itself. As you mentioned we are making it </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/free">available for free and as open source</a></span><span style="font-size: 11pt; line-height: 150%;">. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">We’ve also launched a free
tier of the Traceable AI </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://www.traceable.ai/blog-post/announcing-traceable-ai-the-first-free-api-security-solution">security
solution which includ</a></span><span style="font-size: 11pt; line-height: 150%;">es the basic versions of API discovery, risk
monitoring, and basic protection, for securing your applications. This is
available to everybody.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Our idea was we wanted to
democratize access to good API security tools, to help developers easily get
the functionality of API observability and risk assessment so that everyone can
be a pro-active part of the solution. To do this we launched the Free tier and the
Team tier, which includes more of the functionality that our Enterprise tier
includes<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></p><p>
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</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;"><p>
</p><div style="text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p>
</p><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b>Learn More </b></span></span></span></b></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b> <br /></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><div align="center" class="MsoNormal" style="background: rgb(255, 204, 136) none repeat scroll 0% 0%; text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><span><span><span><span><span><span><span style="font-size: medium;"><span><b><span face=""verdana" , sans-serif" style="border: 1pt none; color: #3f3f3f; padding: 0in;"><span style="color: #3f3f3f;"><span face=""verdana" , sans-serif"><b><a href="https://traceable.ai/dana">About Traceable.ai</a></b></span></span></span></b></span></span></span></span></span></span></span></span></b></span></span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div><p>
</p></div><p>
</p></div><p>
</p></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span><span lang="EN"><span style="font-size: x-large;"><b>T</b></span></span></span></span><span style="font-size: 11pt; line-height: 150%;">hat means, as a DevOps team,
you’re able to understand your APIs and the risks associated with them, and to
enable basic protections on those APIs. We’re very excited about opening this
up to everyone.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But the thing that excites the
engineer in me is that we are making our distributed tracing platform source
code available for people to go build solutions on top of. They can use it in
their own environments. At the end of the day, the developers can solve their
own business problems. We are in the business of helping them solve the
security problems, and they can solve their other business needs.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">For us, it is about how do we
secure their APIs. How do we help them understand their APIs? How can they best
discover and understand the risks associated with those APIs? And that’s our
core. We are putting it out there for developers and DevOps teams to use.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;">
Sanjay, going back to your vision and the rather large task you set out for
yourselves, as Traceable AI becomes embedded in organizations, is there an
opportunity for the API economy to further blossom?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">How big of an impact do you
expect to have over the next few years, and how important is that for not only
the API economy, but the whole economy?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span style="line-height: 150%;">Economy thrives with
continuous delivery </span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>agaraj:</span></b><span style="font-size: 11pt; line-height: 150%;"> From
an API economy perspective, it’s thriving because of the robust use of these
APIs and the reuse of services. Any time we hear news about APIs getting hacked
or data getting lost, there is an inclination to say, “Hey, let’s stop the code
from shipping,” or, “Let's not ship too many features,” or, “Let's make sure it
is secure enough before it ships.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">But that means the continuous
delivery benefits powering the API economy are not going to work. We, as a
community of developers, must come up with ways of ensuring security and
privacy so we can continue to maintain the pace of a continuous software
development life cycle. Otherwise, this will all stall. And these challenges
will only get bigger because APIs are here to stay. The API economy is here to stay.
APIs will be continuously evolving, and they will be delivering more and more
functionality on a continuous basis<span style="font-size: 11pt; line-height: 150%;"><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">.</span></span>
</span></span></span></span></span></span></span></span></span></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">The only way we can get better at this is by bringing in the technology that enables the continuous delivery of code that is secured in pre-production and not just at runtime. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><br /></span></p></div></div><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: 11pt; line-height: 150%;"></span>The only way we can get better
at this is by bringing in the technology that enables the continuous delivery
of code that is secured in pre-production and not just at runtime. And that’s
the goal from our perspective, to build that long-term and viable solution for
enterprises.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> I’m
afraid we’ll have to leave it there. You’ve been listening to a sponsored
BriefingsDirect discussion on how the rapidly expanding use of APIs to advance
business services has created a complex constellation of interrelated services.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">And we’ve learned how an
AI-enabled security capability in a new platform from </span><span style="font-size: 11pt; line-height: 150%;"><a href="https://traceable.ai"><span style="color: #1155cc;">Traceable</span></a><a href="https://traceable.ai"><span style="color: #1155cc;"> AI</span></a></span><span style="font-size: 11pt; line-height: 150%;"> is
designed from the ground up to discover, secure, and optimize the API
underpinnings of today’s digital businesses for teams across the full lifecycle
of development.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">So, a big thank you to our
guest, Sanjay Nagaraj, Chief Technology Officer and Co-Founder at Traceable.ai.
Thank you so much, Sanjay.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;">Nagaraj:</span></b><span style="font-size: 11pt; line-height: 150%;">
Thanks a lot.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/Uj0V_Tbz6-g" width="320" youtube-src-id="Uj0V_Tbz6-g"></iframe></span></b></span></div><span style="font-family: arial;"><b><span style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">G</span>ardner:</span></b><span style="font-size: 11pt; line-height: 150%;"> And a
big thank you as well for our audience for joining this BriefingsDirect API
resiliency discussion. I’m Dana Gardner, Principal Analyst at Interarbor
Solutions, your host throughout this series of Traceable AI-sponsored
BriefingsDirect interviews.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: 11pt; line-height: 150%;">Thanks again for listening.
Please pass this along to your business community and do come back for our next
chapter.</span></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><b><span style="font-size: 10pt;"><span style="font-family: arial;"><b><span style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectTraceable_AI_Platform_Builds_Usage_Knowledge_that_Detects_and_Thwarts_API_Vulnerabilities.mp3?dest-id=20179">Listen</a> to the <a href="http://briefingsdirect.com/traceable-ai-platform-builds-usage-knowledge-that-detects-and-thwarts-api-vulnerabilities">podcast</a>.</span></b></span> Find it on </span><span style="font-size: 10pt;"><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><span style="color: blue;">iTunes</span></a></span><span style="font-size: 10pt;">. </span><span style="font-size: 10pt;"><a href="https://www.slideshare.net/danalgardner/traceableai-debuts-platform-for-building-api-knowledge-that-detects-and-thwarts-services-vulnerabilities"><span style="color: blue;">Download</span></a></span><span style="font-size: 10pt;"> the transcript. Sponsor: </span><span style="font-size: 10pt;"><a href="https://www.traceable.ai/">Traceable AI.</a></span></b></span></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><i><span style="font-size: 10pt;">Transcript
of a discussion on a new platform designed from the ground up specifically to
define, manage, secure, and optimize the API underpinnings for so much of what
drives today’s digital businesses. Copyright Interarbor Solutions, LLC,
2005-2021. All rights reserved.</span></i></span></p><p>
</p><h2 class="MsoNormal" style="margin-bottom: 14.0pt; margin-left: 0in; margin-right: 0in; margin-top: 14.0pt; margin: 14pt 0in; text-align: left;"><span style="font-family: arial;"><b><span style="color: #303030; font-size: 10pt;">You may also be interested in:</span></b></span></h2><p>
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</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-41999390391885036452021-09-09T09:00:00.002-04:002021-09-09T10:49:35.621-04:00How HPE Pointnext Complete Care Transforms Edge-to-Cloud Support to Enable Business-Wide Outcomes<p class="MsoNormal" style="text-align: left;"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; text-align: center;"><p><span style="font-family: arial;"><i><a href="https://www.hpe.com/us/en/services/complete-care.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1117" data-original-width="2048" height="249" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiRqEE4WcMESA3DlpeL577T1uR2haTI7ZgDkJIQ2z10ypM2Oza3QYfP6Y1SqL_PsKZhj-j5qR7QT18FC85HaJ9f5q6wbMDF6hNwZEuxnPgtS9drW0K8KeBwai7F2mcA2LYZyal_Ag/w454-h249/top+top+top.jpg" width="454" /></a></i></span></p></div><p style="text-align: left;"><span style="font-family: arial;"></span></p><p style="text-align: left;"><span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="color: black; font-size: 10pt;"><span>Transcript of a discussion on how </span></span><span><span style="font-size: 10pt;">complexity and fast-changing
dynamics of digital businesses are pushing enterprises to seek a complete and
holistic way to support all their technology.</span></span></i>
</span></p><div class="WordSection1" style="text-align: left;"><p>
</p><p class="MsoNormal"><b><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><span style="color: black;"><b><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><span style="color: black;"><b><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_HPE_Pointnext_Complete_Care_Transforms_Edge-to-Cloud_Support_to_Enable_Business-Wide_Outcomes.mp3?dest-id=20179"><span style="color: navy;">Listen</span></a><span style="color: black;"> to the </span><a href="http://briefingsdirect.com/how-hpe-pointnext-complete-care-transforms-edge-to-cloud-support-to-enable-business-wide-outcomes"><span style="color: navy;">podcast</span></a><span style="color: black;">.</span></span></span></b></span></span></span></b> Find it
on </span><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><span style="color: navy;">iTunes</span></a><span style="color: black;">. </span><a href="https://www.slideshare.net/danalgardner/how-hpe-pointnext-complete-care-transforms-edgetocloud-support-to-enable-businesswide-outcomes-249997457">Download</a><span style="color: black;"> the transcript. Sponsor:</span> <a href="https://www.hpe.com/us/en/home.html">Hewlett Packard Enterprise
Pointnext Services.</a></span></span></b></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hello,
and welcome to the next edition of the <a href="http://www.briefingsdirect.com/">BriefingsDirect</a>
Voice of Tech Services Innovation podcast series. I’m <a href="https://www.linkedin.com/in/danagardner/">Dana Gardner</a>, Principal
Analyst at Interarbor Solutions, your host and moderator for this ongoing
discussion on how IT services and support have entered a new era.</span></span></p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Today’s diversity of hybrid IT
models and environments demands that IT services and support accommodate more
digital variables than ever. Nonetheless, the burgeoning complexity and fast-changing
dynamics of digital businesses are pushing enterprises to seek a complete and
holistic way to support all their technology -- from every edge to every cloud --
in one bold stroke.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">That’s the market driver
behind a new pan-IT services offering from <a href="https://www.hpe.com/us/en/services/pointnext.html">Hewlett Packard
Enterprise (HPE) Pointnext Services</a> called <a href="https://www.hpe.com/us/en/services/complete-care.html">HPE Pointnext Complete Care</a>. The
all-inclusive approach moves past product-based experiences of support to an
all-IT-environment-wide experience. It both reaches back to provide legacy and
product support and extends to the intelligence-driven and proactive
optimization of all digital business services. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Stay with us now as we examine
how HPE Pointnext Services has developed solutions to satisfy this broad new
definition of <a href="https://www.hpe.com/us/en/newsroom/blog-post/2021/09/hpe-introduces-hpe-pointnext-complete-care-support-to-help-customers-manage-complex-edge-to-cloud-it-environments.html">complete IT tech support</a>.</span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/_JaTAV5L_KU" width="320" youtube-src-id="_JaTAV5L_KU"></iframe></span></span></div><p></p><p><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>T</b></span>o learn more about bringing
what amounts to a warm blanket of support across the entire IT environment
we’re joined by <a href="https://www.linkedin.com/in/gerry-nolan-3aa2641/">Gerry
Nolan</a>, Director of Operational Services Portfolio at <a href="https://www.hpe.com/us/en/services/pointnext.html">HPE Pointnext Services</a>.
Welcome <a href="https://www.briefingsdirectblog.com/2021/03/how-hpe-pointnext-tech-care-changes.html">back</a>,
Gerry.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gerry Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Hi,
Dana. Great to be with you.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Gerry,
how has the world changed since <a href="https://www.hpe.com/us/en/services/datacenter-hybrid-services.html">HPE
Datacenter Care</a> arrived back in 2012? I guess we can no longer define IT by
a datacenter metric -- it’s now gone much broader and wider.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> You
said it, Dana. I feel a bit old thinking that 2012 was just yesterday. But back
then the momentum was all around IT consolidation, the move to virtualization,
and customers moving to <a href="https://en.wikipedia.org/wiki/X86">x86
platforms</a>.</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-size: large;"><span style="font-family: arial;"><span><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">IT’s not 2012 anymore</span></i></b></span></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><a href="https://www.linkedin.com/in/gerry-nolan-3aa2641/" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="200" data-original-width="200" height="268" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEinA2RKWFKBbGgXbEof6BS4cVZkrR4Ljj9mJtM_L4x7KWF1x9v0BTZlo6nM4xPrA4xbUPJONPHvAEzL7WDZVxl43UVS24GmQsaaEwEy80sY4Rt40fqjFPVqoNeqgsOyErjwyFfMGw/w268-h268/Gerry+Nolan.jpg" width="268" /></a></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><p><span style="font-family: arial;"><a href="https://www.linkedin.com/in/gerry-nolan-3aa2641/"><b><span style="font-size: small;"><span>Nolan</span></span></b></a></span></p></td></tr></tbody></table><p><span style="font-family: arial;"><span style="font-size: x-large;"><b><span face=""Arial", sans-serif" style="line-height: 150%;">A</span></b></span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">t the
time, studies showed that average downtime was about 97 minutes per year, with
the average cost at $8,000 a minute. The most common cited reason for failure was
the hardware, along with people making mistakes. At the time, about 50 percent
of the downtime was caused by hardware failure and 50 percent by human error.</span></span>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Today, studies show that the
world is a totally different place. Now it’s all about hyper converged
infrastructure (HCI), hybrid IT, and cloud computing in all its various forms. The
move to edge is a significant trend. And, of course, the move to digital
transformation has been accelerated by the COVID-19 pandemic. And that means it’s
all about IT as an experience and bringing differentiated experiences to the market.
</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Look at areas outside of IT. If
you think about buying a car and how <a href="https://www.tesla.com/">Tesla</a>
has transformed that experience or going on a vacation and how web sites such
as <a href="https://www.airbnb.com/">Airbnb</a> or <a href="https://www.booking.com/">Booking.com</a> have totally transformed that. The
experiences define those use cases -- and IT is no different.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">In 2020, studies showed that downtime
is even more scary -- with the average cost of a minute of downtime up from $8,000
to $17,000. With the move to digital, any downtime or impact to your digital
platform has massive implications not just with the direct revenue and orders
impact, but they can seriously damage your reputation and brand for years</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">. </span></span></span></span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">With the move to digital, any downtime or impact to your digital platform has massive implications not just with the direct revenue and orders impact, but they can seriously damage your reputation and brand for years.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">An <a href="https://www.idc.com/">IDC</a> study that jumped out at me last year, for
example, says having a support experience around IT shouldn’t be viewed like it
was back in 2012, as an insurance policy. Today it’s more important to think
about partnership agreements that drive better service-level agreement (SLAs) and
overall performance. It’s about driving the business forward and enabling the
business.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">IDC found the enterprises that
had these types of agreements saved an average of 634 hours of unplanned
downtime. And 200 hours of that were the benefit of the proactive nature of
using artificial intelligence (AI) and other tools, as well as having access to
smart people who help mitigate against the bad things from happening.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, yes, the world really has
changed a lot since we first introduced HPE Datacenter Care back in 2012. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Sure,
so we’ve seen the change of vendor and support relationships to more of a
partnership in supporting the full business. But there’s been a progression to
getting to what we now call HPE Pointnext Complete Care. And one of those big
steps was with HPE <a href="https://www.briefingsdirectblog.com/2021/03/how-hpe-pointnext-tech-care-changes.html">Pointnext
Tech Care</a>. How did that fit into the progression? How should we think about
this as an evolution?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
we are transforming the overall support experience for our customers. The first
step out of the gate was differentiating the experience with our HPE products
by crafting a new, totally transformed support experience called <a href="https://www.hpe.com/us/en/services/tech-care.html">HPE Pointnext Tech
Care</a>. We launched that in April on our HPE Server product line. It will be
fully available across all products by August.</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial", sans-serif" style="line-height: 150%;">Time to transform how we work</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span style="font-size: x-large;"><b><span face=""Arial", sans-serif" style="line-height: 150%;">I</span></b></span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">t transforms
and uplifts the user experience when dealing with HPE products by bringing to bear
a whole range of new aspects, including a new digital platform, to allow
customers much easier access to both the knowledge they need as well as
multiple ways of accessing our experts around the world. They can do that
through video, chat, moderated forums, and live conversations. It also embeds AI,
so the telemetry built into our products feeds back to the mothership and then
delivers a wide array of dashboards, alerts, insights, and recommendations back
to the customers.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"></span></p><div style="text-align: left;"><p><a href="https://www.hpe.com/us/en/services/pointnext.html" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="168" data-original-width="301" height="163" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj_cKoFsVtP27muubhjrfad-y8wPnwWFDedOEtII4Zj-9GDEIeZ3qMcVKJASLXBIC-SZKl5T32WQSwmlIR91dIX4WCFM4OW6-74dxMuqFGTMcQR8EbGOnKomQsBTHLqJEQD6uxOQw/w291-h163/Pointnext+logo.png" width="291" /></a><span style="font-family: arial;"></span></p></div><p style="text-align: left;"><span style="font-family: arial;">As a result, the users have a beautiful,
rounded, broader suite of capabilities that allows them to gain more
information to more easily self-solve and self-serve. But, of course, they also
have broad access to knowledge and expertise when and how they need it. That’s what
HPE Pointnext Tech Care, which replaces <a href="https://psnow.ext.hpe.com/doc/4AA4-8876ENW">HPE Foundation Care</a> and <a href="https://psnow.ext.hpe.com/doc/4AA3-8855ENW">HPE Proactive Care</a>, is
all about.</span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">For those familiar with those
services, which have been around for many years, HPE Pointnext Tech Care is the
new, single product support experience for all HPE products. We’re very proud of
it and we’re getting great feedback from our initial customers. They love that
they can go to a single portal and see these dashboards. They now have many
ways of accessing our experts, and, of course, everyone’s different. Some
people like to talk live to experts, while others like to watch videos or go to
moderated forums to talk with peers and other customers. Our experts are also
in those forums responding and providing links to various articles. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s a very rich -- and we
believe -- transformative experience that takes support to the next level. And,
with HPE Pointnext Complete Care, we’re going to elevate that even more by taking
support beyond the products and looking at the entire environment.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></b></span></p><div class="separator" style="clear: both; text-align: center;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.hpe.com/us/en/services/complete-care.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1191" data-original-width="2048" height="263" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEghJJGfjrEBgmUojYCJUyIgBR2oWpF0uPDlXMxA3ff3FIngB1ee5xAp0wO94okeJla0KppxI1B4mlWEKjQeyo3EEwng2po2N5fy1XlQZ3K7QWuTdPSMVseu9vwNRhBgB_2rw_IkZg/w451-h263/top+top.jpg" width="451" /></a></span></b></div><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></b><p style="text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">G</span>ardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Another
big differentiator for HPE Pointnext Services is that this not just for HPE
support -- this is pan-vendor support. You’ve been agnostic in supporting -- with
one throat to choke, if you will -- a vast universe of technology. How does HPE
Pointnext Complete Care advance that concept of <i>all under the same support umbrella</i>?</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
we’ve been doing that for years, adding significant multivendor capabilities. With
<a href="https://www.hpe.com/us/en/newsroom/blog-post/2021/09/hpe-introduces-hpe-pointnext-complete-care-support-to-help-customers-manage-complex-edge-to-cloud-it-environments.html">HPE Pointnext Complete Care</a>, it focuses further on providing a complete support
experience for the customer. That includes whatever capabilities exist -- both
from inside of HPE or some of our partners – and brings all of that into a
complete, single framework for the client. That means covering the customers’
complete IT environment, however they define it, by acting as their single
point of contact for whatever they define as their IT. In these days, of
course, that can be quite a wide and varied scope.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">For example, a casino I
recently talked to is actively acquiring new companies in different parts of
the world. They’re bringing onboard those companies, all with their own IT
setups. The chief information officer (CIO) is looking to bring all of that
together under a single framework with a single partner to work with them. They
want to evolve to control what they have, as well as take it all to a more
standard framework.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Another company that jumps to
mind is a large international bank looking to move to an increasingly hybrid IT
structure, with some on-premises cloud services to support their legacy IT. They’re
migrating from that legacy to an x86, container-based, heavily automated
private cloud. They need a single partner to help them through that digital
transformation and through that evolution. The goal is to help them operate and
manage their old, while also taking care of all of that new technology</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">. </span></span></span></span></span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">HPE Pointnext Complete Care brings it all under one umbrella to give the customer a single team and a single point of contact. Whatever IT they have, they can work with that single partner to optimize the entire environment.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">There are many aspects to HPE
Pointnext Complete Care in terms of helping a customer in those different use
cases. It’s not just HPE products. It’s many different IT technologies. Today
that includes things such as hyper-converged, edge, and Internet of Things (IoT).
There’s a lot of open source use, and a plethora of other software including
some of the new automation tools.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">HPE Pointnext Complete Care
brings all of that under one umbrella to give the customer a single team and a
single point of contact. So whatever they have in their IT -- wherever their IT
is -- they can work with that single partner to operate and optimize that entire
environment.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> The timing
seems perfect because, as you mentioned, there’s so much more complexity to providing
a business service that ultimately reaches back into multiple service
providers, using multiple technologies.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Exactly.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We
need those services to be robust. If there are issues, there’s no time to point
fingers but instead to find the root causes and assign responsibility for fixing
it. You need to look at the whole picture, and the speed element is something
here that strikes me as essential.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Absolutely.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It
seems to me that we’re looking at an awfully complex undertaking. How do you
mitigate the complexity?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial",sans-serif" style="line-height: 150%;">Comprehend complexity and
manage it</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>olan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes, customers
are challenged. We’re still in the pandemic. We’ve learned a lot from our customers
as they have worked through all the various implications. The response has elevated
the whole move to digital, as I mentioned. It’s really important that customers
have a strong handle on the digital aspects of their businesses.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Whether you’re ordering coffee,
buying a car, or doing some banking, you’re working with some level of digital platforms
these days. Therefore, that becomes a critical aspect of enabling the business.
We want to make sure we can help customers set up, run, and optimize their
digital platforms – and that’s something HPE Pointnext Complete Care is set up
to do.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Risk mitigation is critical. We
see customers challenged with just trying to get ahead of issues before those
issues cause downstream impact to their businesses. They want access to
expertise and best practices. They are obviously always looking to get the best
bang for the buck because customers are still under tight cost constraints.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.hpe.com/us/en/newsroom/blog-post/2021/09/hpe-introduces-hpe-pointnext-complete-care-support-to-help-customers-manage-complex-edge-to-cloud-it-environments.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1367" data-original-width="2048" height="305" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh7r-LvJZ4RvOvPq-olRr2O2lPZa7CCKZbn8c9_ekom_9SBWSENWJzw6RjW3ZLHKE0AUd8NxYeesMzTn8U2wFnutEhGRL1EIyEdNcaB9oHYRDHVMehe9qPZ7i9vHB6ZcWo_wpm8IQ/w455-h305/top.jpg" width="455" /></a></span></div><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>T</b></span>hey also have struggles due
to the finger-pointing that comes with managing multiple vendors and as they
bring on more open source software and automation tools. There are more and
more companies involved, and so more and more and different relationships to
manage. All of this can be challenging.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If you’re struggling with
bandwidth and budget while trying to mitigate risk -- all these factors build
to create challenges across all of those dimensions. Having a single point of
contact is something we see customers challenged with -- and something they
value a lot.</span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/_JaTAV5L_KU" width="320" youtube-src-id="_JaTAV5L_KU"></iframe></span></span></div><p></p><p>
</p><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>W</b></span>e also see organizations aim
to reduce their carbon footprint and achieve new corporate-wide sustainability
goals. So, that’s something we’re also building into the HPE Pointnext Complete
Care value. Working with our financial services organization within HPE allows customers
to benefit from their programs. They can monetize old hardware, and we can buy
that hardware back and give the customer a payment that they can then invest in
newer technologies -- more carbon friendly and sustainable approaches. So,
we’re excited about how we can help customers across all these different
dimensions.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> As a
recap from <a href="https://www.briefingsdirectblog.com/2021/03/how-hpe-pointnext-tech-care-changes.html">our
earlier discussion</a> when HPE Pointnext Tech Care came out back in the spring,
one of the things that was very impressive to me was the use of technology to
better manage – technology. At HPE Pointnext Services, you’re using technology
to trace and discover IT assets and use that data to gain a complete view of
what’s going on in an organization</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">. </span></span></span></span></span></span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Working with our financial services organization within HPE allows customers to benefit, too. They can monetize old hardware. HPE will buy it back so they can invest in newer technologies -- more carbon friendly and sustainable approaches. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s allowing not just break-fix
reactions but the capability to get out in front and to be proactive on
maintenance, patching, and to quickly identify anomalies to head them off
before they become breakdowns. So, the advent of the technology that you’re
able to use to satisfy these problems is also very powerful, and HPE Pointnext Tech
Care demonstrated that.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Absolutely,
well said. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> All
right, let’s go to HPE Pointnext Complete Care in more detail. This has just
arrived. People are trying to wrap their heads around it. What’s the grand vision
for HPE Pointnext Complete Care now that we’ve moved through this evolution from
HPE Pointnext Tech Care and better understand the IT environment that we’re in?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial",sans-serif" style="line-height: 150%;">A warm blanket of IT support</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>olan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> I view
the HPE Pointnext Complete Care experience as that “warm blanket” of support
that we can put around the entire customer’s IT environment. The beauty of the
framework is we’re going to be delivering and evolving this over the coming
months to provide a modular approach. That means we can provide flexibility
across an extensive and growing menu of capabilities.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Whether it’s looking at your
security, compliance, or performance – this includes all the different aspects
of your IT. It means managing your assets, be it hardware or the software
licenses. And then we provide the innovative solutioning tools to our partners
as well as our own staff to enable personalization for each of those different
customer use cases I mentioned.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.hpe.com/us/en/newsroom/blog-post/2021/09/hpe-introduces-hpe-pointnext-complete-care-support-to-help-customers-manage-complex-edge-to-cloud-it-environments.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1367" data-original-width="2048" height="309" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiOzqRTi-z3DK5fd0k-WVmoIetBzzgnHP4ZUeV5SAUbac2m7TA_KtHNenYTN2WIrhAfi-ZMcv-tvjJ6MD8ounL5tzkBvi6b_xMAPjkiRmXSlOiPOUwuJmavuhTd3gikYo_-1Y-oWA/w460-h309/working+onsite.jpg" width="460" /></a></span></div><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>Y</b></span>et every customer is
different. They’re all starting from a different point on their journey. We will
wrap around all those requirements that the customer has a single framework, a single
team, a single contract, and a single invoice.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Everything needs to be simpler
for the customer, even as their use cases have gotten more complex. It requires
the wealth of HPE’s capabilities across all the technology -- or in the multi-vendor
space. We have a massive capability globally to fix and repair non-HPE products.
So, whether it’s <a href="https://www.dell.com/en-us">Dell</a> servers, or <a href="https://www.ibm.com/us-en/">IBM</a> systems, or <a href="https://www.dataswitchworks.com/">Brocade switches</a>, or <a href="https://www.netapp.com/cloud-storage-solutions/">NetApp</a> storage arrays
-- customers are often surprised that we can provide the same level of support
on their non-HPE technology as their HPE technology.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We will keep investing in the
digital platforms to bring forward all the AI and telemetry and make it more
broadly available, as well as enriching the dashboards, alerts, and insights provided
to customers that have the HPE Pointnext Complete Care framework. We will constantly
make it better and help customers manage the lifecycle -- not just provide support.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If customers need to look at
their strategy plans, we can bring in our strategy consultants. If they have a
need for flexibility around payment plans or to monetize their older assets, we
can partner with our financial services colleagues and bring them to the table.
All of this can be done through a single HPE Pointnext Complete Care framework.
It delivers a complete, end-to-end suite of value to cover all needs. That’s
what makes our vision quite exciting for me.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> When I
first learned about HPE Pointnext Complete Care, I said to myself, “Wow, this
is pretty ambitious.” And one of the things I wondered is how you’re able to
manage being all inclusive -- providing a single point of contact -- yet at the
same time personalize and customize the support experience for every customer.
How are you able to pull that off, Gerry, to be all-inclusive and simplified,
but also customized and tailored to each company?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> That’s
one of the beautiful things about HPE Pointnext Complete Care. We have a big benefit
in that we’ve been doing this for – and I’m embarrassed because I’ve been here
most of these -- 40 years. We’ve been doing support of customer’s technology --
whether it’s HP, HPE, or non-HPE technologies -- for a very long time. We’ve
built up amazing global capabilities, whether it’s supply chain or expert teams
that specialize in different areas like <a href="https://www.sap.com/products/hana.html">SAP HANA</a> or security or <a href="https://www.vmware.com/">VMware</a> or <a href="https://www.linux.org/">Linux</a>
or automation or containers -- name your tech topic. We built up deep teams of
experts that we can draw upon</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">. </span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">HPE Pointnext Complete Care is a big toolbox of capabilities across the company. We have teams that can readily help customers regardless of where they are on their journey. We're able to do this due to the sheer breadth of capabilities available to us.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">If you can imagine, HPE
Pointnext Complete Care is this big toolbox of capabilities across the company,
as well as working with our partners, and that helps speak to a customer. You
can view that customer in their own unique scenario. It’s very helpful when you
can turn around and talk to your consulting colleagues and bring in some
strategy or help for the customer who has a desire to move to cloud. They may need
some help figuring out, “How do I architect a good solution for all my various
workloads?”</span></span>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Because we know that not every
workload is going to work in the cloud, we know that customers don’t typically
throw out all their old technology. They want to keep their old technology but
also get the most from it for as long as possible while they move to the newer
models. And we have teams within our organization that can readily help
customers regardless of where they are on that journey.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Again, we’re able to do this due
to the sheer breadth and depth of the capabilities available to us. It allows
us to turn up and develop what appears a custom-built solution for each
customer. But, in fact, we’re leveraging capabilities that have been built up
over 40-plus years. We’re putting them together uniquely for each client and we
have the flexibility to do that. We are not tied to any one model, whether it’s
on-premises, off-premises, hybrid cloud, IoT, edge, and containers.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We don’t have any specific
bias to pushing a customer in one direction. We have so many tools in our
toolkit, we do the best for that customer and give them the outcome that best
satisfies their unique needs with <a href="https://www.hpe.com/us/en/newsroom/blog-post/2021/09/hpe-introduces-hpe-pointnext-complete-care-support-to-help-customers-manage-complex-edge-to-cloud-it-environments.html">HPE Pointnext Complete Care</a>. That’s the value
proposition and the beauty of the framework. We pick and choose the tools, assets,
and capabilities and we map those to each individual client.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Let’s
chunk this out a bit. What are the major modules in HPE Pointnext Complete
Care? How should we think about it in terms of how it’s constructed and architected?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial",sans-serif" style="line-height: 150%;">Personalized, customer-centric
care</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>olan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Because
we’ve been doing this for a while, we carry forward into HPE Pointnext Complete
Care all those proven key elements that customers love and are already
delivering value. That includes key elements like having an assigned team with named
individuals that work with the customer. That’s the first thing we will do with
an HPE Pointnext Complete Care customer.</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> </span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">While we’re onboarding them,
we enhance that by adding new roles into that assigned team and providing new
profiling capabilities. We get to know that customer’s business, their key
objectives and priorities, and then we build that into the plan and make sure
anyone interacting with that customer has full visibility to what’s important
to that specific customer.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">For example, say I’m working
with you, the customer, and you have a big customer event next week. We’re
going to make sure that the entire HPE team working with you is ready to
support you in that big event. We are going to make sure we mitigate all
possible risks, and we’re going to have extra staff on hand to support you
during that event. It’s important to have that level of detail of profiling. So,
that assigned team is the first critical element.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.hpe.com/us/en/services/complete-care.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="155" data-original-width="326" height="215" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqhCmx7VUNRWFyePg7AWyMQ_Ybf0RBffRvwmAqJA5Kht-azmjUweiX3dbohwvLiq_2z8GfVhYMf02lDu-QLZq9F1kM-p5h_8bOHKwsy6Pq8lOW8hCNIqk-saPYTPrThIvymjOu-Q/w453-h215/H+P+on+DX.jpg" width="453" /></a></span></div><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>I</b></span>n the broader scope, with <a href="https://www.hpe.com/us/en/services/complete-care.html">HPEPointnext Complete Care</a>, we’re expanding the products and software that we can
cover in the customer framework agreement. That helps to enhance the incident
management capabilities. When bad things do happen – because, at the end of the
day, hardware will at some point fail, or somebody will make a mistake -- we
make sure we can mitigate that. Whenever bad things occur, we’re enhancing the
way that we manage those incidents. It makes for the best possible experience.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And, of course, we’re
expanding the menu of new support capabilities; things like, broader services for
open-source assets. We see many customers challenged with deploying the
different varieties of open source products. And the move to automation and
containers is accelerating the push to use of open source. Many of our
customers are saying, “Boy, this is hard. It’s more complex than we imagined. It
sounded, easy, fast, and cheap, but it’s none of those things.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">There are many benefits to moving
to open source, but it is quite challenging. So that’s an area we’re going to
help customers with. We have a lot of open source expertise within our company.
We’re going to ramp that up with the launch of HPE Pointnext Complete Care to offer
customers a single point of contact for all their open source tools.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And then, aligned with that, is
our big focus on software in general. We see customers -- especially coming out
of COVID – who had companies such as <a href="https://www.microsoft.com/en-us/">Microsoft</a>,
<a href="https://www.oracle.com/index.html">Oracle</a>, and others open up
access to free licenses. But now, coming out of the pandemic, those vendor companies
rightfully are saying, “Well, gee, we need to monetize this now. We need to audit
what software is being used by our customers.” And, of course, those customers
in many cases are struggling to know what software is in their estate. They
have huge estates, now with remote software to enable their global remote workforce,
and in many cases that’s gotten out of control. We see customers who don’t know
what software they have. Nor do they have a good handle on the associated costs,
compliance issues, and security risks</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">. </span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We help customers find all their software licenses. We show them via different dashboards what's being used. They can also see compliance risks, as well as where they're spending too much. They can even manage their software estate.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">As a result, another HPE
Pointnext Complete Care module we’re launching focuses on <a href="https://en.wikipedia.org/wiki/Software_asset_management">software asset management
(SAM)</a>. We help customers find all their software licenses. We show them via
different dashboards what’s being used. They can also see where they have security
and compliance risks, as well as what they’re spending -- and perhaps where
they’re spending too much. It shows how they could save money via recommendations
in those dashboards. If they’d like, we can even do the management of their
software estate thanks to the new SAM capabilities in HPE Pointnext Complete
Care.</span></span>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Those are some of the new
exciting modules. It’s a long list, but those are a couple that jump to mind in
terms of some of the new exciting capabilities we’re now introducing. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> As a
global organization, HPE is helping each of these companies deal with these
issues. That means what you learn in one part of world from one type of company
can be applied to everybody else. There’s a vast amount of data gathered, and
that can be applied and reapplied. It’s a very exciting time. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gerry, let’s talk about your
go-to-market strategy. This isn’t just an HPE-only entry point. What are you
doing to make HPE Pointnext Complete Care available across a channel partner ecosystem?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial",sans-serif" style="line-height: 150%;">Harness the power of
partnerships</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>olan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> HPE,
like so many big companies, relies on our trusted partners around the world. We
have an awesome network of partners, and we’re very excited with HPE Pointnext Complete
Care to be opening that experience up to our channel partners.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Many partners have the desire
to create an experience like HPE Pointnext Complete Care and deliver it to
their end customers. But they may not have the full suite of capabilities. So,
combining our capabilities with their capabilities, they all might be able to
directly quote proposals to their end customers.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">That would include HPE
Pointnext Complete Care plus their own value. That’s a new capability available
with HPE Pointnext Complete Care. We provide a new solutioning platform, which
channel partners can directly access themselves. They can create proposals,
basically on their own, and then bring in all the value of HPE plus their own
value and be compensated to do that. So, it’s good for the customer, it’s good
for the channel partner, and, of course, it’s jointly good for us as well. So,
everybody wins.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> We’ve
addressed the vast IT heterogeneity and how HPE Pointnext Complete Care will
address that. But looking a little bit closer to home, within the HPE family of
products, this has also given you an opportunity to unify around your <a href="https://www.hpe.com/us/en/greenlake.html">HPE GreenLake</a> as-a-service
economics. You can put that umbrella over your product lines, such as <a href="https://www.hpe.com/us/en/storage/nimble.html">Nimble storage</a>, <a href="https://www.hpe.com/us/en/compute/hpc.html">Cray for HPC</a>, <a href="https://www.hpe.com/us/en/ezmeral.html">Ezmeral,</a> and <a href="https://www.arubanetworks.com/">Aruba for networking and edge</a>. So,
tell us how HPE Pointnext Complete Care not only unifies a vendor ecosystem but
unifies the HPE ecosystem and procurement models as well?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> One of
the reasons we chose the name <i>HPE Pointnext Complete Care</i> is we are
delivering that complete experience of bringing together a consistent, single
point of support for the customer across all our products. I’m excited to say
that, “Yes, we’re expanding the scope of HPE Pointnext Complete Care.”</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><a href="https://www.hpe.com/us/en/services/complete-care.html" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1072" data-original-width="2048" height="241" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi8uAXwo8aCoLjGXZuH-tyV17muR5KUgFDAcEvEJModWx-DkKG9nzNonKapD7F-vT5j-yCzCkZL2VzXfShrChvD8iFSFC9Oi9s_wy-cgvEZZ9kYVfJSQgJqBOZHOh1xF6Cc9L0AxA/w459-h241/support+group.jpg" width="459" /></a></span></div><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span><p style="text-align: left;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><b><span style="font-size: x-large;">S</span></b>o it includes all the
products you just mentioned. Whether you have Nimble in your environment or HPE’s
new container platform, called Ezmeral, or Cray, or even Aruba on the edge -- all
of that can be included alongside your servers, storage, and the non-HPE everything
you have under a single HPE Pointnext Complete Care contract.</span></span></p><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And, of course, the other nice
thing about HPE Pointnext Complete Care is HPE GreenLake, our as-a-service-offering
model for those customers who want to buy their IT -- whether it’s on-premises
or a colocation – and pay on an as-you-go basis, with a monthly bill for whatever
they use. HPE GreenLake is the solution. In every HPE GreenLake engagement, at
the heart of it, also has HPE Pointnext Complete Care. HPE Pointnext Complete Care
carries the part that delivers the support and optimizes the performance of all
that IT.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">HPE GreenLake, we’re very
excited to say, is called the “cloud that comes to you” because it delivers all
the benefits of hybrid IT but with HPE Pointnext Complete Care in that expanded
scope for support. We cover all the products you mentioned, all the elements of
HPE GreenLake, and we’ll be adding to that as we learn and get more feedback
from customers. We’re pretty excited.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> It’s near
the end of summer 2021, and this is new to the market. But do you have any
early adopters or beta customers that you can look to and say, “Yes, we’ve been
describing this, but here’s how it’s working in practice?” Where is this being
used first, and what are they getting for it?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial",sans-serif" style="line-height: 150%;">A case in point takes flight</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>olan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> A recent
example comes to mind. A major aircraft manufacturer is struggling with a large,
complex IT environment. By the nature of their business, it’s a very sensitive IT
environment. They need to work with clusters and proven partners. We in 2021 signed
a five-year engagement with that organization.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">HPE is their sole IT support
provider. We’re providing HPE Pointnext Complete Care coverage for their entire
IT environment, including support for more than 20 different vendors. That
means all types of hardware and software -- way beyond just the HPE products. It
includes managing all their software licenses, a very large software estate across
their environment. It includes helping them operate all the IT operations -- from
planning through to support. We will take on the relationships with their other
vendors, and we’ll provide that customer a single view, a single dashboard, and
map to their key performance indicators (KPIs)</span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">. </span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">We're providing HPE Pointnext Complete Care coverage for their entire IT environment, including support for more than 20 different vendors. That means all types of hardware and software. It includes helping them operate all the IT -- from planning to support. We provide a single dashboard view and a map to the KPIs.</span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s an exciting engagement. And,
of course, every customer will be measuring the value this way -- the idea of
aligning with the customer on what KPIs are. Then we’ll constantly review and
update those with the customer as we jointly make progress together.</span></span>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">This large deal is a good
proof-point. It has most of the elements of HPE Pointnext Complete Care that
I’ve been talking about. We are in discussions with many other customers in
similar types of use case scenarios, where HPE Pointnext Complete Care provides
that single point of contact across their complete IT estate. And, of course,
we’re bringing to bear that complete suite of value.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Is there
a crawl, walk, run approach to HPE Pointnext Complete Care? How do you get
started? How do you learn more?</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> You
can absolutely start with a small HPE Pointnext Complete Care contract, perhaps
for one key part of your infrastructure or environment, and then grow from that
over time. It’s totally flexible. I encourage anyone who believes that this
might be an experience that would help them to engage through their authorized channel
partner or directly with an HPE account manager representative.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">There’s also a wealth of
information on the <a href="https://www.hpe.com/">HPE.com</a> website in the <a href="https://www.hpe.com/us/en/services.html">HPE Pointnext Services area</a>.
We would love to come in and just discuss what’s going on in the customer’s
environment. What are some of their challenges? What are some of their desired IT
estate goals? And then just figure out, how we can help. And if we can help them
and put together something that works for them.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Gerry,
what comes next? It sounds to me when you combine HPE GreenLake and HPE
Pointnext Complete Care that we’re reverse engineering from the business
outcomes back to what the IT requirements as services are. We’re revolutionizing
IT. Even the economics of IT shift.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">How does the advent of HPE
Pointnext Complete Care work with some of these other trends to reinvent IT? Are
we really looking at something that’s substantially different?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span face=""Arial",sans-serif" style="line-height: 150%;">The IT solution revolution</span></i></b></span></span></h3><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;">N</span>olan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> As vendors,
we really need to continually step-up the game. As we’re trying to do here, we
need to bring more value to customers who in turn are having to do that with
their end customers. This spans the entire IT lifecycle – from helping
customers with strategy, all the way through to operating and managing the IT
estate.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">It’s no longer good enough to
just provide support, the sort of break-fix support. Instead, we must provide an
end-to-end lifecycle experience for all IT, where we’re bringing in advice,
help, insights, recommendations, and, of course, best-in-class support. For us,
that includes continued investment in scaling up our people and building new solutions,
as well as extending our AI and machine learning (ML) to bring about entirely
new types of insights.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">We can stop the bad things from
happening before they happen. And technologies like augmented reality (AR) will
help elevate the experience, allowing us to better support remote sites and
every type of computing and business edge. We already support customers on
ships, on oil rigs, and on the tops of mountains. There’s nowhere our support
can’t go.</span></span></p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"></span></span><br /></p><div class="separator" style="clear: both; text-align: center;"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/_JaTAV5L_KU" width="320" youtube-src-id="_JaTAV5L_KU"></iframe></div><br /><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span style="font-size: x-large;"><b>W</b></span>e’re constantly innovating
and coming up with new solutions, which is why we’re making these investments.
We see these as critical as the customers do. Business doesn’t stop, innovation
doesn’t stop, and we’re going to stay ahead. That’s what we’re trying to do
with <a href="https://www.hpe.com/us/en/services/complete-care.html">HPE Pointnext Complete Care</a>.</span></span><p></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Yes,
you’re changing the relationship with your customers. It’s truly a partnership.
When they succeed, you succeed, and vice-versa -- and you’ll need to work
together to make that continue. It’s an exciting opportunity.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">I’m afraid we’ll have to leave
it there. You’ve been exploring how today’s diversity of hybrid IT models and
environments demand that IT services and support accommodate more digital
variables than ever.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">And we’ve learned how HPE
Pointnext Services has developed solutions to satisfy this broad new definition
of complete IT tech support. It’s a coverage that amounts to a “warm blanket”
of support across the entire IT environment. </span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">So, please join me in thanking
our guest, Gerry Nolan, Director of Operational Services Portfolio at HPE Pointnext
Services. Thank you so much, Gerry.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Nolan:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> Thank
you, Dana. It’s been great.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Gardner:</span></b><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"> And a
big thank you also to our audience for joining this sponsored BriefingsDirect Voice
of Technology Services Innovation discussion. I’m Dana Gardner, Principal
Analyst at Interarbor Solutions, your host for this ongoing series of HPE
Pointnext-supported discussions.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">Thanks again for listening.
Please pass this along to your IT community, and do come back next time.</span><span face=""Arial",sans-serif" style="font-size: 10pt;"> </span></span></p><p class="MsoNormal"><b><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><span style="color: black;"><b><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><span style="color: black;"><b><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_HPE_Pointnext_Complete_Care_Transforms_Edge-to-Cloud_Support_to_Enable_Business-Wide_Outcomes.mp3?dest-id=20179"><span style="color: navy;">Listen</span></a><span style="color: black;"> to the </span><a href="http://briefingsdirect.com/how-hpe-pointnext-complete-care-transforms-edge-to-cloud-support-to-enable-business-wide-outcomes"><span style="color: navy;">podcast</span></a><span style="color: black;">.</span></span></span></b></span></span></span></b> Find it
on </span><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><span style="color: navy;">iTunes</span></a><span style="color: black;">. </span><a href="https://www.slideshare.net/danalgardner/how-hpe-pointnext-complete-care-transforms-edgetocloud-support-to-enable-businesswide-outcomes-249997457">Download</a><span style="color: black;"> the transcript. Sponsor: <u><a href="https://www.hpe.com/us/en/home.html">Hewlett Packard Enterprise Pointnext
Services.</a></u></span></span></span></b></p><p>
</p><p class="MsoNormal"><span style="font-family: arial;"><i><span face=""Arial",sans-serif" style="color: black; font-size: 10pt;">Transcript of a discussion on how </span></i><i><span face=""Arial",sans-serif" style="font-size: 10pt;">complexity and fast-changing
dynamics of digital businesses are pushing enterprises to seek a complete and holistic
way to support all their technology. Copyright Interarbor Solutions, LLC,
2005-2021. All rights reserved.</span></i></span></p><p>
</p><h2 class="MsoNormal" style="text-align: left;"><span style="font-family: arial;"><b><span face=""Arial",sans-serif" style="border: 1pt none windowtext; color: #303030; font-size: 10pt; padding: 0in;">You may also be
interested in:</span></b></span></h2><p>
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HPE Pointnext Tech Care changes the game for delivering enhanced IT solutions
and support</a></span></span></p></li><li><p><span style="font-family: arial;"><span face=""Arial",sans-serif" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/02/how-hpe-pointnext-moments-provide.html">How
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</p></div><span style="font-family: arial;">
</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0tag:blogger.com,1999:blog-29863304.post-8592158740706351172021-08-30T14:28:00.008-04:002021-08-30T16:04:12.291-04:00How to Migrate Your Organization to a More Security-Minded Culture<p style="text-align: left;"><span style="font-family: arial;"><i><span lang="EN" style="font-size: 10pt;"></span></i></span></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://traceable.ai/dana" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1225" data-original-width="2048" height="271" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhxSWHMIebGvQASb5YW0gMrVVEfthZX4alib0nBk93ojaMrFmmsx5abLXkHJz45MMst6IeS_JAWuQY6cYn7Dt8eTQGV5w1HT1VEmNRqVl9F6qwsiIESx5RyFS-jHOsl6gkUWsDHMw/w453-h271/top+top+top.jpg" width="453" /></a></i></div><p style="text-align: left;"><span style="font-family: arial;"><i>Transcript of a discussion on creating broader
awareness of security risks and building a security-minded culture across organizations
and ecosystems.</i></span></p>
<p></p><div class="WordSection1" style="text-align: left;"><p>
</p><p class="MsoNormal" style="line-height: normal;"><span style="font-family: arial;"><span lang="EN" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_to_Migrate_Your_Organization_to_a_More_Security-Minded_Culture__From_Development_to_Production_to_Partners.mp3?dest-id=20179"><b><span style="color: navy;">Listen</span></b></a><b> to
the </b><a href="http://briefingsdirect.com/how-to-migrate-your-organization-to-a-more-security-minded-culture-from-development-to-production-to-partners"><b><span style="color: navy;">podcast</span></b></a><b>. Find
it on </b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b><span style="color: navy;">iTunes</span></b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-to-migrate-your-organization-to-a-more-securityminded-culture-from-development-to-production-to-partners"><b>Download</b></a><b>
the transcript. Sponsor: </b><a href="https://www.traceable.ai/"><b>TraceableAI</b></a><span class="MsoHyperlink"><b>.</b></span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">D</span>ana Gardner:</span></b><span lang="EN"> Hi, this is <a href="https://twitter.com/Dana_Gardner"><span style="color: navy;">Dana Gardner</span></a>, Principal Analyst at Interarbor
Solutions, and you’re listening to <a href="http://www.briefingsdirect.com/"><span style="color: navy;">BriefingsDirect</span></a>.</span></span></p><p>
</p><p>
</p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="817" data-original-width="604" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiAd88ohPzyB2bIumSl4B2xiW4Ts4CNmQxOj6WvL44UijLiqeQPkocxaGq-VNdmdrDkPsRkW04SthaW1tn1QqjJ5TckPWzm8TESK14p_O_As3gjvXsiUwkrp0e4EwPf_yXgA6Q3rg/s200/dgardner-2019-B.jpg" width="147" /></a></span></span></span></span></span></span></p></td></tr><tr><td class="tr-caption" style="text-align: center;"><div><p><span style="font-family: arial;"><a href="https://twitter.com/Dana_Gardner"><span><span><span><span><span><span><span style="font-size: small;"></span></span></span></span></span></span></span></a><span><span><span><span><span style="font-size: small;"><a href="https://twitter.com/Dana_Gardner"><span><b>Gardner</b></span></a></span></span></span></span></span></span></p></div></td></tr></tbody></table><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Bringing broader awareness
of security risks and building a security-minded culture within any public or
private organization has been a top priority for years. Yet halfway through
2021, IT security remains as much a threat as ever -- with multiple major
breaches and attacks costing tens of millions of dollars occurring nearly
weekly.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Why are the threat
vectors not declining? Why, with all the tools and investment, are businesses
still regularly being held up for ransom or having their data breached? To what
degree are behavior, culture, attitude, and organizational dissonance to blame?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Stay with us now as
we probe into these more human elements of IT security with a leading chief
information security officer (CISO).</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span lang="EN"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/JTH9Tczy1M4" width="320" youtube-src-id="JTH9Tczy1M4"></iframe></span></span></div><span style="font-family: arial;"><span lang="EN"><br /><span style="font-size: x-large;"><b>T</b></span>o learn more about
adjusting the culture of security to make organizations more resilient, please
join me in welcoming <a href="https://www.linkedin.com/in/adrianludwig/"><span style="color: navy;">Adrian Ludwig</span></a>, CISO at <a href="https://www.atlassian.com/"><span style="color: navy;">Atlassian</span></a>.
Welcome, Adrian.</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Adrian Ludwig:</span></b><span lang="EN"> Hi, Dana. Glad to be here.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Adrian, we are constantly bombarded with headlines showing how IT
security is failing. Yet, for many people, they continue on their merry way --
business as usual.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Are we now living in
a world where such breaches amount to acceptable losses? Are people not
concerned because the attacks are perceived as someone else’s problem?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Security on the
forefront</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;"></span></span></b></span></p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://www.linkedin.com/in/adrianludwig/" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="200" data-original-width="200" height="270" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhPH7bbbJUkn-oj5eQMaeme7rlSvPNHFYBwa68XvMTVIw9S-y6TBNZogXyeDnwVxUJwg9R_yMSk6zeqbHjetqTMz5y6MiJvdLUuixPETVGf8DLwowvRGKKWsF6kBSQlJg7ZZ3YAug/w270-h270/Adrian+Ludwig.jpg" width="270" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial;"><a href="https://www.linkedin.com/in/adrianludwig/"><b><span style="font-size: small;">Ludwig</span></b></a></span></td></tr></tbody></table><p style="text-align: left;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">L</span>udwig:</span></b><span lang="EN"> A lot of that is probably true, depending on whom you ask and what
their state of mind is on a given day. We’re definitely seeing a lot more than
we’ve seen in the past. And there’s some interesting twists to the language.
What we’re seeing does not necessarily imply that there is more exploitation
going on or that there are more problems -- but it’s definitely the case that
we’re getting a lot more visibility.</span></span></p><p style="text-align: left;"></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span lang="EN">I think it’s a little
bit of both. There probably are more attacks going on, and we also have better
visibility.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Isn’t security something we should all be thinking about, not just the
CISOs?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> It’s interesting how people don’t want to think about it. They appoint
somebody, give them a title, and then say that person is now responsible for
making security happen.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">But the reality is,
within any organization, doing the right thing -- whether that be security,
keeping track of the money, or making sure that things are going the way you’re
expecting -- is a responsibility that’s shared across the entire organization.
That’s something that we are now becoming more accustomed to. The security
space is realizing it’s not just about the security folks doing a good job.
It’s about enabling the entire organization to understand what’s important to
be more secure and making that as easy as possible. So, there’s an element of
culture change and of improving the entire organization.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> What’s making these softer approaches -- behavior, culture,
management, and attitude – more important now? Is there something about security
technology that has changed that makes us now need to look at how people think?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> We’re beginning to realize that technology is not going to solve all
our problems. When I first went into the security business, the company I
worked for, a government agency, still had posters on the wall from World War
II: <i>Loose lips sink ships</i><span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
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</div>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span><span><span lang="EN"><span style="font-size: x-large;"><b>T</b></span></span></span></span><span lang="EN">he idea of security
culture is not new, but the awareness is, across organizations that any person
could be subject to phishing, or any person could have their credentials taken
-- those mistakes could be originating at any place in the organization. That
broad-based awareness is relatively new. It probably helps that we’ve all been
locked in our houses for the last year, paying a lot more attention to the
media, and hearing about attacks that have been going on at governments, the
hacking, and all those things. That has raised awareness as well.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> It’s confounding that people authenticate better in their personal
lives. They don’t want their credit cards or bank accounts pillaged. They have
a double standard when it comes to what they think about protecting themselves versus
protecting the company they work for.</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Data safer at
home or work?</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">L</span>udwig:</span></b><span lang="EN"> Yes, it’s interesting. We used to think enterprise security could be
more difficult from the user experience standpoint because people would put up
with it because it was work.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">But the opposite
might be true, that people are more self-motivated in the consumer space and
they’re willing to put up with something more challenging than they would in an
enterprise. There might be some truth to that, Dana.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> The passwords I use for my bank account are long and complex, and the
passwords I use when I’m in the business environment … maybe not so much. It
gets us back to how you think and your attitude for improved security. How do
we get people to think differently?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> There’s a few different things to consider. One is that the security
people need to think differently. It’s not necessarily about changing the
behavior of every employee in the company. Some of it is about figuring out how
to implement critical solutions that provide security without changing
behavior<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;">.</span></span>
</span></span></span></span></span></span></span></span></p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Security people need to think differently. It's not necessarily about changing the behavior of every employee in the company. It's about implementing solutions that provide security without changing behavior. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">There is a phrase, <i>the
paved path or road</i>; so, making the secure way the easy way to do something.
When people started using YubiKey <a href="https://www.yubico.com/authentication-standards/fido-u2f/"><span style="color: navy;">U2F</span></a> [an open authentication standard that enables
internet users to securely access any number of online services with a single
security key] as a second-factor authentication, it was actually a lot easier
than having to input your password all over the place -- and it’s more secure.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">That’s the kind of
thing we’re looking for. How do we enable enhanced security while also having a
better user experience? What’s true in authentication could be true in any
number of other places as well.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Second, we need to
focus on developers. We need to make the developer experience more secure and
build more confidence and trustworthiness in the software we’re building, as
well as in the types of tools used to build.</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Developers find
strength</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">G</span>ardner:</span></b><span lang="EN"> You brought up another point of interest to me. There’s a mindset that
when you hand something off in an organization -- it could be from app
development into production, or from product design into manufacturing --
people like to move on. But with security, that type of hand-off can be a risk
factor.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Beginning with
developers, how would you change that hand-off? Should developers be thinking
about security in the same way that the IT production people do?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> It’s tricky. Security is about having the whole system work the way
that everybody expects it to. If there’s a breakdown anywhere in that system,
and it doesn’t work the way you’re expecting, then you say, “Oh, it’s
insecure.” But no one has figured out what those hidden expectations are. </span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://traceable.ai/dana " style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1367" data-original-width="2048" height="307" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhCp1TJcOgVlt3hV4hD03gfMUNXaCzVTkzHsAkDTwma44JUh4aFBHd5aqvkIeNb2WHmXNxmCZrSVwLpl_nOTYTPr_7VxKs6q1flT_xQTLJhJzVqH_6CX0TPOcTICtF19UeiJf8-wg/w457-h307/top+top.jpg" width="457" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">A </span></b>developer expects
the <a href="https://www.traceable.ai/blog-post/use-the-owasp-api-top-10-to-secure-your-apis"><span style="color: #1155cc;">code </span></a><a href="https://www.traceable.ai/blog-post/use-the-owasp-api-top-10-to-secure-your-apis"><span style="color: #1155cc;">they write isn’t going to have vulnerabilities.</span></a><a href="https://www.traceable.ai/blog-post/use-the-owasp-api-top-10-to-secure-your-apis"><span style="color: #1155cc;"> </span></a>Even if they make a mistake, even if there’s
a performance bug, that shouldn’t introduce a security problem. And there are
improvements being made in programming languages to help with that.</span></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span><span lang="EN">Certain languages are
highly prone to security being a common failure. I grew up using <a href="https://en.wikipedia.org/wiki/Compatibility_of_C_and_C%2B%2B">C and C++</a>.
Security wasn’t something that was even thought of in the design of those
languages. <a href="https://www.java.com/en/">Java</a>, a lot more security was
thought of in the design of that language, so it’s intrinsically safer. Does
that mean there are no security issues that can happen if you’re using Java?
No.</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Similar types of
expectations exist at other places in the development pipeline as well.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> I suppose another shift has been from applications developed to reside
in a data center, behind firewalls and security perimeters. But now -- with
microservices, cloud-native applications, and multiple <a href="https://en.wikipedia.org/wiki/API">application programming interfaces (APIs)</a>
being brought together interdependently -- we’re no longer aware of where the
code is running.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Don’t you have to
think differently as a developer because of the way applications in production
have shifted?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Yes, it’s definitely made a big difference. We used to describe
applications as being monoliths. There were very few parts of the application
that were exposed.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">At this point, most
applications are microservices. And that means across an application, there
might be 1,000 different parts of the application that are publicly exposed.
They all must have some level of security checks being done on them to make
sure that if they’re handling an input that might be coming from the other side
of the world that it’s being handled correctly<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
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<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">S</span></b>o, yes, the design
and the architecture have definitely exposed a lot more of the app’s surface.
There’s been a bit of a race to make the tools better, but the architectures
are getting more complicated. And I don’t know, it’s neck and neck on whether
things are getting more secure or they’re getting less secure as these architectures
get bigger and more exposed.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">We have to think
about that. How do we design processes to deal with that? How do you design
technology, and what’s the culture that needs to be in place? I think part of
it is having a culture of every single developer being conscious of the fact
that the decisions they’re making have security implications. So that’s a lot
of work to do.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Another attitude adjustment that’s necessary is assuming that breaches
are going to happen and to stifle them as quickly as possible. It’s a little
different mindset, but the more people involved with looking for anomalies, who
are willing to have their data or <a href="https://www.traceable.ai/blog-post/web-api-security-rule-based-and-signature-based-security-isnt-good-enough"><span style="color: #1155cc;">behaviors examined for anomalies makes sense</span></a>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Is there a needed
cultural shift that goes with assuming you’re going to be breached and making
sure the damage is limited?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><b><i><span lang="EN">Assume the
worst to limit damage </span></i></b></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">L</span>udwig:</span></b><span lang="EN"> Yes. A big part of the cultural shift is being comfortable taking
feedback from anybody that you have a problem and that there’s something that
you need to fix. That’s the first step.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Companies should let
anybody identify a security problem -- and that could be anybody inside or outside
of the company. Bug bounties. We’re in a bit of a<a href="https://www.traceable.ai/blog-post/traceai-machine-learning-driven-application-and-api-security"><span style="color: #1155cc;"> </span></a><a href="https://www.traceable.ai/blog-post/traceai-machine-learning-driven-application-and-api-security"><span style="color: #1155cc;">revolution in terms of enabling better visibility into
potential security problems.</span></a></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><p style="text-align: left;">But once you have
that sort of culture, you start thinking, “Okay. How do I actually monitor
what’s going on in each of the different areas?” With that visibility,
exposure, and understanding what’s going in and out of specific applications,
you can detect when there’s something you’re not expecting. That turns out to
be really difficult, if what you’re looking at is very big and very, very complicated.</p><p style="text-align: left;"></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.atlassian.com/" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="163" data-original-width="310" height="154" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjbCNLRxZg3wqKMsI0z8ms52-Xe9NMV4qfYlCSlQCNH45MuiVrqfSM6tZe1WI7KiUmwpN-62A-zWocMHkWnzsb7807PnGRs74MWRa-EjQ1R9RS580rWQSLBP2J4GcCFKTS9O8RWYw/w293-h154/Atlassian+logo.png" width="293" /></a></div><span style="font-family: arial;"><span lang="EN">Decomposing an
application down into smaller pieces, being able to trace the behaviors within
those pieces, and understanding which APIs each of those different
microservices is exposing turns out to be really important.</span></span><p></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span lang="EN">If you combine
decomposing applications into smaller pieces with monitoring what’s going on in
them and creating a culture where anybody can find a potential security flaw,
surface it, and react to it -- those are good building blocks for having an
environment where you have a lot more security than you would have otherwise.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Another shift we’ve seen in the past several years is the advent of
big data. Not only can we manage big data quickly, but we can also do it at a
reasonable cost. That has brought about machine learning (ML) and movement to
artificial intelligence (AI). So, now there’s an opportunity to put another
arrow in our quiver of tools and use big data ML to buttress our security and
provide a new culture of awareness as a result.</span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Most applications are so complicated -- and have been developed in such a chaotic manner -- it's impossible to understand what's going on inside of them.Give the robots a shot and see if we can figure it out by turning the machines on themselves. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span><b><span lang="EN">Ludwig:</span></b><span lang="EN"> I think so. There are a bunch of companies trying to do that, to look
at the patterns that exist within applications, and understand what those
patterns look like. In some instances, they can alert you when there’s
something not operating the way that is expected and maybe guide you to
rearchitecting and make your applications more efficient and secure.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">There are a few
different approaches being explored. Ultimately, at this point, most
applications are so complicated -- and have been developed in such a chaotic
manner -- it’s impossible to understand what’s going on inside of them. That’s
the right time that the robots give it a shot and see if we can figure it out
by turning the machines on themselves.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Yes. Fight fire with fire.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Let’s get back to the
culture of security. If you ask the people in the company to think differently
about security, they all nod their heads and say they’ll try. But there has to
be a leadership shift, too. Who is in charge of such security messaging? Who
has the best voice for having the whole company think differently and better
about security? Who’s in charge of security?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">C-suite must
take the lead </span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">L</span>udwig:</span></b><span lang="EN"> Not the security people. That will be a surprise for a lot of people
to hear me say that. The reality is if you’re in security, you’re not normal.
And the normal people don’t want to hear from the not-normal person who’s
paranoid that they need to be more paranoid.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">That’s a realization
it took me several years to realize. If the security person keeps saying, “The
sky is falling, the sky is falling,” people aren’t going to listen. They say,
“Security is important.” And the others reply, “Yes, of course, security is
important to you, you’re the security guy.”</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">If the head of the
business, or the CEO, consistently says, “We need to make this a priority.
Security is really important, and these are the people who are going to help us
understand what that means and how to execute on it,” then that ends up being a
really healthy relationship.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">The companies I’ve
seen turn themselves around to become good at security are the ones such as <a href="https://www.microsoft.com/en-us/">Microsoft</a>, <a href="https://about.google/">Google</a>, or others where the CEO made it
personal, and said, “We’re going to fix this, and it’s my number-one priority.
We’re going to invest in it, and I’m going to hire a great team of security
professionals to help us make that happen. I’m going to work with them and
enable them to be successful.”</span></span></p><p>
</p><p>
</p><p>
</p><p>
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<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">A</span></b>lternatively, there
are companies where the CEO says, “Oh, the board has asked us to get a good
security person, so I’ve hired this person and you should do what he says.”
That’s the path to a disgruntled bunch of folks across the entire organization.
They will conclude that security is just lip service, it’s not that important.
“We’re just doing it because we have to,” they will say. And that is not where
you want to end up.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> You can’t just talk the talk, you have to walk the walk and do it all
the time, over and over again, with a loud voice, right?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Yes. And eventually it gets quieter. Eventually, you don’t need to
have the top level saying this is the most important thing. It becomes part of
the culture. People realize that’s just the way – and it’s not that it’s just
the way we do things, but it is a number-one value for us. It’s the number-one
thing for our customers, too, and so culture shift ends up happening.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Security mindfulness becomes the fabric within the organization. But
to get there requires change and changing behaviors has always been hard.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Are there carrots?
Are there sticks? When the top echelon of the organization, public or private,
commits to security, how do you then execute on that? Are there some steps that
you’ve learned or seen that help people get incentivized -- or whacked upside
the head, so to speak, when necessary?</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Talk the
security talk and listen up</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">L</span>udwig:</span></b><span lang="EN"> We definitely haven’t gone for “whacked upside the head.” I’m not sure
that works for anybody at this point, but maybe I’m just a progressive when it
comes to how to properly train employees.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">What we have seen
work is just talking about it on a regular basis, asking about the things that
we’re doing from a security standpoint. Are they working? Are they getting in
your way? Honestly, showing that there’s thoughtfulness and concern going into
the development of those security improvements goes a long way toward making
people more comfortable with following through on them.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">A great example is …
You roll out two-factor authentication, and then you ask, “Is it getting in the
way? Is there anything that we can do to make this better? This is not the
be-all and end-all. We want to improve this over time.”</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai/blog" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1801" data-original-width="2048" height="442" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgDr267OAOaWdewXzxaawA0nxmDMgbTD9sa78CAN4zj-VdbilTUDQx61wAWmdWAAmxTOpKR1urc0RSJBAoiwZHhv5IoEDE7paevxzGrMPyJBg4hzTpPYwKoLe0X2LX6pv6SOuga5A/w504-h442/Top.jpg" width="504" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">T</span></b>hat type of introspection
by the security organization is surprising to some people. The idea that the
security team doesn’t want it to be disruptive, that they don’t want to get in
the way, can go a long way toward it feeling as though these new protections
are less disruptive and less problematic than they might otherwise feel.</span></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span><b><span lang="EN">Gardner:</span></b><span lang="EN"> And when the organization is focused on developers? Developers can be,
you know … </span></span></span></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Ornery?</span></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> “Ornery” works. If you can make developers work toward a fabric of
security mindedness and culture, you can probably do it to anyone. What have
you learned on injecting a better security culture within the developer corps?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> A lot of it starts, again, at the top. You know, we have core values
that invoke vulgarity to both emphasize how important they are, but also how
simple they are.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">One of Atlassian’s
values is, “Don’t fuck the customer.” And as a result of that, it’s very easy
to remember, and it’s very easy to invoke. “Hey, if we don’t do this correctly,
that’s going to hurt the customer.” We can’t let that happen as a top-level
value.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">We also have “<i>Open
company, no-bullshit”</i>. If somebody says, “I see a problem over here,” then
we need to follow up on it, right? There’s not a temptation to cover it up, to
hide it, to pretend it’s not an issue. It’s about driving change and making
sure that we’re implementing solutions that actually fix things.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">There are countless
examples of a feature that was built, and we really want to ship it, but it
turns out it’s got a problem and we can’t do it because that would actually be
a problem for the customer. So, we back off and go from there.</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">How to talk
about security</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">G</span>ardner:</span></b><span lang="EN"> Words are powerful. Brands are powerful. Messaging is powerful. What
you just said made me think, “Maybe the word <i>security</i> isn’t the right
word.” If we use the words “customer experience,” maybe that’s better. Have you
found that? Is “security” the wrong word nowadays? Maybe we should be thinking
about creating an experience at a larger level that connotes success and
progress.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Super interesting. <a href="https://www.apple.com/">Apple</a> doesn’t
use the word “security” very much at all. As a consumer brand, what they focus
on is privacy, right? The idea that they’ve built highly secure products is
motivated by the users’ right to privacy and the users’ desire to have their
information remain private. But they don’t talk about security<span lang="EN">.</span></span></span></p><p>
</p><p>
</p><div class="MsoNormal" style="line-height: 24px; margin-bottom: 0in;"><div style="background-color: whitesmoke; border: 1px solid black; float: right; margin: 20px; padding: 8px; width: 273.594px;"><p><span style="font-family: arial;"><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span><span style="font-size: large;"><span><span><span><span><span><span><span><span><span><span style="color: blue;"><i><span><span face=""arial" , "helvetica" , sans-serif"><span><span face=""arial" , "helvetica" , sans-serif"><span style="-moz-text-size-adjust: auto; -webkit-text-stroke-width: 0px; display: inline; float: none;"><span style="caret-color: rgb(0, 0, 0);">Apple doesn't use the word security very much at all. The idea that they've built highly secure products is motivated by the users' right to privacy and the users' desire to have their information remain private. But they don't talk about security. </span></span></span></span></span></span></i></span></span></span></span></span></span></span></span></span></span></span><br /></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p></div></div><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span><b><span lang="EN"></span></b><span lang="EN">I always thought that
was a really an interesting decision on their part. When I was at Google, we
did some branding analysis, and we also came up with insights about how we
talked about security. It’s a negative from a customer’s standpoint. And so,
most of the references that you’ll see coming out of Google are security <i>and</i>
privacy. They always attach those two things together. It’s not a coincidence.
I think you’re right that the branding is problematic.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Microsoft uses <i>trustworthy,</i>
as in trustworthy computing. So, I guess the rest of us are a little bit slow
to pick up on that, but ultimately, it’s a combination of security and a bunch
of other things that we’re trying to enable to make sure that the products do
what we’re expecting them to do.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> I like <i>resilience</i>. I think that cuts across these terms because
it’s not just the security, it’s how well the product is architected, how well
it performs. Is it hardened, in a sense, so that it performs in trying
circumstances – even when there are issues of scale or outside threats, and so
forth. How do you like “resilience,” and how does that notion of business
continuity come into play when we are trying to improve the culture?</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Yes, “resilience” is a pretty good term. It comes up in the pop
psychology space as well. You can try to make your children more resilient.
Those are the ones that end up being the most successful, right? It certainly
is an element of what you’re trying to build<span><span><span lang="EN"><span><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span face=""Arial",sans-serif" style="font-size: 11pt; line-height: 150%;"><span><span><span style="font-size: 11pt; line-height: 150%;">.</span></span></span>
</span></span></span></span></span></span></span></span></span></span></p><p>
</p><p>
</p><div style="background-color: #ffcc88; border: 1px solid black; font-size: 1em; margin: 20px; padding: 8px; text-align: center; width: 400px;">
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</div>
</div>
</div>
<p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><b><span style="font-size: x-large;">A</span></b> “resilient” system is
one in which there’s an understanding that it’s not going to be perfect. It’s
going to have some setbacks, and you need to have it recoverable when there are
setbacks. You need to design with an expectation that there are going to be
problems. I still remember the first time I heard about a squirrel shorting out
a data center and taking down the whole data center. It can happen, right? It
does happen. Or, you know, you get a solar event and that takes down computers.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">There are lots of
different things that you need to build to recover from accidental threats, and
there are ones that are more intentional -- like when somebody <a href="https://www.worldoil.com/news/2021/5/9/ransomware-attack-shuts-down-biggest-us-gasoline-pipeline"><span style="color: navy;">deploys ransomware and tries to take your pipeline offline.</span></a></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> To be more resilient in our organizations, one of the things that
we’ve seen with developers and IT operations is DevOps. Has DevOps been a good
lesson for broader resilience? Is there something we can do with other silos in
organization to make them more resilient?</span></span></p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">DevOps derives from
experience</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">L</span>udwig:</span></b><span lang="EN"> I think so. Ultimately, there are lots of different ways people
describe DevOps, but I think about taking what used to be a very big thing and
acknowledging that you can’t comprehend the complexity of that big thing.
Choosing instead to embrace the idea that you should do lots of little things,
in aggregate, and that they’re going to end up being a big thing.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">And that is a core
ethos of DevOps, that each individual developer is going to write a little bit
of code and then they’re going to ship it. You’re going to do that over and
over and over. You are going to do that very, very, very quickly. And they’re
going to be responsible for running their own thing. That’s the operations part
of the development. But the result is, over time, you get closer to a good
product because you can gain feedback from customers, you’re able to see how
it’s working in reality, and you’ll be able to get testing that takes place
with real data. There are lots of advantages to that. But the critical part of
it, from a security standpoint, is it makes it possible to respond to security
flaws in near real-time.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://www.traceable.ai/product" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1367" data-original-width="2048" height="291" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiC0DJc2zlimbHWudJWcSNxIjvwKZuxZwvBA8K4qL61yajQaQMJjvUKj_AkhX5fS6C0KucyPzUtf0rC7HV3MXiKUwcYDC6S7ue0BMl1X77x5Ao3GD4jBlZR_5esk8UssBIfOPPZVA/w434-h291/working-code.jpg" width="434" /></a></div><p style="text-align: left;"><span style="font-family: arial;"><b><span style="font-size: x-large;">O</span></b>ften, organizations
just aren’t pushing code frequently enough to be able to know how to fix a
security problem. They are like, “Oh, our next release window is 90 days from
now. I can’t possibly do anything between now and then.” Getting to a point
where you have an improvement process that’s really flexible and that’s being
exercised every single day is what you get by having DevOps.</span></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span><span lang="EN">And so, if you think
about that same mentality for other parts of your organization, it definitely
makes them able to react when something unexpected happens.</span></span></span></p><p style="text-align: left;">
</p><p style="text-align: left;">
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> Perhaps we should be looking to our software development organizations
for lessons on cultural methods that we can apply elsewhere. They’re on the
bleeding edge of being more secure, more productive, and they’re doing it
through better communications and culture.</span></span></p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> It’s interesting to phrase it that way because that sounds
highfalutin, and that they achieved it out of expertise and brilliance. What it
really is, is the humbleness of realizing that the compiler tells you your code
is wrong every single day. There’s a new user bug every single day. And
eventually you get beaten down by all those, and you decide you’re just going
to react every single day instead of having this big thing build up.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">So, yes, I think
DevOps is a good example but it’s a result of realizing how many flaws there
are more than anything highfalutin, that’s for sure.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> The software doesn’t just eat the world; the software can show the
world the new, better way.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Yes, hopefully so.</span></span></p><p>
</p><p>
</p><h3 class="MsoNormal" style="line-height: 150%; text-align: left;"><span style="font-family: arial;"><span style="font-size: large;"><b><i><span lang="EN">Future best security
practices</span></i></b></span></span></h3><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN"><span style="font-size: x-large;">G</span>ardner:</span></b><span lang="EN"> Adrian, any thoughts about the future of better security, privacy, and
resilience? How will <a href="https://www.traceable.ai/blog-post/traceai-machine-learning-driven-application-and-api-security"><span style="color: #1155cc;">ML and AI </span></a><a href="https://www.traceable.ai/blog-post/traceai-machine-learning-driven-application-and-api-security"><span style="color: #1155cc;">provide more analysis and improvements to come?</span></a></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Probably the most important thing going on right now in the context of
security is the realization by the senior executives and boards that security
is something they need to be proponents for. They are pushing to make it
possible for organizations to be more secure. That has fascinating
ramifications all the way down the line.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">If you look at the
best security organizations, they know the best way to enable security within
their companies and for their customers is to make security as easy as
possible. You get a combination of the non-security executive saying, “Security
is the number-one thing,” and at the same time, the security executive realizes
the number-one thing to implement security is to make it as easy as possible to
embrace and to not be disruptive.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">And so, we are seeing
faster investment in security that works because it’s easier. And I think
that’s going to make a huge difference.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">There are also
several foundational technology shifts that have turned out to be very
pro-security, which wasn’t why they were built -- but it’s turning out to be
the case. For example, in the consumer space the move toward the web rather
than desktop applications has enabled greater security. We saw a movement
toward mobile operating systems as a primary mechanism for interacting with the
web versus desktop operating systems. It turns out that those had a
fundamentally more secure design, and so the risks there have gone down.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"><span><a href="https://traceable.ai/dana " style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="175" data-original-width="288" height="182" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgaTKIQ37943ja-CnpGfrj6AZQS78JNNIz4v_WsD-EJxXbhyphenhyphen3qfixn7sr6YCf8xufSBghS4FGHJNM0fMGh_AV63ojgW7TIBitqOWOXHp5W_d2AMZ9vnUzkuIR26ZyGjCPUy-NTYEg/w300-h182/logo.png" width="300" /></a></span>The enterprise has
been a little slow, but I see the shift away from behind-the-firewall software
toward cloud-based and software as a service (SaaS) software as enabling a lot
better security for most organizations. Eventually, I think it will be for all
organizations.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Those shifts are
happening at the same time as we have cultural shifts. I’m really optimistic
that over the next decade or two we’re going to get to a point where security
is not something we talk about. It’s just something built-in and expected in
much the same way as we don’t spend too much time now talking about having
access to the Internet. That used to be a critical stumbling block. It’s hard
to find a place now that doesn’t or won’t soon have access.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> These security practices and capabilities become part-and-parcel of
good business conduct. We’ll just think of it as doing a good job, and those
companies that don’t do a good job will suffer the consequences and the
Darwinian nature of capitalism will take over.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> I think it will.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> I’m afraid we’ll have to leave it there. You’ve been listening to a
sponsored BriefingsDirect discussion on building security-minded cultures
within public and private organizations.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">And we’ve learned how
behavior, culture, attitude, and organizational shifts create both hurdles and
solutions for making businesses more intrinsically resilient by nature.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN"></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial;"><span lang="EN"><iframe allowfullscreen="" class="BLOG_video_class" height="266" src="https://www.youtube.com/embed/JTH9Tczy1M4" width="320" youtube-src-id="JTH9Tczy1M4"></iframe></span></span></div><span style="font-family: arial;"><span lang="EN"><br /><span style="font-size: x-large;"><b>S</b></span>o, join me in
thanking our guest, Adrian Ludwig, CISO at Atlassian. Thank you so much,
Adrian, I really enjoyed it.</span></span><p></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Ludwig:</span></b><span lang="EN"> Thanks, Dana. I had a good time as well.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><b><span lang="EN">Gardner:</span></b><span lang="EN"> And a big thank you to our audience for joining this BriefingsDirect
IT security culture discussion. I’m Dana Gardner, Principal Analyst at
Interarbor Solutions, your host throughout this series of <a href="https://www.traceable.ai/"><span style="color: navy;">Traceable </span></a><a href="https://www.traceable.ai/"><span style="color: navy;">AI</span></a>-sponsored
<a href="https://traceable.ai/dana"><span style="color: navy;">BriefingsDirect
interviews</span></a>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Stay tuned for our
next podcast in this series, with a deep-dive look at new security tools and
methods with <a href="https://www.linkedin.com/in/sanjaynagaraj/"><span style="color: navy;">Sanjay Nagaraj</span></a>, Chief Technology Officer and
Co-Founder at Traceable AI.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Look for other
security podcasts and content at <a href="http://www.briefingsdirect.com"><span style="color: navy;">www.briefingsdirect.com</span></a>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: 150%;"><span style="font-family: arial;"><span lang="EN">Thanks again for
listening. Please pass this along to your business community and do come back
for <a href="https://traceable.ai/dana"><span style="color: navy;">our next
chapter</span></a>.</span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: normal;"><span style="font-family: arial;"><span lang="EN" style="font-size: 10pt;"><b><span style="font-family: arial;"><span lang="EN" style="font-size: 10pt;"><a href="http://traffic.libsyn.com/interarbor/BriefingsDirectHow_to_Migrate_Your_Organization_to_a_More_Security-Minded_Culture__From_Development_to_Production_to_Partners.mp3?dest-id=20179"><b><span style="color: navy;">Listen</span></b></a><b> to
the </b><a href="http://briefingsdirect.com/how-to-migrate-your-organization-to-a-more-security-minded-culture-from-development-to-production-to-partners"><b><span style="color: navy;">podcast</span></b></a><b>.</b></span></span> Find
it on </b><a href="https://itunes.apple.com/us/podcast/briefingsdirect-podcasts/id85270006"><b><span style="color: navy;">iTunes</span></b></a><b>. </b><a href="https://www.slideshare.net/danalgardner/how-to-migrate-your-organization-to-a-more-securityminded-culture-from-development-to-production-to-partners"><b><span style="color: navy;">Download</span></b></a><b> the transcript. Sponsor: </b><a href="https://www.traceable.ai/"><b><span style="color: navy;">Traceable.ai</span></b></a><b>.</b></span></span></p><p>
</p><p>
</p><p class="MsoNormal" style="line-height: normal;"><span style="font-family: arial;"><i><span lang="EN" style="font-size: 10pt;">Transcript of a discussion on creating broader
awareness of security risks and building a security-minded culture across
organizations and ecosystems. Copyright Interarbor Solutions, LLC, 2005-2021.
All rights reserved.</span></i></span></p><p>
</p><p>
</p><h2 class="MsoNormal" style="line-height: normal; text-align: left;"><span style="font-family: arial;"><span style="font-size: medium;"><b><span lang="EN">You may also be interested in:</span></b></span></span></h2><p>
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</p><p class="MsoNormal" style="line-height: normal; margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: arial;"><span lang="EN" style="font-size: 10pt;">●<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span><span lang="EN" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/06/how-api-security-provides-killer-use.html"><span style="color: navy;">How API security provides a killer use case for ML and AI</span></a></span></span></p><p>
</p><p class="MsoNormal" style="line-height: normal; margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: arial;"><span lang="EN" style="font-size: 10pt;">●<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span><span lang="EN" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/05/securing-apis-demands-tracing-and.html"><span style="color: navy;">Securing APIs demands tracing and machine learning that
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</p><p class="MsoNormal" style="line-height: normal; margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: arial;"><span lang="EN" style="font-size: 10pt;">●<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span><span lang="EN" style="font-size: 10pt;"><a href="https://www.briefingsdirectblog.com/2021/04/rise-of-reliance-on-apis-brings-new.html"><span style="color: navy;">Rise of APIs brings new security threat vector -- and need
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</span>Dana Gardnerhttp://www.blogger.com/profile/05634998093031533262noreply@blogger.com0