We're revisiting a popular episode: Tech Stack Mastery Secrets to sell across Cloud, Connectivity, and Security. Our guest is long-time partner Steve Davis from NDS. Steve has an amazingly winding backstory as to how he got started in this space, and the theme is that he didn't take no for an answer! Steve, a prior Marine, leveraged what he learned there to start developing his passion for fitness into technology and ultimately found himself face-to-face with enterprise decision-makers. Not only has he done an incredible job crossing over the tech stack, but he's also a newly minted CISSP, so he shares with us that journey and how it's changed his conversations on security and technology more broadly. Don't miss this one!

In this episode of Inside the Win, Sam Nelson, the VP of CX, and Meagan Thai discuss the financial insights from a recent project with a dental equipment manufacturer. They highlight the company's challenges, particularly their need for a unified communication solution that includes video capabilities. The timeline from discovery to execution was notably swift, emphasizing the importance of establishing clear communication and understanding customer requirements. The conversation also touches on the use of AI tools to assist teams in gathering requirements effectively. The episode concludes with a promise for more insights in future episodes.

In this episode, Josh Lupresto speaks with Tony Lauro, Senior Director of Security Technology and Strategy at Akamai, about the critical issues surrounding cybersecurity, particularly focusing on shadow IT and complacency. They discuss Tony's journey into cybersecurity, the importance of understanding the basics, and the role of micro-segmentation in enhancing security. The conversation also covers Akamai's cloud solutions, the emerging field of AI security, and the need for organizations to remain vigilant against next-gen threats. The episode concludes with insights into Akamai's roadmap and future directions in cybersecurity.

In the video, Graeme Scott and Josh Haselhorst delve into a real-world case involving a global resort management company that needed to replace its firewalls. They discuss the importance of asking the right questions to uncover deeper issues, such as logistics and operations challenges, rather than just focusing on the immediate need for new firewalls. The conversation reveals that understanding the customer's true pain points can lead to unexpected sales opportunities and a more streamlined process. They emphasize the significance of flexibility in sales discussions and the necessity of collaboration with engineers for success. The session wraps up with a commitment to future discussions and continued learning.

In this episode, Josh Lupresto and Jason Stein discuss the critical theme of complacency in cybersecurity during Cybersecurity Awareness Month. They explore how complacency can lead to significant breaches, share real-world examples, and emphasize the importance of engaging customers in meaningful conversations about security. The discussion also highlights the role of users in cybersecurity breaches, the evolution of cyber threats, and the necessity of security awareness training. Additionally, they delve into the risks associated with AI and how to frame these risks for clients, ultimately urging listeners to take proactive steps in their cybersecurity practices.

We're introducing a new series we call: Inside the Win. In this episode, Jason Stein and Trevor Burnside of Telarus delve into the complexities of cybersecurity through a case study involving a software company in the entertainment industry. The client faced significant challenges after a ransomware attack, revealing a lack of dedicated cybersecurity personnel and a robust security framework. The discussion highlights the importance of building trust with clients and staying engaged throughout the deal process, even when initial responses are negative. Ultimately, the conversation emphasizes the need for strategic partnerships and proactive engagement in addressing cybersecurity issues.

In this episode, Josh Lupresto and Sumera Riaz discuss the intersection of quantum computing and cybersecurity, particularly in light of the Quantum World Congress. They explore the implications of quantum technology on encryption, the urgency of adopting post-quantum cryptography standards, and how businesses can prepare for the quantum future. The conversation emphasizes the importance of trust and proactive measures in safeguarding data against emerging quantum threats.

In this revisited episode, Josh Lupresto discusses the art of asking the right questions to open doors in technology sales. He outlines ten key questions that can help sales professionals engage with clients, understand their needs, and identify opportunities for AI and automation. The conversation encompasses various themes, including the current application of AI, identifying bottlenecks, enhancing the customer experience, evaluating vendor technology, addressing data privacy concerns, and planning for future technology roadmaps. Josh emphasizes the importance of building relationships and being a trusted advisor to clients.