{"version":"1.0.0","segments":[{"speaker":"Narrator","startTime":7.56,"endTime":10.26,"body":"Welcome to the IT"},{"speaker":"Narrator","startTime":7.56,"endTime":10.26,"body":"Matters podcast, where we"},{"speaker":"Narrator","startTime":10.26,"endTime":13.89,"body":"explore why IT matters and"},{"speaker":"Narrator","startTime":10.26,"endTime":13.89,"body":"matters pertaining to IT."},{"speaker":"Keith Hawkey","startTime":13.0,"endTime":18.43,"body":"Welcome, everyone"},{"speaker":"Keith Hawkey","startTime":13.0,"endTime":18.43,"body":"to the IT Matters podcast where"},{"speaker":"Keith Hawkey","startTime":18.43,"endTime":25.63,"body":"we crack into the minds of the"},{"speaker":"Keith Hawkey","startTime":18.43,"endTime":25.63,"body":"brightest IT leaders and discuss"},{"speaker":"Keith Hawkey","startTime":25.63,"endTime":29.62,"body":"the challenges facing us today,"},{"speaker":"Keith Hawkey","startTime":25.63,"endTime":29.62,"body":"so we can stay sharp and guide"},{"speaker":"Keith Hawkey","startTime":29.65,"endTime":33.91,"body":"our organizations to a brighter"},{"speaker":"Keith Hawkey","startTime":29.65,"endTime":33.91,"body":"digital future. I'm your host"},{"speaker":"Keith Hawkey","startTime":33.91,"endTime":37.69,"body":"Keith Hawkey, a technology"},{"speaker":"Keith Hawkey","startTime":33.91,"endTime":37.69,"body":"advisor and some might say IT"},{"speaker":"Keith Hawkey","startTime":37.69,"endTime":42.28,"body":"whisperer. But enough about me,"},{"speaker":"Keith Hawkey","startTime":37.69,"endTime":42.28,"body":"today we're discussing security"},{"speaker":"Keith Hawkey","startTime":42.28,"endTime":47.41,"body":"compliance with the VP of IT and"},{"speaker":"Keith Hawkey","startTime":42.28,"endTime":47.41,"body":"Security of Cohere Health, a"},{"speaker":"Keith Hawkey","startTime":47.41,"endTime":50.89,"body":"software startup in the"},{"speaker":"Keith Hawkey","startTime":47.41,"endTime":50.89,"body":"healthcare space. Cohere is"},{"speaker":"Keith Hawkey","startTime":50.89,"endTime":54.85,"body":"actually the winner of the"},{"speaker":"Keith Hawkey","startTime":50.89,"endTime":54.85,"body":"Triple T and has been named both"},{"speaker":"Keith Hawkey","startTime":54.85,"endTime":60.22,"body":"Healthcare's Fierce 15 and CB"},{"speaker":"Keith Hawkey","startTime":54.85,"endTime":60.22,"body":"Insights Digital Health 150"},{"speaker":"Keith Hawkey","startTime":60.22,"endTime":65.86,"body":"list, as well as ranked on"},{"speaker":"Keith Hawkey","startTime":60.22,"endTime":65.86,"body":"LinkedIn's top startups. And"},{"speaker":"Keith Hawkey","startTime":65.86,"endTime":71.38,"body":"today we have Darrell Stinson,"},{"speaker":"Keith Hawkey","startTime":65.86,"endTime":71.38,"body":"he leads Cohere's IT and"},{"speaker":"Keith Hawkey","startTime":71.38,"endTime":75.85,"body":"security, and he knows a thing"},{"speaker":"Keith Hawkey","startTime":71.38,"endTime":75.85,"body":"or two about building security"},{"speaker":"Keith Hawkey","startTime":75.88,"endTime":80.14,"body":"compliance plans for startups,"},{"speaker":"Keith Hawkey","startTime":75.88,"endTime":80.14,"body":"as he successfully implemented"},{"speaker":"Keith Hawkey","startTime":80.17,"endTime":85.03,"body":"at many young companies across"},{"speaker":"Keith Hawkey","startTime":80.17,"endTime":85.03,"body":"the past decade. Darrell,"},{"speaker":"Keith Hawkey","startTime":85.33,"endTime":88.57,"body":"welcome to the IT Matters"},{"speaker":"Keith Hawkey","startTime":85.33,"endTime":88.57,"body":"podcast, how you doing, brother?"},{"speaker":"Darrell Stinson","startTime":89.25,"endTime":91.5,"body":"I am doing"},{"speaker":"Darrell Stinson","startTime":89.25,"endTime":91.5,"body":"great, Keith, thank you for that"},{"speaker":"Darrell Stinson","startTime":91.53,"endTime":94.77,"body":"very warm and eloquent welcome."},{"speaker":"Keith Hawkey","startTime":95.32,"endTime":97.99,"body":"Anytime you have a"},{"speaker":"Keith Hawkey","startTime":95.32,"endTime":97.99,"body":"call, just give me a ring, I'll"},{"speaker":"Keith Hawkey","startTime":97.99,"endTime":100.66,"body":"type something up real fast and"},{"speaker":"Keith Hawkey","startTime":97.99,"endTime":100.66,"body":"put a smile behind it."},{"speaker":"Darrell Stinson","startTime":101.11,"endTime":101.86,"body":"Thanks so much."},{"speaker":"Keith Hawkey","startTime":102.8,"endTime":107.18,"body":"Happy to offer off"},{"speaker":"Keith Hawkey","startTime":102.8,"endTime":107.18,"body":"my services there. So Darrell,"},{"speaker":"Keith Hawkey","startTime":107.3,"endTime":110.93,"body":"today we're really focusing on"},{"speaker":"Keith Hawkey","startTime":107.3,"endTime":110.93,"body":"cyber security compliance. And"},{"speaker":"Keith Hawkey","startTime":111.23,"endTime":115.25,"body":"one of the reasons I thought"},{"speaker":"Keith Hawkey","startTime":111.23,"endTime":115.25,"body":"that you would make a great"},{"speaker":"Keith Hawkey","startTime":115.25,"endTime":118.58,"body":"guest to have on is is your"},{"speaker":"Keith Hawkey","startTime":115.25,"endTime":118.58,"body":"background, particularly with"},{"speaker":"Keith Hawkey","startTime":118.58,"endTime":123.08,"body":"startups and and how you've been"},{"speaker":"Keith Hawkey","startTime":118.58,"endTime":123.08,"body":"able to you know, startups"},{"speaker":"Keith Hawkey","startTime":123.08,"endTime":128.12,"body":"typically don't have the most"},{"speaker":"Keith Hawkey","startTime":123.08,"endTime":128.12,"body":"resources to and prior knowledge"},{"speaker":"Keith Hawkey","startTime":128.12,"endTime":132.05,"body":"to adhere to some of the"},{"speaker":"Keith Hawkey","startTime":128.12,"endTime":132.05,"body":"probably more prevalent today is"},{"speaker":"Keith Hawkey","startTime":132.05,"endTime":137.12,"body":"the cloud focused compliance,"},{"speaker":"Keith Hawkey","startTime":132.05,"endTime":137.12,"body":"startups mostly operated since"},{"speaker":"Keith Hawkey","startTime":137.12,"endTime":139.76,"body":"they are starting a new company"},{"speaker":"Keith Hawkey","startTime":137.12,"endTime":139.76,"body":"and getting into the data center"},{"speaker":"Keith Hawkey","startTime":139.76,"endTime":143.78,"body":"game as most attractive as it"},{"speaker":"Keith Hawkey","startTime":139.76,"endTime":143.78,"body":"was before. Can you tell us a"},{"speaker":"Keith Hawkey","startTime":143.78,"endTime":148.82,"body":"little bit about yourself? How"},{"speaker":"Keith Hawkey","startTime":143.78,"endTime":148.82,"body":"did you end up in the position"},{"speaker":"Keith Hawkey","startTime":148.82,"endTime":152.15,"body":"you're in, a little bit about"},{"speaker":"Keith Hawkey","startTime":148.82,"endTime":152.15,"body":"your career, and how you got"},{"speaker":"Keith Hawkey","startTime":152.15,"endTime":152.93,"body":"where you are today?"},{"speaker":"Darrell Stinson","startTime":153.5,"endTime":157.94,"body":"Certainly, my"},{"speaker":"Darrell Stinson","startTime":153.5,"endTime":157.94,"body":"start, was actually in the US"},{"speaker":"Darrell Stinson","startTime":157.94,"endTime":162.68,"body":"Army. So Military Information"},{"speaker":"Darrell Stinson","startTime":157.94,"endTime":162.68,"body":"Systems Security, that was my"},{"speaker":"Darrell Stinson","startTime":162.68,"endTime":168.08,"body":"job in the military. I ensured"},{"speaker":"Darrell Stinson","startTime":162.68,"endTime":168.08,"body":"that conversations or data that"},{"speaker":"Darrell Stinson","startTime":168.08,"endTime":172.7,"body":"was supposed to remain secret,"},{"speaker":"Darrell Stinson","startTime":168.08,"endTime":172.7,"body":"most things that had a computer"},{"speaker":"Darrell Stinson","startTime":172.7,"endTime":176.24,"body":"chip in it, I was trained to"},{"speaker":"Darrell Stinson","startTime":172.7,"endTime":176.24,"body":"repair those items. That's where"},{"speaker":"Darrell Stinson","startTime":176.24,"endTime":179.99,"body":"I got my start. And that's where"},{"speaker":"Darrell Stinson","startTime":176.24,"endTime":179.99,"body":"my foundation was built from the"},{"speaker":"Darrell Stinson","startTime":179.99,"endTime":186.74,"body":"compliance space to encryption,"},{"speaker":"Darrell Stinson","startTime":179.99,"endTime":186.74,"body":"algorithms, and rotations, all"},{"speaker":"Darrell Stinson","startTime":186.74,"endTime":190.01,"body":"those types of things that we"},{"speaker":"Darrell Stinson","startTime":186.74,"endTime":190.01,"body":"utilize today in the cloud, and"},{"speaker":"Darrell Stinson","startTime":190.4,"endTime":195.8,"body":"SaaS, and platform as a service,"},{"speaker":"Darrell Stinson","startTime":190.4,"endTime":195.8,"body":"data center technology and this"},{"speaker":"Darrell Stinson","startTime":195.8,"endTime":197.78,"body":"was over 20 years ago."},{"speaker":"Keith Hawkey","startTime":197.0,"endTime":198.2,"body":"I know that IT or"},{"speaker":"Keith Hawkey","startTime":197.0,"endTime":198.2,"body":"technology in the Army is a"},{"speaker":"Keith Hawkey","startTime":198.2,"endTime":199.76,"body":"little bit of a different beast"},{"speaker":"Keith Hawkey","startTime":198.2,"endTime":199.76,"body":"than it is in the private world."},{"speaker":"Keith Hawkey","startTime":199.76,"endTime":200.9,"body":"How did you get involved in"},{"speaker":"Keith Hawkey","startTime":199.76,"endTime":200.9,"body":"startups? I know that you're"},{"speaker":"Keith Hawkey","startTime":200.9,"endTime":207.17,"body":"based out of Atlanta, and"},{"speaker":"Keith Hawkey","startTime":200.9,"endTime":207.17,"body":"there's a active group of"},{"speaker":"Keith Hawkey","startTime":207.53,"endTime":218.12,"body":"startup companies and a little"},{"speaker":"Keith Hawkey","startTime":207.53,"endTime":218.12,"body":"bit of an incubator city. How"},{"speaker":"Keith Hawkey","startTime":218.12,"endTime":222.2,"body":"did you land in and kind of so"},{"speaker":"Keith Hawkey","startTime":218.12,"endTime":222.2,"body":"many startup companies? And can"},{"speaker":"Keith Hawkey","startTime":222.2,"endTime":223.91,"body":"you tell us a bit about your"},{"speaker":"Keith Hawkey","startTime":222.2,"endTime":223.91,"body":"path there?"},{"speaker":"Darrell Stinson","startTime":224.23,"endTime":226.93,"body":"Sure man. So"},{"speaker":"Darrell Stinson","startTime":224.23,"endTime":226.93,"body":"after my time in the military, I"},{"speaker":"Darrell Stinson","startTime":226.93,"endTime":230.47,"body":"did work as a department of"},{"speaker":"Darrell Stinson","startTime":226.93,"endTime":230.47,"body":"defense contractor. So I did"},{"speaker":"Darrell Stinson","startTime":230.47,"endTime":233.77,"body":"things like, teach binary math"},{"speaker":"Darrell Stinson","startTime":230.47,"endTime":233.77,"body":"to soldiers who are joining the"},{"speaker":"Darrell Stinson","startTime":233.77,"endTime":237.61,"body":"military, networking, and"},{"speaker":"Darrell Stinson","startTime":233.77,"endTime":237.61,"body":"switching and all those things."},{"speaker":"Darrell Stinson","startTime":237.82,"endTime":241.0,"body":"This was in Augusta, Georgia at"},{"speaker":"Darrell Stinson","startTime":237.82,"endTime":241.0,"body":"a base formally known as Fort"},{"speaker":"Darrell Stinson","startTime":241.0,"endTime":243.31,"body":"Gordon, it's called Fort"},{"speaker":"Darrell Stinson","startTime":241.0,"endTime":243.31,"body":"Eisenhower just recently went"},{"speaker":"Darrell Stinson","startTime":243.31,"endTime":246.76,"body":"through a name change. But"},{"speaker":"Darrell Stinson","startTime":243.31,"endTime":246.76,"body":"looking at the Metro Atlanta"},{"speaker":"Darrell Stinson","startTime":246.76,"endTime":249.4,"body":"area. Yeah, you're right."},{"speaker":"Darrell Stinson","startTime":246.76,"endTime":249.4,"body":"There's a huge community here,"},{"speaker":"Darrell Stinson","startTime":249.46,"endTime":252.13,"body":"we are so interconnected. It"},{"speaker":"Darrell Stinson","startTime":249.46,"endTime":252.13,"body":"feels like there's only 50 of"},{"speaker":"Darrell Stinson","startTime":252.13,"endTime":256.3,"body":"us, everyone knows everyone. But"},{"speaker":"Darrell Stinson","startTime":252.13,"endTime":256.3,"body":"lots of startups or companies"},{"speaker":"Darrell Stinson","startTime":256.3,"endTime":260.38,"body":"call Atlanta home for many"},{"speaker":"Darrell Stinson","startTime":256.3,"endTime":260.38,"body":"different reasons, right. But my"},{"speaker":"Darrell Stinson","startTime":260.38,"endTime":264.4,"body":"security engineering job was"},{"speaker":"Darrell Stinson","startTime":260.38,"endTime":264.4,"body":"with a startup and it was in the"},{"speaker":"Darrell Stinson","startTime":264.4,"endTime":268.36,"body":"healthcare space. And I was"},{"speaker":"Darrell Stinson","startTime":264.4,"endTime":268.36,"body":"exposed to things that I had"},{"speaker":"Darrell Stinson","startTime":268.36,"endTime":272.32,"body":"never actually seen in a private"},{"speaker":"Darrell Stinson","startTime":268.36,"endTime":272.32,"body":"sector. Things like auditing on"},{"speaker":"Darrell Stinson","startTime":272.32,"endTime":276.82,"body":"the SOC side, Sarbanes Oxley,"},{"speaker":"Darrell Stinson","startTime":272.32,"endTime":276.82,"body":"writing policies from scratch,"},{"speaker":"Darrell Stinson","startTime":276.82,"endTime":281.29,"body":"and implementing firewalls,"},{"speaker":"Darrell Stinson","startTime":276.82,"endTime":281.29,"body":"virtual desktop infrastructure"},{"speaker":"Darrell Stinson","startTime":281.32,"endTime":283.99,"body":"technology, I thought it was"},{"speaker":"Darrell Stinson","startTime":281.32,"endTime":283.99,"body":"fascinating just a level of"},{"speaker":"Darrell Stinson","startTime":283.99,"endTime":287.83,"body":"resilience. So that's where I"},{"speaker":"Darrell Stinson","startTime":283.99,"endTime":287.83,"body":"cut my teeth on building things"},{"speaker":"Darrell Stinson","startTime":287.83,"endTime":290.77,"body":"from scratch so staffing teams"},{"speaker":"Darrell Stinson","startTime":287.83,"endTime":290.77,"body":"and figuring out the right"},{"speaker":"Darrell Stinson","startTime":290.77,"endTime":294.49,"body":"people to hire. What tools are"},{"speaker":"Darrell Stinson","startTime":290.77,"endTime":294.49,"body":"good sometimes you won't always"},{"speaker":"Darrell Stinson","startTime":294.49,"endTime":297.97,"body":"have the right resources or"},{"speaker":"Darrell Stinson","startTime":294.49,"endTime":297.97,"body":"funds at startup to just throw"},{"speaker":"Darrell Stinson","startTime":297.97,"endTime":301.93,"body":"money at any need or solution."},{"speaker":"Darrell Stinson","startTime":297.97,"endTime":301.93,"body":"You have to be resourceful and"},{"speaker":"Darrell Stinson","startTime":301.93,"endTime":305.23,"body":"you have to be decisive. And"},{"speaker":"Darrell Stinson","startTime":301.93,"endTime":305.23,"body":"that's one of the things that I"},{"speaker":"Darrell Stinson","startTime":305.23,"endTime":308.41,"body":"love about startups, you get to"},{"speaker":"Darrell Stinson","startTime":305.23,"endTime":308.41,"body":"solve current problems with"},{"speaker":"Darrell Stinson","startTime":308.44,"endTime":313.0,"body":"current technology, and current"},{"speaker":"Darrell Stinson","startTime":308.44,"endTime":313.0,"body":"willing and able bodies, right?"},{"speaker":"Darrell Stinson","startTime":313.36,"endTime":316.93,"body":"I just love formulating these"},{"speaker":"Darrell Stinson","startTime":313.36,"endTime":316.93,"body":"teams and creating new solutions"},{"speaker":"Darrell Stinson","startTime":316.93,"endTime":320.08,"body":"that really take, you know,"},{"speaker":"Darrell Stinson","startTime":316.93,"endTime":320.08,"body":"startups to the championship. I"},{"speaker":"Darrell Stinson","startTime":320.08,"endTime":320.92,"body":"call it the promises."},{"speaker":"Keith Hawkey","startTime":321.23,"endTime":323.87,"body":"Yeah, something"},{"speaker":"Keith Hawkey","startTime":321.23,"endTime":323.87,"body":"stuck out to me, you mentioned"},{"speaker":"Keith Hawkey","startTime":323.87,"endTime":328.01,"body":"they, you know, there's a lot of"},{"speaker":"Keith Hawkey","startTime":323.87,"endTime":328.01,"body":"grand ambitions of startups, but"},{"speaker":"Keith Hawkey","startTime":328.01,"endTime":330.86,"body":"you often have very limited"},{"speaker":"Keith Hawkey","startTime":328.01,"endTime":330.86,"body":"resources, because they are"},{"speaker":"Keith Hawkey","startTime":330.86,"endTime":334.76,"body":"focused on the monthly cost. And"},{"speaker":"Keith Hawkey","startTime":330.86,"endTime":334.76,"body":"I've worked with with a handful"},{"speaker":"Keith Hawkey","startTime":334.76,"endTime":338.12,"body":"of startups, and that's a"},{"speaker":"Keith Hawkey","startTime":334.76,"endTime":338.12,"body":"primary concern, vast majority"},{"speaker":"Keith Hawkey","startTime":338.12,"endTime":341.06,"body":"of services today, cybersecurity"},{"speaker":"Keith Hawkey","startTime":338.12,"endTime":341.06,"body":"services, they have a monthly"},{"speaker":"Keith Hawkey","startTime":341.06,"endTime":344.03,"body":"cost to it or an annual cost,"},{"speaker":"Keith Hawkey","startTime":341.06,"endTime":344.03,"body":"everything is moving to"},{"speaker":"Keith Hawkey","startTime":344.03,"endTime":348.74,"body":"subscription model. So you have"},{"speaker":"Keith Hawkey","startTime":344.03,"endTime":348.74,"body":"to be extremely resourceful when"},{"speaker":"Keith Hawkey","startTime":348.74,"endTime":353.54,"body":"you're taking on this challenge."},{"speaker":"Keith Hawkey","startTime":348.74,"endTime":353.54,"body":"Is it safe to say that you may"},{"speaker":"Keith Hawkey","startTime":353.54,"endTime":356.06,"body":"have experimented with some open"},{"speaker":"Keith Hawkey","startTime":353.54,"endTime":356.06,"body":"source technology? Have you ever"},{"speaker":"Keith Hawkey","startTime":356.06,"endTime":358.76,"body":"had any experience with open"},{"speaker":"Keith Hawkey","startTime":356.06,"endTime":358.76,"body":"source?"},{"speaker":"Darrell Stinson","startTime":359.59,"endTime":362.83,"body":"Absolutely. So"},{"speaker":"Darrell Stinson","startTime":359.59,"endTime":362.83,"body":"open source is probably one of"},{"speaker":"Darrell Stinson","startTime":362.83,"endTime":366.28,"body":"the first areas that companies"},{"speaker":"Darrell Stinson","startTime":362.83,"endTime":366.28,"body":"that don't have unlimited"},{"speaker":"Darrell Stinson","startTime":366.28,"endTime":370.3,"body":"resources would go to. What can"},{"speaker":"Darrell Stinson","startTime":366.28,"endTime":370.3,"body":"I utilize that doesn't cost me"},{"speaker":"Darrell Stinson","startTime":370.57,"endTime":373.42,"body":"either anything or a lot of"},{"speaker":"Darrell Stinson","startTime":370.57,"endTime":373.42,"body":"money, that still helps me solve"},{"speaker":"Darrell Stinson","startTime":373.42,"endTime":377.56,"body":"my problems or address the need."},{"speaker":"Darrell Stinson","startTime":373.42,"endTime":377.56,"body":"So open source tools are very"},{"speaker":"Darrell Stinson","startTime":377.56,"endTime":380.89,"body":"useful at times. But sometimes"},{"speaker":"Darrell Stinson","startTime":377.56,"endTime":380.89,"body":"you can find yourself limited"},{"speaker":"Darrell Stinson","startTime":380.89,"endTime":383.98,"body":"for certain reasons where you"},{"speaker":"Darrell Stinson","startTime":380.89,"endTime":383.98,"body":"need to step up your game, and"},{"speaker":"Darrell Stinson","startTime":384.01,"endTime":387.73,"body":"maybe subscribe to a particular"},{"speaker":"Darrell Stinson","startTime":384.01,"endTime":387.73,"body":"tool on a monthly expense, or"},{"speaker":"Darrell Stinson","startTime":387.73,"endTime":391.75,"body":"maybe the annual expense. And"},{"speaker":"Darrell Stinson","startTime":387.73,"endTime":391.75,"body":"this all comes with maturity of"},{"speaker":"Darrell Stinson","startTime":391.75,"endTime":395.26,"body":"growing companies, right? I've"},{"speaker":"Darrell Stinson","startTime":391.75,"endTime":395.26,"body":"been in all different spaces. So"},{"speaker":"Darrell Stinson","startTime":395.62,"endTime":400.36,"body":"financial, technology,"},{"speaker":"Darrell Stinson","startTime":395.62,"endTime":400.36,"body":"healthcare, data center, I"},{"speaker":"Darrell Stinson","startTime":400.36,"endTime":403.09,"body":"mentioned the military"},{"speaker":"Darrell Stinson","startTime":400.36,"endTime":403.09,"body":"operations before, but getting"},{"speaker":"Darrell Stinson","startTime":403.09,"endTime":407.47,"body":"exposed to a number of different"},{"speaker":"Darrell Stinson","startTime":403.09,"endTime":407.47,"body":"types of domains and industries,"},{"speaker":"Darrell Stinson","startTime":408.52,"endTime":412.63,"body":"has really helped me put"},{"speaker":"Darrell Stinson","startTime":408.52,"endTime":412.63,"body":"together my repertoire of"},{"speaker":"Darrell Stinson","startTime":412.63,"endTime":416.41,"body":"solutions that I can go to and"},{"speaker":"Darrell Stinson","startTime":412.63,"endTime":416.41,"body":"lean on when it comes to maybe"},{"speaker":"Darrell Stinson","startTime":416.47,"endTime":419.83,"body":"something that's similar. Maybe"},{"speaker":"Darrell Stinson","startTime":416.47,"endTime":419.83,"body":"it will help us in this this"},{"speaker":"Darrell Stinson","startTime":419.83,"endTime":420.28,"body":"particular stage."},{"speaker":"Keith Hawkey","startTime":420.0,"endTime":420.93,"body":"Yeah, cross"},{"speaker":"Keith Hawkey","startTime":420.0,"endTime":420.93,"body":"pollinating, especially in the"},{"speaker":"Keith Hawkey","startTime":421.23,"endTime":424.92,"body":"technology space is is so vital"},{"speaker":"Keith Hawkey","startTime":421.23,"endTime":424.92,"body":"today with with the rapid pace"},{"speaker":"Keith Hawkey","startTime":427.59,"endTime":434.67,"body":"that an IT leader has to has to"},{"speaker":"Keith Hawkey","startTime":427.59,"endTime":434.67,"body":"keep up with. So let's dive into"},{"speaker":"Keith Hawkey","startTime":434.7,"endTime":437.4,"body":"some of the framework, some of"},{"speaker":"Keith Hawkey","startTime":434.7,"endTime":437.4,"body":"the strategies that you've"},{"speaker":"Keith Hawkey","startTime":437.4,"endTime":441.06,"body":"implemented, when you walk into"},{"speaker":"Keith Hawkey","startTime":437.4,"endTime":441.06,"body":"a new company, new startup"},{"speaker":"Keith Hawkey","startTime":441.09,"endTime":444.87,"body":"software space, what do you"},{"speaker":"Keith Hawkey","startTime":441.09,"endTime":444.87,"body":"typically find as far as the"},{"speaker":"Keith Hawkey","startTime":444.87,"endTime":451.44,"body":"ecosystem? And how do you go"},{"speaker":"Keith Hawkey","startTime":444.87,"endTime":451.44,"body":"about starting that process of"},{"speaker":"Keith Hawkey","startTime":451.68,"endTime":455.91,"body":"what are we complying to? What"},{"speaker":"Keith Hawkey","startTime":451.68,"endTime":455.91,"body":"are my resources? How do you"},{"speaker":"Keith Hawkey","startTime":456.12,"endTime":458.46,"body":"start your methodology?"},{"speaker":"Darrell Stinson","startTime":458.93,"endTime":461.18,"body":"That's a good"},{"speaker":"Darrell Stinson","startTime":458.93,"endTime":461.18,"body":"question. So I love when I have"},{"speaker":"Darrell Stinson","startTime":461.18,"endTime":464.84,"body":"the opportunity to utilize"},{"speaker":"Darrell Stinson","startTime":461.18,"endTime":464.84,"body":"auditing, right, or some sort of"},{"speaker":"Darrell Stinson","startTime":464.84,"endTime":468.74,"body":"reference point, for instance,"},{"speaker":"Darrell Stinson","startTime":464.84,"endTime":468.74,"body":"in the healthcare space. So we"},{"speaker":"Darrell Stinson","startTime":468.74,"endTime":472.43,"body":"have high trust HIPAA, that"},{"speaker":"Darrell Stinson","startTime":468.74,"endTime":472.43,"body":"gives us guidelines or reference"},{"speaker":"Darrell Stinson","startTime":472.43,"endTime":476.45,"body":"points on what we should be"},{"speaker":"Darrell Stinson","startTime":472.43,"endTime":476.45,"body":"doing, or need to adhere to. But"},{"speaker":"Darrell Stinson","startTime":476.45,"endTime":480.74,"body":"there are other frameworks that"},{"speaker":"Darrell Stinson","startTime":476.45,"endTime":480.74,"body":"many of us can use almost any"},{"speaker":"Darrell Stinson","startTime":480.74,"endTime":485.0,"body":"company, and at any phase or any"},{"speaker":"Darrell Stinson","startTime":480.74,"endTime":485.0,"body":"level of maturity. And it's the"},{"speaker":"Darrell Stinson","startTime":485.0,"endTime":488.39,"body":"five elements of a cybersecurity"},{"speaker":"Darrell Stinson","startTime":485.0,"endTime":488.39,"body":"framework, those five elements"},{"speaker":"Darrell Stinson","startTime":488.39,"endTime":493.49,"body":"do go in order. So let's"},{"speaker":"Darrell Stinson","startTime":488.39,"endTime":493.49,"body":"identify, protect, detect,"},{"speaker":"Darrell Stinson","startTime":493.76,"endTime":497.51,"body":"respond, and recover. And then"},{"speaker":"Darrell Stinson","startTime":493.76,"endTime":497.51,"body":"I'll kind of talk a little bit"},{"speaker":"Darrell Stinson","startTime":497.51,"endTime":500.57,"body":"about each of those and why"},{"speaker":"Darrell Stinson","startTime":497.51,"endTime":500.57,"body":"they're important for their own"},{"speaker":"Darrell Stinson","startTime":500.57,"endTime":505.01,"body":"reasons. So identify is the main"},{"speaker":"Darrell Stinson","startTime":500.57,"endTime":505.01,"body":"question that you asked me,"},{"speaker":"Darrell Stinson","startTime":505.01,"endTime":508.64,"body":"right, you want to identify"},{"speaker":"Darrell Stinson","startTime":505.01,"endTime":508.64,"body":"what's at stake? What business"},{"speaker":"Darrell Stinson","startTime":508.64,"endTime":511.82,"body":"you're in? What type of staff do"},{"speaker":"Darrell Stinson","startTime":508.64,"endTime":511.82,"body":"you have? Or what type of"},{"speaker":"Darrell Stinson","startTime":511.82,"endTime":515.27,"body":"correspondence documentation"},{"speaker":"Darrell Stinson","startTime":511.82,"endTime":515.27,"body":"policies do you already have on"},{"speaker":"Darrell Stinson","startTime":515.27,"endTime":518.6,"body":"hand? Maybe you have none. Maybe"},{"speaker":"Darrell Stinson","startTime":515.27,"endTime":518.6,"body":"have some or maybe it's"},{"speaker":"Darrell Stinson","startTime":518.6,"endTime":522.32,"body":"elaborate. But you also want to"},{"speaker":"Darrell Stinson","startTime":518.6,"endTime":522.32,"body":"identify physical and digital"},{"speaker":"Darrell Stinson","startTime":522.32,"endTime":526.52,"body":"assets, talks about ecosystem."},{"speaker":"Darrell Stinson","startTime":522.32,"endTime":526.52,"body":"Most companies are they have"},{"speaker":"Darrell Stinson","startTime":526.52,"endTime":530.54,"body":"some sort of whether it's a"},{"speaker":"Darrell Stinson","startTime":526.52,"endTime":530.54,"body":"hybrid remote work, setup, or"},{"speaker":"Darrell Stinson","startTime":530.66,"endTime":534.05,"body":"like Cohere remote first, and"},{"speaker":"Darrell Stinson","startTime":530.66,"endTime":534.05,"body":"folks are all over the country."},{"speaker":"Darrell Stinson","startTime":534.65,"endTime":537.53,"body":"Right. So that identification"},{"speaker":"Darrell Stinson","startTime":534.65,"endTime":537.53,"body":"piece is really important,"},{"speaker":"Darrell Stinson","startTime":537.53,"endTime":540.74,"body":"because you need to know what"},{"speaker":"Darrell Stinson","startTime":537.53,"endTime":540.74,"body":"you're defending, what you need"},{"speaker":"Darrell Stinson","startTime":540.74,"endTime":543.83,"body":"to protect, what's at stake,"},{"speaker":"Darrell Stinson","startTime":540.74,"endTime":543.83,"body":"what's critical, what's not. And"},{"speaker":"Darrell Stinson","startTime":544.43,"endTime":547.01,"body":"through that discovery, you'll"},{"speaker":"Darrell Stinson","startTime":544.43,"endTime":547.01,"body":"probably find that you have some"},{"speaker":"Darrell Stinson","startTime":547.01,"endTime":551.42,"body":"blind spots, too. So lean into"},{"speaker":"Darrell Stinson","startTime":547.01,"endTime":551.42,"body":"the next element of this, which"},{"speaker":"Darrell Stinson","startTime":551.42,"endTime":558.05,"body":"is protect. So you wouldn't"},{"speaker":"Darrell Stinson","startTime":551.42,"endTime":558.05,"body":"defend a $10,000 asset with"},{"speaker":"Darrell Stinson","startTime":558.05,"endTime":560.66,"body":"$500,000, for instance, right?"},{"speaker":"Keith Hawkey","startTime":561.05,"endTime":563.54,"body":"So let's, I'd love"},{"speaker":"Keith Hawkey","startTime":561.05,"endTime":563.54,"body":"to get into that a little more."},{"speaker":"Keith Hawkey","startTime":563.54,"endTime":568.46,"body":"Because what you're talking"},{"speaker":"Keith Hawkey","startTime":563.54,"endTime":568.46,"body":"about is very persuasive when"},{"speaker":"Keith Hawkey","startTime":568.46,"endTime":574.22,"body":"you're trying to illustrate the"},{"speaker":"Keith Hawkey","startTime":568.46,"endTime":574.22,"body":"numbers to the decision makers"},{"speaker":"Keith Hawkey","startTime":574.22,"endTime":575.09,"body":"of business."},{"speaker":"Darrell Stinson","startTime":575.21,"endTime":576.02,"body":"Absolutely."},{"speaker":"Keith Hawkey","startTime":576.0,"endTime":580.5,"body":"It's one thing to"},{"speaker":"Keith Hawkey","startTime":576.0,"endTime":580.5,"body":"say that we have secured these"},{"speaker":"Keith Hawkey","startTime":580.53,"endTime":583.71,"body":"elements of our business, we"},{"speaker":"Keith Hawkey","startTime":580.53,"endTime":583.71,"body":"have protections in place, we"},{"speaker":"Keith Hawkey","startTime":583.71,"endTime":586.74,"body":"have these layers, but it's far"},{"speaker":"Keith Hawkey","startTime":583.71,"endTime":586.74,"body":"more persuasive in my"},{"speaker":"Keith Hawkey","startTime":586.77,"endTime":592.14,"body":"experience, to describe the"},{"speaker":"Keith Hawkey","startTime":586.77,"endTime":592.14,"body":"value of the assets they have."},{"speaker":"Keith Hawkey","startTime":592.41,"endTime":598.44,"body":"And then compare those to the"},{"speaker":"Keith Hawkey","startTime":592.41,"endTime":598.44,"body":"security tools and the cost"},{"speaker":"Keith Hawkey","startTime":598.44,"endTime":601.23,"body":"associated with those to protect"},{"speaker":"Keith Hawkey","startTime":598.44,"endTime":601.23,"body":"those assets. Do you have any"},{"speaker":"Keith Hawkey","startTime":601.26,"endTime":607.11,"body":"specific examples of, of doing"},{"speaker":"Keith Hawkey","startTime":601.26,"endTime":607.11,"body":"drawing that comparison? How do"},{"speaker":"Keith Hawkey","startTime":607.11,"endTime":612.12,"body":"you value data value various"},{"speaker":"Keith Hawkey","startTime":607.11,"endTime":612.12,"body":"assets within a company."},{"speaker":"Darrell Stinson","startTime":612.0,"endTime":615.36,"body":"So someone like"},{"speaker":"Darrell Stinson","startTime":612.0,"endTime":615.36,"body":"myself won't usually dictate"},{"speaker":"Darrell Stinson","startTime":615.36,"endTime":619.02,"body":"that to the business, right? And"},{"speaker":"Darrell Stinson","startTime":615.36,"endTime":619.02,"body":"we encouraged and this is where"},{"speaker":"Darrell Stinson","startTime":619.05,"endTime":621.6,"body":"the collaborative effort is"},{"speaker":"Darrell Stinson","startTime":619.05,"endTime":621.6,"body":"really, really important because"},{"speaker":"Darrell Stinson","startTime":621.6,"endTime":625.8,"body":"you can't do IT or security"},{"speaker":"Darrell Stinson","startTime":621.6,"endTime":625.8,"body":"alone. But what we what I"},{"speaker":"Darrell Stinson","startTime":625.8,"endTime":628.65,"body":"usually encourage the business"},{"speaker":"Darrell Stinson","startTime":625.8,"endTime":628.65,"body":"to do is understand the value of"},{"speaker":"Darrell Stinson","startTime":628.65,"endTime":633.18,"body":"the assets, if we're talking"},{"speaker":"Darrell Stinson","startTime":628.65,"endTime":633.18,"body":"about HIPAA data, right? What is"},{"speaker":"Darrell Stinson","startTime":633.18,"endTime":635.7,"body":"the cost of a breach? There are"},{"speaker":"Darrell Stinson","startTime":633.18,"endTime":635.7,"body":"some reference points there,"},{"speaker":"Darrell Stinson","startTime":635.7,"endTime":638.67,"body":"right? What is the cost of a"},{"speaker":"Darrell Stinson","startTime":635.7,"endTime":638.67,"body":"breach? What are some of the"},{"speaker":"Darrell Stinson","startTime":638.85,"endTime":641.76,"body":"fines or penalties that we may"},{"speaker":"Darrell Stinson","startTime":638.85,"endTime":641.76,"body":"be held against, right. Maybe"},{"speaker":"Darrell Stinson","startTime":641.79,"endTime":644.4,"body":"you're in the banking industry,"},{"speaker":"Darrell Stinson","startTime":641.79,"endTime":644.4,"body":"there are reference points out"},{"speaker":"Darrell Stinson","startTime":644.4,"endTime":648.69,"body":"there that can give you dollar"},{"speaker":"Darrell Stinson","startTime":644.4,"endTime":648.69,"body":"amounts. And then maybe some of"},{"speaker":"Darrell Stinson","startTime":648.69,"endTime":651.48,"body":"those investigative efforts or"},{"speaker":"Darrell Stinson","startTime":648.69,"endTime":651.48,"body":"forensic efforts might be"},{"speaker":"Darrell Stinson","startTime":651.48,"endTime":655.02,"body":"required to investigate or the"},{"speaker":"Darrell Stinson","startTime":651.48,"endTime":655.02,"body":"you might have to devote to it."},{"speaker":"Darrell Stinson","startTime":655.08,"endTime":657.72,"body":"If you understand some of these"},{"speaker":"Darrell Stinson","startTime":655.08,"endTime":657.72,"body":"numbers and I've often partnered"},{"speaker":"Darrell Stinson","startTime":657.72,"endTime":660.84,"body":"with firms that come in and do a"},{"speaker":"Darrell Stinson","startTime":657.72,"endTime":660.84,"body":"benchmark assessment, it can"},{"speaker":"Darrell Stinson","startTime":660.84,"endTime":664.68,"body":"help you decide exactly, hey, it"},{"speaker":"Darrell Stinson","startTime":660.84,"endTime":664.68,"body":"would cost you this amount of"},{"speaker":"Darrell Stinson","startTime":664.68,"endTime":667.83,"body":"money based on the amount of"},{"speaker":"Darrell Stinson","startTime":664.68,"endTime":667.83,"body":"data that you have, the types of"},{"speaker":"Darrell Stinson","startTime":667.83,"endTime":671.49,"body":"resources that you have, if you"},{"speaker":"Darrell Stinson","startTime":667.83,"endTime":671.49,"body":"experienced a breach in the"},{"speaker":"Darrell Stinson","startTime":671.49,"endTime":674.01,"body":"industry that you're in. If you"},{"speaker":"Darrell Stinson","startTime":671.49,"endTime":674.01,"body":"experienced, experienced a"},{"speaker":"Darrell Stinson","startTime":674.01,"endTime":678.27,"body":"breach, it would probably cost"},{"speaker":"Darrell Stinson","startTime":674.01,"endTime":678.27,"body":"you this much money. And here's"},{"speaker":"Darrell Stinson","startTime":678.27,"endTime":681.27,"body":"your level of maturity to defend"},{"speaker":"Darrell Stinson","startTime":678.27,"endTime":681.27,"body":"against it. This is one of the"},{"speaker":"Darrell Stinson","startTime":681.63,"endTime":684.6,"body":"first things I like to do it at"},{"speaker":"Darrell Stinson","startTime":681.63,"endTime":684.6,"body":"a new organization, sometimes"},{"speaker":"Darrell Stinson","startTime":684.6,"endTime":688.29,"body":"it's a little pricey, but the"},{"speaker":"Darrell Stinson","startTime":684.6,"endTime":688.29,"body":"amount of visibility that you"},{"speaker":"Darrell Stinson","startTime":688.29,"endTime":691.2,"body":"get, and understanding your"},{"speaker":"Darrell Stinson","startTime":688.29,"endTime":691.2,"body":"maturity, what it may cost you"},{"speaker":"Darrell Stinson","startTime":691.2,"endTime":693.78,"body":"or may not cost you so that you"},{"speaker":"Darrell Stinson","startTime":691.2,"endTime":693.78,"body":"can have the right kind of"},{"speaker":"Darrell Stinson","startTime":693.78,"endTime":697.8,"body":"conversation about what we're"},{"speaker":"Darrell Stinson","startTime":693.78,"endTime":697.8,"body":"spending and how we're investing"},{"speaker":"Darrell Stinson","startTime":697.8,"endTime":702.81,"body":"in the program. But a lot of it,"},{"speaker":"Darrell Stinson","startTime":697.8,"endTime":702.81,"body":"Keith, is analysis. So once we"},{"speaker":"Darrell Stinson","startTime":702.81,"endTime":704.73,"body":"understand some of these"},{"speaker":"Darrell Stinson","startTime":702.81,"endTime":704.73,"body":"reference points, we don't want"},{"speaker":"Darrell Stinson","startTime":704.73,"endTime":709.47,"body":"to spend, you know, $1.2 million"},{"speaker":"Darrell Stinson","startTime":704.73,"endTime":709.47,"body":"dollars on investing in a breech"},{"speaker":"Darrell Stinson","startTime":709.47,"endTime":714.39,"body":"and paying out in fines. So it"},{"speaker":"Darrell Stinson","startTime":709.47,"endTime":714.39,"body":"makes sense to spend maybe a"},{"speaker":"Darrell Stinson","startTime":714.39,"endTime":716.88,"body":"quarter of a million dollars on"},{"speaker":"Darrell Stinson","startTime":714.39,"endTime":716.88,"body":"this particular resource that"},{"speaker":"Darrell Stinson","startTime":717.36,"endTime":721.74,"body":"helps us carve out supply chain,"},{"speaker":"Darrell Stinson","startTime":717.36,"endTime":721.74,"body":"and vendor partnerships. And"},{"speaker":"Darrell Stinson","startTime":721.74,"endTime":726.03,"body":"maybe we create a hybrid team"},{"speaker":"Darrell Stinson","startTime":721.74,"endTime":726.03,"body":"that allows us to have staff on"},{"speaker":"Darrell Stinson","startTime":726.03,"endTime":731.01,"body":"hand, and vendors in like a 24/7"},{"speaker":"Darrell Stinson","startTime":726.03,"endTime":731.01,"body":"type of scenario. There are lots"},{"speaker":"Darrell Stinson","startTime":731.01,"endTime":734.22,"body":"of companies of vendors who"},{"speaker":"Darrell Stinson","startTime":731.01,"endTime":734.22,"body":"offer SOC as a service or manage"},{"speaker":"Darrell Stinson","startTime":734.22,"endTime":737.7,"body":"detection and response. And a"},{"speaker":"Darrell Stinson","startTime":734.22,"endTime":737.7,"body":"lot of companies think that,"},{"speaker":"Darrell Stinson","startTime":737.91,"endTime":742.38,"body":"well, if you hire a couple of"},{"speaker":"Darrell Stinson","startTime":737.91,"endTime":742.38,"body":"good security people, you've"},{"speaker":"Darrell Stinson","startTime":742.38,"endTime":745.65,"body":"probably covered something goes"},{"speaker":"Darrell Stinson","startTime":742.38,"endTime":745.65,"body":"wrong. It couldn't be farther"},{"speaker":"Darrell Stinson","startTime":745.65,"endTime":749.43,"body":"from the truth, right? What I"},{"speaker":"Darrell Stinson","startTime":745.65,"endTime":749.43,"body":"like to do is create a maybe a"},{"speaker":"Darrell Stinson","startTime":749.43,"endTime":752.85,"body":"hybrid scenario. So one of these"},{"speaker":"Darrell Stinson","startTime":749.43,"endTime":752.85,"body":"SOC as a service teams think of"},{"speaker":"Darrell Stinson","startTime":752.85,"endTime":757.98,"body":"it like an ER team. So someone"},{"speaker":"Darrell Stinson","startTime":752.85,"endTime":757.98,"body":"comes into the ER, and you have"},{"speaker":"Darrell Stinson","startTime":758.01,"endTime":760.44,"body":"someone who's checking blood"},{"speaker":"Darrell Stinson","startTime":758.01,"endTime":760.44,"body":"pressure, someone who's doing"},{"speaker":"Darrell Stinson","startTime":760.44,"endTime":763.26,"body":"maybe chest compressions,"},{"speaker":"Darrell Stinson","startTime":760.44,"endTime":763.26,"body":"someone's who's dressing a"},{"speaker":"Darrell Stinson","startTime":763.26,"endTime":767.64,"body":"wound, but everyone does"},{"speaker":"Darrell Stinson","startTime":763.26,"endTime":767.64,"body":"something, right. And in the SOC"},{"speaker":"Darrell Stinson","startTime":767.64,"endTime":772.17,"body":"as a service piece. That's what"},{"speaker":"Darrell Stinson","startTime":767.64,"endTime":772.17,"body":"companies want is assurance. So"},{"speaker":"Darrell Stinson","startTime":772.74,"endTime":775.65,"body":"put a price tag on there. And"},{"speaker":"Darrell Stinson","startTime":772.74,"endTime":775.65,"body":"you say, well, we could spend x"},{"speaker":"Darrell Stinson","startTime":775.65,"endTime":779.61,"body":"amount of dollars, whether it's"},{"speaker":"Darrell Stinson","startTime":775.65,"endTime":779.61,"body":"100,000 or 200,000 on this and"},{"speaker":"Darrell Stinson","startTime":779.61,"endTime":782.7,"body":"we have coverage, we'd have"},{"speaker":"Darrell Stinson","startTime":779.61,"endTime":782.7,"body":"assurance, something happens at"},{"speaker":"Darrell Stinson","startTime":782.7,"endTime":786.12,"body":"three in the morning Christmas"},{"speaker":"Darrell Stinson","startTime":782.7,"endTime":786.12,"body":"Eve, we have a team or a"},{"speaker":"Darrell Stinson","startTime":786.12,"endTime":789.99,"body":"solution in place. And that kind"},{"speaker":"Darrell Stinson","startTime":786.12,"endTime":789.99,"body":"of helps paint the picture to"},{"speaker":"Darrell Stinson","startTime":789.99,"endTime":792.63,"body":"either the board or executive"},{"speaker":"Darrell Stinson","startTime":789.99,"endTime":792.63,"body":"leadership teams who need to"},{"speaker":"Darrell Stinson","startTime":792.63,"endTime":794.91,"body":"make decisions on where money is"},{"speaker":"Darrell Stinson","startTime":792.63,"endTime":794.91,"body":"spent."},{"speaker":"Keith Hawkey","startTime":794.0,"endTime":797.18,"body":"Sounds like you've"},{"speaker":"Keith Hawkey","startTime":794.0,"endTime":797.18,"body":"had to evaluate a handful of"},{"speaker":"Keith Hawkey","startTime":797.18,"endTime":800.24,"body":"those SOC as a service MDR"},{"speaker":"Keith Hawkey","startTime":797.18,"endTime":800.24,"body":"providers."},{"speaker":"Darrell Stinson","startTime":800.27,"endTime":802.91,"body":"Yes, I have and"},{"speaker":"Darrell Stinson","startTime":800.27,"endTime":802.91,"body":"have some implemented before."},{"speaker":"Darrell Stinson","startTime":803.51,"endTime":806.36,"body":"That's not the only type of"},{"speaker":"Darrell Stinson","startTime":803.51,"endTime":806.36,"body":"solution. But there's so many"},{"speaker":"Darrell Stinson","startTime":806.36,"endTime":809.6,"body":"different scenarios. And I think"},{"speaker":"Darrell Stinson","startTime":806.36,"endTime":809.6,"body":"analogies that really, really"},{"speaker":"Darrell Stinson","startTime":809.6,"endTime":812.96,"body":"helped me articulate or"},{"speaker":"Darrell Stinson","startTime":809.6,"endTime":812.96,"body":"communicate to folks who don't"},{"speaker":"Darrell Stinson","startTime":812.96,"endTime":817.1,"body":"have the depth and an"},{"speaker":"Darrell Stinson","startTime":812.96,"endTime":817.1,"body":"understanding into IT and"},{"speaker":"Darrell Stinson","startTime":817.1,"endTime":820.13,"body":"security space, but still need"},{"speaker":"Darrell Stinson","startTime":817.1,"endTime":820.13,"body":"to know enough to make"},{"speaker":"Darrell Stinson","startTime":820.13,"endTime":823.7,"body":"decisions. So that's kind of"},{"speaker":"Darrell Stinson","startTime":820.13,"endTime":823.7,"body":"been one of my secret weapons."},{"speaker":"Keith Hawkey","startTime":823.96,"endTime":826.87,"body":"There are seems"},{"speaker":"Keith Hawkey","startTime":823.96,"endTime":826.87,"body":"like hundreds of SOC as a"},{"speaker":"Keith Hawkey","startTime":826.87,"endTime":828.4,"body":"service providers today. And"},{"speaker":"Keith Hawkey","startTime":826.87,"endTime":828.4,"body":"every MSP seems to be adding"},{"speaker":"Keith Hawkey","startTime":828.4,"endTime":831.55,"body":"them to their list of services."},{"speaker":"Keith Hawkey","startTime":828.4,"endTime":831.55,"body":"There are names popping up doing"},{"speaker":"Keith Hawkey","startTime":832.36,"endTime":841.06,"body":"it differently. Some of them are"},{"speaker":"Keith Hawkey","startTime":832.36,"endTime":841.06,"body":"using SIM, some are not, some of"},{"speaker":"Keith Hawkey","startTime":841.06,"endTime":846.22,"body":"them will simply rely on rest"},{"speaker":"Keith Hawkey","startTime":841.06,"endTime":846.22,"body":"API's into existing"},{"speaker":"Keith Hawkey","startTime":846.22,"endTime":851.74,"body":"infrastructure and ecosystems."},{"speaker":"Keith Hawkey","startTime":846.22,"endTime":851.74,"body":"How do you kinda sniff out what"},{"speaker":"Keith Hawkey","startTime":851.86,"endTime":856.03,"body":"MDR providers are worth the"},{"speaker":"Keith Hawkey","startTime":851.86,"endTime":856.03,"body":"value compared to some that"},{"speaker":"Keith Hawkey","startTime":856.03,"endTime":858.88,"body":"might be cutting corners, right?"},{"speaker":"Keith Hawkey","startTime":856.03,"endTime":858.88,"body":"Because that's a common issue"},{"speaker":"Keith Hawkey","startTime":858.91,"endTime":862.84,"body":"when you have a newer IT leader"},{"speaker":"Keith Hawkey","startTime":858.91,"endTime":862.84,"body":"that's confronted with everyone"},{"speaker":"Keith Hawkey","startTime":862.84,"endTime":866.83,"body":"saying the same thing on you"},{"speaker":"Keith Hawkey","startTime":862.84,"endTime":866.83,"body":"know, with demos and calls? Have"},{"speaker":"Keith Hawkey","startTime":866.83,"endTime":873.4,"body":"you learned learned any tactics"},{"speaker":"Keith Hawkey","startTime":866.83,"endTime":873.4,"body":"to ask their MDR provider to see"},{"speaker":"Keith Hawkey","startTime":873.4,"endTime":876.55,"body":"how they compare to some of the"},{"speaker":"Keith Hawkey","startTime":873.4,"endTime":876.55,"body":"better ones in the market?"},{"speaker":"Darrell Stinson","startTime":876.0,"endTime":880.11,"body":"Oh my goodness."},{"speaker":"Darrell Stinson","startTime":876.0,"endTime":880.11,"body":"So it's not just SOC as a"},{"speaker":"Darrell Stinson","startTime":880.11,"endTime":883.95,"body":"service or MDR. This works for"},{"speaker":"Darrell Stinson","startTime":880.11,"endTime":883.95,"body":"almost any solution that's new"},{"speaker":"Darrell Stinson","startTime":883.95,"endTime":886.56,"body":"to the business. You know, one"},{"speaker":"Darrell Stinson","startTime":883.95,"endTime":886.56,"body":"maybe you're not so familiar"},{"speaker":"Darrell Stinson","startTime":886.56,"endTime":890.07,"body":"with. I call them science"},{"speaker":"Darrell Stinson","startTime":886.56,"endTime":890.07,"body":"projects, but it's a proof of"},{"speaker":"Darrell Stinson","startTime":890.07,"endTime":895.41,"body":"concept, right? So you need to"},{"speaker":"Darrell Stinson","startTime":890.07,"endTime":895.41,"body":"hold a proof of concept. Maybe"},{"speaker":"Darrell Stinson","startTime":895.41,"endTime":897.87,"body":"there's a problem statement or"},{"speaker":"Darrell Stinson","startTime":895.41,"endTime":897.87,"body":"here's the gap that we have"},{"speaker":"Darrell Stinson","startTime":897.87,"endTime":900.99,"body":"today. Right? And maybe it's not"},{"speaker":"Darrell Stinson","startTime":897.87,"endTime":900.99,"body":"still clear in the beginning,"},{"speaker":"Darrell Stinson","startTime":900.99,"endTime":905.28,"body":"but you have a pretty good idea."},{"speaker":"Darrell Stinson","startTime":900.99,"endTime":905.28,"body":"And then you develop success"},{"speaker":"Darrell Stinson","startTime":905.28,"endTime":909.66,"body":"criteria, the ideal solution"},{"speaker":"Darrell Stinson","startTime":905.28,"endTime":909.66,"body":"would give us 24 By seven"},{"speaker":"Darrell Stinson","startTime":909.66,"endTime":912.63,"body":"coverage, it would give us"},{"speaker":"Darrell Stinson","startTime":909.66,"endTime":912.63,"body":"coaching in an event that we"},{"speaker":"Darrell Stinson","startTime":912.63,"endTime":916.65,"body":"needed, it would give us"},{"speaker":"Darrell Stinson","startTime":912.63,"endTime":916.65,"body":"forensics or investigation in"},{"speaker":"Darrell Stinson","startTime":916.65,"endTime":921.6,"body":"the event that we need it. It"},{"speaker":"Darrell Stinson","startTime":916.65,"endTime":921.6,"body":"would give us triage, of alerts"},{"speaker":"Darrell Stinson","startTime":921.6,"endTime":926.31,"body":"and events that are happening at"},{"speaker":"Darrell Stinson","startTime":921.6,"endTime":926.31,"body":"all times of day, all across the"},{"speaker":"Darrell Stinson","startTime":926.31,"endTime":928.86,"body":"business in our infrastructure,"},{"speaker":"Darrell Stinson","startTime":926.31,"endTime":928.86,"body":"you figure out what that"},{"speaker":"Darrell Stinson","startTime":928.86,"endTime":933.36,"body":"criteria is, right. And then you"},{"speaker":"Darrell Stinson","startTime":928.86,"endTime":933.36,"body":"invite stakeholders. So you"},{"speaker":"Darrell Stinson","startTime":933.36,"endTime":937.08,"body":"shouldn't make this decision or"},{"speaker":"Darrell Stinson","startTime":933.36,"endTime":937.08,"body":"do this science project or POC"},{"speaker":"Darrell Stinson","startTime":937.08,"endTime":941.31,"body":"in a vacuum. So if you have"},{"speaker":"Darrell Stinson","startTime":937.08,"endTime":941.31,"body":"security engineers, and they"},{"speaker":"Darrell Stinson","startTime":941.31,"endTime":943.8,"body":"hold a conductive proof of"},{"speaker":"Darrell Stinson","startTime":941.31,"endTime":943.8,"body":"concept, maybe a week or two,"},{"speaker":"Darrell Stinson","startTime":943.83,"endTime":947.19,"body":"maybe it's a month, but they run"},{"speaker":"Darrell Stinson","startTime":943.83,"endTime":947.19,"body":"through the concept, and then no"},{"speaker":"Darrell Stinson","startTime":947.19,"endTime":950.25,"body":"one else has been invited. So"},{"speaker":"Darrell Stinson","startTime":947.19,"endTime":950.25,"body":"platform hasn't had a chance to"},{"speaker":"Darrell Stinson","startTime":950.25,"endTime":952.8,"body":"look at it, engineering hasn't"},{"speaker":"Darrell Stinson","startTime":950.25,"endTime":952.8,"body":"had a chance to look at it."},{"speaker":"Darrell Stinson","startTime":953.13,"endTime":956.34,"body":"Other folks who may be impacted"},{"speaker":"Darrell Stinson","startTime":953.13,"endTime":956.34,"body":"by the alerts or invited to an"},{"speaker":"Darrell Stinson","startTime":956.34,"endTime":959.25,"body":"incident, something happens,"},{"speaker":"Darrell Stinson","startTime":956.34,"endTime":959.25,"body":"they haven't had a chance to"},{"speaker":"Darrell Stinson","startTime":959.25,"endTime":964.26,"body":"weigh in. I invite everyone I"},{"speaker":"Darrell Stinson","startTime":959.25,"endTime":964.26,"body":"can invite to the party. So they"},{"speaker":"Darrell Stinson","startTime":964.26,"endTime":968.52,"body":"can ask questions, they can"},{"speaker":"Darrell Stinson","startTime":964.26,"endTime":968.52,"body":"maybe add success criteria. And"},{"speaker":"Darrell Stinson","startTime":968.52,"endTime":972.87,"body":"then you deliver this or take"},{"speaker":"Darrell Stinson","startTime":968.52,"endTime":972.87,"body":"this to the vendor, or the"},{"speaker":"Darrell Stinson","startTime":972.87,"endTime":975.21,"body":"candidates, maybe you have"},{"speaker":"Darrell Stinson","startTime":972.87,"endTime":975.21,"body":"three, maybe you have five, you"},{"speaker":"Darrell Stinson","startTime":975.21,"endTime":978.75,"body":"need at least two, I suggest"},{"speaker":"Darrell Stinson","startTime":975.21,"endTime":978.75,"body":"three, you kind of boil it down."},{"speaker":"Darrell Stinson","startTime":979.08,"endTime":982.77,"body":"And then you compare them across"},{"speaker":"Darrell Stinson","startTime":979.08,"endTime":982.77,"body":"that success criteria. Maybe"},{"speaker":"Darrell Stinson","startTime":982.77,"endTime":986.55,"body":"it's price, maybe it's speed,"},{"speaker":"Darrell Stinson","startTime":982.77,"endTime":986.55,"body":"maybe it's ease of use, or"},{"speaker":"Darrell Stinson","startTime":986.55,"endTime":990.54,"body":"usability rather, right? You"},{"speaker":"Darrell Stinson","startTime":986.55,"endTime":990.54,"body":"figure out what's most important"},{"speaker":"Darrell Stinson","startTime":990.69,"endTime":994.56,"body":"to you as a leader for the team."},{"speaker":"Darrell Stinson","startTime":990.69,"endTime":994.56,"body":"But then that really benefits"},{"speaker":"Darrell Stinson","startTime":994.56,"endTime":998.97,"body":"and provides assurance to the"},{"speaker":"Darrell Stinson","startTime":994.56,"endTime":998.97,"body":"business. Once you do this, you"},{"speaker":"Darrell Stinson","startTime":998.97,"endTime":1002.3,"body":"will discover, hey, this"},{"speaker":"Darrell Stinson","startTime":998.97,"endTime":1002.3,"body":"actually doesn't perform the way"},{"speaker":"Darrell Stinson","startTime":1002.3,"endTime":1005.03,"body":"they promised. Or maybe it does"},{"speaker":"Darrell Stinson","startTime":1002.3,"endTime":1005.03,"body":"more than what they promised."},{"speaker":"Darrell Stinson","startTime":1005.42,"endTime":1007.94,"body":"They have different things like"},{"speaker":"Darrell Stinson","startTime":1005.42,"endTime":1007.94,"body":"Slack integrations, and you can"},{"speaker":"Darrell Stinson","startTime":1007.94,"endTime":1011.18,"body":"get notifications more quickly."},{"speaker":"Darrell Stinson","startTime":1007.94,"endTime":1011.18,"body":"This proof of concept we should"},{"speaker":"Darrell Stinson","startTime":1011.18,"endTime":1014.81,"body":"do it for every new solution"},{"speaker":"Darrell Stinson","startTime":1011.18,"endTime":1014.81,"body":"should almost never be done in a"},{"speaker":"Darrell Stinson","startTime":1014.81,"endTime":1018.95,"body":"vacuum. And also that"},{"speaker":"Darrell Stinson","startTime":1014.81,"endTime":1018.95,"body":"communication piece of it helps"},{"speaker":"Darrell Stinson","startTime":1018.95,"endTime":1021.68,"body":"build your credibility, helps"},{"speaker":"Darrell Stinson","startTime":1018.95,"endTime":1021.68,"body":"build your buy in and people are"},{"speaker":"Darrell Stinson","startTime":1021.71,"endTime":1025.04,"body":"more inclined to support"},{"speaker":"Darrell Stinson","startTime":1021.71,"endTime":1025.04,"body":"decisions that you make. So that"},{"speaker":"Darrell Stinson","startTime":1025.04,"endTime":1029.3,"body":"is my cheat code, not just for"},{"speaker":"Darrell Stinson","startTime":1025.04,"endTime":1029.3,"body":"SOC as a service or MDR"},{"speaker":"Darrell Stinson","startTime":1029.3,"endTime":1032.39,"body":"solutions, but almost every"},{"speaker":"Darrell Stinson","startTime":1029.3,"endTime":1032.39,"body":"spirit that I that I take to the"},{"speaker":"Darrell Stinson","startTime":1032.39,"endTime":1033.08,"body":"business."},{"speaker":"Keith Hawkey","startTime":1033.41,"endTime":1037.04,"body":"Yeah, and it's a"},{"speaker":"Keith Hawkey","startTime":1033.41,"endTime":1037.04,"body":"great way to identify potential"},{"speaker":"Keith Hawkey","startTime":1037.88,"endTime":1042.47,"body":"gaps, because often we're on"},{"speaker":"Keith Hawkey","startTime":1037.88,"endTime":1042.47,"body":"demos, and we hear something and"},{"speaker":"Keith Hawkey","startTime":1042.47,"endTime":1048.59,"body":"we comprehend those words in a"},{"speaker":"Keith Hawkey","startTime":1042.47,"endTime":1048.59,"body":"particular manner. But when it"},{"speaker":"Keith Hawkey","startTime":1048.59,"endTime":1052.49,"body":"comes to having to manage the"},{"speaker":"Keith Hawkey","startTime":1048.59,"endTime":1052.49,"body":"solution, it's an entirely"},{"speaker":"Keith Hawkey","startTime":1052.49,"endTime":1056.99,"body":"different experience. And even"},{"speaker":"Keith Hawkey","startTime":1052.49,"endTime":1056.99,"body":"on a demo, you know, if you're"},{"speaker":"Keith Hawkey","startTime":1056.99,"endTime":1061.4,"body":"on four or five demos a day, if"},{"speaker":"Keith Hawkey","startTime":1056.99,"endTime":1061.4,"body":"it is your seventh meeting,"},{"speaker":"Keith Hawkey","startTime":1061.7,"endTime":1063.83,"body":"you're back to backs, and you're"},{"speaker":"Keith Hawkey","startTime":1061.7,"endTime":1063.83,"body":"trying to pay attention and"},{"speaker":"Keith Hawkey","startTime":1063.83,"endTime":1069.32,"body":"comprehend brand new technology,"},{"speaker":"Keith Hawkey","startTime":1063.83,"endTime":1069.32,"body":"you're likely to miss aspects of"},{"speaker":"Keith Hawkey","startTime":1069.32,"endTime":1072.71,"body":"the service, especially"},{"speaker":"Keith Hawkey","startTime":1069.32,"endTime":1072.71,"body":"something as important as the"},{"speaker":"Keith Hawkey","startTime":1072.71,"endTime":1075.5,"body":"eyes that are going to watch"},{"speaker":"Keith Hawkey","startTime":1072.71,"endTime":1075.5,"body":"over your data. And it makes"},{"speaker":"Keith Hawkey","startTime":1075.5,"endTime":1078.62,"body":"sure that your organization is"},{"speaker":"Keith Hawkey","startTime":1075.5,"endTime":1078.62,"body":"secure."},{"speaker":"Darrell Stinson","startTime":1079.23,"endTime":1081.96,"body":"Absolutely. One"},{"speaker":"Darrell Stinson","startTime":1079.23,"endTime":1081.96,"body":"of the things that is really big"},{"speaker":"Darrell Stinson","startTime":1081.96,"endTime":1085.65,"body":"about the proof of concept is at"},{"speaker":"Darrell Stinson","startTime":1081.96,"endTime":1085.65,"body":"the end, I have partnered with"},{"speaker":"Darrell Stinson","startTime":1085.65,"endTime":1090.36,"body":"vendors before I take the price"},{"speaker":"Darrell Stinson","startTime":1085.65,"endTime":1090.36,"body":"tag to the business, maybe I'm"},{"speaker":"Darrell Stinson","startTime":1090.36,"endTime":1094.59,"body":"boiling it down to one or two."},{"speaker":"Darrell Stinson","startTime":1090.36,"endTime":1094.59,"body":"We work together on a day. And a"},{"speaker":"Darrell Stinson","startTime":1094.59,"endTime":1097.62,"body":"really good partner will work"},{"speaker":"Darrell Stinson","startTime":1094.59,"endTime":1097.62,"body":"with you on the content of that"},{"speaker":"Darrell Stinson","startTime":1097.62,"endTime":1101.37,"body":"day. Maybe put one together"},{"speaker":"Darrell Stinson","startTime":1097.62,"endTime":1101.37,"body":"based on your particular use"},{"speaker":"Darrell Stinson","startTime":1101.37,"endTime":1105.27,"body":"case or implementation, things"},{"speaker":"Darrell Stinson","startTime":1101.37,"endTime":1105.27,"body":"that work right for you. When"},{"speaker":"Darrell Stinson","startTime":1105.27,"endTime":1107.16,"body":"you're talking about SOC as a"},{"speaker":"Darrell Stinson","startTime":1105.27,"endTime":1107.16,"body":"service in particular, you're"},{"speaker":"Darrell Stinson","startTime":1107.16,"endTime":1113.01,"body":"also talking about scaling a"},{"speaker":"Darrell Stinson","startTime":1107.16,"endTime":1113.01,"body":"team and a startup cannot hire,"},{"speaker":"Darrell Stinson","startTime":1113.22,"endTime":1117.0,"body":"you know, 20 people on one"},{"speaker":"Darrell Stinson","startTime":1113.22,"endTime":1117.0,"body":"department in one month,"},{"speaker":"Darrell Stinson","startTime":1117.09,"endTime":1122.16,"body":"especially in security. So it"},{"speaker":"Darrell Stinson","startTime":1117.09,"endTime":1122.16,"body":"will carve out what it costs to"},{"speaker":"Darrell Stinson","startTime":1122.16,"endTime":1126.06,"body":"bring in a SOC analyst, how much"},{"speaker":"Darrell Stinson","startTime":1122.16,"endTime":1126.06,"body":"work they would do, how many of"},{"speaker":"Darrell Stinson","startTime":1126.06,"endTime":1129.6,"body":"you might need, turn it into a"},{"speaker":"Darrell Stinson","startTime":1126.06,"endTime":1129.6,"body":"dollar amount, and then the"},{"speaker":"Darrell Stinson","startTime":1129.6,"endTime":1132.51,"body":"business can make really solid"},{"speaker":"Darrell Stinson","startTime":1129.6,"endTime":1132.51,"body":"informed decisions, it makes"},{"speaker":"Darrell Stinson","startTime":1132.51,"endTime":1135.81,"body":"sense to close this gap with"},{"speaker":"Darrell Stinson","startTime":1132.51,"endTime":1135.81,"body":"this particular partner. And"},{"speaker":"Darrell Stinson","startTime":1135.81,"endTime":1140.1,"body":"yeah, you're right. There's like"},{"speaker":"Darrell Stinson","startTime":1135.81,"endTime":1140.1,"body":"100,000 different vendors in"},{"speaker":"Darrell Stinson","startTime":1140.1,"endTime":1144.93,"body":"every single space of technology"},{"speaker":"Darrell Stinson","startTime":1140.1,"endTime":1144.93,"body":"today, especially security."},{"speaker":"Darrell Stinson","startTime":1144.93,"endTime":1148.98,"body":"Trying to sniff all them out is"},{"speaker":"Darrell Stinson","startTime":1144.93,"endTime":1148.98,"body":"really hard to do. You can't you"},{"speaker":"Darrell Stinson","startTime":1148.98,"endTime":1151.89,"body":"don't have enough time to meet"},{"speaker":"Darrell Stinson","startTime":1148.98,"endTime":1151.89,"body":"with them all. And your business"},{"speaker":"Darrell Stinson","startTime":1151.89,"endTime":1154.29,"body":"partners internally don't have"},{"speaker":"Darrell Stinson","startTime":1151.89,"endTime":1154.29,"body":"enough time to review them and"},{"speaker":"Darrell Stinson","startTime":1154.29,"endTime":1157.65,"body":"give you buy in. The proof of"},{"speaker":"Darrell Stinson","startTime":1154.29,"endTime":1157.65,"body":"concept kind of accelerates the"},{"speaker":"Darrell Stinson","startTime":1157.65,"endTime":1161.22,"body":"decision making, clears the"},{"speaker":"Darrell Stinson","startTime":1157.65,"endTime":1161.22,"body":"smoke and mirrors, and it gives"},{"speaker":"Darrell Stinson","startTime":1161.22,"endTime":1164.55,"body":"you a level of peace of mind"},{"speaker":"Darrell Stinson","startTime":1161.22,"endTime":1164.55,"body":"too, in saying that I lean on"},{"speaker":"Darrell Stinson","startTime":1164.55,"endTime":1167.88,"body":"this, I believe in it is the"},{"speaker":"Darrell Stinson","startTime":1164.55,"endTime":1167.88,"body":"right thing for us, and here's"},{"speaker":"Darrell Stinson","startTime":1167.88,"endTime":1168.12,"body":"why."},{"speaker":"Keith Hawkey","startTime":1168.51,"endTime":1173.4,"body":"Yeah. And and I"},{"speaker":"Keith Hawkey","startTime":1168.51,"endTime":1173.4,"body":"could see how there are very"},{"speaker":"Keith Hawkey","startTime":1173.4,"endTime":1177.69,"body":"specific challenges in the"},{"speaker":"Keith Hawkey","startTime":1173.4,"endTime":1177.69,"body":"startup space. Considering a"},{"speaker":"Keith Hawkey","startTime":1177.69,"endTime":1181.17,"body":"vast majority of your data is"},{"speaker":"Keith Hawkey","startTime":1177.69,"endTime":1181.17,"body":"stored in a SaaS application"},{"speaker":"Keith Hawkey","startTime":1181.17,"endTime":1185.88,"body":"potentially, maybe you're"},{"speaker":"Keith Hawkey","startTime":1181.17,"endTime":1185.88,"body":"leveraging Azure or AWS"},{"speaker":"Keith Hawkey","startTime":1185.91,"endTime":1190.29,"body":"initially GCP or another Iaas"},{"speaker":"Keith Hawkey","startTime":1185.91,"endTime":1190.29,"body":"cloud solution. You know, a lot"},{"speaker":"Keith Hawkey","startTime":1190.29,"endTime":1194.55,"body":"of your infrastructure is housed"},{"speaker":"Keith Hawkey","startTime":1190.29,"endTime":1194.55,"body":"in some sort of co-managed"},{"speaker":"Keith Hawkey","startTime":1194.58,"endTime":1200.25,"body":"situation made servicing"},{"speaker":"Keith Hawkey","startTime":1194.58,"endTime":1200.25,"body":"customers with large cloud"},{"speaker":"Keith Hawkey","startTime":1200.25,"endTime":1205.41,"body":"environments, the primary"},{"speaker":"Keith Hawkey","startTime":1200.25,"endTime":1205.41,"body":"offering. And with that, from an"},{"speaker":"Keith Hawkey","startTime":1205.41,"endTime":1208.8,"body":"architectural standpoint in"},{"speaker":"Keith Hawkey","startTime":1205.41,"endTime":1208.8,"body":"mind, it sounds like sussing"},{"speaker":"Keith Hawkey","startTime":1208.8,"endTime":1211.29,"body":"that out early, especially when"},{"speaker":"Keith Hawkey","startTime":1208.8,"endTime":1211.29,"body":"you're within your company has a"},{"speaker":"Keith Hawkey","startTime":1211.29,"endTime":1215.79,"body":"lot of focus on the cloud is"},{"speaker":"Keith Hawkey","startTime":1211.29,"endTime":1215.79,"body":"important. You know, there are"},{"speaker":"Keith Hawkey","startTime":1215.82,"endTime":1220.23,"body":"all occasion, providers in space"},{"speaker":"Keith Hawkey","startTime":1215.82,"endTime":1220.23,"body":"they've been around for a while."},{"speaker":"Keith Hawkey","startTime":1220.26,"endTime":1223.56,"body":"They're good at what they do."},{"speaker":"Keith Hawkey","startTime":1220.26,"endTime":1223.56,"body":"But some of the cloud"},{"speaker":"Keith Hawkey","startTime":1223.56,"endTime":1226.29,"body":"integrations can be limited,"},{"speaker":"Keith Hawkey","startTime":1223.56,"endTime":1226.29,"body":"because they're having to"},{"speaker":"Keith Hawkey","startTime":1226.29,"endTime":1230.58,"body":"retool, and they're having to"},{"speaker":"Keith Hawkey","startTime":1226.29,"endTime":1230.58,"body":"hire resources that do resources"},{"speaker":"Keith Hawkey","startTime":1230.58,"endTime":1235.74,"body":"to manage the cloud space and to"},{"speaker":"Keith Hawkey","startTime":1230.58,"endTime":1235.74,"body":"manage that service. What are"},{"speaker":"Keith Hawkey","startTime":1235.74,"endTime":1241.35,"body":"some of the strategies that when"},{"speaker":"Keith Hawkey","startTime":1235.74,"endTime":1241.35,"body":"you are having to adhere to like"},{"speaker":"Keith Hawkey","startTime":1241.35,"endTime":1245.43,"body":"SOC two, type two compliance?"},{"speaker":"Keith Hawkey","startTime":1241.35,"endTime":1245.43,"body":"What are some of the compliance"},{"speaker":"Keith Hawkey","startTime":1245.43,"endTime":1250.95,"body":"requirements that you've had to"},{"speaker":"Keith Hawkey","startTime":1245.43,"endTime":1250.95,"body":"adopt? And get a startup in line"},{"speaker":"Keith Hawkey","startTime":1251.4,"endTime":1254.91,"body":"to in your career? And do you"},{"speaker":"Keith Hawkey","startTime":1251.4,"endTime":1254.91,"body":"have any words of advice and"},{"speaker":"Keith Hawkey","startTime":1254.91,"endTime":1256.8,"body":"maybe things that you've learned"},{"speaker":"Keith Hawkey","startTime":1254.91,"endTime":1256.8,"body":"during that journey?"},{"speaker":"Darrell Stinson","startTime":1256.96,"endTime":1261.46,"body":"So I've done"},{"speaker":"Darrell Stinson","startTime":1256.96,"endTime":1261.46,"body":"about 25 audits in the last"},{"speaker":"Darrell Stinson","startTime":1261.85,"endTime":1270.7,"body":"decade. So the ranges from ISO"},{"speaker":"Darrell Stinson","startTime":1261.85,"endTime":1270.7,"body":"27,001, ISO 27,017, and 18, SOC"},{"speaker":"Darrell Stinson","startTime":1270.7,"endTime":1275.17,"body":"one and two, type two, Sarbanes"},{"speaker":"Darrell Stinson","startTime":1270.7,"endTime":1275.17,"body":"Oxley, I've done multiple of"},{"speaker":"Darrell Stinson","startTime":1275.17,"endTime":1278.65,"body":"these at different startups,"},{"speaker":"Darrell Stinson","startTime":1275.17,"endTime":1278.65,"body":"right. So when I say"},{"speaker":"Darrell Stinson","startTime":1278.65,"endTime":1281.47,"body":"championships, and promised"},{"speaker":"Darrell Stinson","startTime":1278.65,"endTime":1281.47,"body":"land, this is usually what I"},{"speaker":"Darrell Stinson","startTime":1281.47,"endTime":1285.22,"body":"have in mind when I join these"},{"speaker":"Darrell Stinson","startTime":1281.47,"endTime":1285.22,"body":"these different companies is to"},{"speaker":"Darrell Stinson","startTime":1285.37,"endTime":1289.42,"body":"bring them to a position or"},{"speaker":"Darrell Stinson","startTime":1285.37,"endTime":1289.42,"body":"posture that is comparable to"},{"speaker":"Darrell Stinson","startTime":1289.42,"endTime":1293.02,"body":"either competitors or other"},{"speaker":"Darrell Stinson","startTime":1289.42,"endTime":1293.02,"body":"players in the space that"},{"speaker":"Darrell Stinson","startTime":1293.02,"endTime":1297.31,"body":"provides or establishes a level"},{"speaker":"Darrell Stinson","startTime":1293.02,"endTime":1297.31,"body":"of assurance. But the benefit"},{"speaker":"Darrell Stinson","startTime":1297.31,"endTime":1300.22,"body":"for folks like me is exactly"},{"speaker":"Darrell Stinson","startTime":1297.31,"endTime":1300.22,"body":"what you mentioned is those"},{"speaker":"Darrell Stinson","startTime":1300.22,"endTime":1304.24,"body":"guardrails, I use the frameworks"},{"speaker":"Darrell Stinson","startTime":1300.22,"endTime":1304.24,"body":"to tell the business the"},{"speaker":"Darrell Stinson","startTime":1304.24,"endTime":1307.54,"body":"direction that we should go. So"},{"speaker":"Darrell Stinson","startTime":1304.24,"endTime":1307.54,"body":"here's our Azmuth. Here's our"},{"speaker":"Darrell Stinson","startTime":1307.54,"endTime":1312.49,"body":"Northstar, whether it's high"},{"speaker":"Darrell Stinson","startTime":1307.54,"endTime":1312.49,"body":"trust, or SOC, or ISO, or NIST,"},{"speaker":"Darrell Stinson","startTime":1312.88,"endTime":1317.38,"body":"we pick these frameworks"},{"speaker":"Darrell Stinson","startTime":1312.88,"endTime":1317.38,"body":"together, maybe it's required at"},{"speaker":"Darrell Stinson","startTime":1317.38,"endTime":1321.7,"body":"the business, maybe it's driven"},{"speaker":"Darrell Stinson","startTime":1317.38,"endTime":1321.7,"body":"by contractual requirements. We"},{"speaker":"Darrell Stinson","startTime":1321.7,"endTime":1326.83,"body":"can't sign these customers"},{"speaker":"Darrell Stinson","startTime":1321.7,"endTime":1326.83,"body":"unless we achieve ISO by this"},{"speaker":"Darrell Stinson","startTime":1326.83,"endTime":1330.25,"body":"day to maintain high trust. When"},{"speaker":"Darrell Stinson","startTime":1326.83,"endTime":1330.25,"body":"you sift through those controls"},{"speaker":"Darrell Stinson","startTime":1330.25,"endTime":1335.65,"body":"and those frameworks. They've"},{"speaker":"Darrell Stinson","startTime":1330.25,"endTime":1335.65,"body":"ranged from 114 controls in an"},{"speaker":"Darrell Stinson","startTime":1335.65,"endTime":1340.12,"body":"ISO audit to upwards of 280 in a"},{"speaker":"Darrell Stinson","startTime":1335.65,"endTime":1340.12,"body":"high trust audit, right, which"},{"speaker":"Darrell Stinson","startTime":1340.12,"endTime":1343.03,"body":"I've done about seven high trust"},{"speaker":"Darrell Stinson","startTime":1340.12,"endTime":1343.03,"body":"audits as well. Maybe that 25"},{"speaker":"Darrell Stinson","startTime":1343.03,"endTime":1346.27,"body":"number's a little off, I need to"},{"speaker":"Darrell Stinson","startTime":1343.03,"endTime":1346.27,"body":"recalculate that. But anyway,"},{"speaker":"Darrell Stinson","startTime":1346.84,"endTime":1349.57,"body":"that is what I use the"},{"speaker":"Darrell Stinson","startTime":1346.84,"endTime":1349.57,"body":"guardrails, right, just like a"},{"speaker":"Darrell Stinson","startTime":1349.57,"endTime":1353.47,"body":"roller coaster, or just like a"},{"speaker":"Darrell Stinson","startTime":1349.57,"endTime":1353.47,"body":"train, we will adhere to ISO"},{"speaker":"Darrell Stinson","startTime":1353.47,"endTime":1358.21,"body":"we're will we will adhere to"},{"speaker":"Darrell Stinson","startTime":1353.47,"endTime":1358.21,"body":"high trust, whether it's how we"},{"speaker":"Darrell Stinson","startTime":1358.24,"endTime":1363.76,"body":"review accounts, how we baseline"},{"speaker":"Darrell Stinson","startTime":1358.24,"endTime":1363.76,"body":"our laptops and endpoints, how"},{"speaker":"Darrell Stinson","startTime":1363.76,"endTime":1368.5,"body":"we monitor activity and traffic"},{"speaker":"Darrell Stinson","startTime":1363.76,"endTime":1368.5,"body":"that traverses the firewall, how"},{"speaker":"Darrell Stinson","startTime":1368.5,"endTime":1372.22,"body":"often we review firewall rules,"},{"speaker":"Darrell Stinson","startTime":1368.5,"endTime":1372.22,"body":"what we do when it comes to"},{"speaker":"Darrell Stinson","startTime":1372.22,"endTime":1375.22,"body":"supply chain and vendor"},{"speaker":"Darrell Stinson","startTime":1372.22,"endTime":1375.22,"body":"assessments, vendor management,"},{"speaker":"Darrell Stinson","startTime":1376.24,"endTime":1379.81,"body":"how we engage in incident,"},{"speaker":"Darrell Stinson","startTime":1376.24,"endTime":1379.81,"body":"right, conduct that lifecycle."},{"speaker":"Darrell Stinson","startTime":1380.62,"endTime":1384.28,"body":"But on the engineering or"},{"speaker":"Darrell Stinson","startTime":1380.62,"endTime":1384.28,"body":"software development space?"},{"speaker":"Darrell Stinson","startTime":1384.31,"endTime":1387.64,"body":"What's our software development"},{"speaker":"Darrell Stinson","startTime":1384.31,"endTime":1387.64,"body":"lifecycle look like? How do we"},{"speaker":"Darrell Stinson","startTime":1387.64,"endTime":1391.54,"body":"handle approvals and changes"},{"speaker":"Darrell Stinson","startTime":1387.64,"endTime":1391.54,"body":"change management, all these"},{"speaker":"Darrell Stinson","startTime":1391.54,"endTime":1395.5,"body":"things are built into the these"},{"speaker":"Darrell Stinson","startTime":1391.54,"endTime":1395.5,"body":"frameworks one way or another."},{"speaker":"Darrell Stinson","startTime":1395.74,"endTime":1397.72,"body":"Sometimes the wording of the"},{"speaker":"Darrell Stinson","startTime":1395.74,"endTime":1397.72,"body":"legalese is a little bit"},{"speaker":"Darrell Stinson","startTime":1397.72,"endTime":1402.52,"body":"different. But this is what I"},{"speaker":"Darrell Stinson","startTime":1397.72,"endTime":1402.52,"body":"use. My X Factor, though, is"},{"speaker":"Darrell Stinson","startTime":1402.97,"endTime":1406.69,"body":"always connect with legal to"},{"speaker":"Darrell Stinson","startTime":1402.97,"endTime":1406.69,"body":"help me translate some of the"},{"speaker":"Darrell Stinson","startTime":1406.69,"endTime":1411.1,"body":"requirements. Think about, like"},{"speaker":"Darrell Stinson","startTime":1406.69,"endTime":1411.1,"body":"GDPR And some of those that are"},{"speaker":"Darrell Stinson","startTime":1411.13,"endTime":1414.61,"body":"highly highly wrapped in"},{"speaker":"Darrell Stinson","startTime":1411.13,"endTime":1414.61,"body":"legalese, you need a good"},{"speaker":"Darrell Stinson","startTime":1414.61,"endTime":1417.91,"body":"partner that will help you"},{"speaker":"Darrell Stinson","startTime":1414.61,"endTime":1417.91,"body":"translate and say, well, here's"},{"speaker":"Darrell Stinson","startTime":1417.91,"endTime":1423.07,"body":"a requirement And what it"},{"speaker":"Darrell Stinson","startTime":1417.91,"endTime":1423.07,"body":"actually means is x, I can then"},{"speaker":"Darrell Stinson","startTime":1423.07,"endTime":1425.8,"body":"take that and say, well, we can"},{"speaker":"Darrell Stinson","startTime":1423.07,"endTime":1425.8,"body":"solve that problem, or we can"},{"speaker":"Darrell Stinson","startTime":1425.86,"endTime":1429.28,"body":"address that requirement with"},{"speaker":"Darrell Stinson","startTime":1425.86,"endTime":1429.28,"body":"security. We can facilitate"},{"speaker":"Darrell Stinson","startTime":1429.28,"endTime":1432.19,"body":"privacy with security tools. And"},{"speaker":"Darrell Stinson","startTime":1429.28,"endTime":1432.19,"body":"here's how we do it."},{"speaker":"Keith Hawkey","startTime":1432.84,"endTime":1437.88,"body":"Yeah no, it really"},{"speaker":"Keith Hawkey","startTime":1432.84,"endTime":1437.88,"body":"does. One thing that comes to"},{"speaker":"Keith Hawkey","startTime":1437.88,"endTime":1443.4,"body":"mind as you're going through all"},{"speaker":"Keith Hawkey","startTime":1437.88,"endTime":1443.4,"body":"the policy and process and"},{"speaker":"Keith Hawkey","startTime":1443.4,"endTime":1446.79,"body":"laying the foundation, building"},{"speaker":"Keith Hawkey","startTime":1443.4,"endTime":1446.79,"body":"the documentation, the framework"},{"speaker":"Keith Hawkey","startTime":1446.79,"endTime":1452.43,"body":"of how your company is going to"},{"speaker":"Keith Hawkey","startTime":1446.79,"endTime":1452.43,"body":"comply with whatever compliance"},{"speaker":"Keith Hawkey","startTime":1452.43,"endTime":1456.87,"body":"that they need to, have you"},{"speaker":"Keith Hawkey","startTime":1452.43,"endTime":1456.87,"body":"experimented with any of the AI"},{"speaker":"Keith Hawkey","startTime":1456.9,"endTime":1459.87,"body":"platforms in doing this. I've"},{"speaker":"Keith Hawkey","startTime":1456.9,"endTime":1459.87,"body":"spoken with a number of IT"},{"speaker":"Keith Hawkey","startTime":1459.87,"endTime":1463.89,"body":"leaders that have and some have"},{"speaker":"Keith Hawkey","startTime":1459.87,"endTime":1463.89,"body":"found success. Others are more"},{"speaker":"Keith Hawkey","startTime":1463.89,"endTime":1470.7,"body":"skeptical, as how much have you"},{"speaker":"Keith Hawkey","startTime":1463.89,"endTime":1470.7,"body":"dabbled into maybe the Chat GPTs"},{"speaker":"Keith Hawkey","startTime":1470.73,"endTime":1474.12,"body":"of the world or the Azure AI are"},{"speaker":"Keith Hawkey","startTime":1470.73,"endTime":1474.12,"body":"some of the other ones to help"},{"speaker":"Keith Hawkey","startTime":1474.24,"endTime":1474.69,"body":"us?"},{"speaker":"Darrell Stinson","startTime":1475.02,"endTime":1477.9,"body":"Yeah, so I'll"},{"speaker":"Darrell Stinson","startTime":1475.02,"endTime":1477.9,"body":"tell you this. We're currently"},{"speaker":"Darrell Stinson","startTime":1477.9,"endTime":1481.08,"body":"in a phase where we are"},{"speaker":"Darrell Stinson","startTime":1477.9,"endTime":1481.08,"body":"exploring artificial"},{"speaker":"Darrell Stinson","startTime":1481.08,"endTime":1484.32,"body":"intelligence solutions, and how"},{"speaker":"Darrell Stinson","startTime":1481.08,"endTime":1484.32,"body":"they can either help us"},{"speaker":"Darrell Stinson","startTime":1484.32,"endTime":1489.24,"body":"accelerate certain areas of"},{"speaker":"Darrell Stinson","startTime":1484.32,"endTime":1489.24,"body":"business, help us optimize some"},{"speaker":"Darrell Stinson","startTime":1489.24,"endTime":1492.15,"body":"of the operations that we have"},{"speaker":"Darrell Stinson","startTime":1489.24,"endTime":1492.15,"body":"in place or help us with"},{"speaker":"Darrell Stinson","startTime":1492.15,"endTime":1495.6,"body":"accuracy. And so we're at a"},{"speaker":"Darrell Stinson","startTime":1492.15,"endTime":1495.6,"body":"place where we're evaluating"},{"speaker":"Darrell Stinson","startTime":1495.96,"endTime":1500.22,"body":"those right now. So that's"},{"speaker":"Darrell Stinson","startTime":1495.96,"endTime":1500.22,"body":"actually where we are."},{"speaker":"Keith Hawkey","startTime":1500.55,"endTime":1503.37,"body":"On leveraging Chat"},{"speaker":"Keith Hawkey","startTime":1500.55,"endTime":1503.37,"body":"GPT I feel like I'm using it"},{"speaker":"Keith Hawkey","startTime":1503.37,"endTime":1506.34,"body":"more and more for a variety of"},{"speaker":"Keith Hawkey","startTime":1503.37,"endTime":1506.34,"body":"things."},{"speaker":"Darrell Stinson","startTime":1506.33,"endTime":1508.793,"body":"Short answer is"},{"speaker":"Darrell Stinson","startTime":1506.33,"endTime":1508.793,"body":"yes. Right. So artificial"},{"speaker":"Darrell Stinson","startTime":1507.53,"endTime":1527.63,"body":"Yes. Think of the time savings"},{"speaker":"Darrell Stinson","startTime":1507.53,"endTime":1527.63,"body":"of receiving those types of"},{"speaker":"Darrell Stinson","startTime":1508.853,"endTime":1512.279,"body":"intelligence can do so many"},{"speaker":"Darrell Stinson","startTime":1508.853,"endTime":1512.279,"body":"things we have just they feel"},{"speaker":"Darrell Stinson","startTime":1512.339,"endTime":1515.764,"body":"like we have no idea all the"},{"speaker":"Darrell Stinson","startTime":1512.339,"endTime":1515.764,"body":"things it can really do. And"},{"speaker":"Darrell Stinson","startTime":1515.824,"endTime":1519.069,"body":"we're probably using it for in"},{"speaker":"Darrell Stinson","startTime":1515.824,"endTime":1519.069,"body":"situations that are not"},{"speaker":"Darrell Stinson","startTime":1519.129,"endTime":1523.035,"body":"optimized, but I have dabbled in"},{"speaker":"Darrell Stinson","startTime":1519.129,"endTime":1523.035,"body":"in Chat GPT personally, and I've"},{"speaker":"Darrell Stinson","startTime":1523.095,"endTime":1526.761,"body":"used it to do a lot of different"},{"speaker":"Darrell Stinson","startTime":1523.095,"endTime":1526.761,"body":"things like helping to build"},{"speaker":"Darrell Stinson","startTime":1526.821,"endTime":1530.246,"body":"frameworks for decision making,"},{"speaker":"Darrell Stinson","startTime":1526.821,"endTime":1530.246,"body":"or you can use it for for"},{"speaker":"Darrell Stinson","startTime":1527.63,"endTime":1530.0,"body":"frameworks from Chat GBT, the"},{"speaker":"Darrell Stinson","startTime":1527.63,"endTime":1530.0,"body":"outlines, that's hours, that"},{"speaker":"Darrell Stinson","startTime":1530.0,"endTime":1540.92,"body":"could be hours out of your day."},{"speaker":"Darrell Stinson","startTime":1530.306,"endTime":1534.152,"body":"different presentations, right,"},{"speaker":"Darrell Stinson","startTime":1530.306,"endTime":1534.152,"body":"maybe there's a pre presentation"},{"speaker":"Darrell Stinson","startTime":1534.212,"endTime":1537.878,"body":"that you want to deliver. And"},{"speaker":"Darrell Stinson","startTime":1534.212,"endTime":1537.878,"body":"you can prompt Chay GPT to give"},{"speaker":"Darrell Stinson","startTime":1537.938,"endTime":1541.423,"body":"me a presentation for a CISO,"},{"speaker":"Darrell Stinson","startTime":1537.938,"endTime":1541.423,"body":"who's going to the board and"},{"speaker":"Darrell Stinson","startTime":1541.483,"endTime":1544.969,"body":"wants to talk to the board"},{"speaker":"Darrell Stinson","startTime":1541.483,"endTime":1544.969,"body":"members about security posture,"},{"speaker":"Darrell Stinson","startTime":1543.45,"endTime":1581.73,"body":"To write a job description from"},{"speaker":"Darrell Stinson","startTime":1543.45,"endTime":1581.73,"body":"scratch, right? Yeah, you could"},{"speaker":"Darrell Stinson","startTime":1545.029,"endTime":1548.694,"body":"right. It's gonna give you an"},{"speaker":"Darrell Stinson","startTime":1545.029,"endTime":1548.694,"body":"outline and then you can go and"},{"speaker":"Darrell Stinson","startTime":1548.755,"endTime":1552.54,"body":"sprinkle Keith in it, you can go"},{"speaker":"Darrell Stinson","startTime":1548.755,"endTime":1552.54,"body":"and sprinkle Darrell in it and"},{"speaker":"Darrell Stinson","startTime":1552.6,"endTime":1556.146,"body":"fill in the blanks with the"},{"speaker":"Darrell Stinson","startTime":1552.6,"endTime":1556.146,"body":"things that are appropriate for"},{"speaker":"Darrell Stinson","startTime":1556.206,"endTime":1559.511,"body":"either what your posture"},{"speaker":"Darrell Stinson","startTime":1556.206,"endTime":1559.511,"body":"actually is or the things that"},{"speaker":"Darrell Stinson","startTime":1559.571,"endTime":1563.297,"body":"maybe you would not have thought"},{"speaker":"Darrell Stinson","startTime":1559.571,"endTime":1563.297,"body":"about to share with executive"},{"speaker":"Darrell Stinson","startTime":1563.357,"endTime":1565.04,"body":"leadership or board members."},{"speaker":"Darrell Stinson","startTime":1581.73,"endTime":1585.39,"body":"totally Google your way through"},{"speaker":"Darrell Stinson","startTime":1581.73,"endTime":1585.39,"body":"it. You could partner with the"},{"speaker":"Darrell Stinson","startTime":1585.39,"endTime":1588.81,"body":"people team or HR, maybe they're"},{"speaker":"Darrell Stinson","startTime":1585.39,"endTime":1588.81,"body":"busy at the moment, but you just"},{"speaker":"Darrell Stinson","startTime":1588.81,"endTime":1593.49,"body":"want to get an idea. Give me a"},{"speaker":"Darrell Stinson","startTime":1588.81,"endTime":1593.49,"body":"job description for I don't"},{"speaker":"Darrell Stinson","startTime":1593.49,"endTime":1596.61,"body":"know, a VP of IT and Security."},{"speaker":"Darrell Stinson","startTime":1593.49,"endTime":1596.61,"body":"It's going to give you something"},{"speaker":"Darrell Stinson","startTime":1596.61,"endTime":1597.36,"body":"to work with."},{"speaker":"Keith Hawkey","startTime":1598.05,"endTime":1601.17,"body":"That gives me an"},{"speaker":"Keith Hawkey","startTime":1598.05,"endTime":1601.17,"body":"idea. With everyone's busy"},{"speaker":"Keith Hawkey","startTime":1601.17,"endTime":1607.32,"body":"schedules at work and trying it"},{"speaker":"Keith Hawkey","startTime":1601.17,"endTime":1607.32,"body":"can be such a pain to bring the"},{"speaker":"Keith Hawkey","startTime":1607.32,"endTime":1612.18,"body":"relevant parties into the"},{"speaker":"Keith Hawkey","startTime":1607.32,"endTime":1612.18,"body":"discussion of the new"},{"speaker":"Keith Hawkey","startTime":1612.18,"endTime":1615.3,"body":"technology. Some of them might"},{"speaker":"Keith Hawkey","startTime":1612.18,"endTime":1615.3,"body":"think it's tertiary to their"},{"speaker":"Keith Hawkey","startTime":1615.3,"endTime":1619.14,"body":"job, or it's low on their"},{"speaker":"Keith Hawkey","startTime":1615.3,"endTime":1619.14,"body":"priority list. And they are"},{"speaker":"Keith Hawkey","startTime":1619.14,"endTime":1622.56,"body":"already quite swamped with"},{"speaker":"Keith Hawkey","startTime":1619.14,"endTime":1622.56,"body":"meetings and everyone that"},{"speaker":"Keith Hawkey","startTime":1622.56,"endTime":1628.8,"body":"they're managing. I wonder if we"},{"speaker":"Keith Hawkey","startTime":1622.56,"endTime":1628.8,"body":"could leverage a generative AI"},{"speaker":"Keith Hawkey","startTime":1628.8,"endTime":1634.38,"body":"platform to ask is someone in"},{"speaker":"Keith Hawkey","startTime":1628.8,"endTime":1634.38,"body":"this position with these"},{"speaker":"Keith Hawkey","startTime":1634.38,"endTime":1639.18,"body":"responsibilities? How would they"},{"speaker":"Keith Hawkey","startTime":1634.38,"endTime":1639.18,"body":"think about this technology that"},{"speaker":"Keith Hawkey","startTime":1639.18,"endTime":1641.79,"body":"we're looking to bring in? I'll"},{"speaker":"Keith Hawkey","startTime":1639.18,"endTime":1641.79,"body":"wonder if there's some data that"},{"speaker":"Keith Hawkey","startTime":1641.79,"endTime":1648.93,"body":"we could feed into a Chat GBT to"},{"speaker":"Keith Hawkey","startTime":1641.79,"endTime":1648.93,"body":"give us some idea of how they"},{"speaker":"Keith Hawkey","startTime":1648.93,"endTime":1653.16,"body":"would view the new technology"},{"speaker":"Keith Hawkey","startTime":1648.93,"endTime":1653.16,"body":"that we're introducing into the"},{"speaker":"Keith Hawkey","startTime":1653.16,"endTime":1657.72,"body":"company, to get to just start"},{"speaker":"Keith Hawkey","startTime":1653.16,"endTime":1657.72,"body":"that process, maybe be able to"},{"speaker":"Keith Hawkey","startTime":1657.72,"endTime":1661.26,"body":"meet them where they are"},{"speaker":"Keith Hawkey","startTime":1657.72,"endTime":1661.26,"body":"mentally, because, you know,"},{"speaker":"Keith Hawkey","startTime":1661.29,"endTime":1666.33,"body":"we're all in our own silos we"},{"speaker":"Keith Hawkey","startTime":1661.29,"endTime":1666.33,"body":"all will mostly think and"},{"speaker":"Keith Hawkey","startTime":1666.33,"endTime":1671.67,"body":"consider the future based on our"},{"speaker":"Keith Hawkey","startTime":1666.33,"endTime":1671.67,"body":"experience, Chat GBT, I'm saying"},{"speaker":"Keith Hawkey","startTime":1671.67,"endTime":1674.19,"body":"Chat GPT, I know there are"},{"speaker":"Keith Hawkey","startTime":1671.67,"endTime":1674.19,"body":"others, I probably use Chat GPT"},{"speaker":"Keith Hawkey","startTime":1674.19,"endTime":1678.84,"body":"the most. That might be an"},{"speaker":"Keith Hawkey","startTime":1674.19,"endTime":1678.84,"body":"avenue to help us realize other"},{"speaker":"Keith Hawkey","startTime":1678.84,"endTime":1681.21,"body":"perspectives. And start that"},{"speaker":"Keith Hawkey","startTime":1678.84,"endTime":1681.21,"body":"process."},{"speaker":"Darrell Stinson","startTime":1681.0,"endTime":1683.1,"body":"I think that's"},{"speaker":"Darrell Stinson","startTime":1681.0,"endTime":1683.1,"body":"brilliant. Someone like myself,"},{"speaker":"Darrell Stinson","startTime":1683.1,"endTime":1685.41,"body":"it was one of my biggest"},{"speaker":"Darrell Stinson","startTime":1683.1,"endTime":1685.41,"body":"challenges, meeting folks"},{"speaker":"Darrell Stinson","startTime":1685.41,"endTime":1689.13,"body":"wherever they are. Because we"},{"speaker":"Darrell Stinson","startTime":1685.41,"endTime":1689.13,"body":"don't make the decisions or make"},{"speaker":"Darrell Stinson","startTime":1689.13,"endTime":1694.08,"body":"purchases, or limitations, we're"},{"speaker":"Darrell Stinson","startTime":1689.13,"endTime":1694.08,"body":"siloed. We need to partner with"},{"speaker":"Darrell Stinson","startTime":1694.11,"endTime":1698.19,"body":"either finance team or we need"},{"speaker":"Darrell Stinson","startTime":1694.11,"endTime":1698.19,"body":"to partner with engineering, or"},{"speaker":"Darrell Stinson","startTime":1698.19,"endTime":1703.08,"body":"we need to partner with legal or"},{"speaker":"Darrell Stinson","startTime":1698.19,"endTime":1703.08,"body":"board members to sign off"},{"speaker":"Darrell Stinson","startTime":1703.08,"endTime":1706.35,"body":"improve on certain changes,"},{"speaker":"Darrell Stinson","startTime":1703.08,"endTime":1706.35,"body":"especially if we're talking"},{"speaker":"Darrell Stinson","startTime":1706.35,"endTime":1709.92,"body":"major architectural expenses,"},{"speaker":"Darrell Stinson","startTime":1706.35,"endTime":1709.92,"body":"right. But being able to frame"},{"speaker":"Darrell Stinson","startTime":1709.92,"endTime":1712.89,"body":"those conversations or frame"},{"speaker":"Darrell Stinson","startTime":1709.92,"endTime":1712.89,"body":"those topics in a in a way that"},{"speaker":"Darrell Stinson","startTime":1712.92,"endTime":1716.19,"body":"is digestible for folks who"},{"speaker":"Darrell Stinson","startTime":1712.92,"endTime":1716.19,"body":"don't have your level of"},{"speaker":"Darrell Stinson","startTime":1716.67,"endTime":1720.66,"body":"visibility and understanding of"},{"speaker":"Darrell Stinson","startTime":1716.67,"endTime":1720.66,"body":"the industry consequences even"},{"speaker":"Darrell Stinson","startTime":1721.35,"endTime":1723.93,"body":"that's probably one of the"},{"speaker":"Darrell Stinson","startTime":1721.35,"endTime":1723.93,"body":"largest pain points for folks in"},{"speaker":"Darrell Stinson","startTime":1723.93,"endTime":1727.41,"body":"my position is maybe we see a"},{"speaker":"Darrell Stinson","startTime":1723.93,"endTime":1727.41,"body":"consequence, we often think"},{"speaker":"Darrell Stinson","startTime":1727.41,"endTime":1732.6,"body":"breach first in closing gap or"},{"speaker":"Darrell Stinson","startTime":1727.41,"endTime":1732.6,"body":"solving the solution. Now we're"},{"speaker":"Darrell Stinson","startTime":1732.6,"endTime":1736.23,"body":"talking about SOC as a service"},{"speaker":"Darrell Stinson","startTime":1732.6,"endTime":1736.23,"body":"earlier, and being able to frame"},{"speaker":"Darrell Stinson","startTime":1736.23,"endTime":1741.03,"body":"that in a way that folks"},{"speaker":"Darrell Stinson","startTime":1736.23,"endTime":1741.03,"body":"understand the need, the value"},{"speaker":"Darrell Stinson","startTime":1741.06,"endTime":1745.14,"body":"in executing or implementing the"},{"speaker":"Darrell Stinson","startTime":1741.06,"endTime":1745.14,"body":"solution and why we don't want"},{"speaker":"Darrell Stinson","startTime":1745.14,"endTime":1747.63,"body":"to be on the on the wrong side"},{"speaker":"Darrell Stinson","startTime":1745.14,"endTime":1747.63,"body":"of not having made that"},{"speaker":"Darrell Stinson","startTime":1747.63,"endTime":1750.39,"body":"decision. You got to make it"},{"speaker":"Darrell Stinson","startTime":1747.63,"endTime":1750.39,"body":"easy, because you usually don't"},{"speaker":"Darrell Stinson","startTime":1750.39,"endTime":1754.44,"body":"have a whole lot of time. And if"},{"speaker":"Darrell Stinson","startTime":1750.39,"endTime":1754.44,"body":"you explain too much it's just"},{"speaker":"Darrell Stinson","startTime":1754.47,"endTime":1758.22,"body":"gonna get lost in the sauce, so"},{"speaker":"Darrell Stinson","startTime":1754.47,"endTime":1758.22,"body":"maybe using generative AI to to"},{"speaker":"Darrell Stinson","startTime":1758.22,"endTime":1761.91,"body":"help us frame those"},{"speaker":"Darrell Stinson","startTime":1758.22,"endTime":1761.91,"body":"conversations is actually a"},{"speaker":"Darrell Stinson","startTime":1761.94,"endTime":1763.5,"body":"really good idea to experiment"},{"speaker":"Darrell Stinson","startTime":1761.94,"endTime":1763.5,"body":"with that."},{"speaker":"Keith Hawkey","startTime":1764.55,"endTime":1767.7,"body":"Words of the wise"},{"speaker":"Keith Hawkey","startTime":1764.55,"endTime":1767.7,"body":"from Darrell Stinson. Don't have"},{"speaker":"Keith Hawkey","startTime":1767.7,"endTime":1773.28,"body":"your message become lost in the"},{"speaker":"Keith Hawkey","startTime":1767.7,"endTime":1773.28,"body":"sauce. I think that's an"},{"speaker":"Keith Hawkey","startTime":1773.28,"endTime":1777.54,"body":"excellent point to leave on here"},{"speaker":"Keith Hawkey","startTime":1773.28,"endTime":1777.54,"body":"as we end the podcast. Darrell,"},{"speaker":"Keith Hawkey","startTime":1777.57,"endTime":1781.95,"body":"this has been incredibly"},{"speaker":"Keith Hawkey","startTime":1777.57,"endTime":1781.95,"body":"insightful. Where can our"},{"speaker":"Keith Hawkey","startTime":1781.98,"endTime":1784.83,"body":"listeners find you if they"},{"speaker":"Keith Hawkey","startTime":1781.98,"endTime":1784.83,"body":"wanted to ask any questions"},{"speaker":"Keith Hawkey","startTime":1784.83,"endTime":1787.68,"body":"about your experience or maybe"},{"speaker":"Keith Hawkey","startTime":1784.83,"endTime":1787.68,"body":"receive some guidance?"},{"speaker":"Darrell Stinson","startTime":1787.67,"endTime":1790.551,"body":"I am very"},{"speaker":"Darrell Stinson","startTime":1787.67,"endTime":1790.551,"body":"active on LinkedIn. So it's"},{"speaker":"Darrell Stinson","startTime":1790.628,"endTime":1795.534,"body":"Darrell J. Stinson, CISSP, CEH,"},{"speaker":"Darrell Stinson","startTime":1790.628,"endTime":1795.534,"body":"if you type all those things in"},{"speaker":"Darrell Stinson","startTime":1795.612,"endTime":1800.44,"body":"you'll definitely find me, find"},{"speaker":"Darrell Stinson","startTime":1795.612,"endTime":1800.44,"body":"my smiling face. Send me a DM,"},{"speaker":"Darrell Stinson","startTime":1800.518,"endTime":1805.19,"body":"send me a connection, I'd be"},{"speaker":"Darrell Stinson","startTime":1800.518,"endTime":1805.19,"body":"happy to reach back out to you."},{"speaker":"Keith Hawkey","startTime":1806.65,"endTime":1808.99,"body":"We'll make sure to"},{"speaker":"Keith Hawkey","startTime":1806.65,"endTime":1808.99,"body":"add those into the show notes."},{"speaker":"Keith Hawkey","startTime":1808.99,"endTime":1814.78,"body":"Darrell, thank you immensely for"},{"speaker":"Keith Hawkey","startTime":1808.99,"endTime":1814.78,"body":"for coming onto the podcast and"},{"speaker":"Keith Hawkey","startTime":1815.14,"endTime":1817.51,"body":"I certainly have appreciated the"},{"speaker":"Keith Hawkey","startTime":1815.14,"endTime":1817.51,"body":"conversation."},{"speaker":"Darrell Stinson","startTime":1818.08,"endTime":1819.94,"body":"Keith, thanks"},{"speaker":"Darrell Stinson","startTime":1818.08,"endTime":1819.94,"body":"for inviting me, it was like"},{"speaker":"Darrell Stinson","startTime":1819.94,"endTime":1821.23,"body":"having a conversation with a"},{"speaker":"Darrell Stinson","startTime":1819.94,"endTime":1821.23,"body":"friend."},{"speaker":"Keith Hawkey","startTime":1823.27,"endTime":1826.15,"body":"I like the sound"},{"speaker":"Keith Hawkey","startTime":1823.27,"endTime":1826.15,"body":"of that. Likewise, take care"},{"speaker":"Keith Hawkey","startTime":1826.15,"endTime":1830.92,"body":"everyone, have an awesome rest"},{"speaker":"Keith Hawkey","startTime":1826.15,"endTime":1830.92,"body":"of the day and don't get lost in"},{"speaker":"Keith Hawkey","startTime":1830.92,"endTime":1832.66,"body":"the sauce. We'll catch you next"},{"speaker":"Keith Hawkey","startTime":1830.92,"endTime":1832.66,"body":"time."},{"speaker":"Narrator","startTime":1834.7,"endTime":1837.46,"body":"Thanks for listening."},{"speaker":"Narrator","startTime":1834.7,"endTime":1837.46,"body":"The IT Matters podcast is"},{"speaker":"Narrator","startTime":1837.46,"endTime":1840.37,"body":"produced by Opkalla, an IT"},{"speaker":"Narrator","startTime":1837.46,"endTime":1840.37,"body":"advisory firm that helps"},{"speaker":"Narrator","startTime":1840.37,"endTime":1844.18,"body":"businesses navigate the vast and"},{"speaker":"Narrator","startTime":1840.37,"endTime":1844.18,"body":"complex IT marketplace. Learn"},{"speaker":"Narrator","startTime":1844.18,"endTime":1846.94,"body":"more about Opkalla at"},{"speaker":"Narrator","startTime":1844.18,"endTime":1846.94,"body":"opkalla.com."}]}