We reconnect with Richard Stiennon to chart how AI is rewriting cybersecurity, from the rise of 290 AI security vendors to SOC automation, investor momentum, and the criteria that separate true AI players from marketing.

• Explosion of AI security vendors since late 2022
• Criteria for defining AI-first cybersecurity companies
• Investor appetite, valuations, and looming acquisitions
• SOC automation enabling full alert triage
• Governance gains vs operational impact
• Guidance for buyers and founders on proof and outcomes

Yeah, you should definitely get my book

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In this clip, Karl Mosgofian breaks down why most vendor pitches lose buyers in the first minutes and how to fix it with a simple, direct first-meeting flow. We show how to validate pain fast, lead with what you built, and make differentiation tangible so a champion can emerge.

• One-slide pain validation with a quick head nod
• Skip the long problem story and benefit monologue
• Lead with what you make in plain language
• Highlight concrete differentiation that fits buyer constraints
• Use a simple proof point instead of deep technical dives
• Design a low-friction next step for pilots and security

FULL EPISODE TITLE: Go-to-Market Strategies of a Veteran CIO

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We explore how to sell to CIOs who are flooded with pitches yet hungry for real innovation, and how sellers can move from vague benefits to clear outcomes and CFO-ready cases. Carl Mosgofian shares how to frame differentiation, map to the stack, and help champions win internal approval.

• CIO and CISO partnership realities and reporting nuance
• Vendor fatigue contrasted with desire for useful innovation
• Common pitch mistakes and the single validation slide
• Lead with what the product does and where it fits
• Differentiation tied to concrete outcomes and costs
• Shifting from discovery to internal selling mechanics
• Building a three-slide CFO case with credible ROI
• Budget thresholds, approvals, and tool consolidation
• Using networks and reference CFOs to de-risk buys
• Practical phrasing to ask for next steps and help

Check us out across all podcast platforms and on YouTube
If you want to learn more about Bruning Media and what we do, check out Bruyning.com. That is B R U Y N I N G dot com

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We unpack how a failed “AI Rapture” spread from a viral prophecy to AI‑stamped pamphlets and sycophantic chatbots, and we trace the feedback loops that keep bad ideas alive. Along the way, we compare models, costs, and trade‑offs, and ask what real discernment looks like at work and online.

• origins of the rapture rumor and AI‑branded pamphlet
• social virality, platform incentives, and LLM sycophancy
• why models reinforce beliefs instead of correcting them
• safety guardrails versus user retention and brand loyalty
• AI training on AI output and the “yellowing” effect
• employee risks, para‑social bonds, and HR implications
• tool talk: Copilot pain points, Gemini quirks, Claude strengths
• OpenRouter, stealth models, cost, speed, and market share
• choosing models by use case, not hype
• culture shaping AI and AI shaping culture
• closing reflections on wisdom, faith, and machine authority

If you want to learn more about Jenna, Randy, Jack, or myself, hit us up on LinkedIn, send us a message
Check out bruyning.com
Quick shout out to Infinity Inc., the best MSP in Savannah, Georgia

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Josh Bruyning welcomes Rafael Ramirez to discuss communicating AI concepts, building community in cybersecurity, and navigating the tech industry as an immigrant. Rafael has almost 30,000 followers on LinkedIn. The conversation reveals practical strategies for explaining complex technologies to non-technical audiences and developing genuine professional connections.

• Context is key when explaining AI – build analogies relevant to your audience's interests and industry
• Free resources like EDX, TED talks, and cloud provider courses provide foundational AI knowledge
• Effective AI communication requires learning storytelling techniques to make concepts relatable
• Building a professional network takes significant time and investment – Rafael estimates $100,000 in opportunity cost over six years
• The golden rule of networking: serve others before asking for anything in return
• In-person connections are more powerful than virtual ones – especially the spontaneous conversations at conference happy hours
• Introverts can succeed at networking by starting with scripts and recognizing their energy limitations
• Immigrants face the challenge of rebuilding social capital from scratch in a new country
• Successful immigration requires immersion in the new culture through networking and volunteering
• "Your network is your net worth" – measure success through connections and impact on others

Connect with Rafael on LinkedIn by searching "RafaRocks" (without spaces) and with Josh at bruning.com or on LinkedIn.

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In this conversation, Joshua Bruyning engages with DataTribe Managing Directors Rob Ackerman and Leo Scott to explore the intricate dynamics of cybersecurity startups and venture capital. They discuss the essential qualities of successful founders, the importance of coachability, and the unique challenges faced in the cybersecurity landscape. The conversation delves into the investment process, the significance of building trust with CISOs, and the mission-driven nature of cybersecurity innovation. They also touch on the importance of location in fostering cybersecurity talent and the upcoming Cyber Innovation Day event.

Takeaways

• The success of a cybersecurity company heavily relies on its founder.
• Identifying winning founders involves looking for unique perspectives and expertise.
• Coachability is crucial for startup founders to adapt and grow.
• The investment process is collaborative, involving multiple team opinions.
• A concentrated investment strategy allows for deeper support of fewer companies.
• Cybersecurity startups face unique trust challenges with large enterprises.
• Building relationships with CISOs is essential for startup success.
• Failures are common in the startup world, and learning from them is vital.
• The DC area is a hub for cybersecurity talent and innovation.
• Community engagement is key to fostering trust and collaboration in cybersecurity.

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In this episode of Cybernomics, Al Kennickell joins me to discuss the importance of embracing AI in small and medium businesses, addressing common misconceptions and hesitations surrounding its use. We emphasize that many negative opinions about AI stem from a lack of understanding and experience. Our discussion highlights practical applications of AI, its role as a revenue driver, and the necessity for individuals and businesses to adapt to this technology to remain competitive. Al encourage listeners to invest time in learning AI, as it can significantly enhance business strategies, future-proof your business, and drive revenue for generations to come.

Takeaways

• Many people are hesitant to embrace AI due to misconceptions.
• Negative opinions about AI often come from a lack of experience.
• Understanding the right tools and prompts is crucial for effective AI use.
• AI can provide significant competitive advantages in business.
• Learning AI is not difficult and can be done through online resources.
• AI can serve as a powerful business consultant.
• The rapid development of AI means that what it can do today will evolve quickly.
• Businesses that do not adopt AI risk falling behind their competitors.
• AI can help anticipate customer needs and improve engagement.
• Investing time in learning AI can lead to substantial business growth.

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Charles Payne and Olivia Phillips join us to explore the evolving relationship between CISOs and BISOs, examining how business-focused security leadership is transforming cybersecurity from a technical function to a strategic business enabler.

• BISOs serve as the "Swiss army knife" of the CISO, bringing deeper business knowledge to security decisions
• The BISO role bridges the gap between technical security requirements and business objectives
• Both guests agree BISOs are well-positioned to become future CISOs due to their business acumen
• Quantifying security risks in financial terms changes board-level conversations (e.g., a $50K fix preventing a $6M loss)
• Business silos create hidden security costs when departments purchase redundant tools without coordination
• Transitioning from technical to strategic leadership requires learning to delegate and trust team members
• Strategic security leadership means focusing on business outcomes rather than getting lost in technical details
• AI will likely reshape junior security roles but also create opportunities for professional growth

Connect with our guests on LinkedIn: Olivia Phillips (#simplyolivia) and Charles Payne (#NYLCharlesPayne). Subscribe to the Cybernomics newsletter and YouTube channel for more insights on how security and business intersect.

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We explore organizational theory applications to AI agents and examine the transformation of Security Operations Centers through artificial intelligence solutions.

• Traditional organizational structures like military-style hierarchies are being applied to AI agent systems in cybersecurity
• Matrix organizations with multiple reporting lines have parallels in how specialized security agents might be organized
• Hierarchical structures appear most stable for organizing both human and AI behavior
• Conflict resolution between AI agents can be handled through trusted arbitrators or voting systems
• The SOC market is consolidating, with Zscaler recently acquiring Red Canary
• Companies with sensitive security needs will maintain internal SOCs while others may outsource
• Career opportunities are booming for prompt engineers and applied AI architects
• AI-assisted education shows remarkable efficiency compared to traditional learning methods
• Despite concerns about hallucinations, AI provides more reliable information than many human sources

Find Richard on LinkedIn or at his Substack (steenan.substack.com). Check out IT-Harvest.com and their AI solutions at HarvestIQ.ai.

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Josh Bruyning and Richard Stiennon explore how AI agents are fundamentally changing the SaaS industry and traditional software models. They discuss the shift from feature-based to outcome-based solutions and why companies must adapt to survive.

• Richard Stiennon shares insights about Security Yearbook 2025 and IT Harvest's database tracking over 4,340 cybersecurity vendors
• Introduction to Compliance Aid, a disruptive platform supporting 366 global compliance frameworks through conversational AI
• Analysis of why traditional SaaS companies must incorporate AI agents to remain competitive
• Discussion of the "agentification" trend: adding AI capabilities to specialized software platforms
• Exploration of how specialized knowledge maintains value when combined with AI capabilities
• Deep dive into AI's impact on employment, particularly for future graduates
• Warning for educational institutions that resist AI adoption instead of embracing it
• Comparison of the AI revolution to other technological transformations like desktop publishing

Check out IT Harvest at it-harvest.com and connect with Josh Bruning on LinkedIn to stay on the cutting edge of technology and AI.

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