Jonathan Singer from GuidePoint Security discusses the intricacies of the cybersecurity channel, emphasizing the importance of relationships, trust, and strategic partnerships. He shares insights on how the sales landscape has evolved, the role of vendors and resellers, and the emerging trends in cybersecurity, particularly the impact of AI and the significance of the CVE database.Chapters00:00 Understanding the Channel in Sales04:16 Evolving Cybersecurity Sales Strategies08:19 Navigating Vendor Relationships10:28 The Role of Trust in Channel Partnerships13:41 Who Buys Through the Channel?16:10 The Matchmaker Role of Resellers18:47 Scaling Through Relationships20:53 Common Missteps in Channel Sales23:21 The Human Element in Cybersecurity Sales26:21 Building Trust and Authenticity in Sales28:45 The Importance of Technical Knowledge in Sales31:55 Emerging Trends in Cybersecurity41:16 The Critical Role of the CVE Database45:52 Future of Cybersecurity News and Insights

What does it take to build a cybersecurity company that actually competes with OpenDNS?

In this episode of dnsUNFILTERED, Mikey sits down with Ken Carnesi, CEO and co-founder of DNSFilter, for an unfiltered conversation on entrepreneurship, DNS filtering, company culture, competition, and what it means to protect real people from real threats.

From solving sketchy hotel Wi-Fi problems with DNS to acquiring threat intelligence tools like Webshrinker, Ken shares how DNSFilter went from startup to one of the fastest-growing players in cybersecurity.

🔥 Sound bites:

"I want everybody to like our product."

"You have to work really, really hard."

"Timing is definitely important."

Whether you're an MSP, tech founder, or just want to hear how a remote-first company takes on the giants—this one's for you.

Chapters:

00:00 – Intro

02:14 – Ken's Journey

05:30 – Competing with Giants

08:20 – Starting DNSFilter

11:21 – Acquisitions + Innovation

17:20 – Why Threat Identification Matters

30:37 – How Customer Feedback Drives Product

36:36 – Remote Culture Done Right

41:17 – Advice for Entrepreneurs

49:03 – The Future of Cybersecurity

👉 Don’t forget to like, subscribe, and drop a comment. Got questions for Ken? We’re watching the replies.

#DNSFilter #KenCarnesi #Cybersecurity #DNSFiltering #Entrepreneurship #ThreatIntelligence #CompanyCulture #TechPodcast #AIinCybersecurity

In this episode of dnsUNFILTERED, Mikey Pruitt interviews Tom Sweet, CIO of Industrial Refrigeration Pros. They discuss the complexities of managing technology in a rapidly growing company, the importance of cultural change management, and the future of AI in the industrial refrigeration sector.

Tom shares insights on cybersecurity challenges, vendor selection, and the significance of building a cross-functional IT team. He also offers valuable advice for aspiring IT professionals, emphasizing the need for passion and networking in the industry.

Chapters

00:00 Understanding Industrial Refrigeration Pros

02:57 Navigating Organizational Change Management

06:56 Cultural Shifts in Technology Adoption

10:08 The Role of AI in Industrial Refrigeration

17:12 Cybersecurity Challenges in a Growing Company

20:12 Evaluating Cybersecurity Tools

22:18 Community Engagement and Feedback

23:30 Building a Remote IT Team

26:16 The Value of Generalists in IT

27:40 Leveraging AI in IT Operations

36:09 Career Advice for Aspiring IT Professionals

In this episode of dnsUNFILTERED, cybersecurity expert Chip Harris shares his extensive background in IT and OT security, detailing his transition from military contracting to cybersecurity.

He discusses the critical differences between IT and OT security, the importance of disaster recovery, and practical tips for businesses to enhance their cybersecurity posture.

Chip also speaks on the role of AI in cybersecurity, the challenges of password security, and the necessity of delivering hard truths in the industry. Throughout the conversation, he emphasizes the importance of safety in cybersecurity and the need for robust infrastructure resilience.

Chapters

00:00 Introduction to Cybersecurity and Personal Background

00:15 Understanding OT vs IT in Cybersecurity

03:25 The Evolution of Cybersecurity Roles

06:19 Threats in Operational Technology

09:28 The Importance of Cybersecurity in Critical Infrastructure

12:19 Practical Cybersecurity Tips for Businesses

15:21 Real-World Cybersecurity Challenges and Solutions

26:11 Building a Strong Team in Cybersecurity

28:11 The Role of AI in Cybersecurity

36:35 The Limitations of Passwords and New Security Measures

42:13 Delivering the Hard Truths in Cybersecurity

48:09 The Importance of Infrastructure in Cybersecurity

54:59 The Future of Cybersecurity and Financial Commitment

In this episode of dnsUNFILTERED, Mikey Pruitt interviews Dustin Bolander, the CIO of Clear Guidance Partners and founder of Beltex, a cyber insurance company.

They discuss the unique challenges MSPs face when working with law firms, the importance of specialization in the MSP industry, and the evolving landscape of cyber insurance.

Dustin shares insights on how MSPs can navigate the complexities of insurance, the differences between cyber warranties and traditional insurance policies, and the future trends in the MSP space, including the increasing involvement of insurance companies in the MSP market.

Chapters

00:00 Navigating Cyber Insurance for MSPs

00:14 The Unique Challenges of Serving Lawyers

03:31 The Evolution of MSPs in a Competitive Landscape

08:45 Finding Your Niche as an MSP

10:59 Innovative Approaches to Cyber Insurance

16:34 The Reality of Cyber Breaches and MSPs' Role

17:12 Understanding Cyber Insurance Claims

19:29 The Role of Managed Service Providers (MSPs)

22:21 Evaluating MSPs for Cyber Insurance

26:06 Encouraging Best Practices in Cybersecurity

28:08 Standalone Cyber Insurance vs. Warranties

33:29 When Should MSPs Consider Cyber Insurance?

41:20 Future Trends in the MSP Space

In this episode of dnsUNFILTERED, Mikey Pruitt interviews Jeffrey Newton, founder of Cyft.ai, an AI startup focused on enhancing the Connectwise operations of MSPs. Jeffrey shares his journey from working in various MSPs to becoming a vendor, highlighting the importance of understanding the MSP landscape.

The conversation dives into the role of AI in streamlining processes, the challenges MSPs face in sales, and the need for a mindset shift to foster growth. Jeffrey emphasizes the significance of building trust and vulnerability in sales, as well as the necessity of creating authentic connections with clients to differentiate in a commoditized market.Chapters00:00 The Journey into AV and MSPs02:06 Understanding SIFT and Its Purpose08:13 Sales Challenges for MSPs14:13 Breaking Down the Sales Process20:49 Commitment to Results26:14 Reverse Engineering Success31:51 Understanding Your Ideal Customer Profile37:46 Building Trust Through Vulnerability48:13 Enhancing Client Experience in Sales

In this episode, Mikey Pruitt speaks with Tony Black from Huntress about the importance of SIEM (Security Information and Event Management) in cybersecurity. They discuss the features of Huntress' new SIEM platform, the significance of DNS queries in security investigations, and how small businesses can benefit from enterprise-grade security solutions. The conversation also touches on the future of SIEM technology, including the role of AI and user behavior analytics in enhancing security operations.Chapters00:00 Introduction to the Conversation00:49 Overview of Huntress and its SIEM Platform03:51 Understanding SIEM: Definition and Importance08:52 The Evolution of SIEM Solutions13:56 Huntress SIEM: Unique Features and Benefits18:50 The Role of DNS Filtering in SIEM24:01 Reducing Barriers for Small Businesses and MSPs29:16 Understanding Penetration Testing and Its Challenges30:49 The Importance of Cybersecurity for Small Businesses31:30 Healthcare Cybersecurity: Risks and Responsibilities35:43 The Role of Cybersecurity in Patient Care37:02 Real-World Cybersecurity Incidents and Lessons Learned44:52 The Future of Security Information and Event Management (SIEM)

In this conversation, Mikey Pruitt and Stephan Schmidt explore the concept of radical simplicity in software development and business management. They discuss the challenges CTOs face, the importance of balancing technical and management skills, and the implications of technical debt. The conversation also delves into the future of coding in the age of AI, emphasizing the need for simplicity across all business domains to enhance adaptability and efficiency.

Chapters

00:00 Introduction to Radical Simplicity

02:42 The Ethos of Radical Simplicity

05:30 Radical Simplicity in Business Management

08:49 Microservices and Complexity

11:42 The Amazing CTO and Leadership Skills

14:34 Technical Debt and Its Implications

17:30 The Future of Coding with AI

23:28 Simplicity Across Business Functions

In this conversation, Richard Hipp, the creator of SQLite, shares his journey from academia to developing one of the most widely used databases in the world. He discusses the origins of SQLite, its simplicity, and how it has become integral to modern applications.

Richard emphasizes the importance of simplicity in software design and the challenges of maintaining that simplicity as features are added. He reflects on the business side of SQLite, the importance of saying no to unnecessary complexity, and the future of the database in an ever-evolving tech landscape.

Chapters

00:00 The Birth of SQLite

02:49 The Evolution of SQLite and Its Business Model

05:54 Testing and Quality Assurance in SQLite

08:54 SQLite's Role in Modern Applications

11:32 Simplicity in Technology and Business

14:34 SQLite's Performance and Use Cases

17:41 Managing Complexity in Software Development

20:39 Future of SQLite and Feature Requests

27:24 Reflections on Feature Creep and Design Choices

29:45 The Importance of Simplicity in Software

33:50 Problem Solving Without Code Changes

35:17 Simplicity and Reliability Correlation

37:46 The Power of Saying No

40:33 The Accidental Success of SQLite

47:20 Future of SQLite: Unpredictable Paths

50:37 Key Habits for Success

In this episode of dnsUNFILTERED, Mikey Pruitt interviews Richard Washington a talent connoisseur from England, who shares his journey from tech sales to entrepreneurship.