Forged For Growth

Episode Summary
How NDAY Security is using AI to transform offensive security, automate testing, and make cybersecurity more accessible to businesses outside the industry echo chamber. Brian talks with Mark Whitehead about his path from video game cybersecurity to government contracting, Big Four consulting, offensive security leadership, and eventually founding NDAY Security. Mark explains how AI has changed what is possible for small teams, why offensive security is moving toward faster and more scalable testing, and how startups can now build powerful products without the same headcount or capital requirements as before. They also discuss why cybersecurity companies need to simplify their messaging, how MSPs and MSSPs can deliver enterprise-grade results through partners, and why relationships still matter in a crowded technical market.

Key Takeaways
AI is changing offensive security by making testing faster, more scalable, and more efficient than traditional manual-only approaches.

Many cybersecurity incidents are opportunistic, with bots scanning thousands of websites and systems for known weaknesses.

Small teams can now build and operate with far more leverage because AI can automate back-office work, coding support, marketing workflows, and testing processes.

Experience still matters when using AI well because subject matter expertise helps users guide the tools, spot issues, and push past weak answers.

Cybersecurity messaging often stays trapped inside an industry echo chamber, even though hospitals, dental offices, small businesses, and other mainstream organizations need the protection.

NDAY Security is built around partners and resellers, aiming to help MSPs and MSSPs deliver enterprise-grade offensive security at a more accessible price point.

In a crowded market, buyers may not understand the technical differences between vendors, so trust, relationships, and clear communication become major differentiators.

Timeline
Early
00:00:00 Mark’s background in Miami, cybersecurity, and getting started in video game security
00:01:00 Moving through government contracting, Big Four consulting, offensive security, and venture-backed companies
00:02:00 Founding NDAY Security and focusing on AI-driven offensive security
00:03:00 Why many attacks are opportunistic and driven by bots scanning for known vulnerabilities
00:04:00 How AI agents are changing what is possible in offensive security

Middle
00:05:00 Using AI effectively, avoiding hallucinations, and automating startup operations
00:06:00 Why experienced entrepreneurs can use AI to reduce back-office workload
00:07:00 How technical experience helps users get better results from AI tools
00:08:00 Why technology is no longer the biggest barrier for many startups
00:10:00 Using AI to improve marketing lists, campaigns, and cost efficiency
00:11:00 Lowering cost per click and using AI to compete against larger organizations
00:13:00 Replacing bloated platforms with tailored AI-enabled workflows

Late
00:15:00 Making cybersecurity less scary and more relatable for mainstream businesses
00:16:00 Why the cybersecurity industry often markets to itself instead of real buyers
00:18:00 Helping businesses understand their risk before something goes wrong
00:19:00 Building NDAY Security for partners, resellers, MSPs, and MSSPs
00:21:00 Why relationship, trust, and founder access still matter in technical sales
00:23:00 Choosing not to follow the traditional VC path and scaling with a lean team
00:24:00 What Mark is excited about as AI reshapes offensive security
00:26:00 Where listeners can connect with Mark and learn more about NDAY Security

Links and Resources

LinkedIn: https://www.linkedin.com/in/mark-whitehead-9997171/Company: https://ndaysecurity.com/

Episode Summary
How technical sales teams can handle difficult personalities, protect their time, and improve win rates. Brian talks with Paul Chapman about his background in IT, pre-sales leadership, and building 4Disruptors around the four personalities that derail sales conversations: the techie, the distractor, the saboteur, and the inquisitor. Paul explains the role of pre-sales as the translator between technical teams and buyers, why selling at all costs damages long-term relationships, and how better qualification helps teams avoid bad-fit deals. They also discuss how to regain control of a room, when to walk away from an opportunity, why practice matters, and how preparation helps sales teams respond when a meeting does not go according to plan.

Key Takeaways
Pre-sales professionals help translate complex technical capabilities into buyer-focused business value.

Selling at all costs can hurt both the customer and the company, especially when the solution is not a true fit.

The four disruptors Paul focuses on are the techie, the distractor, the saboteur, and the inquisitor.

Difficult personalities in sales meetings are often barriers to communication, not proof that the product is wrong.

Strong qualification helps teams avoid wasting time on opportunities that are unlikely to close or unlikely to become healthy customers.

Sales teams need to be prepared to reset the room, redirect the conversation, and sometimes walk away.

Practice, role play, and shared expectations between account executives and solution consultants create stronger sales execution.

Timeline
Early
00:00:00 Paul’s background in IT, helping people use technology, and moving into pre-sales
00:01:00 The Chapman family connection to selling and Paul’s path into technical sales
00:02:00 What pre-sales means and how solution consultants support the sales process
00:03:00 Translating technical complexity for buyers and validating true product fit
00:05:00 Why forcing a sale damages trust and long-term customer relationships

Middle
00:06:00 Launching 4Disruptors and identifying patterns in lost and won sales
00:07:00 The four disruptors: techie, distractor, saboteur, and inquisitor
00:09:00 Why sales teams need tools for handling difficult meeting dynamics
00:10:00 Managing the techie and avoiding “stump the chump” derailments
00:13:00 Knowing when an opportunity is not worth chasing
00:14:00 Avoiding overpromising and resisting bad-fit customer requests
00:17:00 Handling the distractor, whether intentional or unintentional

Late
00:21:00 Recognizing the saboteur and knowing when an RFP may already be wired
00:23:00 Reading the room, identifying the real buyer, and engaging the right stakeholders
00:25:00 Managing the inquisitor and using silence to reset the conversation
00:28:00 Avoiding unnecessary enemies while still regaining control of the meeting
00:30:00 Why the right fit matters more than price, even when competing against free
00:32:00 Training teams through experience, mistakes, and better deal qualification
00:35:00 Why sales teams need deliberate practice before high-stakes customer meetings
00:36:00 Where listeners can connect with Paul and learn more about 4Disruptors

Links and Resources

LinkedIn: https://www.linkedin.com/in/paulechapman/

Company: https://4disruptors.com/

Episode Summary
How Cybermat Technologies helps companies find security gaps before attackers do. Brian talks with Matthew Miles about his path from radiology and IT into ethical hacking, why he started his own cybersecurity business after a major life change, and what penetration testing actually involves. Matt explains the difference between automated vulnerability scans and hands-on penetration testing, where AI fits into security testing, and why human judgment still matters. They also discuss real-world security mistakes, balancing usability with protection, using YouTube and conferences for growth, and why trust is everything when someone is asking for access to your network.

Key Takeaways
Ethical hacking is legal, permission-based security testing that helps organizations find and fix weaknesses before attackers exploit them.

Penetration testing goes beyond automated vulnerability scans by manually validating and exploiting vulnerabilities to show real business risk.

AI can support cybersecurity testing, but it still needs human oversight to confirm findings, avoid false positives, and think creatively.

Many security issues come from forgotten systems, outdated devices, weak passwords, exposed cameras, unsecured VPNs, and convenience-driven decisions.

Security and usability are often in tension, and leaders have to decide how much friction they are willing to accept to reduce risk.

For cybersecurity providers, trust is critical because clients need to know exactly who they are letting into their systems.

Partnerships, referrals, in-person networking, conferences, and educational content can be more effective growth channels than paid ads in a trust-heavy B2B field.

Timeline
Early
00:00:00 Matt’s background in radiology, PACS administration, IT, and ethical hacking
00:01:00 Losing his father, rethinking work-life priorities, and starting Cybermat Technologies
00:02:00 Who Cybermat Technologies serves and why companies need security testing
00:03:00 Vulnerability scans versus full penetration testing

Middle
00:04:00 How AI is being used to support security testing, and where it still falls short
00:05:00 Website design, WordPress, and other services Matt provides
00:07:00 Why some companies underestimate security risks or prioritize convenience
00:08:00 A real example of exposed cameras leading to sensitive personal information
00:09:00 Common security gaps like weak passwords, forgotten assets, exposed VPNs, and default credentials

Late
00:10:00 Balancing security controls with real-world usability
00:12:00 Contracts, confidentiality, and the trust required in cybersecurity work
00:13:00 Growing through LinkedIn, hacker conferences, BSides Nashville, and YouTube
00:14:00 Using conferences, speaking, and authority-building to create business opportunities
00:17:00 Building partner relationships with IT firms and third-party testing opportunities
00:19:00 Why B2B growth still depends on people, trust, and face-to-face relationships
00:21:00 Where listeners can connect with Matt

Links and Resources

LinkedIn: https://www.linkedin.com/in/matthew-miles-563824246/Company: https://cybermatt.tech

Episode Summary
How Vision Dental Partners uses brand, community, and content to help dentists stand out in competitive local markets. Brian talks with Lex Orzalli about her path from running a dental office to leading marketing for a fast-growing, multi-location dental group. Lex explains why dental marketing is about more than acquiring new patients, how retention and reactivation campaigns should speak the same language as new patient marketing, and why every practice needs a localized strategy. They also discuss making doctors and teams comfortable on camera, creating authentic social content, using community cues in marketing, and building a culture where location teams feel safe bringing ideas forward.

Key Takeaways
Dental marketing works best when it reflects the real patient experience and communicates why a practice feels different, not just what services it offers.

For Vision Dental Partners, the goal is to make each dentist and team a “local legend” within their community by marketing who they are, not only what they do.

Authentic video content often performs better than over-polished content because patients want to feel like the person on camera is speaking directly to them.

Multi-location marketing requires local nuance; what resonates with older patients in coastal Florida may not work for families in rural Indiana.

Retention marketing can be more personal, educational, and relationship-driven because existing patients already know and trust the practice.

The best marketing ideas often come from the people closest to the patients, so Lex encourages teams to share ideas and then helps execute them at a higher level.

Timeline
Early
00:00:00 Lex’s path from food service into dental office operations and marketing
00:01:00 Learning dental marketing through practice experience and mentorship
00:02:00 Why patient experience, retention, and new patient acquisition need aligned messaging
00:03:00 Vision Dental Partners’ growth, locations, and brand-first approach

Middle
00:05:00 Why dentists need to market personality, culture, and patient care
00:06:00 Helping doctors and teams get comfortable creating video content
00:08:00 Why authentic, conversational content can outperform over-polished social media
00:10:00 Tailoring marketing to local communities across Indiana, South Carolina, and Florida

Late
00:12:00 Using recognizable community footage and local events in practice marketing
00:15:00 Managing marketing across 12 locations through overlap, recycling, and constant refreshes
00:17:00 Encouraging practice teams to bring ideas and building campaigns around them
00:21:00 How retention campaigns differ from new patient marketing
00:23:00 Building the marketing department and expanding the “local legend” vision
00:24:00 Where listeners can connect with Lex

Links and Resources

LinkedIn: https://www.linkedin.com/in/lex-orzalli-a7a32b210/

Company: https://www.visiondentalpartners.com/

Episode Summary
Samuel Moore breaks down why CRM and process clarity matter long before a company feels “big enough” to need them. He shares his path into tech through an apprenticeship-style boot camp, early automation work, and building internal IT structure, then explains how The Marks Group helps businesses translate goals into a coherent CRM-first tech stack, including ERP-style consolidation when needed. Brian and Sam dig into what actually drives CRM ROI, why user adoption makes or breaks implementations, and how stakeholder workshops surface the real workflows that software has to support. They also discuss hypercare after go-live, the realities of retainer delivery, and how to spot client fit before a project turns into churn.

Key Takeaways
Getting a CRM in place early helps standardize work, create visibility, and prevent the future pain of retrofitting systems after scaling.

A CRM saves time when it drives consistent follow-up and reporting, because automation and out-of-the-box dashboards depend on clean usage.

Bad adoption often comes from friction and unclear expectations, and a simple rule like keeping common actions within three clicks improves real usage.

Implementation requires mapping real workflows, because many teams have data but lack documented front-to-back processes that software can reflect.

Stakeholder workshops reduce resistance and improve outcomes, because the people doing the work often understand operational reality better than leadership.

Post-launch hypercare prevents failures, because what looks good on paper can break under day-to-day use and needs guided adjustment.

Retainer work demands visibility into effort and revisions, because some accounts consume far more time even when scope looks identical.

Timeline
Early
00:00:00 Brian introduces Sam Moore and The Marks Group
00:01:00 Sam’s early career lesson about staying open-minded
00:01:30 Boot camp background and the pivot into tech and automation
00:02:30 Building internal IT structure through trial by fire

Middle
00:03:30 What The Marks Group does and who they serve, including the “messy middle”
00:04:30 Why CRM is the starting point for most systems and consolidation work
00:05:10 When CRM becomes useful and why earlier is better
00:06:00 How CRM saves time through standardization, notifications, and reporting
00:07:00 Common starting states, from spreadsheets to legacy tools like GoldMine
00:08:00 How sales-to-service processes can extend into contracts and invoicing

Late
00:10:00 Adoption challenges, training handoff, and avoiding retrofits that break reporting
00:11:30 Discovery and stakeholder workshops to capture real workflows
00:13:30 Selling outcomes, aligning executives and day-to-day users, and navigating tradeoffs
00:16:00 Hypercare and why implementations fail without a support runway
00:18:00 The reality of recurring service, client fit, and revision-driven burn
00:22:30 How to contact Sam and where to find Marks Group events

Links and Resources

LinkedIn: https://www.linkedin.com/in/-samuel-moore/

Company: https://marksgroup.net

Episode Summary

Jess Vigorito explains how to stand out in modern marketing with ICP-driven storytelling and thoughtful AI use. She shares how her path from sales to marketing shaped an approach built on authentic connection, then breaks down how Rising Phoenix Media and Marketing builds campaigns by getting specific about audience identity, nostalgia triggers, and attention patterns. Brian and Jess also talk about why founders hesitate to hand off social media, why consistent imperfect execution beats doing nothing, and how to use AI as a first draft without sounding automated. The conversation ends with a practical warning about losing nuance when marketing is pushed entirely to AI or offshore, and what to watch for as the next wave of marketing changes keeps accelerating.

Key Takeaways
Strong marketing starts with real connection, because people remember how a message makes them feel and who it came from.

Specificity about the ideal customer profile helps content break through noise, because recognizable cues create fast attention and emotional relevance.

Handing off marketing works best when the marketer invests in the founder’s origin story first, so the voice stays aligned as execution scales.

Consistency matters more than perfection on social platforms, because much content has a short lifespan and staying present compounds over time.

AI works best as a drafting and acceleration tool, then human editing adds voice, nuance, and intent that audiences can sense.

Outsourcing without native-language oversight can create costly missteps, because small wording choices and context can change meaning or cause offense.

Timeline
Early
00:00:00 Brian introduces Jess Vigorito and Rising Phoenix
00:01:00 Jess shares her path from creative writing to sales and marketing
00:03:00 Why relationships and authenticity drive results in sales and marketing

Middle
00:05:00 What Rising Phoenix Media and Marketing creates and who it serves
00:06:00 Building campaigns around ICP details, nostalgia, and attention triggers
00:09:00 Addressing founder concerns about handing off social media and voice
00:11:00 Why consistent execution beats aiming for perfect messaging

Late
00:13:00 The short lifespan of most content and what that means for strategy
00:14:00 How marketing has shifted quickly and why continuous learning matters
00:16:00 Using AI without turning people off, and why editing still matters
00:22:00 Risks of relying exclusively on AI or offshore marketing without oversight
00:25:00 Where to find Jess and how to contact her

Links and Resources

LinkedIn: https://www.linkedin.com/in/jess-v/

Episode Summary

David Hettinger explains how owners can build value before a sale. Brian talks with David Hettinger about V3.me, owner transitions, small business valuation, and the common issues that keep companies from reaching their full potential. David shares why buyers look closely at customer relationships, processes, key staff, technology, and whether the owner can step away without the business falling apart. The conversation also covers purpose after an exit, operational discipline, and how better systems can unlock value before a sale.

Key Takeaways

A business becomes more valuable when it can operate without the owner at the center of every decision.

Owners need to think about life after the exit because losing daily purpose can make the transition harder.

Customer relationships, processes, and people are major factors in whether a company transfers successfully.

Many small businesses depend on institutional knowledge instead of formal systems, which creates risk when key people leave.

Technology can improve valuation when it reduces dependency on individuals and makes operations easier to transfer.

Buying software is not enough. Companies need to understand and use the full capabilities of the tools they already have.

AI and automation will keep changing operations, but small businesses still need strong fundamentals and clear processes.

Timeline

Opening and Background

00:00 Brian introduces David Hettinger and the conversation begins.

00:25 David shares how he grew up around IBM and started his career in technology.

01:00 David talks about working at IBM in the early 1990s and moving toward customer service and data center projects.

01:35 David describes leaving a large corporate environment for a smaller sales and marketing firm.

03:35 David explains how selling a company in 2014 changed the way he looked at business.

V3.me and Owner Transitions

04:20 David explains the meaning behind V3 and how it reflects the third version of himself.

05:00 David describes how V3.me helps small and mid-market owners prepare to sell or evaluate companies to buy.

06:00 David explains why owner dependency is one of the biggest issues in preparing a company for sale.

06:50 David discusses expectation management and why owners often overestimate how unique their company is.

07:50 Brian and David talk about the ego, passion, and difficulty involved in handing off a business.

Selling, Succession, and Retention

08:15 David explains why owners need a plan for purpose after exiting.

08:45 David describes how some buyers allow a transition period or “victory lap” for owners.

10:00 David identifies customers, processes, and people as key parts of a business sale.

10:40 David explains how small businesses often rely on people’s knowledge instead of formal processes.

11:15 David describes how businesses can fall apart after an exit if key staff lose the vision or leave.

Technology, Valuation, and Systems

11:40 David talks about investing in companies to help them grow and increase valuation.

12:10 David explains why technology and infrastructure can affect business value.

13:10 Brian and David discuss how systems help preserve institutional knowledge.

14:10 David explains why companies often ignore outdated systems because they still work.

15:10 David shares how customer-facing roles and accounts receivable relationships can create hidden risk.

16:05 David explains that small businesses often buy technology but fail to use its full functionality.

17:20 David describes how his team evaluates needs and brings operator experience to technology decisions.

AI and Final Thoughts

18:35 David discusses AI and how it may connect business roles and systems in new ways.

19:00 Brian and David talk about AI agents, automation, and the need for human guardrails.

20:20 David shares that LinkedIn is the easiest way for listeners to contact him.

Links and Resources:

LinkedIn: https://www.linkedin.com/in/david-hettinger/

Company: www.v-3.me

Episode Summary

Pete Kimbis explains how nonprofits can compete for funding. Brian talks with Pete Kimbis about the realities of nonprofit funding, grant writing, and the administrative burden that can keep important work from reaching the people who need it. Pete shares how PKC helps nonprofits and entrepreneurs move beyond last-minute technical writing by building relationships, strategy, communication, and stronger funding pipelines. The conversation also covers AI, efficiency, advocacy, and why good work still needs a strong system behind it.

Key Takeaways

Nonprofits can do important work and still struggle if they do not have a strong funding strategy.

Grant writing works best when it is supported by relationships, community backing, and clear positioning.

Administrative burden can create real waste, even when the goal is accountability.

Small nonprofits often compete against larger organizations with more resources and established systems.

A consulting partner can help organizations save time, improve efficiency, and build a more predictable funding process.

AI can support grant work, but it cannot replace real experience, past performance, strategy, or human judgment.

The strongest funding work combines technical knowledge with advocacy for the people and communities being served.

Timeline

Opening and Background

00:00 Brian introduces Pete Kimbis and the conversation begins.

00:30 Pete talks about living near Washington, D.C., Maryland, transportation hubs, and the beach.

01:25 Pete explains how PKC grew out of direct service work in the mental health space.

02:00 Pete describes seeing nonprofit leaders lose time to administrative reporting and compliance.

Path into Grant Work

03:20 Pete shares his early interest in becoming a foreign service officer.

04:25 Pete explains how family responsibilities shaped the early part of his career.

05:00 Pete describes learning grant writing, funding strategy, and nonprofit systems through the Foundation Center.

06:20 Pete explains what PKC does for nonprofits and entrepreneurs.

Funding Strategy and Nonprofit Realities

07:00 Pete describes the shift from technical writing to broader strategy, relationship building, and communications.

08:20 Brian and Pete discuss why doing good work is not always enough to secure funding.

09:05 Pete explains why many nonprofits operate with a difficult business model built around repeated asks for gifts.

10:30 Pete discusses the challenge of having third parties pay for services that communities need.

12:20 Brian and Pete talk about small nonprofits competing against larger, better-resourced organizations.

Consulting, Trust, and Efficiency

14:10 Pete explains PKC’s retainer model and why predictable services matter for nonprofits.

15:15 Brian asks how Pete approaches organizations that may resist spending money on outside help.

16:10 Pete explains the role of referrals, trust, faith, and long-term relationship building.

17:25 Brian and Pete discuss the tradeoff between paying with time and paying with money.

18:30 Pete explains the value of experience, obsession, and efficiency in funding work.

AI, Advocacy, and Final Thoughts

20:00 Pete shares how earning his law degree added another layer to his advocacy work.

20:45 Brian asks whether AI can replace grant writing support.

21:20 Pete explains how AI can create impressive proposals without the real substance behind them.

22:30 Brian and Pete discuss AI as a tool that improves efficiency but does not replace expertise.

23:40 Pete explains why his team still needs to understand RFPs and funding opportunities manually.

25:25 Pete closes with encouragement for social entrepreneurs and nonprofits doing difficult public-benefit work.

Links and Resources:

LinkedIn: https://www.linkedin.com/in/petekimbis/

Company: https://www.pkc.llc/

Episode Summary

Beth Ardner explains how skills data can improve hiring and mobility. Brian talks with Beth Ardner of Gobekli.io about learning and employment records, credential wallets, and the challenge of making real skills visible beyond degrees, job titles, and resumes. Beth shares how her team helps people capture evidence from work, education, caregiving, volunteering, games, and other life experiences, then translate that evidence into language employers can use. The conversation also explores AI, apprenticeships, team alignment, and why better skills visibility can change both hiring and workforce growth.

Key Takeaways

Degrees and job titles are often weak proxies for what a person can actually do.

Skills become more useful when they are connected to evidence from repeated real-world practice.

Employers often ask for broad traits like critical thinking without clearly defining the subskills they need.

Credential wallets and learning and employment records can help people collect structured and unstructured evidence of their abilities.

AI may reduce entry-level tasks, which creates pressure for companies to rethink training and early career development.

Apprenticeships could become more common in fields beyond the trades as organizations look for better ways to build talent.

Better skills visibility can help companies hire, place, and grow people with more accuracy.

Timeline

Opening and Background

00:00 Brian introduces Beth Ardner and the conversation begins.

00:54 Beth shares her path from creative writing to publishing, sales, customer management, business development, and Gobekli.io.

03:20 Beth explains Gobekli.io’s work in the learning and employment records ecosystem.

Skills, Evidence, and Hiring

04:05 Brian and Beth discuss why degrees and resumes do not always show what someone can do.

05:20 Beth explains why employers often use vague skill language, especially around critical thinking.

07:35 Beth describes credential wallets, Talent Pass, and the value of capturing unstructured skills data.

09:00 Brian shares a World of Warcraft leadership example, and Beth explains how experiences like that can become evidence.

Assessment, AI, and Employer Use Cases

12:15 Beth explains how Gobekli.io collects external credentials and uses AI conversations to surface skills evidence.

14:25 Beth discusses the employer side of the business and the Talent Sync tool.

16:10 Brian and Beth talk about team fit, skill alignment, and putting people in the right seats.

18:30 Beth compares Gobekli.io’s approach to tools like DISC and Myers-Briggs.

AI, Apprenticeships, and Workforce Change

20:00 Brian raises the concern that AI may reduce entry-level roles.

21:05 Beth explains why AI is more likely to eliminate entry-level tasks and force companies to redesign training.

24:40 Beth discusses the growing role of apprenticeships, workforce funding, and new models for career development.

Looking Ahead and Contact

27:15 Beth reflects on cultural change, workforce outcomes, and economic mobility.

28:45 Beth shares what she is excited about for 2026, including workforce funding, Talent Pass conversations, and work supporting veterans.

30:35 Beth shares how listeners can connect with her through email, LinkedIn, Gobekli.io, and Talent Pass.

Links and Resources:

LinkedIn: https://www.linkedin.com/in/beth-ardner/

Company: https://gobekli.io/

Episode Summary

Thomas Hernandez explains how OSaava Services turns cybersecurity strategy into execution. Brian talks with Thomas about his path from Army communications and cybersecurity into operational leadership, and how that experience shapes his work as COO of OSaava Services. Thomas shares how OSaava helps federal and enterprise clients with cybersecurity, enterprise IT modernization, data architecture, and troubled execution environments. He also explains why AI, zero trust, and digital transformation only create value when organizations understand the workflows, risks, and decisions behind them. The conversation closes with where OSaava is heading next and how Thomas thinks about growth, partnerships, and practical execution.

Key Takeaways

Cybersecurity creates more value when it is treated as an operational model tied to business risk.

OSaava’s work centers on execution, especially when complex technology projects are behind schedule, over budget, or underperforming.

AI can create capacity, but organizations still need clear workflows, governance, and human decision making around how it is used.

Strong founder-led companies often reach a point where operations must be built beyond the founder’s inbox.

Small firms can compete by knowing their lane, staying vendor agnostic, and delivering high-touch outcomes.

Speaking, conferences, LinkedIn, podcasts, and community engagement can help technical firms build trust beyond referral channels.

Timeline

Opening and Background

00:00 Brian introduces Thomas Hernandez and OSaava Services.

00:39 Thomas shares how his Army career built a foundation in engineering, cybersecurity, and mission execution.

01:45 Thomas explains how he connected with OSaava CEO Sam Marwood after DEF CON training.

03:14 Thomas describes stepping into a new COO role and helping move operations out of the founder’s head.

Operational Focus

06:41 Thomas explains OSaava’s focus on cybersecurity, enterprise IT modernization, data architecture, and federal or large enterprise clients.

07:27 Thomas describes how OSaava helps tier one primes recover troubled projects.

08:19 Thomas explains why process clarity matters before automation or digital transformation.

10:11 Thomas breaks down how OSaava differentiates through proven execution, subcontractor delivery, and a vendor agnostic model.

Cybersecurity, AI, and Risk

11:07 Thomas explains why cybersecurity should not be reduced to a compliance exercise.

12:26 Thomas describes OSaava as a service-disabled veteran-owned small business that operates with focus and excellence.

13:37 Thomas defines OSaava as a high-touch, white-glove services firm built around true partnership.

14:39 Thomas discusses referrals, LinkedIn, podcasts, conferences, and organic marketing channels.

Growth and What Comes Next

17:12 Brian and Thomas discuss the authority-building value of speaking at conferences.

18:06 Thomas shares his experience giving keynote speeches, including a talk in Puerto Rico on cybercrime and the Caribbean.

20:46 Thomas looks ahead to scaling OSaava, expanding enterprise clients, and strengthening partnerships.

21:20 Thomas discusses zero trust, buzzwords, and the need to explain how technical shifts affect organizations.

22:23 Thomas explains the opportunity and concern around AI, governance, and decision making.

23:49 Thomas shares that OSaava was selected as an awardee on the Golden Dome acquisition vehicle in November 2025.

24:38 Thomas shares how listeners can connect with OSaava, find opportunities, or reach him directly.

Links and Resources

LinkedIn: https://www.linkedin.com/in/ttechnology/Company: http://www.osaavaservices.com