This episode includes quite the pair – Greg Hatch, CEO, and Dan Ward, CTO, of a new cybersecurity startup focused on Continuous Security Improvement™ (CSI).

As serious as cybersecurity is for everyone and businesses, Greg still finds time to keep a sense of humor and have a positive impact on others. Dan is more than the technical brains behind Saepio’s technology - he’s an avid instructor and mentor to many in the industry.

Greg combines exceptional business and sales acumen with technical competency. He has helped organizations deliver on initiatives, revenue and business outcomes. Prior to building Saepio he was Vice President of Business Development at Managed Security Service Provider, Lightstream Technology. He has also held senior positions at Palo Alto Networks, McAfee, and Cisco. When he’s not busy improving organizations’ cybersecurity posture, you can find him flying over the Pacific Northwest mountains and water. 

Dan has been a leader in the information security industry for some time, having participated in the Black Hat NOC by assisting with the implementation and operation of Palo Alto Networks Firewalls that were utilized to secure the event network and protect attendee registration data. He served as Secretary on the Board of Directors for BSides Denver. Prior to Saep.io he held senior technical roles at Palo Alto Networks and Acxiom. He’s humble, so get to know him to find out his technology inventions that have propelled organizations cybersecurity posture forward. 

Guests:

• Greg Hatch
• LinkedIn: https://www.linkedin.com/in/greg-hatch-3222bb4/
• Twitter: https://twitter.com/saep_io 
• Dan Ward
• LinkedIn: https://www.linkedin.com/in/p0lr/ 
• Twitter: https://twitter.com/saep_io 

Highlights:

0:00 - Intros & Launching Saepio in a Pandemic

• The importance of operationalization for Security
• Saepio mantra: Buy Less and use what you have better.
• "You can have the best tools and still have terrible security."
• How the pandemic affected IT and security

8:22 - Connecting with Clients and Prospects

• Interactions have evolved and people can tell when a vendor makes it about themselves
• Meet people where they are and walk with them to help their organization move forward
• Don't be "that vendor" that goes into vendor "pitch mode."
• Admit that if you don't have the solution, offer a suggestion of someone who can help them
• Follow the money with attacks like Ransomware. Make yourself Ft. Knox
• The importance of Outcome based Security. It's about efficacy

15:22 - Building a Culture of Connection

• Invest time every week to have regular cadence with clients and team
• Many companies are cutting budgets, so stay top of mind and stay in touch
• Continued Security Improvement (CSI™)
• "I wanna hold your hand" - The Beatles
• Don't shake up sales teams when they have a good rapport with clients

20:10 - Tips and Tricks in Working with Introverts

• Don't do the "light" conversations. Focus on meaningful conversations
• Meet folks where they're at and the connections can be stronger

23:10 - Greg and Dan's Cool Hobbies

• Back country flying and the tie ins with security
• Managing your risk profile, knowing...