1 00:00:08,400 --> 00:00:12,500 One and welcome everybody to another smart money Circle 2 00:00:12,500 --> 00:00:14,200 update. I'm Adam sarhan with me. 3 00:00:14,200 --> 00:00:18,300 Today is David jamat, who's the founder CEO of Cerberus? 4 00:00:18,300 --> 00:00:22,600 Sentinel, ticker symbol is CI. S 0 website is Cerberus. 5 00:00:22,600 --> 00:00:25,300 Sentinel.com David, welcome to the show. 6 00:00:26,100 --> 00:00:27,100 Thank you for having me. Adam. 7 00:00:27,200 --> 00:00:29,000 I appreciate it. So David can I? 8 00:00:29,008 --> 00:00:31,100 We always like to begin. Can you tell us a little about 9 00:00:31,100 --> 00:00:33,300 your journey to get you to the point where you are today? 10 00:00:34,800 --> 00:00:37,900 I'd love to it's interesting Journey. 11 00:00:38,000 --> 00:00:41,100 So I started my first company when I was 23. 12 00:00:43,900 --> 00:00:46,600 It was called arpanet which most people don't know, became the 13 00:00:46,600 --> 00:00:51,500 internet and I was one of six backbone companies, that 14 00:00:51,500 --> 00:00:55,100 succeeded even though I probably shouldn't have but I had great 15 00:00:55,100 --> 00:00:57,600 mentors around me. So this is my seventh 16 00:00:57,600 --> 00:01:02,600 organization that I've started along the way I've helped during 17 00:01:02,600 --> 00:01:06,700 my time of exit of Of my companies or selling them. 18 00:01:06,700 --> 00:01:10,500 I've helped others with other companies or help create 19 00:01:10,500 --> 00:01:16,200 companies with folks, but this company itself was In the making 20 00:01:16,500 --> 00:01:18,800 all from 23 to the experience I have today. 21 00:01:21,400 --> 00:01:24,400 And again, the reason success is you get really smart people 22 00:01:24,400 --> 00:01:25,700 around you. And if you're the smartest 23 00:01:25,700 --> 00:01:28,700 person in the room, you're in the wrong room, I believe in 24 00:01:28,700 --> 00:01:32,900 that 100%. And the success is comes from, 25 00:01:32,900 --> 00:01:36,400 having really smart people around me and having a dream, 26 00:01:37,000 --> 00:01:40,800 and that dream becomes reality when everybody jumps on board. 27 00:01:41,300 --> 00:01:43,500 Otherwise, it's just a danger, even you go on with your life. 28 00:01:43,800 --> 00:01:47,700 So, It's all about execution and people believing in what you're 29 00:01:47,700 --> 00:01:52,300 doing. This company was started that I 30 00:01:52,300 --> 00:01:57,200 had just exited my last company decided to retire, but I had a 31 00:01:57,200 --> 00:01:58,700 lot of customers start calling me. 32 00:01:59,700 --> 00:02:04,100 They've been my previous customers over the last 20 plus 33 00:02:04,100 --> 00:02:08,000 years. I'm saying 20, but so large 34 00:02:08,000 --> 00:02:11,800 Fortune, 500 companies. They know I'm a geek and I 35 00:02:11,800 --> 00:02:15,700 started companies. And so, I said, Look, I'm not 36 00:02:15,700 --> 00:02:18,200 working, but your friend of mine, I'll go out to dinner with 37 00:02:18,200 --> 00:02:21,900 you CEO of host hotels, right? He belongs to the golf course 38 00:02:21,900 --> 00:02:24,300 here and I'm like, hey take me golfing little dinner and 39 00:02:24,300 --> 00:02:26,900 tomorrow, I'll help you with your whatever you need. 40 00:02:27,100 --> 00:02:33,400 Well came pretty quickly that cyber Six years ago was kind of 41 00:02:33,400 --> 00:02:36,700 unfamiliar, right? So people one thing I know about 42 00:02:36,700 --> 00:02:40,800 CEOs or cos a lot of them don't like to go into position without 43 00:02:40,800 --> 00:02:44,300 knowing. And so, this happened four or 44 00:02:44,300 --> 00:02:47,600 five times and I'm one guy and these companies are Fortune 500 45 00:02:47,600 --> 00:02:49,200 with offices everywhere in the world. 46 00:02:50,300 --> 00:02:51,800 So I had to start calling friends of mine. 47 00:02:52,300 --> 00:02:56,200 I would call, for example, compliance have a compliance 48 00:02:56,200 --> 00:02:59,600 officer. I need your help with AAA, 49 00:02:59,900 --> 00:03:01,200 right? That's one of those lines. 50 00:03:01,900 --> 00:03:05,500 General Dynamics. I mean those are large entities 51 00:03:05,500 --> 00:03:09,800 hotels. So, by the way, I need a gap 52 00:03:09,800 --> 00:03:11,500 analysis. I call another friend of mine 53 00:03:11,500 --> 00:03:16,400 that have a company and then these guys are PCI DSS Three 54 00:03:16,800 --> 00:03:20,600 Financial Services to. I need some compliance folks, to 55 00:03:20,600 --> 00:03:23,500 help me with that, as well as do a gap analysis of their company, 56 00:03:24,300 --> 00:03:27,900 I can't do all the work alone. So I started getting six or 57 00:03:27,900 --> 00:03:31,700 seven companies farming out to my friends and then What are you 58 00:03:31,700 --> 00:03:33,200 getting out of this? I'm like they pay me. 59 00:03:33,200 --> 00:03:36,200 Even consultant. But I'm using used to get paid. 60 00:03:36,200 --> 00:03:40,900 So always Eventually I started talking to my friends who had 61 00:03:40,900 --> 00:03:43,200 their companies and their different pillars of cyber. 62 00:03:43,200 --> 00:03:46,800 I started hearing from the executive levels, I don't 63 00:03:47,200 --> 00:03:49,900 understand, cyber why are they charging me so much? 64 00:03:50,200 --> 00:03:52,600 I've come in ago. They're probably charging a 65 00:03:52,608 --> 00:03:55,800 little over much but they're not giving you a solution. 66 00:03:55,800 --> 00:03:57,200 They're trying to sell your product. 67 00:03:57,800 --> 00:04:00,500 And that's where I trademark. Cybersecurity is a culture, not 68 00:04:00,500 --> 00:04:04,800 a product. And so it just happens to be 69 00:04:04,800 --> 00:04:07,200 these. High-level executives are not 70 00:04:07,200 --> 00:04:10,300 only my friends. But you see my customers, so we 71 00:04:10,300 --> 00:04:15,700 had pretty good jobs but what is your exit and ask all my 72 00:04:15,700 --> 00:04:16,600 friends? What's your exit? 73 00:04:16,600 --> 00:04:19,500 What are you gonna do? Your Regional company or you're 74 00:04:19,500 --> 00:04:23,900 not growing like you should most of us see what's an exit. 75 00:04:25,200 --> 00:04:27,300 Because they've never run or exiting companies. 76 00:04:27,300 --> 00:04:32,200 And so I said, what if I did like my first second company did 77 00:04:32,200 --> 00:04:34,200 a roll up but not really real love you. 78 00:04:34,200 --> 00:04:37,300 I get public and you trade your private chips for public chips. 79 00:04:38,500 --> 00:04:40,800 Okay. Some of them said, no, I'm 80 00:04:40,800 --> 00:04:43,400 making way too much money and by the way, you're not probably 81 00:04:43,400 --> 00:04:47,200 high going to do that. Som someone was some were 82 00:04:47,400 --> 00:04:50,400 fearful of it. I said, okay, we'll come back 83 00:04:50,400 --> 00:04:54,900 and see you and so I did in Phoenix around. 84 00:04:55,100 --> 00:04:58,200 Me some of the executives here because we got some folks, I've 85 00:04:58,200 --> 00:05:04,000 known for 30 years like Avnet Roy, Insight Kim and Eric Crown. 86 00:05:04,500 --> 00:05:09,000 The founders just the list was on in there, always been there 87 00:05:09,000 --> 00:05:12,300 for each other and so I was waiting for them to tell me what 88 00:05:12,300 --> 00:05:15,000 was wrong with my again bringing these people together. 89 00:05:16,400 --> 00:05:20,000 Alms a great job, Dave, because when I started the internet 90 00:05:20,700 --> 00:05:23,300 internet company they go. What is the internet? 91 00:05:24,500 --> 00:05:26,600 But I started, CDC, Communications, they're like you 92 00:05:26,600 --> 00:05:31,300 can't compete 32 networks for clear data, networks was 93 00:05:31,300 --> 00:05:33,100 hipaa-compliant host solution for health care. 94 00:05:33,700 --> 00:05:37,600 How you going to get, you know, records from electronic medical 95 00:05:37,600 --> 00:05:39,300 records in the table? They'll never get it to you, 96 00:05:39,500 --> 00:05:43,700 right? Every was thumbs up, so three of 97 00:05:43,700 --> 00:05:47,800 those people in those. Meetings showed up on my door, 98 00:05:47,800 --> 00:05:50,200 48 hours later. And said, when we can stop there 99 00:05:50,400 --> 00:05:53,400 I'm like, I'm just thinking about it. 100 00:05:54,400 --> 00:05:58,000 And so Stephen one of our board members knew we were going 101 00:05:58,000 --> 00:06:00,100 public and he said, what's your ticker symbol? 102 00:06:00,300 --> 00:06:03,100 I said si si SE servers cyber sullenberger. 103 00:06:04,000 --> 00:06:07,400 He said, okay, comes back 15 minutes later and says, now to 104 00:06:07,400 --> 00:06:12,600 Dlisted Chinese food restaurant, Okay, no, Chinese no food. 105 00:06:12,600 --> 00:06:17,600 Industry hands is available. How about Chief Information 106 00:06:17,600 --> 00:06:21,100 Security Officer She is so. What's that mean? 107 00:06:21,300 --> 00:06:24,300 I'm, like, never mind. Just 50, 50 minutes later, I get 108 00:06:24,300 --> 00:06:27,300 an eagle email from him. And he goes, we got it. 109 00:06:27,500 --> 00:06:29,600 It's time to go public. It's nice. 110 00:06:29,600 --> 00:06:35,500 So, how did this all the way through the first initial six 111 00:06:35,500 --> 00:06:37,500 Acquisitions? We went to ogc, which I would 112 00:06:37,500 --> 00:06:40,200 not suggest anybody, but we had to prove to Wall Street. 113 00:06:40,500 --> 00:06:44,000 I didn't want to take PE or VC money and then we funded 114 00:06:44,000 --> 00:06:46,100 through. We went public on what we had 115 00:06:46,100 --> 00:06:48,900 did a reai PO onto NASDAQ January 30. 116 00:06:49,300 --> 00:06:54,400 First this last year this year and since then we've brought 117 00:06:54,400 --> 00:06:58,400 together 16 companies worldwide, well done, there's Talent 118 00:06:58,400 --> 00:07:01,100 everywhere in the world is just not a u.s. talent issue. 119 00:07:01,100 --> 00:07:05,200 It's an issue with 4 million job, openings, going to 12, I'll 120 00:07:05,200 --> 00:07:07,700 need a million people just give me a couple thousand a really 121 00:07:07,700 --> 00:07:08,900 strong. Wow. 122 00:07:08,900 --> 00:07:11,500 Very, very well done. So that's a remarkable story. 123 00:07:11,500 --> 00:07:13,400 I love the serial entrepreneur and side of you. 124 00:07:13,400 --> 00:07:15,700 I've got a similar to Instinct inside of me with that bug. 125 00:07:15,700 --> 00:07:19,000 If you will, the entrepreneurial bug, I love the fact that you've 126 00:07:19,000 --> 00:07:20,700 gone. You went back and you just look 127 00:07:20,700 --> 00:07:22,900 forward instead of looking backwards because he's noticed 128 00:07:22,900 --> 00:07:24,600 all these things before other people did. 129 00:07:24,600 --> 00:07:26,600 So there's a good Arbitrage play there. 130 00:07:27,000 --> 00:07:29,700 And I love the fact that you're in cybersecurity and cyber 131 00:07:29,700 --> 00:07:31,500 security obviously is very much in demand. 132 00:07:31,800 --> 00:07:33,800 So Dave, I guess. The next question is, can you 133 00:07:33,808 --> 00:07:35,900 tell us a little about your company from an investor 134 00:07:35,900 --> 00:07:37,700 standpoint? A lot of large part of our 135 00:07:37,700 --> 00:07:40,900 audience are investors and we just like to know a little about 136 00:07:40,900 --> 00:07:44,300 what you guys do and how you're positioned to the solutions you 137 00:07:44,300 --> 00:07:48,000 provide going forward. I appreciate that. 138 00:07:48,600 --> 00:07:51,600 Well, as I say, I said, the initial companies, we created 139 00:07:51,600 --> 00:07:55,200 the pillars, so we are equipment, agnostic. 140 00:07:55,400 --> 00:07:58,000 And by the way, everybody likes to use this because we don't 141 00:07:58,000 --> 00:08:02,900 recommend products, because typically a company will buy a 142 00:08:02,907 --> 00:08:06,100 product and then another product and have to be service, but they 143 00:08:06,500 --> 00:08:10,900 may have 67 Fortune. 500 may have 16 18 20 vendors. 144 00:08:11,500 --> 00:08:13,000 Well, we look at all the products. 145 00:08:13,200 --> 00:08:16,500 Holistic lie. And how it affects your company 146 00:08:16,500 --> 00:08:19,400 and then we get them to work together which a lot of them, 147 00:08:19,400 --> 00:08:22,200 their disparaging and they discourage each other or they're 148 00:08:22,200 --> 00:08:27,400 not working complimentary. So we initially do compliance 149 00:08:27,400 --> 00:08:28,800 because that's a roadmap for such to. 150 00:08:29,400 --> 00:08:32,400 We see how your compliance is what you map to what you need 151 00:08:33,000 --> 00:08:36,400 and then we look at your company holistically. 152 00:08:37,100 --> 00:08:41,500 Not just take cyber out of it, you look at security physically 153 00:08:41,799 --> 00:08:44,200 socially and your company. What is the assets? 154 00:08:44,200 --> 00:08:47,300 You're trying to protect Is it possible systems, personal 155 00:08:47,300 --> 00:08:52,300 Healthcare information, or is it credit card, you know, PCI, so 156 00:08:53,700 --> 00:08:57,700 or Pi. So that's what we do and then we 157 00:08:57,700 --> 00:09:00,000 help roadmap. So we're virtual C. 158 00:09:00,000 --> 00:09:04,800 So, we hope you roadmap a future because most sea levels, at that 159 00:09:04,800 --> 00:09:08,500 level needs some help. So we look at their budget, try 160 00:09:08,500 --> 00:09:11,600 to schedule it out so that you can keep compliance. 161 00:09:11,800 --> 00:09:14,500 Cybersecurity is a journey, not a point. 162 00:09:15,100 --> 00:09:17,800 In fact, if anyone that's an investor out there and has a 163 00:09:18,100 --> 00:09:20,100 solution for cyber that solves it all. 164 00:09:20,400 --> 00:09:21,400 Yeah. Seriously. 165 00:09:21,800 --> 00:09:23,100 Bring it to me. Oh yeah. 166 00:09:23,100 --> 00:09:28,600 Bring it on up Masters. So our company looks at every 167 00:09:28,600 --> 00:09:33,400 part of your company and how you have your cyber posture and we 168 00:09:33,400 --> 00:09:37,800 look at the whole company, whether it's regional national 169 00:09:37,800 --> 00:09:41,400 International. And then we work on a plan to 170 00:09:41,400 --> 00:09:44,300 help them to minute and if you don't have plans for up-to-date 171 00:09:44,400 --> 00:09:48,100 will help you get there and then we do remediation for the things 172 00:09:48,100 --> 00:09:51,800 because we're pretty thorough. And so we have a list of things 173 00:09:51,800 --> 00:09:57,000 that we come out with. It says You have a laundry list 174 00:09:57,000 --> 00:09:59,700 of things to do. Do you have the ability to fix 175 00:09:59,700 --> 00:10:04,500 it 100 out of 100 times? I don't have any spare people 176 00:10:05,000 --> 00:10:08,700 because they're busy doing their jobs so we said can we help you 177 00:10:09,000 --> 00:10:12,900 will be your partner and help you get to that buster and 178 00:10:15,000 --> 00:10:16,900 believe it or not? We there could be a hundred more 179 00:10:16,900 --> 00:10:20,700 companies like this out there and we wouldn't compete because 180 00:10:20,700 --> 00:10:23,800 there's so much business. In fact, let your followers know 181 00:10:23,800 --> 00:10:27,100 who aren't Cyber experts. Adam, I'll ask you a question. 182 00:10:28,000 --> 00:10:33,000 How much money in 2021 do you think was stolen or created 183 00:10:33,000 --> 00:10:36,700 damage worldwide? Oh well actually this is not a 184 00:10:36,708 --> 00:10:38,800 fair question because I looked at your deck. 185 00:10:38,900 --> 00:10:43,700 It's saw 170 billion dollars. I did not know that before your 186 00:10:43,700 --> 00:10:48,400 deck though. Oh ten point five to six point. 187 00:10:48,400 --> 00:10:51,600 Five trillion six point five trillion. 188 00:10:51,600 --> 00:10:55,700 Wow okay only bent world. I'd oh. 189 00:10:55,700 --> 00:10:58,100 Oh, oh, I see that's on page. Okay, got it. 190 00:10:58,100 --> 00:10:59,800 Yeah, that's further up. I was looking further down. 191 00:10:59,900 --> 00:11:02,600 Okay, yeah, yeah. Six Trillion loss of cybercrime 192 00:11:02,600 --> 00:11:06,500 in 2021, eleven point. Four million admitted estimated 193 00:11:06,500 --> 00:11:10,200 to reach ten point five trillion by 2025 that's 170 billion 194 00:11:10,200 --> 00:11:14,200 spending annualized globally. On info security for 2021. 195 00:11:14,300 --> 00:11:16,200 It's a 300% increase in cyber crime. 196 00:11:16,200 --> 00:11:20,800 Since the pandemic began and new ransomware victim, every 11 197 00:11:20,800 --> 00:11:24,200 seconds and 3.5 unfilled, jobs million job. 198 00:11:24,300 --> 00:11:27,300 Openings in cybersecurity. Wow, that's insane. 199 00:11:27,300 --> 00:11:30,100 That's a lot horse. Your Gardener believe is going 200 00:11:30,700 --> 00:11:35,000 inside were magazine. Believe it's going to ten point 201 00:11:35,000 --> 00:11:39,500 five trillion by 2025. So day further down, it says the 202 00:11:39,500 --> 00:11:42,200 addressable Market opportunity 170 billion dollars in global 203 00:11:42,200 --> 00:11:45,400 info security spending in 2021. Oh, that's spending versus the 204 00:11:45,500 --> 00:11:47,300 okay. I got it now, thanks this 205 00:11:47,300 --> 00:11:50,300 clarification. So the size of the cybersecurity 206 00:11:50,300 --> 00:11:54,800 is Six Trillion in 2021 and spending is 20 billion. 207 00:11:54,800 --> 00:11:56,800 Is that correct? That's correct. 208 00:11:56,800 --> 00:11:59,400 Got you okay? Yeah, it is. 209 00:11:59,500 --> 00:12:02,700 Yeah. That's insane s. 210 00:12:03,100 --> 00:12:06,800 Unbelievable. So before it was a black box and 211 00:12:06,800 --> 00:12:10,300 people like it never happened to me, it's not a matter of if 212 00:12:10,300 --> 00:12:13,400 anymore it's matter when. I mean 35 percent of the traffic 213 00:12:13,400 --> 00:12:20,200 on the Internet is Bots for you know a penetration point right 214 00:12:20,200 --> 00:12:22,100 there. Looking insert something so they 215 00:12:22,100 --> 00:12:25,400 can get into your data. So you've heard a lot about 216 00:12:25,400 --> 00:12:27,900 ransomware, that was kind of under the sheets until the 217 00:12:27,900 --> 00:12:30,200 pandemic. But the phonemic really pushed 218 00:12:30,200 --> 00:12:33,600 it to where people started working from home, and they made 219 00:12:33,600 --> 00:12:35,900 the mistake of, oh, I've got my computer at home. 220 00:12:35,900 --> 00:12:38,400 I'll dial in from my home office. 221 00:12:39,200 --> 00:12:42,300 What if your family is using? What if you have teenage kids 222 00:12:42,300 --> 00:12:46,500 that go, some relation, right? Various and they pick up a virus 223 00:12:46,500 --> 00:12:48,800 full, it's like the town dimmick. 224 00:12:49,100 --> 00:12:53,400 You probably know some people who got covid, right doctor. 225 00:12:53,500 --> 00:12:56,300 Him. Could you tell they were sick 226 00:12:56,400 --> 00:12:58,700 because it happened, you know, it could be up seven days, 227 00:12:58,900 --> 00:13:01,300 right? It's just like the pandemic. 228 00:13:01,600 --> 00:13:05,700 If you get infected, you can't tell right away and back 229 00:13:05,700 --> 00:13:07,900 somebody else before they figure out that you're sick. 230 00:13:08,400 --> 00:13:11,500 And that's the problem with cyber, its people can't 231 00:13:11,500 --> 00:13:16,600 physically, see it, identify it, but it's like depend on McCann. 232 00:13:16,600 --> 00:13:19,000 It spread very, very quickly. Wow. 233 00:13:19,800 --> 00:13:25,800 So let's talk a little about And I know obviously cybersecurity 234 00:13:25,800 --> 00:13:29,300 risk, so there's that component but as a leader in the CEO, how 235 00:13:29,300 --> 00:13:31,300 do you handle two questions, really? 236 00:13:31,500 --> 00:13:33,800 How do you handle risk and then what mistakes you see, people 237 00:13:33,800 --> 00:13:35,700 make with respect to risk management. 238 00:13:37,500 --> 00:13:40,400 That's a great question. First off, you don't know what 239 00:13:40,400 --> 00:13:43,400 you don't know. So, I encourage everyone out 240 00:13:43,400 --> 00:13:46,200 there. Find a reputable, service, 241 00:13:46,200 --> 00:13:49,400 security organization. That's there to be your partner 242 00:13:49,400 --> 00:13:54,800 and not necessarily sell you a product, but look at your 243 00:13:54,800 --> 00:13:57,800 compliance. Look at your threat, we're 244 00:13:57,800 --> 00:14:01,700 different because I take it an IT specialist, their grades, 245 00:14:01,700 --> 00:14:03,700 their job, and there's a big shortage there. 246 00:14:04,600 --> 00:14:06,000 But they're like General Practitioners. 247 00:14:06,100 --> 00:14:09,600 If you actually get hit and you want surgery, do you want an 248 00:14:09,600 --> 00:14:12,100 intern? Yeah, we're Specialists doctors 249 00:14:12,100 --> 00:14:14,000 out there for year. Or do you want a seasoned 250 00:14:14,000 --> 00:14:15,600 professional? Who's going to take care of you? 251 00:14:15,800 --> 00:14:17,300 Right specialist? No question. 252 00:14:18,400 --> 00:14:20,000 We're special speaking like hackers. 253 00:14:20,400 --> 00:14:23,000 So we look at your organization and try to figure out how to get 254 00:14:23,000 --> 00:14:26,800 in which we typically do. And then we talked about the 255 00:14:26,800 --> 00:14:28,900 differences of patching your systems. 256 00:14:29,200 --> 00:14:31,200 That's really risk management is what it is. 257 00:14:32,400 --> 00:14:35,400 Something, I don't know. I need to figure it out and get 258 00:14:35,400 --> 00:14:39,400 somebody who can figure out for me and then follow through with 259 00:14:39,400 --> 00:14:42,200 the plan, to remediate that. I love that. 260 00:14:42,200 --> 00:14:45,300 Some, basically, find me blind spots, identify the blind spots, 261 00:14:45,300 --> 00:14:48,300 and then fix it, solve it. Yeah, but the little mirror up 262 00:14:48,300 --> 00:14:51,000 on the window, whatever you've got to do to fix it sensors, 263 00:14:51,000 --> 00:14:54,100 whatever it is. And most of the folks who you 264 00:14:54,100 --> 00:14:56,600 going to call his like Ghostbusters who you going to 265 00:14:56,600 --> 00:14:58,000 call? You have a breach. 266 00:14:58,800 --> 00:15:03,100 Well, If you don't identify that before it happens, you're going 267 00:15:03,100 --> 00:15:05,900 to be wandering trying to figure it out. 268 00:15:06,000 --> 00:15:09,600 A lot of people say, call my attorney, yeah, call my PR firm 269 00:15:10,200 --> 00:15:15,500 my insurance, no seconds. Matter when the hackers in your 270 00:15:15,500 --> 00:15:19,400 network, right, as they're very good and know as soon as they're 271 00:15:19,400 --> 00:15:21,600 in there, you typically might have a hacker. 272 00:15:22,000 --> 00:15:24,900 A lot of companies, we do Gap analysis, there have been 273 00:15:24,900 --> 00:15:27,500 hackers inside their Network already, they were unaware of 274 00:15:27,900 --> 00:15:32,000 wow, because their systems. Wouldn't catch it so they're 275 00:15:32,000 --> 00:15:36,500 tricky and with a six point five trillion, you know going to 10 276 00:15:37,000 --> 00:15:40,000 there's pretty self funded. Now it's not for kids in the 277 00:15:40,000 --> 00:15:42,100 basement or a couple kids that hoodies. 278 00:15:42,600 --> 00:15:45,600 These are state-sponsored from China, Russia and North Korea, 279 00:15:45,600 --> 00:15:49,500 Iran right? That are penetrate us every day 280 00:15:49,500 --> 00:15:52,700 tens of millions of times because they want to 281 00:15:52,708 --> 00:15:57,300 intellectual property. They want to get into your bank 282 00:15:57,300 --> 00:16:01,200 accounts. So, Those are the risk 283 00:16:01,200 --> 00:16:04,500 management is knowing what your profile is, and then managing it 284 00:16:04,800 --> 00:16:08,200 through the process so that you get to a better cyber posture 285 00:16:08,900 --> 00:16:09,900 now, I love that. That's awesome. 286 00:16:09,900 --> 00:16:12,100 So Dave, let's talk about some Timeless lessons, you've learned 287 00:16:12,100 --> 00:16:15,900 along the way, I'm sure. I mean, you've been in 288 00:16:15,900 --> 00:16:20,500 leadership roles since for, you know, since the 20s, you've seen 289 00:16:20,500 --> 00:16:22,600 some things, you've learned some things, what are some of those 290 00:16:22,600 --> 00:16:24,500 Timeless lessons that you like to share with the audience, 291 00:16:24,500 --> 00:16:28,900 please? Couple mentors. 292 00:16:28,900 --> 00:16:31,000 I was lucky to have three mentors here in town. 293 00:16:31,100 --> 00:16:37,300 They're, they're still, my mentors, very smart educated. 294 00:16:37,500 --> 00:16:40,400 One is an accountant. Seasoned. 295 00:16:40,400 --> 00:16:43,800 Another one is an attorney. Another one is an entrepreneur 296 00:16:44,200 --> 00:16:46,900 and they all happen to be three friends and they wonder what I 297 00:16:46,900 --> 00:16:48,900 was doing. So I got introduced to him, 298 00:16:50,300 --> 00:16:53,900 don't be afraid to ask if you don't know it. 299 00:16:54,200 --> 00:16:56,700 The worst thing you can do is try to fake your way through it, 300 00:16:58,700 --> 00:17:01,700 just understand that you're one person and you're trying to 301 00:17:01,700 --> 00:17:03,900 accomplish something. If you don't know the answer 302 00:17:04,500 --> 00:17:06,599 reach out to somebody, you do, and then they might have 303 00:17:06,599 --> 00:17:09,900 different answers, depending on their experience. 304 00:17:09,900 --> 00:17:14,599 So, I have an advisory committee that I go to regularly. 305 00:17:14,800 --> 00:17:18,200 I have a board and all of them have different insights. 306 00:17:18,200 --> 00:17:23,599 And so the time is listen is truly reach out whether you're 307 00:17:23,599 --> 00:17:25,300 trying to get funding, whether you're trying to build a 308 00:17:25,300 --> 00:17:29,900 business, - or even continue the business, how can I grow faster? 309 00:17:30,400 --> 00:17:32,800 And you'll be surprised how many people reach out and help you. 310 00:17:33,300 --> 00:17:34,900 Yeah, that's really, really good advice. 311 00:17:35,100 --> 00:17:36,500 And what about some Timeless mistakes? 312 00:17:36,500 --> 00:17:38,200 You see people make and how do you avoid them? 313 00:17:41,100 --> 00:17:46,700 I've made mistakes in the past. Typically, the mistakes are 314 00:17:47,600 --> 00:17:51,000 making sure you got the right people in the right job, right? 315 00:17:51,000 --> 00:17:56,200 Because I have the title CEO since I've been 23, but I could 316 00:17:56,200 --> 00:18:00,400 be cooking bottle, washer. It doesn't matter what my title 317 00:18:00,400 --> 00:18:02,600 is. We're all co-workers and treat 318 00:18:02,600 --> 00:18:05,500 everybody that way. And the best thing about this 319 00:18:05,500 --> 00:18:08,700 organization and I told you in the beginning, they're all my 320 00:18:08,700 --> 00:18:13,200 friends and they're now our shareholders because everybody 321 00:18:13,200 --> 00:18:14,600 in this company is a shareholder. 322 00:18:15,500 --> 00:18:19,900 Everybody, in fact, 99.2% this companies owned by everyone in 323 00:18:19,900 --> 00:18:24,400 the company and that's how we designed it, get every working 324 00:18:24,400 --> 00:18:28,400 on the same page but more importantly, someone can step up 325 00:18:28,400 --> 00:18:31,100 to a job but they may not have the wisdom. 326 00:18:31,700 --> 00:18:34,600 I didn't say a smart because there's a lot of smart people. 327 00:18:35,000 --> 00:18:38,600 They may not have the experience in the wisdom to do the job and 328 00:18:38,600 --> 00:18:41,500 if they have the opportunity and you think they can then help 329 00:18:41,500 --> 00:18:44,100 Mentor them. I love a good. 330 00:18:44,100 --> 00:18:49,800 I saw the other day, you're not really successful until you see 331 00:18:50,200 --> 00:18:53,800 someone who work with. You become a leader and there. 332 00:18:53,800 --> 00:18:56,000 They actually teach them to become a leader. 333 00:18:57,300 --> 00:19:00,000 And the third generation you can now stay, I've got great 334 00:19:00,000 --> 00:19:02,000 leadership skills because I actually see them in the 335 00:19:02,008 --> 00:19:05,700 leadership roles. Well, I love that, that's great. 336 00:19:06,500 --> 00:19:10,700 I love seeing people progress and some folks might previous 337 00:19:10,700 --> 00:19:14,300 companies and when I left they exited have started their own 338 00:19:14,300 --> 00:19:18,300 businesses, you're successful and play it forward. 339 00:19:18,500 --> 00:19:21,600 They call me for advice. If I don't have it, I'll tell 340 00:19:21,600 --> 00:19:24,400 him, I don't have it and they'll send them to somebody who does. 341 00:19:24,800 --> 00:19:28,500 And it's a very I'm very Grateful for it and it's really 342 00:19:28,500 --> 00:19:31,100 satisfying to see them succeed and love that. 343 00:19:31,100 --> 00:19:32,900 So that's great way to avoid those mistakes. 344 00:19:32,900 --> 00:19:36,700 Let's talk about leadership and what makes a great leader you 345 00:19:36,700 --> 00:19:39,300 pass on obviously to Future Generations or other people 346 00:19:39,300 --> 00:19:41,500 around you. But what about the actual 347 00:19:41,500 --> 00:19:43,800 day-to-day and week-to-week year to year? 348 00:19:44,000 --> 00:19:47,400 What makes a great leader versus somebody that just can't lead. 349 00:19:50,100 --> 00:19:53,700 So a great example is one of my the first company I put this 350 00:19:53,700 --> 00:19:58,600 really gung-ho individual who brought in, I couldn't figure 351 00:19:58,600 --> 00:20:01,200 out, people didn't understand the internet and this Jim guy 352 00:20:01,600 --> 00:20:03,700 give me a shot. He was a fat salesman. 353 00:20:03,700 --> 00:20:07,800 They know anything about the internet but he our folks are 354 00:20:07,800 --> 00:20:10,200 meetings only five percent quota. 355 00:20:10,300 --> 00:20:12,400 One would meet 100% this guy, blew it out. 356 00:20:12,400 --> 00:20:13,700 Three hundred percent. The first year. 357 00:20:14,000 --> 00:20:19,000 Wow, second year, two hundred percent while he was knocked out 358 00:20:19,008 --> 00:20:21,500 of the park, I put him into a leadership role. 359 00:20:22,900 --> 00:20:27,400 Any struggle because he's a really good salesperson, but I 360 00:20:27,400 --> 00:20:32,100 was so young at the time 25. If he can sell like this, he can 361 00:20:32,100 --> 00:20:36,600 be a leader. So leadership is getting people 362 00:20:36,600 --> 00:20:43,600 to Rally around you so that you can accomplish things and Ryan 363 00:20:43,600 --> 00:20:47,400 the CEO bolt. It was he's a really good friend 364 00:20:47,400 --> 00:20:49,100 and he had some great advice for me. 365 00:20:49,100 --> 00:20:54,700 He said leadership is pick three to five things because a lot of 366 00:20:54,708 --> 00:20:59,100 people work on 20, right a good leader will pick three to five 367 00:20:59,300 --> 00:21:03,000 the impact the company the heaviest and concentrate on that 368 00:21:03,200 --> 00:21:05,400 and if you ask somebody what's the impact you bring to the 369 00:21:05,400 --> 00:21:08,500 company and they hesitate they're in the wrong company. 370 00:21:09,700 --> 00:21:14,700 So the other thing is I tell everyone I want you to be happy. 371 00:21:14,700 --> 00:21:19,200 Don't you smile we have literally the least turnover and 372 00:21:19,200 --> 00:21:22,000 any cyber security company because their shareholders, but 373 00:21:22,000 --> 00:21:26,000 I tell everybody when they join which typically is through the 374 00:21:26,000 --> 00:21:29,700 note bringing companies to us and being part of us if you're 375 00:21:29,700 --> 00:21:32,800 not happy. Two or three days in a row. 376 00:21:32,900 --> 00:21:38,200 Call me and let's talk about it. if I can't solve your problem or 377 00:21:38,200 --> 00:21:42,100 something that organization and still unhappy, then you're in 378 00:21:42,100 --> 00:21:45,300 the wrong company, right? Let's help you get to the right 379 00:21:45,300 --> 00:21:48,500 company. So I encourage people to be 380 00:21:48,500 --> 00:21:52,200 happy the company when people are themselves, but you can only 381 00:21:52,200 --> 00:21:55,000 travel so much. Others control themselves. 382 00:21:55,000 --> 00:21:58,900 So I love that. So what are some obstacles that 383 00:21:58,900 --> 00:22:03,100 you faced and overcome in your journey to getting to where you 384 00:22:03,100 --> 00:22:05,500 are today? And lessons you've learned from 385 00:22:05,500 --> 00:22:09,700 them. Oh, it's interesting, I see a 386 00:22:09,700 --> 00:22:14,800 young Dynamic, keep referring to Ryan, he came from snare. 387 00:22:14,800 --> 00:22:18,100 If you graduate, if you take one year at Stanford, you can drop 388 00:22:18,100 --> 00:22:19,300 out. It's kind of like a badge. 389 00:22:19,700 --> 00:22:25,800 And you did when I started I dropped out of college and thank 390 00:22:25,800 --> 00:22:30,100 goodness, it was successful but people didn't believe because I 391 00:22:30,108 --> 00:22:33,000 didn't have the experience and they would have brought a would 392 00:22:33,000 --> 00:22:37,400 have brought Some more executive team power, and wisdom to the 393 00:22:37,400 --> 00:22:39,600 table. But the struggle was trying to 394 00:22:39,600 --> 00:22:42,900 raise capital and very beginning and probably the best thing for 395 00:22:42,900 --> 00:22:45,400 me was not getting that Capital got Tunes. 396 00:22:45,700 --> 00:22:48,900 Best decisions I've made are the ones I haven't followed through 397 00:22:48,900 --> 00:22:52,300 on that. I was found in Germany yet so I 398 00:22:52,308 --> 00:22:55,200 would encourage you to look at avenues to grow the company 399 00:22:55,200 --> 00:22:59,500 yourself and then if you do need the capital, But the hurdle is 400 00:22:59,900 --> 00:23:03,800 having people believe in it. And believe me, can you and your 401 00:23:03,800 --> 00:23:06,000 team? Just that's why you invest you 402 00:23:06,008 --> 00:23:08,600 believe in the team, right? And that's why we have a Super 403 00:23:08,600 --> 00:23:11,900 Start All-Star International cast that work with me. 404 00:23:13,300 --> 00:23:15,900 I love that. So, ya know that, that's 405 00:23:15,900 --> 00:23:17,500 fantastic. So Dave, how do you handle 406 00:23:17,500 --> 00:23:19,700 adversity when something doesn't go right? 407 00:23:19,800 --> 00:23:23,300 You know, some people can look at become really pessimistic and 408 00:23:23,300 --> 00:23:26,200 go down - path. Some people look at it as an 409 00:23:26,200 --> 00:23:27,900 opportunity. You either win or you learn. 410 00:23:27,900 --> 00:23:31,600 I had something a guest on the show, say that a while ago and 411 00:23:31,600 --> 00:23:34,300 take it as Opportunity to grow. So, how do you handle adversity? 412 00:23:34,300 --> 00:23:36,500 And what lessons would you recommend people? 413 00:23:36,500 --> 00:23:38,500 Do to handle adversity, going forward. 414 00:23:39,800 --> 00:23:41,500 It's starting to company running one was easy. 415 00:23:41,500 --> 00:23:45,900 Everybody would do it. So it's all perspective if there 416 00:23:45,900 --> 00:23:50,500 is so every day and I encourage everybody including the folks, I 417 00:23:50,508 --> 00:23:53,000 helped Mentor which probably not the best Mentor in the world, 418 00:23:53,000 --> 00:23:58,300 but if you have an obstacle, either go into or over it around 419 00:23:58,300 --> 00:24:04,000 it under it, in the last thing, go through it and if it's solid 420 00:24:04,400 --> 00:24:08,700 you're on the wrong path. So take a step back. 421 00:24:08,700 --> 00:24:12,100 Look at why it's Sickle. And you can get as frustrated as 422 00:24:12,100 --> 00:24:17,600 you want, but my grandparents raised me and I spilled milk 423 00:24:18,300 --> 00:24:21,100 that dang it. I would complain about it. 424 00:24:21,200 --> 00:24:22,800 My grandfather just look over and go. 425 00:24:23,800 --> 00:24:26,000 It's going to sit there until you clean it up the fashion 426 00:24:26,000 --> 00:24:29,800 cleaned up, it's over, right? So the quicker you can get 427 00:24:29,800 --> 00:24:33,800 through it. Don't be pessimistic, just take 428 00:24:33,800 --> 00:24:35,800 it and roll with. And what did you learn from 429 00:24:35,800 --> 00:24:39,400 that? And you can ask anyone in this. 430 00:24:39,500 --> 00:24:42,900 Ation or previous. I really don't get frustrated 431 00:24:42,900 --> 00:24:46,600 because there's an answer. To everything out there. 432 00:24:46,600 --> 00:24:50,100 You just have to find the person that has it and if there's not 433 00:24:50,200 --> 00:24:54,200 then that's an obstacle people haven't been able to get past so 434 00:24:54,600 --> 00:24:56,200 it's untrue. Other out. 435 00:24:56,600 --> 00:24:58,600 Yeah, I love that. So okay. 436 00:24:58,600 --> 00:25:01,200 What's the best piece of advice that you like to give your 20 437 00:25:01,200 --> 00:25:03,100 year old self or 25 year old self? 438 00:25:09,000 --> 00:25:15,000 keep on being positive and you know, I know I know I push 439 00:25:15,000 --> 00:25:21,800 through it but I probably Let's say, run it yourself. 440 00:25:21,900 --> 00:25:24,000 Don't try to raise the money and get ahead of yourself. 441 00:25:26,100 --> 00:25:30,500 I've don't I've had mistakes happen but regretting anything. 442 00:25:30,500 --> 00:25:32,300 Now, everything happens for a reason. 443 00:25:32,800 --> 00:25:35,700 Yeah, well there I know it next week or next year, or 20 years 444 00:25:36,100 --> 00:25:38,500 it's funny. I look back even last week, 445 00:25:38,500 --> 00:25:41,100 somebody said, by the way, you know that thing that happened 446 00:25:41,100 --> 00:25:45,400 like a woman that was, I was 2001. 447 00:25:45,400 --> 00:25:46,900 Bomb. Yeah. 448 00:25:47,300 --> 00:25:51,000 Well, this is what And I'm like, no wonder I couldn't make that 449 00:25:51,000 --> 00:25:54,100 happen. So you just have to understand 450 00:25:54,100 --> 00:25:57,700 that our life is a journey and it's all in perspective and 451 00:25:57,700 --> 00:26:02,400 since those running the company, so take the Grady, have a great 452 00:26:02,400 --> 00:26:05,400 perspective, there's nothing holding you back except yourself 453 00:26:05,900 --> 00:26:07,600 now Dave, this has been absolutely fantastic. 454 00:26:07,600 --> 00:26:10,200 Thank you so much investors can learn more. 455 00:26:10,200 --> 00:26:12,000 I like what you said too about the ticker symbol. 456 00:26:12,300 --> 00:26:14,400 It's CSI. Oh, and there's a reason why 457 00:26:14,400 --> 00:26:18,800 that, it's, he tells again, it's consumer, sorry, it's cyber 458 00:26:18,900 --> 00:26:21,100 Security information officer. Is that what it stands for? 459 00:26:21,500 --> 00:26:23,300 It's called Chief Information Security. 460 00:26:23,300 --> 00:26:25,400 Officer Chief Information. Security Officer. 461 00:26:25,400 --> 00:26:27,000 Gotcha. Now that's fantastic. 462 00:26:27,400 --> 00:26:30,500 She sews, the sen has got it a beautiful day. 463 00:26:30,500 --> 00:26:32,300 Thank you so much for coming on the show and hopefully will 464 00:26:32,300 --> 00:26:34,200 speak to you again soon. Thank you. 465 00:26:34,200 --> 00:26:35,400 I appreciate it out. I'm thank you.