1 00:00:00,800 --> 00:00:03,760 Welcome buying local. Welcome everyone to buying 2 00:00:03,760 --> 00:00:05,880 local. I'm Mike Nelson from Pod Towers 3 00:00:05,880 --> 00:00:08,360 Media here with Jared Hudson from Adirondack. 4 00:00:09,200 --> 00:00:11,440 So I was thinking about this on the way over. 5 00:00:11,880 --> 00:00:16,400 Are you still Adirondack technical solutions or are you 6 00:00:16,400 --> 00:00:18,480 just 80 key techs or you kind of run both? 7 00:00:18,600 --> 00:00:20,520 That's the legal name. That's the legal name. 8 00:00:20,520 --> 00:00:23,200 OK, Yeah, I did. Re shorten it down 80K tax just 9 00:00:23,200 --> 00:00:25,600 because you know 20 years ago we started the business with it. 10 00:00:26,480 --> 00:00:28,080 I realize that when you ask the phone. 11 00:00:28,080 --> 00:00:30,120 Thank you for calling Adirondack Capital solutions. 12 00:00:30,160 --> 00:00:33,880 Yes, that's all. He plays as 80 key pass. 13 00:00:33,880 --> 00:00:36,360 At this point, we've. Been rounded as etiquette. 14 00:00:36,360 --> 00:00:39,320 That's for, you know, better part of all 1012 years now, 15 00:00:39,720 --> 00:00:42,600 maybe even longer. Yeah, it's wow, 20 years, man. 16 00:00:42,600 --> 00:00:44,840 You said that to me the other day when I bumped in you here. 17 00:00:44,840 --> 00:00:50,600 By the way, we're at Jared's new location over by accident 17 off 18 00:00:50,600 --> 00:00:52,640 the highway. I don't know, are you next to 19 00:00:52,640 --> 00:00:55,360 Stinky's Coffee or a Stinky Coffee next to you? 20 00:00:55,360 --> 00:00:56,880 I. Bet removed in sample, so I 21 00:00:56,920 --> 00:00:58,520 guess we're. Next, you're next to Stinky's. 22 00:00:58,520 --> 00:01:00,840 OK, well, we're next to Stinky's Coffee. 23 00:01:00,840 --> 00:01:02,760 If you haven't checked out Stinky's, go ahead. 24 00:01:03,080 --> 00:01:05,319 I'm having one of their lattes as we speak here. 25 00:01:06,200 --> 00:01:07,600 But you said that when I bumped in yet? 26 00:01:07,720 --> 00:01:09,760 20 years. Yep, 21. 27 00:01:09,760 --> 00:01:12,600 We're starting at 21st year, so we're completed 20 and 21. 28 00:01:12,640 --> 00:01:15,480 That's why how time plus. It does. 29 00:01:15,560 --> 00:01:17,400 We're old men. We are. 30 00:01:18,200 --> 00:01:19,040 The Grand. Problem. 31 00:01:19,280 --> 00:01:21,920 We call those wisdom highlights, Derek, wisdom highlights. 32 00:01:23,160 --> 00:01:26,320 So I, you know, you said that and I was like, Oh my God, we 33 00:01:26,320 --> 00:01:31,400 got to talk because I want to, I want to hear about the last 20 34 00:01:31,400 --> 00:01:33,440 years. Your business has changed, 35 00:01:33,480 --> 00:01:36,240 obviously for the better time gotten better the last 20 years. 36 00:01:37,000 --> 00:01:38,920 So many people don't even make it 5 years. 37 00:01:38,920 --> 00:01:40,440 You know, that's a big mouse known for a lot. 38 00:01:40,520 --> 00:01:45,480 This is let alone making it 1. So I'm not even sure where to 39 00:01:45,480 --> 00:01:49,800 begin, but let's start with how did you end up starting the ADK 40 00:01:49,800 --> 00:01:54,720 tax 20 years ago? Well, I guess it started with 41 00:01:55,800 --> 00:01:58,120 just like wasting the way the industry was, you know, when it 42 00:01:58,120 --> 00:02:01,760 first started out. I mean, I think like IT was not 43 00:02:01,760 --> 00:02:06,440 really customer centric, right? It was more of like you had to 44 00:02:06,440 --> 00:02:08,479 have it, right. That was, as you know, you get 45 00:02:08,479 --> 00:02:10,479 to the, you know, you know, late night. 46 00:02:10,479 --> 00:02:12,920 It was early 2000s as technology was emerging. 47 00:02:14,800 --> 00:02:16,000 Yeah. You know, that was where it was 48 00:02:16,000 --> 00:02:19,160 just starting to kind of be looked at as like something to 49 00:02:19,160 --> 00:02:22,120 enhance your business. There was still paper processes 50 00:02:22,120 --> 00:02:23,680 in place. And then you just made some 51 00:02:23,680 --> 00:02:29,640 efficiencies with computers. And so, you know, you're, you 52 00:02:29,640 --> 00:02:32,640 know, I guess it came from going from the big, you know, 53 00:02:32,640 --> 00:02:34,400 mainframes. And now that was going in the 54 00:02:34,400 --> 00:02:37,640 personal computers and servers in every office. 55 00:02:38,120 --> 00:02:40,720 And, you know, you kind of go through these cycles, right. 56 00:02:40,800 --> 00:02:42,760 And you're now headed through another one of these cycles 57 00:02:42,760 --> 00:02:45,400 where you went from big mainframe personal computers, 58 00:02:45,720 --> 00:02:48,440 then the servers kind of hybrid that now we're going back to the 59 00:02:48,960 --> 00:02:51,960 mainframes out in the cloud, you know, and I go to big super data 60 00:02:51,960 --> 00:02:56,440 centers and then you're going back to individual devices that 61 00:02:56,440 --> 00:02:58,800 access stuff in the cloud. So it's just kind of going back 62 00:02:58,800 --> 00:03:05,440 and forth, you know, but it's been where we started was, you 63 00:03:05,560 --> 00:03:08,160 know, kind of filling that a lot of project based work, you know, 64 00:03:08,680 --> 00:03:13,080 get setting up desktops, running cable building, kind of like a 65 00:03:13,080 --> 00:03:15,000 private cloud, right? We're putting a server in every 66 00:03:15,000 --> 00:03:17,520 business. We're installing an Exchange 67 00:03:17,520 --> 00:03:19,360 Server. We're figuring that to connect 68 00:03:19,360 --> 00:03:21,400 to their cell phones. The cell phones were emerging. 69 00:03:22,840 --> 00:03:25,560 People had their websites hosted in their, you know, website on 70 00:03:25,600 --> 00:03:30,880 their own server. So, you know, we used to have a 71 00:03:31,120 --> 00:03:34,720 client makeup of all these little clouds inside of their 72 00:03:34,760 --> 00:03:39,720 video inside of their networks. We had to protect them all as 73 00:03:40,400 --> 00:03:43,920 things changed, right? You know, the pace of the world 74 00:03:43,920 --> 00:03:46,320 picked up. Everybody wants everything now, 75 00:03:47,560 --> 00:03:50,080 want to be agile as a business, want to be able to do business 76 00:03:50,080 --> 00:03:53,200 from everywhere. That kind of model became, you 77 00:03:53,200 --> 00:03:54,920 know, a little bit more expensive, right? 78 00:03:54,920 --> 00:03:57,720 So you're still have to maintain all these servers, had to grow 79 00:03:57,720 --> 00:03:59,440 different servers for security reasons. 80 00:03:59,440 --> 00:04:02,560 So you had to start parsing off, you know, servers for different 81 00:04:02,560 --> 00:04:05,440 roles. And then that, like I said, that 82 00:04:05,440 --> 00:04:07,640 became taking up real estate inside of the business. 83 00:04:08,080 --> 00:04:10,320 It's consuming a lot of power. You know, everybody had those 84 00:04:10,320 --> 00:04:13,360 old server rooms right in their office that with all the racks, 85 00:04:13,360 --> 00:04:15,880 that stuff. And so, but then the attack 86 00:04:15,880 --> 00:04:17,480 started going against the business. 87 00:04:17,720 --> 00:04:21,000 And so that's really loud computing comes in, we get to 88 00:04:21,000 --> 00:04:22,160 kind of offload some of those things. 89 00:04:22,160 --> 00:04:24,600 You're still susceptible to those same, you know, attacks 90 00:04:24,600 --> 00:04:27,400 and things like that, but now you have different tools that 91 00:04:27,400 --> 00:04:29,760 can protect them. You don't have a whole separate, 92 00:04:29,800 --> 00:04:33,600 you know, area in your office up for this anymore, smaller 93 00:04:33,600 --> 00:04:38,040 footprint, you know, maximizing what you have and also making it 94 00:04:38,040 --> 00:04:40,640 more agile, right? Power out goes in this building. 95 00:04:40,640 --> 00:04:43,520 We can all go work from home, we can go work anywhere. 96 00:04:43,680 --> 00:04:46,720 You know, we have cell phones, you know, we can work from cell 97 00:04:46,720 --> 00:04:48,360 phones. So we don't really have to. 98 00:04:49,080 --> 00:04:52,360 We're more agile, we're, you know, more functional, we're 99 00:04:52,760 --> 00:04:56,520 cheaper, you know, it's able to, you know, deliver the same 100 00:04:56,520 --> 00:04:59,400 results for a smaller pops. For a lot, yeah. 101 00:04:59,960 --> 00:05:03,840 It's, you know, it's funny too, because I weirdly, I unwatched 102 00:05:03,840 --> 00:05:05,920 the original Tron movie. I don't know if you've ever seen 103 00:05:05,920 --> 00:05:08,000 that movie or not. Oh my God. 104 00:05:08,000 --> 00:05:11,640 So I watched the original Tron movie last night and I was 105 00:05:11,640 --> 00:05:15,960 laughing about like, you look at that movie that was on the maybe 106 00:05:16,080 --> 00:05:20,800 late 70s, early 80s compared to what the movies are today and 107 00:05:21,040 --> 00:05:22,920 just how much technology has changed. 108 00:05:23,400 --> 00:05:25,520 It is So what is so wow. Yeah. 109 00:05:25,520 --> 00:05:27,840 So, Matt, well, as you said earlier, we're, I guess we're 110 00:05:27,840 --> 00:05:30,400 we're old men now. Some of the science fiction 111 00:05:30,400 --> 00:05:33,080 stuff is, you know, you watch Star Trek, you know, they're 112 00:05:33,640 --> 00:05:34,960 flipping that over there, talking to it. 113 00:05:34,960 --> 00:05:37,040 You know, it's like was literally holding the fall into 114 00:05:37,040 --> 00:05:38,840 their head, talking to everybody throughout the world. 115 00:05:38,880 --> 00:05:41,400 Yeah, changing messages, you know, very quick. 116 00:05:41,400 --> 00:05:45,960 So, you know, we we become so old that science fiction is now 117 00:05:45,960 --> 00:05:47,720 real. Is now the reality, Yeah. 118 00:05:47,720 --> 00:05:50,840 And information on demand and people on demand, right. 119 00:05:50,840 --> 00:05:52,880 Everybody's accessible instantly these days. 120 00:05:53,360 --> 00:05:56,080 It is absolutely wild. I. 121 00:05:56,120 --> 00:06:00,080 You know, so you, you kind of got into a little bit about how 122 00:06:00,080 --> 00:06:02,520 your business model has changed over time. 123 00:06:02,520 --> 00:06:05,440 And we we were chatting about it before we officially started the 124 00:06:05,440 --> 00:06:09,520 episode. But you know, one of the things 125 00:06:09,520 --> 00:06:13,920 that businesses struggle with is the pivot, right? 126 00:06:13,920 --> 00:06:17,960 The changes that you have to make is stay ahead of your 127 00:06:17,960 --> 00:06:21,040 industry and be on top of things and the people that don't fit it 128 00:06:21,040 --> 00:06:23,520 over time and the getting left behind going out of yours, 129 00:06:23,720 --> 00:06:28,040 right? So obviously technology's 130 00:06:28,040 --> 00:06:29,960 changing at an ever increasing rate. 131 00:06:32,400 --> 00:06:34,920 You've had to keep up with this over time and kind of stay at 132 00:06:34,920 --> 00:06:38,360 the front side of that wave. I how does it look like? 133 00:06:38,360 --> 00:06:39,920 How do you do that as a business, right? 134 00:06:39,920 --> 00:06:43,080 Like if you're going to tell someone like, hey, this is what 135 00:06:43,080 --> 00:06:45,400 you got to do and stay ahead of your industry, Like what, what 136 00:06:45,400 --> 00:06:46,720 do you do? How do you do it, especially 137 00:06:46,720 --> 00:06:48,200 your industry that moves so fast? 138 00:06:48,360 --> 00:06:51,080 Well, human beings inherently don't like change, right? 139 00:06:51,200 --> 00:06:53,600 We've kind of learned that in this industry, right? 140 00:06:53,600 --> 00:06:57,240 Yeah, that's we thrive on it because we like technology, we 141 00:06:57,240 --> 00:07:00,440 like change, we like the, you know, when a new iOS comes out, 142 00:07:00,440 --> 00:07:02,840 we love that when new product comes out and they serve, you 143 00:07:02,840 --> 00:07:05,040 know, new cloud service, new, you know, hardware, whatever it 144 00:07:05,040 --> 00:07:08,760 is, we like that. But other, you know, for the 145 00:07:08,760 --> 00:07:12,320 most part business like standards, right. 146 00:07:12,320 --> 00:07:15,280 So one of the ways that we've, we've pivoted and that we went 147 00:07:15,280 --> 00:07:18,360 from kind of like the, I wouldn't really call organized 148 00:07:18,360 --> 00:07:20,080 chaos. Like the oldest way of doing IT 149 00:07:20,280 --> 00:07:22,600 was like generally it was like a fire drift. 150 00:07:23,240 --> 00:07:25,480 All this person needs that over here might be send three people 151 00:07:25,480 --> 00:07:26,720 over there and just take care of that. 152 00:07:26,720 --> 00:07:29,680 Meanwhile, 3 other fires start and then you just rushed three 153 00:07:29,680 --> 00:07:31,480 other resources back in that other direction. 154 00:07:32,240 --> 00:07:36,560 And like that is exhausting. That's exhausting for your team 155 00:07:36,560 --> 00:07:39,040 that providing the support. It's exhausting for your 156 00:07:39,040 --> 00:07:41,520 customers just to kind of like just feel like you're just 157 00:07:41,960 --> 00:07:44,360 cancel, just stopping off fires and then you're going over the 158 00:07:44,360 --> 00:07:47,640 next one and a bunch of pops up over there and it was just 159 00:07:47,640 --> 00:07:51,000 chaos. And so where we pivoted was to 160 00:07:51,600 --> 00:07:55,640 standardize, right, the old IT models. 161 00:07:55,640 --> 00:07:57,160 And we've still even see it today. 162 00:07:57,160 --> 00:08:00,560 And I and I don't know how some people still like those 163 00:08:00,560 --> 00:08:03,360 environments, but it's like, you know, the Alicart like, oh, 164 00:08:03,360 --> 00:08:06,960 we're going to do, here's the 10 services that you offer. 165 00:08:06,960 --> 00:08:11,520 I want this, this, I want 5. And so that creates a dilemma of 166 00:08:11,520 --> 00:08:16,280 like, OK, well, they didn't want this, you know, EDR, you know, 167 00:08:16,640 --> 00:08:19,600 protection against malware or against ransomware. 168 00:08:19,600 --> 00:08:21,880 They don't want that. So what do we do when they get 169 00:08:21,880 --> 00:08:24,560 ransomware? Do we just let it burn? 170 00:08:24,720 --> 00:08:28,080 No, you know, and so. You so that creates all this 171 00:08:28,080 --> 00:08:31,680 communication in this non standard way of reacting because 172 00:08:31,680 --> 00:08:35,080 it's like I have these 14 different contract types. 173 00:08:35,760 --> 00:08:40,039 And so four or five years ago we just said we can't do that, Like 174 00:08:40,039 --> 00:08:45,440 we can't allow people to choose their protections. 175 00:08:46,000 --> 00:08:51,160 And that's a maybe a crude way or maybe a over direct way of 176 00:08:51,160 --> 00:08:53,000 saying it, like we can't allow anyone to choose that. 177 00:08:53,480 --> 00:08:58,880 But you're, you're, you're getting, you know, you're, 178 00:08:58,880 --> 00:09:01,520 you're getting to where you're not 100% sure what that 179 00:09:01,520 --> 00:09:04,800 protection actually gets. So we just created a program 180 00:09:04,800 --> 00:09:06,800 that's just like, hey, you know, from A-Z. 181 00:09:07,320 --> 00:09:08,640 This is just what we're going to do. 182 00:09:08,760 --> 00:09:11,520 We're going to just cover your desktop installations. 183 00:09:11,520 --> 00:09:14,240 We're going to cover the way that you monitor cybersecurity. 184 00:09:14,240 --> 00:09:17,920 We're going to, you know, cover your employee training for cyber 185 00:09:17,920 --> 00:09:20,080 security to, you know, train the human firewall. 186 00:09:20,720 --> 00:09:23,120 We're going all these things are going here, your risk 187 00:09:23,120 --> 00:09:24,640 assessments, your vulnerability assessments. 188 00:09:24,680 --> 00:09:26,160 We're going to do this right up to this point. 189 00:09:26,160 --> 00:09:28,200 Then we're going to ask her to have a pen test. 190 00:09:28,360 --> 00:09:30,640 They have trust and verifies what we do for you. 191 00:09:31,200 --> 00:09:32,560 That shows the program is in place. 192 00:09:32,560 --> 00:09:35,440 That's being effective. So we in Pennant. 193 00:09:35,440 --> 00:09:37,000 Pennant test means penetration test. 194 00:09:37,240 --> 00:09:40,760 So that's essentially where you purposely try to break the 195 00:09:40,760 --> 00:09:42,880 system to see where the vulnerabilities. 196 00:09:42,920 --> 00:09:45,400 Are Yep, you'll, you'll have a third party service come through 197 00:09:45,400 --> 00:09:48,080 and just say, OK, we're going to, you know, we're going to 198 00:09:48,080 --> 00:09:50,400 task, we're going to see if you bend, hopefully you don't break 199 00:09:50,720 --> 00:09:52,240 if there are instances is every break. 200 00:09:52,360 --> 00:09:56,960 Hey, is this a a vendor specific vulnerability that's not patched 201 00:09:56,960 --> 00:09:58,400 yet? OK, that's great. 202 00:09:58,400 --> 00:10:00,840 We know about that. We know it's a weakness, but 203 00:10:00,840 --> 00:10:03,120 what's the controls that we put in place to monitor it 204 00:10:03,440 --> 00:10:06,840 minimizes, you know, you know, its ability to affect our 205 00:10:06,840 --> 00:10:10,160 business. So we put in that full program 206 00:10:10,320 --> 00:10:15,760 and there's no more like it. It's IT of yesterday is here's 207 00:10:15,760 --> 00:10:19,080 block hours and we're going to wait till you have a problem 208 00:10:19,280 --> 00:10:21,320 that break and fix. Give us a call when your company 209 00:10:21,320 --> 00:10:24,920 is running inefficient. And to me that's never really 210 00:10:24,920 --> 00:10:26,720 made sense. We've strived to like kind of 211 00:10:26,720 --> 00:10:29,520 get to this point of like where we're proactive instead of 212 00:10:29,520 --> 00:10:32,720 reactive and where we want to, you know, where we're taking 213 00:10:32,720 --> 00:10:34,880 things is where we're going to sit down. 214 00:10:34,920 --> 00:10:36,880 You know, we want to sit down and, you know, do a tabletop 215 00:10:36,880 --> 00:10:40,400 exercises where we're like, OK, you just got ransomware, you're 216 00:10:40,400 --> 00:10:44,080 a payroll company. What what happens? 217 00:10:44,600 --> 00:10:46,880 And then we just sit back and we let their leadership team 218 00:10:47,480 --> 00:10:50,840 discuss that say, well, it sounds like you're missing, you 219 00:10:50,840 --> 00:10:53,000 know, some of this in your hands and response plan sounds like 220 00:10:53,000 --> 00:10:55,400 you're missing some of this. What is your return to business 221 00:10:55,400 --> 00:10:58,520 like how if you were had ransomware and your systems were 222 00:10:58,520 --> 00:11:01,000 unavailable for 48 hours, what does that look like to you? 223 00:11:01,800 --> 00:11:04,000 OK, you need to be back in business in 24 hours. 224 00:11:04,240 --> 00:11:08,320 Here's what that cost is. Do you have the business model 225 00:11:08,320 --> 00:11:11,000 that supports that type of profitability that gives you 226 00:11:11,800 --> 00:11:15,360 that return to business? You know, technology like can 227 00:11:15,360 --> 00:11:17,520 you restore this back? So those are all because you get 228 00:11:17,520 --> 00:11:19,560 some people say, oh, all my stuff is backed up in the cloud. 229 00:11:19,560 --> 00:11:21,720 OK, great. What happens? 230 00:11:21,720 --> 00:11:24,080 You need to restore, you know how fast is your Internet 231 00:11:24,080 --> 00:11:26,720 connection? You have 50 mic connection, but 232 00:11:26,720 --> 00:11:29,120 you got 3 terabytes worth of data that needs to be restored 233 00:11:29,120 --> 00:11:31,040 down. And when you start to do that 234 00:11:31,040 --> 00:11:34,000 test restore, it says, oh, it'll be restored and, you know, 36 235 00:11:34,000 --> 00:11:37,160 hours. Can, can you explain for our 236 00:11:37,160 --> 00:11:39,320 listeners explain what ransomware is? 237 00:11:39,320 --> 00:11:44,480 Because it is scary. And I, I, I know that a lot of 238 00:11:44,480 --> 00:11:47,480 people do, but I also have to assume there's people that don't 239 00:11:47,480 --> 00:11:49,840 know what ransomware is. So just explain that. 240 00:11:50,160 --> 00:11:52,200 Yeah. So ransomware is where they, you 241 00:11:52,200 --> 00:11:56,480 know, execute malicious code to a system or systems within your, 242 00:11:56,480 --> 00:12:01,480 you know, your environment and that it will encrypt the data 243 00:12:01,480 --> 00:12:05,160 with an encryption key that they only have reversible in which 244 00:12:05,160 --> 00:12:06,520 then they'll make a demand to you. 245 00:12:06,640 --> 00:12:10,440 So hence the ransomware. They say, hey, you give us, you 246 00:12:10,440 --> 00:12:15,120 know, you know, 5 Bitcoin or 1000 Bitcoin and if you give us 247 00:12:15,120 --> 00:12:18,520 that, we'll give you your data back and so. 248 00:12:19,960 --> 00:12:21,440 So they're holding your stuff hostage? 249 00:12:21,440 --> 00:12:24,280 They're holding you hostage until you do that unless you if 250 00:12:24,280 --> 00:12:28,080 you have good backups and you have good wall back procedures 251 00:12:28,080 --> 00:12:29,800 and things like that. If you have quick technology on 252 00:12:29,800 --> 00:12:32,080 your endpoints, you can use or just wall that stuff right back 253 00:12:32,080 --> 00:12:35,000 in a few minutes, restore your data, do all that good stuff. 254 00:12:35,040 --> 00:12:37,440 If you have the white, you know, protections and programs in 255 00:12:37,440 --> 00:12:40,080 place. If you want the Ala carte, you 256 00:12:40,080 --> 00:12:43,680 know, model, you're kind of just spending the. 257 00:12:43,680 --> 00:12:45,040 Chamber out, then you get expensive. 258 00:12:45,040 --> 00:12:47,520 Yeah, yeah. And then so you never want to be 259 00:12:47,520 --> 00:12:51,120 in the spot and we've even heard this, but I have, I have cyber 260 00:12:51,120 --> 00:12:54,080 jets. OK, so do you want to go through 261 00:12:54,080 --> 00:12:56,800 where you have to make a cyber claim and just say, OK, well, at 262 00:12:56,800 --> 00:12:58,800 least I'm covered for the $2,000,000 worth of data I just 263 00:12:58,800 --> 00:13:01,800 lost that you just built over, you know, 20 years. 264 00:13:02,720 --> 00:13:04,240 That's a difficult position to be in. 265 00:13:04,240 --> 00:13:07,320 So you don't really like your cyber insurance should be 266 00:13:07,440 --> 00:13:11,120 breaking, you know, you don't break this glass here emergency, 267 00:13:11,240 --> 00:13:13,160 right? That should be We're hoping that 268 00:13:13,160 --> 00:13:14,760 we could take care of that fire before. 269 00:13:14,760 --> 00:13:18,720 Absolutely, yeah. Yeah, it is wild. 270 00:13:18,720 --> 00:13:20,160 I and it's funny to you because I read. 271 00:13:20,160 --> 00:13:23,880 I mean, I don't know, I probably get 10 different newsletters in 272 00:13:23,880 --> 00:13:26,360 my inbox every morning with different industry stuff. 273 00:13:26,360 --> 00:13:30,160 And every single one of them always has something about 274 00:13:30,160 --> 00:13:35,960 somebody who has gotten hacked is had a, a ransomware, a a 275 00:13:35,960 --> 00:13:38,880 malware. It's like all this DDoS attacks, 276 00:13:38,880 --> 00:13:40,600 like all this different stuff that's out there. 277 00:13:40,600 --> 00:13:43,680 It is such a scary world in visual environment. 278 00:13:43,920 --> 00:13:47,960 Yeah, we just did a Facebook and liked impost about, you know, 279 00:13:48,760 --> 00:13:52,560 international conflicts, right. Obviously everybody's where you 280 00:13:52,560 --> 00:13:54,200 know, the conflicts that are going on right now. 281 00:13:54,280 --> 00:13:57,240 And then you just see, you know, three days later as we put this 282 00:13:57,240 --> 00:13:58,320 out. We've been doing this quite a 283 00:13:58,320 --> 00:14:01,120 while. We we know the trends that goes 284 00:14:01,120 --> 00:14:08,600 over then you have, you know, pro Iradian company or, or I, I 285 00:14:08,600 --> 00:14:12,400 shouldn't say a company, but you know, a group haptivists, 286 00:14:12,480 --> 00:14:16,560 haptivists, right? So they, they, they targeted a 287 00:14:16,560 --> 00:14:21,160 major US medical company and, you know, launch ransomware 288 00:14:21,160 --> 00:14:26,160 denial service tax and, and targeted it was hard that even 289 00:14:26,160 --> 00:14:30,360 really they, they took over some endpoints and just deleted data. 290 00:14:30,360 --> 00:14:31,960 This was more of a Melissa stack later. 291 00:14:31,960 --> 00:14:35,160 So some of your hacktivists will do the ransomware, make some 292 00:14:35,160 --> 00:14:37,680 money out of it. Someone just go in there capture 293 00:14:37,680 --> 00:14:40,760 flag, just say hey that we get it and others are looking to be 294 00:14:40,760 --> 00:14:42,760 malicious and they're just deleting data and just say hey, 295 00:14:42,760 --> 00:14:45,920 we captured the backups, we got the data as well, We're just 296 00:14:45,920 --> 00:14:48,600 going to be malicious we're. Burning your stuff right around. 297 00:14:48,720 --> 00:14:52,720 So that's your that's your unattended consequences of, you 298 00:14:52,720 --> 00:14:54,560 know, you know, the international conflicts. 299 00:14:54,560 --> 00:14:56,640 And sometimes it doesn't even involve our own country. 300 00:14:57,160 --> 00:15:00,360 It's just that we're a wealthy nation. 301 00:15:00,480 --> 00:15:04,040 And so you are a target for ransomware and if you make that 302 00:15:04,040 --> 00:15:06,320 ransom low enough and you're like, hey, well, you know, for 303 00:15:06,320 --> 00:15:08,160 $10,000 I can just be done with this. 304 00:15:10,120 --> 00:15:13,400 That's $3,000,000 worth of data. I'll pay the $10,000. 305 00:15:14,000 --> 00:15:15,880 And some of those groups are very nice. 306 00:15:15,880 --> 00:15:17,280 They, they give you the encryption key. 307 00:15:17,840 --> 00:15:20,800 They give you the encryption key and every, you know, that's the 308 00:15:20,800 --> 00:15:23,360 purpose of having a program like this in place, so that you have 309 00:15:23,360 --> 00:15:25,280 the resource of place to properly handle Manson. 310 00:15:26,080 --> 00:15:28,480 You don't just give them full $10,000. 311 00:15:28,480 --> 00:15:31,200 If you were in that unfortunate state that you had to pay the 312 00:15:31,200 --> 00:15:34,640 ransom, you would say, OK, we're going to give you a 2500. 313 00:15:35,160 --> 00:15:38,880 Now you show us that you actually have our data and 314 00:15:38,880 --> 00:15:41,480 you're, you could ask for proof of that and maybe even hopefully 315 00:15:41,480 --> 00:15:43,360 do that. Forget the point 500 as well. 316 00:15:43,360 --> 00:15:45,040 Show a proof. And they usually do they, 317 00:15:45,280 --> 00:15:48,000 they're generally very nice. They'll leave a nice text file 318 00:15:48,000 --> 00:15:50,600 behind that says that we have this data and here's the data 319 00:15:50,600 --> 00:15:52,800 that we have. And sometimes they leave a 320 00:15:52,800 --> 00:15:55,520 little folder with the data that they've captured and, and you 321 00:15:55,520 --> 00:15:58,320 know, uploaded. The other times they just tell 322 00:15:58,320 --> 00:16:02,080 you and then they can show you and then you say, OK, now give 323 00:16:02,080 --> 00:16:04,160 us all this and then we'll do. And then you got to have, you 324 00:16:04,160 --> 00:16:06,440 got to hire lawyers, you got to hire people that specialize in 325 00:16:06,760 --> 00:16:11,120 and that's where your cyber insurance comes in to handle all 326 00:16:11,120 --> 00:16:14,480 that expensive stuff. But then most of the time you're 327 00:16:14,480 --> 00:16:16,320 a big enough organization or you're kind of a mid sized 328 00:16:16,320 --> 00:16:18,360 organization, you might have the proper coverage with us. 329 00:16:19,440 --> 00:16:23,200 So that's that's we're going through the exercises and going 330 00:16:23,200 --> 00:16:24,720 through the stuff that we talk about. 331 00:16:24,920 --> 00:16:29,240 Yeah, from some stuff. Tell me I, you know, it's almost 332 00:16:29,240 --> 00:16:32,760 being becoming cliche right now to talk about AI and every 333 00:16:32,760 --> 00:16:37,120 single business conversation, but it's in every single 334 00:16:37,120 --> 00:16:40,120 business conversation and that and I'm very curious how 335 00:16:40,120 --> 00:16:43,680 everyone is reacting or responding to AI and how it 336 00:16:43,680 --> 00:16:49,400 using it and afraid of it, love it, implementing it. 337 00:16:50,160 --> 00:16:54,440 Are do you guys see AI impacting your industry and are you making 338 00:16:54,440 --> 00:16:57,440 pivots because of the AI and what it's offering and doing? 339 00:16:57,680 --> 00:17:02,080 So AI is still learning, right? And so it is it's obviously like 340 00:17:02,080 --> 00:17:03,920 one of the biggest things, you know, like every time you scroll 341 00:17:03,920 --> 00:17:05,480 through Facebook, you see all these ads. 342 00:17:06,040 --> 00:17:08,440 AI is going to create more jobs or is there create more 343 00:17:08,440 --> 00:17:12,960 millionaires in the next, you know, six months than the last 344 00:17:12,960 --> 00:17:16,560 20 years has a bubble, blah. Some truth to that. 345 00:17:16,560 --> 00:17:19,520 Some, you know, you know, oversells marketing to that as 346 00:17:19,520 --> 00:17:23,040 well. But AI is not something to be 347 00:17:23,040 --> 00:17:26,520 feared. It's not something to be, you 348 00:17:26,520 --> 00:17:28,720 know, running into either. It's something to be respected, 349 00:17:28,840 --> 00:17:30,520 right? And so like from a cyber 350 00:17:30,520 --> 00:17:35,280 perspective that we look at, we talked to a lot of our customers 351 00:17:35,280 --> 00:17:38,040 about, you know, hey, make sure you have like an AI policy in 352 00:17:38,040 --> 00:17:43,200 place first because like right now, people are, you know, 353 00:17:43,880 --> 00:17:46,040 businesses right now. So you're familiar with the term 354 00:17:46,040 --> 00:17:49,080 like shadow IT and where people would, you know, bring in 355 00:17:49,080 --> 00:17:51,440 technology into your business and connect them to your, you 356 00:17:51,440 --> 00:17:54,360 know, network and they could be, you know, creating threats, shit 357 00:17:54,440 --> 00:17:57,840 of AI is that same type of that or, you know, so right now 358 00:17:57,840 --> 00:17:59,680 you're getting where people are like, you know what, I'm going 359 00:17:59,680 --> 00:18:01,800 to make my job easier. I'm going to take this financial 360 00:18:01,800 --> 00:18:03,440 spreadsheet here. I'm going to drop it into 361 00:18:03,440 --> 00:18:07,160 ChatGPT and I'm going to have to do my monthly calculations for 362 00:18:07,160 --> 00:18:09,960 me, and I'm going to turn that into my boss of record time. 363 00:18:11,160 --> 00:18:14,440 You just taught AI what's yours? You know, what's your, you know, 364 00:18:14,520 --> 00:18:17,320 statement looks like? And if you're not in a paid 365 00:18:17,320 --> 00:18:20,240 subscription where the confidentiality and things like 366 00:18:20,240 --> 00:18:22,720 that, that data has been learned, that data can be 367 00:18:22,720 --> 00:18:25,880 disseminated, you know, search. Yeah, it can be uploaded into 368 00:18:26,360 --> 00:18:28,400 the chat engine. It's what? 369 00:18:29,280 --> 00:18:33,160 And so you're saying, you know, businesses should standardize, 370 00:18:33,160 --> 00:18:35,920 standardize on AI workflow, just like you know what we talked 371 00:18:35,920 --> 00:18:38,720 about, we standardize on the computers that we put in place. 372 00:18:38,720 --> 00:18:41,240 So the firewalls that we use, you know, the cyber, you know, 373 00:18:41,240 --> 00:18:43,360 training materials that you everything standardized. 374 00:18:43,880 --> 00:18:47,040 Businesses should be looking to standardize or AI practices and 375 00:18:47,040 --> 00:18:50,480 what they're using, what engines they're using it for, if that 376 00:18:50,480 --> 00:18:53,200 data is being, you know, protected, if it's, you know, 377 00:18:53,200 --> 00:18:56,960 vulnerable, because now, you know, the hackers are using AI 378 00:18:57,240 --> 00:19:00,040 to learn about businesses and all the information that is in 379 00:19:00,040 --> 00:19:02,520 the engines that record speed, right? 380 00:19:02,520 --> 00:19:06,280 So whatever you're free to get into the machine is learning and 381 00:19:06,280 --> 00:19:08,240 it's, you know, can be parsed, you know, learning to be 382 00:19:08,240 --> 00:19:10,920 searched and to be used and so used. 383 00:19:10,920 --> 00:19:12,360 Against you. For that used. 384 00:19:12,360 --> 00:19:15,480 Against you and so you got to be careful what you're teaching and 385 00:19:15,480 --> 00:19:18,360 you got to make sure that you have you know close 386 00:19:18,360 --> 00:19:20,640 subscriptions that are to your business and then everybody 387 00:19:20,640 --> 00:19:23,240 looks at it and this is you're going right back to where we 388 00:19:23,240 --> 00:19:26,240 were you know 10 years ago in IT when someone's like well I don't 389 00:19:26,240 --> 00:19:30,200 want to buy a copilot license for $35 per user per month OK 390 00:19:31,080 --> 00:19:33,360 here's the free versions and just put all your information 391 00:19:33,360 --> 00:19:36,720 out there let's help research it and then take $300,000 a year 392 00:19:36,720 --> 00:19:41,000 because they you know learned to bring a bunch of business and 393 00:19:41,120 --> 00:19:44,520 you see it on social media what was the Elena's saying that they 394 00:19:44,520 --> 00:19:46,560 just had where they had the character created and it would 395 00:19:46,560 --> 00:19:50,480 show like you know your diploma to show what you do for a living 396 00:19:50,480 --> 00:19:53,680 that'll show your dog there what kind of dog you have so that 397 00:19:53,680 --> 00:19:57,120 picture was worth 1000 words everybody's went through created 398 00:19:57,120 --> 00:20:01,600 that and they're like those trends are created to garner 399 00:20:01,600 --> 00:20:03,560 information about you so it could be socially. 400 00:20:04,240 --> 00:20:06,080 Engineered now they know your daughter Bud's name. 401 00:20:06,080 --> 00:20:07,400 They know where you went to college. 402 00:20:07,720 --> 00:20:10,480 Got me your birthday when? You, your profession, you know. 403 00:20:11,200 --> 00:20:14,320 Yeah, it's it's like those social media posts where it's 404 00:20:14,320 --> 00:20:17,200 like 10 questions, right? Like what's your favorite color? 405 00:20:17,400 --> 00:20:19,640 You know all those. Where security questions when 406 00:20:19,640 --> 00:20:22,160 you log into your bank, where did you meet your spouse? 407 00:20:22,480 --> 00:20:23,960 That's right in the I was like, you're put it. 408 00:20:24,280 --> 00:20:28,240 So your secret questions is a social media trap and people 409 00:20:28,240 --> 00:20:29,640 don't realize it. That's the same thing. 410 00:20:29,720 --> 00:20:32,720 The AI stuff that's just, hey, show me your AI character. 411 00:20:32,720 --> 00:20:34,280 Oh, I guess everybody else is doing it. 412 00:20:35,680 --> 00:20:38,080 That's being done is wild. And so. 413 00:20:38,080 --> 00:20:40,760 Yeah. I know I've been reading a lot 414 00:20:40,760 --> 00:20:48,360 about Claude bots and like AI agentic equity AI agents that 415 00:20:48,360 --> 00:20:50,720 people are putting on their laptop to do all and you can get 416 00:20:50,720 --> 00:20:53,120 it full autonomy and it's like sending emails like you do 417 00:20:53,360 --> 00:20:57,920 different stuff and it's like. Yeah, but that's to be right now 418 00:20:57,920 --> 00:21:03,560 at the stage that it's at is wild because so like we're like 419 00:21:03,560 --> 00:21:05,000 I said, I'd be lying up. I said I don't use AI. 420 00:21:05,000 --> 00:21:09,000 We use, we use it a lot. We use it a lot, but that's 421 00:21:09,000 --> 00:21:11,600 foundational stuff that in my opinion, technology should 422 00:21:11,600 --> 00:21:15,640 enhance your you know, you're you're, you know, given there it 423 00:21:15,640 --> 00:21:19,560 is, right? And AI is really good for 424 00:21:19,560 --> 00:21:23,080 creating the foundation of what you're trying to create. 425 00:21:23,080 --> 00:21:25,160 Story. You know, we still would like to 426 00:21:25,160 --> 00:21:28,080 see people, you know, retain their creativity, right? 427 00:21:28,080 --> 00:21:30,120 Yeah. Use the AI to speed up that 428 00:21:30,120 --> 00:21:33,120 creativity. Absolutely embrace that, right? 429 00:21:33,120 --> 00:21:35,800 Use that to create a better product, a better endpoint, to 430 00:21:36,360 --> 00:21:39,600 shorten the time frame that it takes you to get to a business 431 00:21:39,600 --> 00:21:40,800 outcome. Right. 432 00:21:40,840 --> 00:21:42,760 And that's what we're really, you know, trying to help our 433 00:21:42,760 --> 00:21:45,000 customers with is like, let's not be scared of it. 434 00:21:45,240 --> 00:21:48,880 You know, let's use it responsibly and then let's use 435 00:21:48,880 --> 00:21:55,920 it not to, you know, limit your team's natural given abilities 436 00:21:55,920 --> 00:22:00,360 and creativity. And you know, AII use I would 437 00:22:00,360 --> 00:22:02,560 use very prickly for a lot of you know, customer things. 438 00:22:02,800 --> 00:22:05,880 I I will feed dated. We have a private closed, you 439 00:22:05,880 --> 00:22:09,520 know, a copilot subscription that is based to our Microsoft 440 00:22:09,520 --> 00:22:13,280 tenancy. It is not publicly accessible 441 00:22:13,400 --> 00:22:16,360 and we were used up there where we were well feed in some 442 00:22:16,360 --> 00:22:19,040 analytics and say OK, we need these reports for these meetings 443 00:22:19,040 --> 00:22:20,840 and so on like that. We build that. 444 00:22:21,160 --> 00:22:24,320 We still have to review it. AI is still being taught by us. 445 00:22:24,320 --> 00:22:26,560 All you do, it gets more accurate every time we do this. 446 00:22:27,800 --> 00:22:31,080 And it does help, you know, put together and help us see trends 447 00:22:31,080 --> 00:22:33,640 quicker. Yeah, it does help us see 448 00:22:33,640 --> 00:22:37,720 network events quicker. So it is very, very good. 449 00:22:38,160 --> 00:22:41,720 But we've also done this very responsibly over the last, you 450 00:22:41,720 --> 00:22:43,600 know, 12 to 18 months. It's not something I would just 451 00:22:43,600 --> 00:22:46,240 say, hey, just start taking these, let's start throwing it 452 00:22:46,240 --> 00:22:48,280 in there and hey, do our job for us. 453 00:22:48,280 --> 00:22:52,440 Because then that that becomes we're, we're hands off and then 454 00:22:52,440 --> 00:22:55,640 we're not driving any valley. And so you still want the human 455 00:22:55,640 --> 00:22:57,640 to interpret and say, I, you know, these are some things that 456 00:22:57,640 --> 00:23:00,280 we need to do. Yeah, I agree fully. 457 00:23:00,280 --> 00:23:05,840 I mean, I, I can easily say that I spent four or five hours a day 458 00:23:06,280 --> 00:23:09,560 using AI for different activities in our business and 459 00:23:10,440 --> 00:23:13,560 the, there's not a single conversation I had. 460 00:23:13,560 --> 00:23:16,400 I, I primarily use Quad and there's not a single 461 00:23:16,400 --> 00:23:19,240 conversation that I have with Quad where I don't have I, I'm 462 00:23:19,240 --> 00:23:23,200 looking at what flaw is giving me and I have to say, hey, that 463 00:23:23,200 --> 00:23:26,280 doesn't seem right to me. Can you please cross reference 464 00:23:26,280 --> 00:23:28,680 that against these other things and it comes back, oh, you're 465 00:23:28,680 --> 00:23:32,800 right, I missed this I and it makes they all make mistakes. 466 00:23:32,800 --> 00:23:34,680 So it's it's certainly is not that. 467 00:23:35,120 --> 00:23:37,080 Yes. Without without error. 468 00:23:37,120 --> 00:23:40,440 For AI to be it's most effective, you, you have to 469 00:23:40,440 --> 00:23:42,240 train and you have to correct it. 470 00:23:42,800 --> 00:23:46,000 Then you have to make sure that what you're putting in isn't 471 00:23:46,000 --> 00:23:48,000 given, you know, especially from a business perspective. 472 00:23:48,320 --> 00:23:50,880 If you're if you're an inexperienced business owner and 473 00:23:50,880 --> 00:23:54,480 you're letting AI give you projections, there might be some 474 00:23:54,480 --> 00:23:56,080 things that AI hasn't learned yet. 475 00:23:56,760 --> 00:23:58,880 Same thing with cybersecurity. Like, you know, I see all these 476 00:23:58,880 --> 00:24:01,120 things where it's like, oh, we have a cyber, you know, engine 477 00:24:01,120 --> 00:24:02,640 in the background. It's like, yeah, but you should 478 00:24:02,760 --> 00:24:04,760 still have something really smart looking over that. 479 00:24:06,200 --> 00:24:09,520 He should still, you know, have a human being that has 20 years 480 00:24:09,520 --> 00:24:11,800 of experience as AI doesn't have 20 years of experience yet. 481 00:24:11,920 --> 00:24:13,880 That's right. Now, the beauty of AI is that 482 00:24:13,880 --> 00:24:15,400 you have a lot of people feeding the information. 483 00:24:15,400 --> 00:24:19,120 So we can close that gap pretty quick and they'll get there, you 484 00:24:19,240 --> 00:24:21,080 know, with with it has some its accuracies. 485 00:24:21,080 --> 00:24:24,520 That's and that's you know what? What It is artificial for a 486 00:24:24,520 --> 00:24:25,400 reason. Yeah. 487 00:24:25,400 --> 00:24:28,840 Well, that's like with the new workflow automation stuff that 488 00:24:28,840 --> 00:24:33,280 we're doing, AI is helping us with solution design to get 489 00:24:33,280 --> 00:24:35,960 there a lot faster. However, we still need to have 490 00:24:35,960 --> 00:24:39,200 our software engineer reviewing that solution to make sure that 491 00:24:39,200 --> 00:24:44,520 it is accurate and is not like on a couple of instances we're 492 00:24:44,520 --> 00:24:48,160 getting back a solution design and so horribly complicated and 493 00:24:48,160 --> 00:24:51,040 has bits and parts and things that's like that doesn't even be 494 00:24:51,040 --> 00:24:53,400 in there. And so let's, we can remove that 495 00:24:53,400 --> 00:24:57,280 whole thing from this. And if you were just trusting AI 496 00:24:57,280 --> 00:24:59,720 fully with what it's giving you and then just acting on it, you 497 00:24:59,720 --> 00:25:00,920 might be making some bad decisions. 498 00:25:00,920 --> 00:25:02,880 Yeah, we have, we have a full time position that that's all 499 00:25:02,880 --> 00:25:05,360 they do. So anything that goes into our 500 00:25:05,680 --> 00:25:08,000 cyber ranches, anything that goes to our security operation 501 00:25:08,000 --> 00:25:11,600 center, any of those alerts that is still you know looked at by 502 00:25:11,720 --> 00:25:13,080 first by a unit. Yes. 503 00:25:13,280 --> 00:25:15,600 Looking for those areas just just one thing that AI is not 504 00:25:15,600 --> 00:25:18,040 really good at detecting at times is some of the false 505 00:25:18,120 --> 00:25:21,520 positives. Now, as we train that it's 506 00:25:21,520 --> 00:25:26,000 better, you know, but because some of these, you know, some of 507 00:25:26,000 --> 00:25:27,640 these engines, you look for impossible travel, right? 508 00:25:27,640 --> 00:25:30,600 And impossible travel is essentially can I log in from 509 00:25:30,600 --> 00:25:35,800 multiple places in a without a certain amount of time and that 510 00:25:35,800 --> 00:25:39,360 be a valid log. Now, you know, so if, if you're 511 00:25:39,360 --> 00:25:44,720 logging in from New York, New Jersey and Miami, FL 3 times in 512 00:25:44,720 --> 00:25:48,160 18 minutes, that's, that's a possible travel right there. 513 00:25:48,200 --> 00:25:51,560 There isn't anything known to, you know, the man that can get 514 00:25:51,560 --> 00:25:55,560 you from New York and New Jersey to Miami in 18 minutes. 515 00:25:55,560 --> 00:25:57,320 Yeah. Well, we have that too with we 516 00:25:57,320 --> 00:26:00,400 had multiple team members that have to log in the systems and 517 00:26:00,400 --> 00:26:03,320 they're like, let's just say it's a Google e-mail address and 518 00:26:03,320 --> 00:26:05,560 I've got four different people that are logging into that 519 00:26:05,560 --> 00:26:07,240 e-mail address are different reasons. 520 00:26:07,400 --> 00:26:12,560 And they're all a a good like impossible and would not be able 521 00:26:12,560 --> 00:26:15,440 to cover that distance in the two minutes difference. 522 00:26:15,440 --> 00:26:16,960 Right. So those are what we either call 523 00:26:16,960 --> 00:26:19,520 white noise or false positives. And then so that person will 524 00:26:19,520 --> 00:26:23,520 say, hey, these events right here, those are we have 525 00:26:23,520 --> 00:26:26,440 customers that when they access data on their mobile device, 526 00:26:26,440 --> 00:26:29,720 they use an anonymizer or use, you know, VPN technologies. 527 00:26:30,280 --> 00:26:32,720 And it's like, well, OK, when you're using an anonymizer 528 00:26:32,720 --> 00:26:35,920 that's showing you're coming from IP address in London and 529 00:26:35,960 --> 00:26:38,200 that's, that's an impossible travel. 530 00:26:38,920 --> 00:26:41,720 So we have to, you know, start curbing people's behaviors of 531 00:26:41,920 --> 00:26:44,720 and even accessibility. We've brought that to a lot of 532 00:26:44,720 --> 00:26:46,800 customers. You don't you want these people 533 00:26:46,800 --> 00:26:49,080 to have access to this is when they're accessing their data. 534 00:26:50,040 --> 00:26:56,560 So on one hand, you have AI, you know, tools that are analyzing 535 00:26:56,560 --> 00:26:58,520 all the about launch, which is very good, right? 536 00:26:58,520 --> 00:27:01,600 That's very tough for humans to go through and look across to 537 00:27:01,600 --> 00:27:04,840 your customer base and say, hey, these people are logging in over 538 00:27:04,840 --> 00:27:07,800 here and send them an alert. So that's a good part of AI bad 539 00:27:07,800 --> 00:27:09,760 part there is it's not smarting off the knowing times. 540 00:27:09,760 --> 00:27:14,000 If that's a, you know, if that's an anonymizer, that's not really 541 00:27:14,000 --> 00:27:16,480 impossible travel that's coming from here. 542 00:27:17,240 --> 00:27:22,000 So we just we tune that and how many, how, how many files they 543 00:27:22,000 --> 00:27:24,360 delete. We, we message for or, or we, we 544 00:27:24,360 --> 00:27:27,880 monitor for mass file deletion, mass file uploads, because that 545 00:27:27,880 --> 00:27:30,760 shows criminal, you know, provential, you know, criminal 546 00:27:30,760 --> 00:27:32,360 activity, right? We're we're taking data. 547 00:27:33,000 --> 00:27:36,200 However, people have their phones linked to their OneDrive. 548 00:27:37,400 --> 00:27:39,680 If you're an engineering company or you're a construction 549 00:27:39,680 --> 00:27:42,720 company, you might be taking pictures of a house that you 550 00:27:42,720 --> 00:27:45,880 just finished and a eyes more. Oh, there was just all these 551 00:27:45,880 --> 00:27:48,480 files just uploaded. Well, you just took 30 pictures 552 00:27:48,480 --> 00:27:51,520 of a house that you're going to sell or or you're going to put 553 00:27:51,520 --> 00:27:52,960 on your website for the marketing. 554 00:27:53,520 --> 00:28:01,080 So AI good told us that there is a mass file upload wasn't smart 555 00:28:01,080 --> 00:28:02,600 enough to know that they're a construction company. 556 00:28:02,920 --> 00:28:06,080 So train those behaviors. We, you know, do that. 557 00:28:06,080 --> 00:28:11,920 That's how currently you should be handling your Pro Sega. 558 00:28:12,520 --> 00:28:19,720 You know, it's every day I piss and moan about having this two 559 00:28:20,320 --> 00:28:24,000 factor authentication stuff pop up in my phone because my team 560 00:28:24,000 --> 00:28:26,720 is accessing something. I'm going to stop pissing and 561 00:28:26,720 --> 00:28:28,600 moaning about it now that you've told me about the impossible 562 00:28:28,600 --> 00:28:30,520 travel. I thought it was just the system 563 00:28:30,520 --> 00:28:33,800 being a pain in my ass, not realizing that what it's 564 00:28:33,800 --> 00:28:36,800 actually doing is saying like, hey, you've got a login in 565 00:28:36,800 --> 00:28:39,280 Clifton Park, a login in Schenectady, a login in 566 00:28:39,280 --> 00:28:42,800 Queensbury, a login in Ballston Spa, Greenfield, You know, like 567 00:28:43,040 --> 00:28:45,880 it's all these different geographies around the area and 568 00:28:45,880 --> 00:28:47,760 it's actually flagging that. I never knew that. 569 00:28:48,080 --> 00:28:51,200 Even MFA to be defeated, right? You know, you can get you get a 570 00:28:51,200 --> 00:28:54,080 session token, you can get in between that and you have a 571 00:28:54,080 --> 00:28:57,760 limited time to login. But if that does happen, that's 572 00:28:57,760 --> 00:29:00,040 still going to tell you that like, hey, if that person is 573 00:29:00,040 --> 00:29:02,720 monitoring, yeah, because it was just, you know, code that's on 574 00:29:02,720 --> 00:29:03,840 here. And then they're going to launch 575 00:29:03,840 --> 00:29:08,520 it from, you know, play a data center that they have in, you 576 00:29:08,520 --> 00:29:10,240 know, Los Angeles that's still good. 577 00:29:10,240 --> 00:29:11,600 Let's get along that if possible, travel. 578 00:29:11,600 --> 00:29:14,720 So you're still have that looking for them, the ITDI, 579 00:29:14,720 --> 00:29:18,200 right? So you're able to look at all 580 00:29:18,200 --> 00:29:20,880 these events going across multiple platforms. 581 00:29:20,880 --> 00:29:24,840 So right now our monitoring, we look at, you know, not only 582 00:29:24,840 --> 00:29:29,520 e-mail, cloud and the endpoint so that all those events are 583 00:29:29,520 --> 00:29:32,840 correlated. So it's called seams system or 584 00:29:32,840 --> 00:29:34,800 system identity and alerts and management, right? 585 00:29:34,800 --> 00:29:38,360 So it'll look through all these systems, all these alerts across 586 00:29:38,400 --> 00:29:42,640 firewalls, across, you know, across desktops, across your 587 00:29:42,640 --> 00:29:47,520 cloud one it'll, it'll take all those events, correlate that and 588 00:29:47,520 --> 00:29:49,200 say something doesn't add up here. 589 00:29:50,040 --> 00:29:52,160 And then that also keeps timestamps, right? 590 00:29:52,240 --> 00:29:56,640 If you have, if you have an event and you have to provide 591 00:29:56,640 --> 00:29:59,200 forensics in your type of industry, we have the time 592 00:29:59,200 --> 00:30:02,320 stamps that go across where all the stuff happened, how it 593 00:30:02,320 --> 00:30:04,200 exactly how it happened. So you know, The Who, why, 594 00:30:04,200 --> 00:30:07,160 where, why, how of that. So that should save you some 595 00:30:07,160 --> 00:30:10,240 money on your forensics, you know all those, you know, all 596 00:30:10,240 --> 00:30:14,600 those types of events. So AI is good in those aspects. 597 00:30:14,600 --> 00:30:17,840 It can do all those things now very cheaply versus, you know, 598 00:30:17,840 --> 00:30:20,080 back in the days working with the banks, we used to have the 599 00:30:20,080 --> 00:30:24,920 train, you know, same solutions for months, if not for years, 600 00:30:25,600 --> 00:30:29,080 going through logs manually. Now AI is doing that on the fly. 601 00:30:29,520 --> 00:30:30,440 In minutes. Right. 602 00:30:30,440 --> 00:30:34,800 And alerting you it's parsing white noise from. 603 00:30:35,520 --> 00:30:40,320 These are actionable activities that need that need human 604 00:30:40,440 --> 00:30:42,800 interaction. And then you go through and. 605 00:30:43,360 --> 00:30:45,960 So it's like any cool, right? Like a, you know, a hammer. 606 00:30:45,960 --> 00:30:47,200 You can build a house with a hammer. 607 00:30:47,200 --> 00:30:48,960 You can also hit somebody over the head and with it, right? 608 00:30:48,960 --> 00:30:51,960 Like so. Yeah. 609 00:30:51,960 --> 00:30:54,000 So it can be, you know, to be productive, working short. 610 00:30:54,320 --> 00:30:57,280 Yeah, or destructive. Yeah, so, so I know we're 611 00:30:57,280 --> 00:31:00,560 getting short on time, but I, I do want to spend a couple 612 00:31:00,560 --> 00:31:03,120 minutes talking about this amazing new office that you're 613 00:31:03,120 --> 00:31:06,200 in, right. This place is really cool, 614 00:31:07,520 --> 00:31:11,440 beautiful fun. Obviously you got a coffee shop 615 00:31:11,440 --> 00:31:13,400 next door, so that helps with productivity. 616 00:31:13,400 --> 00:31:17,640 But tell me about the new location and about what what the 617 00:31:17,640 --> 00:31:19,440 new location is doing for you as business. 618 00:31:19,880 --> 00:31:25,080 Yeah, I mean, so this, the dream of this business has never been 619 00:31:25,080 --> 00:31:27,760 about making money. It's always been about, you 620 00:31:27,880 --> 00:31:30,920 know, people and outcomes. I I, I generally, I like helping 621 00:31:30,920 --> 00:31:34,080 people. Skill set I had was technology. 622 00:31:34,080 --> 00:31:37,600 I used to love going in and fixing problems that people 623 00:31:37,600 --> 00:31:40,040 couldn't figure out, right. I love the needle in the 624 00:31:40,040 --> 00:31:42,720 haystack and finding that and, and getting the bottom of it. 625 00:31:43,360 --> 00:31:47,960 And, you know, we existed it in Washington County for for a 626 00:31:47,960 --> 00:31:50,760 long, long time where I grew up. I'm a third generation raised in 627 00:31:50,760 --> 00:31:54,880 the 4th generation there and always wanted to do it there. 628 00:31:54,880 --> 00:31:56,840 I've always had my eye on this building. 629 00:31:57,720 --> 00:32:00,080 I've inquired about it a number of times over the years. 630 00:32:00,080 --> 00:32:01,920 And I and I wanted to build a corporate headquarters in 631 00:32:01,920 --> 00:32:04,360 Washington County. And just on the card right now, 632 00:32:04,360 --> 00:32:06,400 we don't have the infrastructure to do the things that we need to 633 00:32:06,400 --> 00:32:09,840 do to make that dream a reality. So I said when I was talking to 634 00:32:09,840 --> 00:32:12,760 somebody else, I said, sometimes you get the, you know, create 635 00:32:12,760 --> 00:32:15,000 the dream and sometimes you get to join somebody's dream. 636 00:32:15,600 --> 00:32:20,080 So when Brian and Ben, I saw their, you know, their article, 637 00:32:20,680 --> 00:32:23,000 you know, and saw them, you know, say, hey, the place has 638 00:32:23,000 --> 00:32:26,520 been bought and they're going through stop out here and talk 639 00:32:26,520 --> 00:32:29,840 to him and, and went through, you know, kind of, you know, 640 00:32:29,840 --> 00:32:32,280 walked through the building with Brian and Brock. 641 00:32:32,600 --> 00:32:35,520 He does most of the, you know, he's more part of a creative 642 00:32:35,520 --> 00:32:37,480 process around here. And I still know the building. 643 00:32:38,120 --> 00:32:40,640 So he and I walked you. We started exchanging some ideas 644 00:32:40,640 --> 00:32:42,320 and we're going, yeah, you could do this, you do that, you could 645 00:32:42,320 --> 00:32:46,520 do this. And and we're like, you know, 646 00:32:47,080 --> 00:32:50,840 this is the tie. You know, we, we, we look at 647 00:32:50,840 --> 00:32:54,240 everything as it goes. You know, this is more central 648 00:32:54,240 --> 00:32:59,040 to our customers. This is puts us 15 minutes 649 00:32:59,040 --> 00:33:02,360 closer to 300,000 people in the, you know, our talent pool. 650 00:33:02,360 --> 00:33:04,720 It's bigger. Open us up to a nice short drive 651 00:33:04,720 --> 00:33:08,160 to go to the park area, Albany area shorter, you know, drives 652 00:33:08,160 --> 00:33:11,480 to our customers. So from a business perspective 653 00:33:12,520 --> 00:33:16,240 that works well, right? The dream that we wanted to 654 00:33:16,240 --> 00:33:20,960 create was a mixed-use building where we had other businesses 655 00:33:20,960 --> 00:33:23,680 that would be synergetic to our employees and create a good 656 00:33:23,680 --> 00:33:27,920 environment for them. And this this place created that 657 00:33:28,240 --> 00:33:30,160 right? You know, having Stinky's coffee 658 00:33:30,160 --> 00:33:32,480 next door and having, you know, you can get your haircuts here. 659 00:33:32,480 --> 00:33:34,680 You can, you know, and then there's some other stuff. 660 00:33:34,680 --> 00:33:36,520 I'll guess Brian probably would want me to yell some other 661 00:33:36,520 --> 00:33:38,400 things that are coming in here. I'll leave that can't. 662 00:33:38,400 --> 00:33:39,640 Talk about it. He can't talk about that. 663 00:33:39,880 --> 00:33:43,960 But they're just, you know, it's good culture based off and as 664 00:33:43,960 --> 00:33:46,680 you, you asked earlier like what have we been doing to this 665 00:33:46,680 --> 00:33:49,400 business? It was really pivoted, right. 666 00:33:49,560 --> 00:33:53,840 So in that discussion we kind of just talked about the customer 667 00:33:53,840 --> 00:33:56,280 outcome base basing that we did. But one of the other things that 668 00:33:56,280 --> 00:33:58,640 we've addressed of the company in the last three or four years, 669 00:33:58,640 --> 00:34:04,520 five years is culture. Culture is one of the most 670 00:34:04,520 --> 00:34:06,800 important things to successful client outcomes. 671 00:34:07,360 --> 00:34:11,239 Our employee retention is, I mean, right now we only have one 672 00:34:11,239 --> 00:34:14,360 person on the staff that's been here less than a year and I 673 00:34:14,360 --> 00:34:15,840 think that'll be up in like 10 days. 674 00:34:15,960 --> 00:34:19,239 Everybody else has been here for three or four or five years, six 675 00:34:19,239 --> 00:34:22,360 years. And that's familiar faces for 676 00:34:22,360 --> 00:34:24,560 our customers. That's good tribal knowledge. 677 00:34:24,560 --> 00:34:26,400 We know where everything is and our customers. 678 00:34:26,880 --> 00:34:29,199 But that speaks a lot to the culture that we've created here. 679 00:34:29,320 --> 00:34:31,719 We're, we're looking for great human beings first. 680 00:34:32,520 --> 00:34:37,280 And we'll train the skills. We will use our tools to enhance 681 00:34:37,280 --> 00:34:38,800 their skills. We will train them. 682 00:34:38,800 --> 00:34:41,800 We will get that better. This allows us to do that right. 683 00:34:41,800 --> 00:34:45,800 This gives our team more, you know, food choices closer to, 684 00:34:45,840 --> 00:34:47,639 you know, get your car washed right next door. 685 00:34:47,679 --> 00:34:49,040 You know, gas is right across the street. 686 00:34:49,719 --> 00:34:55,239 Time is a form of currency. And that dream was to do that, 687 00:34:55,239 --> 00:34:58,360 which provided an experience for our team to just hey, during my 688 00:34:58,360 --> 00:35:00,320 lunch break, I'm going to get my haircut and I don't have to do 689 00:35:00,320 --> 00:35:02,080 that after work. I could go spend more time with 690 00:35:02,080 --> 00:35:03,240 my kids. I could get to the ball game 691 00:35:03,240 --> 00:35:05,200 quicker. I could, you know, grab food 692 00:35:05,200 --> 00:35:06,960 right here. I can have food doordashed here. 693 00:35:06,960 --> 00:35:10,120 I can have Instacart right here, put in my car, drive home, 694 00:35:10,120 --> 00:35:12,600 Grabble Timmy, grabble Jane, right? 695 00:35:12,840 --> 00:35:15,680 And you know, time is a form of currency now. 696 00:35:15,800 --> 00:35:18,360 People want everything yesterday. 697 00:35:18,360 --> 00:35:20,640 This puts us closer to our customers so we can serve them 698 00:35:20,640 --> 00:35:22,720 faster. This puts us into a more 699 00:35:22,720 --> 00:35:25,200 centralized location for our team to have a better experience 700 00:35:25,200 --> 00:35:29,560 for them to get here quicker and, you know, get to some 701 00:35:29,600 --> 00:35:31,360 ancillary things that they want a little quicker. 702 00:35:31,440 --> 00:35:35,520 So Ben and Brian, I can't, you know, tip the ass of them. 703 00:35:35,520 --> 00:35:37,000 They did a great job, amazing job. 704 00:35:37,000 --> 00:35:40,960 They were very accommodating to, you know, if you ask Brian, he 705 00:35:40,960 --> 00:35:43,560 might not have to now he we all along well, but I'll say, but 706 00:35:43,560 --> 00:35:47,000 we, we hey, can we do this? Can we do that on the ceiling? 707 00:35:47,040 --> 00:35:51,240 I want to they did a perfect job of accommodating this and making 708 00:35:51,240 --> 00:35:53,160 sure that we're going to be successful here and everybody's 709 00:35:53,160 --> 00:35:56,320 going to love the space and the team loves the space. 710 00:35:56,440 --> 00:35:59,960 And we've had so much traffic coming into this building from 711 00:35:59,960 --> 00:36:02,720 people going into stinkies and these guys have been great. 712 00:36:04,160 --> 00:36:06,960 You know, the salon next door was there great people, the, you 713 00:36:06,960 --> 00:36:08,920 know, Barber shop down the way. They're great people. 714 00:36:10,160 --> 00:36:11,920 So that's, that's been, that's been awesome. 715 00:36:12,200 --> 00:36:16,520 And we, we really love the space and we, we love the exposure. 716 00:36:17,000 --> 00:36:20,440 So we we could be happier with the decision, you know, even 717 00:36:20,440 --> 00:36:23,720 though there was some reservations of, you know, 718 00:36:23,720 --> 00:36:28,000 leaving the hometown and the home counting, but I I think 719 00:36:28,320 --> 00:36:31,720 more business respective it was. Right, make a lot of status. 720 00:36:31,840 --> 00:36:36,040 Well, it it's amazing location and again at, you know, car 721 00:36:36,040 --> 00:36:39,640 count out there, I mean there's got to be thousands of cars go 722 00:36:39,640 --> 00:36:42,160 down that road every day. I think the the traffic study 723 00:36:42,160 --> 00:36:47,200 day was 32. 1032 thousand a day whole I mean this whole corridor 724 00:36:47,200 --> 00:36:51,960 has become really like yeah busy and happening you. 725 00:36:52,080 --> 00:36:53,880 Know, well, and that's what you're talking about, right, 726 00:36:53,880 --> 00:36:56,000 from an economic standpoint, economic development standpoint, 727 00:36:56,000 --> 00:36:59,680 right They, they built the you know, sewer water down through 728 00:36:59,680 --> 00:37:01,880 here a few years ago and now you're starting to see all the 729 00:37:01,880 --> 00:37:04,680 newer buildings pop up and it's just that's just something 730 00:37:04,680 --> 00:37:09,360 that's that was really the the the determining factor for us. 731 00:37:09,400 --> 00:37:12,520 And like I said, we looked at this building for 10 years and 732 00:37:12,560 --> 00:37:14,480 when you see what the job that they were doing, well, they were 733 00:37:14,480 --> 00:37:16,040 like, yeah, yeah, we, we need to be here. 734 00:37:16,400 --> 00:37:18,840 Oh, and it's, they do, like I said, I've done a great job. 735 00:37:18,840 --> 00:37:21,000 And we're looking forward to the, you know, the last 7 736 00:37:21,000 --> 00:37:25,000 tendencies, you know, get built out here and adding even more 737 00:37:25,000 --> 00:37:27,960 value, you know, to our team and to this, you know, to the, this 738 00:37:27,960 --> 00:37:32,040 community that's really welcomed us, you know, so, you know, it's 739 00:37:33,440 --> 00:37:36,680 the, the local chambers have been really accommodating and, 740 00:37:36,680 --> 00:37:39,640 you know, you know, we're really welcoming, you know, to our, to 741 00:37:39,640 --> 00:37:41,720 our new move. So that's been great as well. 742 00:37:41,720 --> 00:37:44,480 So. Yeah, and plans for Fitzgerald 743 00:37:44,480 --> 00:37:47,360 Brothers here for Saint Patrick's Day on Tuesday. 744 00:37:47,360 --> 00:37:51,400 I mean, it's a stone's throw down the road for corned beef 745 00:37:51,480 --> 00:37:52,440 Blue Boris. Yeah, yeah. 746 00:37:54,400 --> 00:37:55,840 With the corned beef. With the corned beef we got. 747 00:37:55,840 --> 00:37:57,160 Those corned beef series of gear. 748 00:37:58,200 --> 00:38:00,160 Well, listen, I really appreciate taking the time. 749 00:38:00,160 --> 00:38:02,960 I know you got a lot going on, so taking an hour out to talk to 750 00:38:02,960 --> 00:38:05,560 us. Appreciate your time as well. 751 00:38:05,680 --> 00:38:08,360 I mean, it was only. No, it's, I'll tell you, you 752 00:38:08,360 --> 00:38:10,600 know, I mean, we've known each other a long time, but watching 753 00:38:10,600 --> 00:38:13,560 your business and what it's done over the last 20 years is 754 00:38:13,720 --> 00:38:15,840 amazing. And it's pretty much every 755 00:38:15,840 --> 00:38:17,560 business owner's dream as far as I'm aware. 756 00:38:17,560 --> 00:38:21,920 So, you know, being able to grow and go and provide for families 757 00:38:21,920 --> 00:38:24,320 and people and team and community and you know, that's 758 00:38:24,320 --> 00:38:26,200 what it's all about. That's that's the main thing, 759 00:38:26,200 --> 00:38:28,720 right, you know, being able to, you know, get back as much as 760 00:38:28,720 --> 00:38:31,400 you can't help. So that take a lot of pride in, 761 00:38:31,440 --> 00:38:34,360 you know, making sure our team is taken care of at, you know, 762 00:38:34,480 --> 00:38:37,600 and that we go everywhere that we absolutely can. 763 00:38:37,920 --> 00:38:40,120 So yeah, they said we've known each other for a long time. 764 00:38:40,360 --> 00:38:43,560 You know, you've, you've evolved a few different. 765 00:38:43,640 --> 00:38:46,840 We all knew s s and that's so. And that's a good thing about 766 00:38:46,840 --> 00:38:50,360 getting to be old men, right? You have to look back at. 767 00:38:50,840 --> 00:38:54,200 It yeah, we know the path, we know this tribal and it's and 768 00:38:54,200 --> 00:38:56,400 your podcast is great. You know, I've Ross a lot of it 769 00:38:56,400 --> 00:39:01,760 online and then get to see you guys, you know, have other 770 00:39:01,760 --> 00:39:04,560 people tell their story, right, Because it's amazing how many of 771 00:39:04,560 --> 00:39:09,880 us have been small business owners and have very different 772 00:39:09,880 --> 00:39:12,600 but very similar past. And I think it's a very good 773 00:39:12,600 --> 00:39:16,000 educational piece that you guys do to say, hey, this is what the 774 00:39:16,000 --> 00:39:18,560 everyday American goes through every day. 775 00:39:18,640 --> 00:39:19,600 You know, business owner goes through. 776 00:39:19,600 --> 00:39:22,840 When there's so much cannon fodder on the national news, you 777 00:39:22,840 --> 00:39:25,240 get a good local source there where you guys go through and 778 00:39:25,240 --> 00:39:28,600 it's like, Hey, I know you look at all this nonsense over here, 779 00:39:28,600 --> 00:39:31,520 but these are real people go really real things, real 780 00:39:31,520 --> 00:39:33,920 struggles, and they're still doing everything they can to 781 00:39:33,960 --> 00:39:36,320 help each other out and doing those things. 782 00:39:36,320 --> 00:39:40,160 I think it people get to focus more on this type of stuff, this 783 00:39:40,160 --> 00:39:44,800 type of content, build the the greater good of everybody and 784 00:39:44,800 --> 00:39:48,120 not red or blue type stuff. That's that's awesome. 785 00:39:48,120 --> 00:39:50,680 And so I've been glad to watch you guys, you know, bring some 786 00:39:51,400 --> 00:39:55,240 real good quality content about real people doing real things 787 00:39:55,240 --> 00:39:57,640 with real struggles with real results. 788 00:39:57,640 --> 00:40:01,960 Yeah, I, you know, it's like was just on with Jacques Equie the 789 00:40:01,960 --> 00:40:05,360 other day and you know, I was saying that I, I truly believe 790 00:40:05,360 --> 00:40:09,160 that if we all just focused on making our local communities 791 00:40:09,200 --> 00:40:12,680 great, if everybody did that, then every community would be 792 00:40:12,680 --> 00:40:14,440 great. And what a world we learn in. 793 00:40:14,720 --> 00:40:16,680 So I like, I really believe you're the news. 794 00:40:16,680 --> 00:40:20,880 Right off homeless, homeless on on your your level group and 795 00:40:20,880 --> 00:40:22,160 just that's it. You know what I mean? 796 00:40:22,240 --> 00:40:26,680 And I'm not saying like national things aren't things to be 797 00:40:26,680 --> 00:40:28,360 worried about, but as what I'm saying for the halls part, I 798 00:40:28,360 --> 00:40:31,960 mean, if you focus it on your circle and you're, you know, 799 00:40:32,160 --> 00:40:36,760 helping your local people, yeah, it's it seems like things are a 800 00:40:36,760 --> 00:40:38,720 lot brighter. Help your neighbor, help your 801 00:40:38,720 --> 00:40:41,760 community, buy from local businesses makes everybody. 802 00:40:41,760 --> 00:40:43,760 Well, it's doom and gloom. More ridiculous. 803 00:40:43,880 --> 00:40:46,520 More uplifting. Right up her downwards, you 804 00:40:46,520 --> 00:40:47,160 know? So, lover. 805 00:40:47,560 --> 00:40:48,640 Thank you. I appreciate it. 806 00:40:48,720 --> 00:40:50,360 Yeah. Appreciate you appreciate 807 00:40:50,360 --> 00:40:52,240 everybody of course, for listening and watching. 808 00:40:52,520 --> 00:40:54,880 You know, you can find all of our episodes of buying local dot 809 00:40:55,080 --> 00:41:00,600 US podcasts on Spotify, Apple Podcasts, Rumble and YouTube. 810 00:41:00,600 --> 00:41:04,840 Please like, subscribe, leave a five star review like those lots 811 00:41:04,960 --> 00:41:07,400 and thanks everybody for listening and you'll hear from 812 00:41:07,400 --> 00:41:07,880 us next week.