#152 Trailblazing Tech: Sejal Lakhani on Resilience, Innovation, and Leading in the IT Industry

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Hello, and welcome to a new
episode of the city of show with

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mammoths.
My name is Muhammad.

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And in each episode, as you
know, I cover different topics

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from emerging technology cyber
security digital transformation,

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Ai.
And also I focus on startups and

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Entrepreneurship.
And today, I think I found the

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match between both because I
have with me for that today.

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First of all, thank you very
much for being with us today in

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the show.
Can you just tell us about

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yourself and about you?
Company and what you have been

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up to Sure members.
Thank you again, so much for

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having me.
My name is Hazel akane pot.

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I am the CEO of tech Works,
which is a managed service

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provider.
So we are the company that

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becomes the IT department for
small and medium businesses.

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We also Focus hugely on
cybersecurity.

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So we have a huge cybersecurity
arm and we've been lucky enough

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or we've been, we've actually
been named the top cyber

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security company in New Jersey
and we have A cloud platform.

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So we've built your own cloud to
keep everything sort of, you

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know, combined in one little
chain.

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And we basically work with small
and medium businesses.

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A lot of them who have
compliances.

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A lot of them have a lot of
personal identification, Etc.

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So that's that's what we
specialize in.

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That's great to know about this.
And actually, you know, when I

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Was preparing to jail for
today's episode, I found

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something which is the coat my
eyes.

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So I understood that you entered
into the IT industry, you know,

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different ways.
So how do you know, like how was

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the learning because, you know,
everyone you know thinks that it

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is hard and it's not for
everyone.

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So how was your experience?
Yeah.

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So, you know, I did, so I'll
give you a little more

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background.
So, you know, I actually was in

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the banking world.
So I worked at Merrill Lynch.

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I worked at Deutsche Bank, I
worked at Morgan Stanley.

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I went from the trading floor,
through various countries, do

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various tasks.
They did a lot of different

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things in 2012.
I decided that I was going to

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quit my job and sort of, just be
at home, you know, have have a

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little bit of time.
I've two young boys that were

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like, I don't know, three and
one at the time, So I decided I

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was going to quit my job and
sort of stayed home.

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My husband who had started this
company Tech Works in 2008.

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And so after about three months
of being a stay-at-home mom, I

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was like, I gotta do something
as I come work with me.

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And, you know what I really
found is that Businesses small

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and medium businesses, any
business CEOs, don't speak

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Tekken.
He's they speak English.

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They want to know how something
is going to impact their bottom

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line.
House of things can affect them

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on a day in day out how they're
going to take care of something

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that they're thinking about
every night that's keeping them

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up every night and to do that,
you actually can't speak

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technical.
So I know enough to be dangerous

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but from a technical standpoint
I have an amazing team that

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works for me but for Tech works
and for cloud Works, which is my

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cloud.
At form.

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Well, that's makes sense because
I work in technical, I work in

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technology consultancy and I
still do this now by my own and

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I'm a big believer that
actually, you know, technology

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should be translated into
business outcomes.

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So this is why exactly.
Yeah, so this is why that

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completely makes sense and but
like, it's very good move.

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I would say it's a courageous
move so I understood Your

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company, you focus on small
medium businesses, right?

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Yeah.
So yes.

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So the question is from France
perspective, right?

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So, are you seeing smbs,
understanding more and more the

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importance of having someone to
give them hands to, you know, to

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to have their services up at the
link to have their cybersecurity

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taken care of?
Because at some stage, you know,

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people they thought, okay, we
Can have kind of what is called

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of Chateau it you know like
maybe there's one guy who works

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in a jar and he can take care of
that exactly how you do.

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See this is changing.
Now some of it, let's let's I'm

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going to take a step back for a
second.

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Sure.
Cybersecurity is huge buzz word.

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Right.
You can't turn on the news

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without hearing something about
it hacking or a breach or that

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actors.
So it's become a buzzword large

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businesses and I think you
covered this in an episode in

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recently in the past if I
remember Large businesses now

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can say, this is the most
important thing.

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Cyber security is the most
important.

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Yes.
What.

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Small and medium businesses
here.

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When they hear cybersecurity all
they see is dollar signs.

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How much is it going to cost me?
And I am a small and medium.

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Yeah, I'm a small business
owner, I'm not even a medium

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business.
I'm a small business owner and I

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can understand when we're
looking at certain things, the

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way those words sound and the
dollar signs that pop out and

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you just scared, you get scared.
So what ends up happening is He

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business owners, get a look at
it and go, you know what?

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I'm a small business owner, not
me.

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It's not going to happen to me,
it'll happen to everybody else.

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Is not gonna happen to me.
You know what, I hear from a lot

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of business owners special, we
don't see it happen to.

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A lot of small businesses when
you turn on the news, you don't

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hear about it.
And I go can or hear about it

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because those businesses are out
of business because if Target

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gets breach, they have a million
dollars as couch cushion change.

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But if a small business gets
breach or medium business gets

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preaching, they can't afford to
lose.

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Lee dollars, I think that people
are starting to understand the

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value and the need is no longer
a luxury to have a true.

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It company.
Look, it's not just about, oh,

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yes.
Yes, it like you said, you know,

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that HR guy that Shadows it but
or that's like well my my cfo's

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daughter's boyfriend kind of
does it a little bit.

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So he comes in and doesn't if
you're not constantly monitoring

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so you need to have monitoring.
You need to have the right Tools

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in place.
The right Tech stack, it has to

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be monitored properly, monitored
properly.

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The person that's monitoring.
It has to be able to read it,

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appropriately, execute on the
actions and your people need to

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be trained.
So if you don't have all of

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those aspects covered then you
don't have a true thing.

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So any of the money that you're
actually spending is kind of

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wasted.
So we see right now that small

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and medium businesses are
starting to say yes we need it,

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we understand the importance of
it but oh my gosh, they told so

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expensive and that's that's
honestly why we started the

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company.
Several years ago, not just

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around side.
Security but over, you know,

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over a decade ago, more than a
decade ago, to 15 years.

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We started the company because
we were trying to provide

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provide enterprise-level
Solutions at an affordable cost

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for small and medium businesses.
So when we do certain things

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like cyber security, Etc, we
need to small businesses.

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We all need to understand that
it's extremely integral for them

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to have.
Even more Security in place,

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even more Tools in place because
they are the ones that are easy.

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for, you know, breachers to hack
for the Bad actors to go after

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So we're I think we're getting
there but we're not, we're not

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closed yet.
I mean, I listened to your

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episode from a couple, you know,
weeks ago, and, or last week and

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really, you know, it's
impressive because for small

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medium businesses, it's a money
thing.

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It's how much money are you
going to make me spend?

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And that's, you know, we get
into the discussion of how much

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money can you afford to lose?
A few, get breached, right?

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And it's not just money for, you
know, for smbs is their

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reputation for anybody's to
reputation before us and bees.

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Imagine telling your Is that you
were breached not to be an

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accounting, former manufacturing
company or anybody with any, you

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know, confidential information,
you know, intellectual property.

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It becomes a big problem so
we're starting to get there.

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But there is still that barrier
that it won't happen to me it

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cost too much money.
Do I really need a?

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Can I just go Bare Bones?
Can I have somebody kind of,

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give me some of it.
What if I don't really Put

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training on it.
I just kind of put it there.

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We don't monitor it, it doesn't
work anymore.

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Yeah, you he's speaking the same
language and I remember a couple

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of years back there was a
something in the news about

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actually a service provider
somewhere in Europe and they

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wear hit by a ransomware and
then they it's a web hosting

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company and just remember that
was a web hosting company and

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they had to have a couple of
weeks later and say to their

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customers.
Sorry guys were out of business

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and They like a small actually,
they are not like that.

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They are not like GoDaddy or
namecheap, right?

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Like this.
And the problem is, it's like,

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and this is I'm hoping by
repeating this again, and you

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said now, season, like I'm
repeating this almost on every

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episode where I have someone who
is expecting cybersecurity and

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maybe you are bored.
My, my mission is to get this

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message.
It's not like, should I have a

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health insurance or not?
Like, it's not the same thing.

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It's something you have to have
that.

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Now, like if we want to continue
from like cyber security

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perspective before we jump on
something else, you mentioned

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data breach, right?
And we know about ransomware as

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well.
So where do you see, you know,

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like other threats coming in
next?

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What could be other threats and
in that space, that customers

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need to focus on.
Because again, unfortunately, in

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cybersecurity and in She in
general when we repeat the same

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things again and again people
they think it's just a high,

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right?
But we know that Ransom it's not

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and we know data breaches.
So what other things you know

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you usually advise your
customers to take care of as

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well but we're in a whole
different ball game now.

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Okay, so we went from everyone
being in an office, right?

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We had fire walls around our
office, we were like in a secure

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little building and it wasn't so
hard.

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Now we've got people working not
just from their homes.

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But from all over the country
all over the world and I know

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everyone's saying, oh my gosh,
sejal people were doing that

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from before but small and medium
businesses weren't doing it as

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much now.
It's easier to hire somebody in

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Dallas in Florida and Nashville
because it doesn't matter.

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We don't have an office to go
to, right?

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So there are a couple things.
One is, let's talk about

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ransomware for one second.
First of all you shouldn't ever

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pay Ransom Ware, right?
That's, that's a known thing.

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I think everybody knows that.
But do you know that most people

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one out of four people that pay
don't actually get their data

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back guys.
The Bad actors are not reputable

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people right?
Where we're not looking at a

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reputable team, you know,
business people to do business

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with here so we all think about
it like well if we get rid of so

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where do we just have to pay?
I need SMB to really focus on

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one thing, reputational risk.
If they don't give your data

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back and by the way, you would,
if they do give you data back,

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you don't know if they have
another copy, we have no idea

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what happens, right?
So as a SMB owner, you need to

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think, what is my data worth and
what is the worth of my clients

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data and keeping all of that
secure?

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And the biggest thing that I
talk to people about now,

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because now, look, now we've got
a i, and we've got, you know,

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all of these doors opening with
a.

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I and all of these open sort of
ports, ways of getting into

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something, we are extremely
busy.

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As a society we are multitasking
on everything.

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We're not paying as much
attention or everything is

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automated.
So now every do we all talk

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about multi-factor
authentication where you put in

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your password, then you get a
code and then you put in the

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code, we're not even paying
attention anymore.

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We're just so used to putting
everything we're like,

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authenticated, authenticated,
authenticate, we're not paying

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attention.
So here's what I would say.

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Number one is take a breath,
okay, we need to really think

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about what we're doing and what
we're clicking on because this

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can be life-altering.
You lose your data.

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You lose your clients data can
be life-altering, but number two

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is And and Mike I know my
clients not my clients but my

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the CEO is of my clients always
hate this and by the way, I hate

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it too.
So when my team tells me I have

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to do this.
I'm like come on it takes an

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extra second.
Does we need to look at Access

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Control who has access to what
and how much access and do they

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need it?
So doing zero-day threats and

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zero day policies for most of
everything that you have.

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And I know it's a bit of a pain
in the bum and I get it, but

240
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it's Sit, it's worth it.
Don't you turn on your security

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alarm when you leave the house.
That means when you come back

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in, you got to take that extra
second and put in the code, it's

243
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the same thing.
You lock the door for your

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car's.
I hope you have to unlock them.

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It is the same thing, zero
threat policies.

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Allow us to really truly
understand who needs access to

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what, and who's trying to get
into something that they

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shouldn't be getting into.
It is a technology stack.

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One item is like bulletproof
glass the bullets going to

250
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pierce the first layer.
The second layer go.

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To, you know, kind of skim
through the third layer is sort

252
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of hit the fourth layer, but the
fifth sixth and seventh will be

253
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untouched.
It's the same thing with

254
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cybersecurity.
You've got to have a tech stack

255
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because they can get to layer 1
through 4 5, which you've got to

256
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have additional layers there to
stop them.

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So, zero threat is one of them.
For those of you working from

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home, VPN, right?
I know, these sounds that they

259
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make sure that you're using
utilizing a VPN segregated wife

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eyes.
I can't tell you how many people

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in my own, a whole minute I have
for wife eyes.

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00:13:43,200 --> 00:13:46,800
One for guests that come into my
home, one for my kids because

263
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gosh I never know what they're
clicking on.

264
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It will link.
They're going on one from my

265
00:13:50,300 --> 00:13:53,200
personal devices and because I
own an IT service, security

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firm, and I have a work device,
I've won for that.

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00:13:57,100 --> 00:13:59,700
You know, they're you know,
don't don't hop on to Starbucks

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Wi-Fi.
We have everybody working from

269
00:14:01,100 --> 00:14:03,400
everywhere right now and people
are doing all sorts of things

270
00:14:03,400 --> 00:14:05,600
that we would never allow them
to do before.

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So those are a couple of the
items that I would, you know,

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that I would say need to be
done, but you really need a

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00:14:12,000 --> 00:14:16,400
cohesive plan with an IT company
that can then that could execute

274
00:14:16,400 --> 00:14:18,100
on it.
You've got to put it all

275
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together because every company
is different.

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00:14:20,500 --> 00:14:22,300
You know we have health care
clients that we treat a bit

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00:14:22,300 --> 00:14:24,100
differently than our
manufacturing clients.

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00:14:24,400 --> 00:14:26,600
We have eyes that, you know, do
stuff for the dod.

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D.
We have clients that are in

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00:14:27,900 --> 00:14:30,100
Professional Services.
Accounting services, Etc,

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00:14:30,200 --> 00:14:32,500
marketing Services.
They're all a little bit

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00:14:32,500 --> 00:14:34,600
different.
Most of the taint, same Tech

283
00:14:34,600 --> 00:14:39,400
stack but how we handle them is
different and you need that and

284
00:14:39,400 --> 00:14:43,300
actually in my opinion you know
like customers should be

285
00:14:43,900 --> 00:14:48,700
thankful and grateful for having
service providers like yourself.

286
00:14:48,700 --> 00:14:53,500
Because if they wanted to handle
this by themselves, like it's

287
00:14:54,800 --> 00:14:56,100
close to Impossible, I would
change.

288
00:14:57,400 --> 00:14:58,800
It is, yeah.
Yeah.

289
00:15:02,300 --> 00:15:04,400
Is it is really hard to keep on
top of it.

290
00:15:05,100 --> 00:15:06,800
It's not only the money, see
each other.

291
00:15:06,800 --> 00:15:10,400
Let's also, you know, just to
give you know people at because

292
00:15:10,400 --> 00:15:12,500
I focus too much also on smbs.
You know?

293
00:15:12,500 --> 00:15:16,700
And startups as well.
Guys, if I tell you how many

294
00:15:16,700 --> 00:15:24,700
agents a cyber security engineer
in a security Operation Center,

295
00:15:24,700 --> 00:15:29,000
sock, hell yeah, like, you'll be
mind blown, right?

296
00:15:29,000 --> 00:15:33,300
So this is what.
Yeah, so this This is why it's

297
00:15:33,300 --> 00:15:38,000
so important and I just had a
discussion earlier this morning

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00:15:38,000 --> 00:15:42,200
with another friend and we are
saying that smbs in any country

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00:15:42,200 --> 00:15:45,300
in any economy, there are the
backbone of that economy.

300
00:15:45,700 --> 00:15:52,000
Yeah the reason I repeat how
important smbs to have proper

301
00:15:52,000 --> 00:15:57,000
security managed by someone is
because you can and I'm not

302
00:15:57,000 --> 00:16:00,100
saying this to scare you guys by
any mean and you know like here

303
00:16:00,100 --> 00:16:03,300
you are on a show, we are not in
any way say Spits or anything.

304
00:16:03,300 --> 00:16:08,000
We're just trying to share our
wellness and inform, exactly.

305
00:16:08,000 --> 00:16:14,500
Think think, in a simple way, if
imagine you have, don't know if

306
00:16:14,500 --> 00:16:18,000
you use an Apple device or an
Android device and you have all

307
00:16:18,000 --> 00:16:21,800
your photos or your life goes,
how do you feel about it right?

308
00:16:22,000 --> 00:16:26,000
Like your whole life can be
deleted and you cannot get it

309
00:16:26,000 --> 00:16:28,400
back.
I mean right from photos first.

310
00:16:28,500 --> 00:16:32,100
Yes, I think about it all your
CRM Erp.

311
00:16:32,200 --> 00:16:35,900
Peace, I don't know all your
files or you have contracts, all

312
00:16:35,900 --> 00:16:39,000
your I don't know.
Like, purchase orders, they

313
00:16:39,000 --> 00:16:43,600
disappears.
They are encrypted deleted or

314
00:16:44,300 --> 00:16:47,500
much worse.
Our internals of the bad guys

315
00:16:47,800 --> 00:16:51,900
who can come to you and say, hey
if you don't pay us, we gonna

316
00:16:52,200 --> 00:16:54,600
put this into some where we're
going to sell it to some

317
00:16:54,700 --> 00:16:55,700
someone.
Yep.

318
00:16:55,900 --> 00:17:00,100
So this is very important.
Now another aspect you touch on

319
00:17:00,100 --> 00:17:03,700
now is a and I want to School.
How dare seeds?

320
00:17:03,700 --> 00:17:06,700
Not only the AI adoption.
I mean we have a lot of

321
00:17:06,700 --> 00:17:12,400
technologies that are adopted in
Enterprises say, but I see

322
00:17:12,400 --> 00:17:15,300
personally that smbs deserve
that as well.

323
00:17:15,300 --> 00:17:19,200
Like AI is one of this data
analytics is one of them are you

324
00:17:19,200 --> 00:17:22,599
seeing you know from your
interaction with clients that

325
00:17:22,599 --> 00:17:25,800
they want also to absorb these
Technologies as well?

326
00:17:26,200 --> 00:17:28,000
Oh, I see so many of my
colleagues.

327
00:17:28,000 --> 00:17:30,100
So I'm part of an organization
called entrepreneurs

328
00:17:30,100 --> 00:17:34,100
organization.
It is All business owners and

329
00:17:34,100 --> 00:17:37,800
that you have to be a business
owner for founder in the

330
00:17:37,800 --> 00:17:39,600
organization, to be in the
organization.

331
00:17:39,900 --> 00:17:42,200
And I can tell you people are
using for all sorts of things

332
00:17:42,200 --> 00:17:45,500
from marketing to blogs, to
writing policies, to writing

333
00:17:45,500 --> 00:17:50,200
contracts to obviously it's a
70% 80% but please I think one

334
00:17:50,200 --> 00:17:54,000
of the things that we need to
realize is AI is not always

335
00:17:54,400 --> 00:17:57,300
factual.
You know we've got to so verify

336
00:17:58,500 --> 00:18:03,400
but it's been incredible.
It is helps of My colleagues and

337
00:18:03,400 --> 00:18:06,600
some of my clients to a degree
where they're taking things that

338
00:18:06,600 --> 00:18:10,500
would take, let's say 40 hours a
week, 30 hours a week and have

339
00:18:10,500 --> 00:18:14,000
knocked it down to two hours a
week, right?

340
00:18:14,000 --> 00:18:17,600
It's incredible.
Yeah, that's that's completely

341
00:18:17,600 --> 00:18:22,000
right season now.
That's good to know that there's

342
00:18:22,000 --> 00:18:28,100
an adoption over there any
specific, right?

343
00:18:28,300 --> 00:18:30,500
Can I just say one thing about
that adoption?

344
00:18:30,700 --> 00:18:34,800
Here's the thing, right?
So again, because it's such a

345
00:18:34,800 --> 00:18:37,800
new technology and I assure you
the Bad actors are way ahead of

346
00:18:37,800 --> 00:18:39,100
us there.
Already know how to use that

347
00:18:39,100 --> 00:18:42,100
technology to get into our
stuff, but because it's Janine.

348
00:18:42,100 --> 00:18:44,800
Technology, people are unsure
how to utilize it.

349
00:18:44,800 --> 00:18:47,400
So the adoption is there.
The processes and the policies

350
00:18:47,400 --> 00:18:49,800
around it or not and that's
another big thing.

351
00:18:49,800 --> 00:18:52,000
So, think about this for one
second, right?

352
00:18:52,100 --> 00:18:55,900
You want to write an insurance
policy for somebody and it's

353
00:18:55,900 --> 00:18:58,100
something, you know, Bubba?
So you put in, right?

354
00:18:58,100 --> 00:19:00,100
You got the right, the biggest
thing about a eyes, you gotta

355
00:19:00,100 --> 00:19:02,200
have the right prompts.
You put it all this information

356
00:19:02,200 --> 00:19:04,700
and some of its confidential
information, you don't even know

357
00:19:04,700 --> 00:19:06,300
where it's being stored.
You don't know where it's going,

358
00:19:06,300 --> 00:19:08,000
you don't know what they're
doing with it.

359
00:19:08,600 --> 00:19:12,400
So the education around AI, you
still need policies around what

360
00:19:12,400 --> 00:19:14,100
you're going to do with that and
what you're not.

361
00:19:14,400 --> 00:19:18,500
So that's the biggest thing. for
all companies, small medium and

362
00:19:18,500 --> 00:19:21,100
large, but small and medium
businesses because they're

363
00:19:21,100 --> 00:19:25,100
trying to truly be more
efficient and save time and save

364
00:19:25,100 --> 00:19:27,700
money, you know, they're,
they're doing certain things

365
00:19:27,700 --> 00:19:31,200
that We don't have an answer to
yet.

366
00:19:32,600 --> 00:19:36,100
And how it comes to the thing.
Absolutely, absolutely.

367
00:19:37,400 --> 00:19:41,000
Now, I want to Pivot little bit
from from, you know, the, the,

368
00:19:41,000 --> 00:19:46,500
the it perspective actually it's
silver letter to i t, and this

369
00:19:46,500 --> 00:19:49,000
is out of curiosity.
Honestly, like you come from,

370
00:19:49,000 --> 00:19:51,200
you told me from Financial
background, right?

371
00:19:52,300 --> 00:19:55,600
And I'm telling this.
Now, I'm little bit kind of

372
00:19:55,900 --> 00:20:02,400
talking to Consultants like
myself, who want to speak a a

373
00:20:02,408 --> 00:20:05,200
finance language about an IT
solution.

374
00:20:05,300 --> 00:20:09,700
What is your advice for them?
Can you unpack that a little

375
00:20:09,700 --> 00:20:11,000
more for me?
What do you mean to finance

376
00:20:11,000 --> 00:20:13,000
language?
Like, how to actually associate

377
00:20:13,000 --> 00:20:16,600
money with the different
solutions and like that your?

378
00:20:16,600 --> 00:20:17,600
Yes.
Yes.

379
00:20:17,700 --> 00:20:22,000
Tom and the reason I'm asking
this question because I want

380
00:20:22,000 --> 00:20:25,900
everyone to understood to tie.
You know whatever feature.

381
00:20:26,800 --> 00:20:29,300
Yeah.
To some money if you can like,

382
00:20:29,500 --> 00:20:32,300
put some lights on this.
So, I mean, I do it all the

383
00:20:32,300 --> 00:20:34,300
time, right?
So we talked about what we took

384
00:20:34,300 --> 00:20:36,100
about a business being shut
down, right?

385
00:20:36,300 --> 00:20:38,000
When I'm talking to the CEO.
And they're like, well, we were

386
00:20:38,300 --> 00:20:40,200
We were shut down.
You just said that that other

387
00:20:40,200 --> 00:20:42,300
company was shut down for like
45 days or something.

388
00:20:42,300 --> 00:20:45,400
We had a weed a service provider
here that was shut down for five

389
00:20:45,400 --> 00:20:47,700
days and they're like, well, we
were shut down for five days.

390
00:20:48,000 --> 00:20:51,100
So yet, you know, we lost this
many orders or we couldn't do

391
00:20:51,100 --> 00:20:53,600
this, no problem.
But what about all the other

392
00:20:53,600 --> 00:20:54,800
money?
But about the employees that

393
00:20:54,800 --> 00:20:56,100
you're paying, that are not
working?

394
00:20:56,300 --> 00:20:58,400
What about the rent?
What about the opportunity cost?

395
00:20:58,400 --> 00:21:00,100
What about the others?
But what about all of these

396
00:21:00,100 --> 00:21:02,300
other costs that go into it
right?

397
00:21:02,600 --> 00:21:06,000
When we're talking about data?
And we're talking about how long

398
00:21:06,000 --> 00:21:11,900
so, for most companies, They do
sales, our CRM is our, our gold

399
00:21:11,900 --> 00:21:14,900
mine.
It is everything that we have on

400
00:21:15,200 --> 00:21:17,900
how we're going to get clients
right now.

401
00:21:17,900 --> 00:21:20,500
If somebody took, that's your
arm away, how many years, how

402
00:21:20,508 --> 00:21:22,000
many people?
How many sales people did you

403
00:21:22,008 --> 00:21:23,900
pay for it?
How many years did it take you

404
00:21:23,900 --> 00:21:25,500
to get it?
How many phone calls did you

405
00:21:25,500 --> 00:21:28,000
make to those people?
How many marketing messages did

406
00:21:28,000 --> 00:21:30,300
you send?
How much time, how much energy,

407
00:21:30,400 --> 00:21:33,300
how many blog posts, everything
goes into it.

408
00:21:33,300 --> 00:21:36,200
So when people are looking at
data breaches, they're like,

409
00:21:36,200 --> 00:21:39,100
well, we have to pay Ransom,
Ware of a Ian dollars, it cost

410
00:21:39,100 --> 00:21:42,100
me a million, no question
million plus your insurance,

411
00:21:42,300 --> 00:21:45,900
plus the lawyers, plus all the
downtime, plus the employee

412
00:21:45,900 --> 00:21:48,800
costs was any opportunity cost?
And by the way, what do you

413
00:21:48,808 --> 00:21:54,700
think our reputation is worth?
Hundred percent and any

414
00:21:54,700 --> 00:21:57,900
regulation related Coast has
1000.

415
00:21:58,600 --> 00:22:01,000
The loss of clients are
regulations from compliance, our

416
00:22:01,000 --> 00:22:04,100
whole different thing.
I mean that's just I mean we you

417
00:22:04,100 --> 00:22:09,300
know, there's a company that I'm
aware of that used to supply to

418
00:22:09,300 --> 00:22:14,400
the dod and small company eight
people without going into too

419
00:22:14,400 --> 00:22:16,500
much detail.
They didn't have the right.

420
00:22:18,700 --> 00:22:22,400
Backup way of securing data.
It was found out.

421
00:22:22,800 --> 00:22:24,400
I'm talking billion dollar
contracts.

422
00:22:25,900 --> 00:22:28,100
Done.
Yeah, thanks.

423
00:22:28,300 --> 00:22:30,600
It's, you're not the only
company that does what you do,

424
00:22:30,800 --> 00:22:35,500
they will find another person
that is secure hundred percent

425
00:22:35,500 --> 00:22:40,900
and the percent.
Also, while I Was preparing for

426
00:22:40,900 --> 00:22:45,600
for the episode, one thing, like
also caught my eyes like you

427
00:22:45,900 --> 00:22:52,100
have never lost a single line
and I know how much specially in

428
00:22:52,100 --> 00:22:55,900
service provider space.
Is how much is the important To

429
00:22:55,900 --> 00:22:58,600
keep clients happy and how
demanding they can be.

430
00:22:58,800 --> 00:23:01,100
How did you manage this?
What was your secret sauce?

431
00:23:01,100 --> 00:23:03,600
Let's see.
So we've never been fired.

432
00:23:03,600 --> 00:23:06,400
So we have lost a unfortunately
recently or fortunately for our

433
00:23:06,400 --> 00:23:07,700
clients were very good at
scaling.

434
00:23:07,700 --> 00:23:10,200
Our clients, we have actually
lost three clients to private

435
00:23:10,200 --> 00:23:16,800
Equity firms this last year, the
what you read was so my husband

436
00:23:16,800 --> 00:23:20,100
passed away in 2019, he was the
one who started the business.

437
00:23:20,200 --> 00:23:23,600
I worked in the business from
2014 onwards.

438
00:23:24,200 --> 00:23:26,700
I became CEO of the business.
In 2015.

439
00:23:27,000 --> 00:23:30,000
And when my husband passed away,
he was the main it person and we

440
00:23:30,000 --> 00:23:32,400
just established that I have
zero IT background.

441
00:23:33,300 --> 00:23:37,200
So when we went through
everything, we lost zero clients

442
00:23:37,200 --> 00:23:39,500
and we still to this day, we
have fired clients, we've lost

443
00:23:39,500 --> 00:23:44,300
close to PE firms.
We lost one client who did leave

444
00:23:44,300 --> 00:23:46,700
us and then came back to us or
they didn't fully lead.

445
00:23:46,700 --> 00:23:48,900
They're like we're leaving,
we're leaving, and then they

446
00:23:48,900 --> 00:23:50,400
were like, you know what, we
have nowhere to go, we want to

447
00:23:50,408 --> 00:23:53,900
stay with you.
The reason for that is we manage

448
00:23:53,900 --> 00:23:55,500
expectations, number one is my
team.

449
00:23:55,700 --> 00:24:00,400
Credible my team before when my
husband was alive and currently

450
00:24:00,500 --> 00:24:04,300
is incredible.
I am the dumbest person in the

451
00:24:04,308 --> 00:24:07,900
room.
My team is not just smart but

452
00:24:07,900 --> 00:24:12,500
they, they have the ability to
truly own and make decisions.

453
00:24:13,100 --> 00:24:15,300
So that's number one.
Number two, as we manage

454
00:24:15,300 --> 00:24:18,200
expectations, we are not
perfect, we are not perfect, but

455
00:24:18,200 --> 00:24:20,000
if something goes wrong, I will
take responsibility.

456
00:24:20,000 --> 00:24:22,800
Every CEO has my cell phone
number, they will call me.

457
00:24:23,300 --> 00:24:25,500
I won't talk to them.
I will go into it with them.

458
00:24:25,600 --> 00:24:27,900
Um, I will take responsibility,
if something goes wrong and we

459
00:24:27,900 --> 00:24:31,700
will fix it.
We're also a known entity,

460
00:24:31,700 --> 00:24:36,500
meaning we're flat rate.
So, a lot of a lot of what you

461
00:24:36,500 --> 00:24:40,000
see with companies is they hate
their like, we don't call Our IT

462
00:24:40,000 --> 00:24:42,600
person because we have to pay,
you know, for every hour we only

463
00:24:42,600 --> 00:24:44,900
have eight hours a month and we
don't do that.

464
00:24:45,000 --> 00:24:47,700
We just want to do it all you.
Call this a thousand times.

465
00:24:47,700 --> 00:24:50,100
You call 08.
Like, we just want to go in and

466
00:24:50,100 --> 00:24:52,900
do it all for you.
Without you worrying, because if

467
00:24:52,900 --> 00:24:56,000
you're going to wait on a little
issue every day that, She gets

468
00:24:56,000 --> 00:24:58,300
bigger bigger, bigger and now
everyone's screwed.

469
00:24:59,100 --> 00:25:02,900
Um, so we really have great
communication with great

470
00:25:02,900 --> 00:25:06,100
management of expectations.
We have an amazing team and

471
00:25:06,200 --> 00:25:09,100
mammoths were constantly
training and going getting ahead

472
00:25:09,100 --> 00:25:13,100
of stuff, you know, where we're
investing the time and the money

473
00:25:13,100 --> 00:25:16,400
to make sure that we know like,
we're talking about AI.

474
00:25:16,700 --> 00:25:20,100
I'm on an AI panel, I think in
two weeks, again, I believe

475
00:25:20,200 --> 00:25:22,300
I've, you know, we've created a
group, we've got an entire group

476
00:25:22,300 --> 00:25:24,400
to talk about security around
Ai, and what do we need to do

477
00:25:24,400 --> 00:25:26,900
and how do we get ahead of it?
And do we know all the answers?

478
00:25:26,900 --> 00:25:29,800
Absolutely not.
Nobody knows all the answers,

479
00:25:30,200 --> 00:25:35,100
but we're trying, we're trying.
That's really inspiring.

480
00:25:35,100 --> 00:25:41,800
And I honestly being someone who
work on customer seed, and

481
00:25:41,800 --> 00:25:45,600
someone who work on vendor seed,
like what you did, this

482
00:25:45,600 --> 00:25:48,100
fantastic.
I believe because rarely you

483
00:25:48,100 --> 00:25:52,300
find the people who have this
mindset of, you know, customer

484
00:25:52,300 --> 00:25:55,300
centricity, number one.
Yes, absolutely.

485
00:25:55,600 --> 00:25:58,100
Up to date with with you know
all the trends.

486
00:25:58,100 --> 00:25:59,800
And what's happening which is by
the way.

487
00:25:59,800 --> 00:26:02,200
It's not an easy task.
No it's not.

488
00:26:02,600 --> 00:26:06,300
People ask me some time and I
shared multiple plans how I do

489
00:26:06,300 --> 00:26:07,200
it at.
It's not easy.

490
00:26:07,200 --> 00:26:10,300
Guys.
I tell them I have to grab all

491
00:26:10,300 --> 00:26:14,900
this information on daily basis
but and I specified a specific

492
00:26:14,900 --> 00:26:18,900
you know you have a specific
timeframe for me to go and read,

493
00:26:19,200 --> 00:26:20,600
watch a couple of videos, you
know.

494
00:26:20,600 --> 00:26:23,600
So I keep and of course, now,
with the age of a, I have to

495
00:26:24,200 --> 00:26:26,800
another task Cape to be.
I Need to see which to what

496
00:26:26,800 --> 00:26:29,200
which one is true.
Which one is, might be like,

497
00:26:29,200 --> 00:26:33,700
completely a false one buddy.
It's not an easy one, how many

498
00:26:33,700 --> 00:26:38,500
changes and it changed?
How many the first time today

499
00:26:38,500 --> 00:26:41,800
and tomorrow they're like fuck x
equals y was so like oh that's

500
00:26:41,800 --> 00:26:42,500
nothing.
You know.

501
00:26:42,800 --> 00:26:46,500
So it's it's it's a lot it's a
lot 100%.

502
00:26:46,700 --> 00:26:51,800
Now you've been like really, as
I said, are you a model?

503
00:26:51,800 --> 00:26:55,500
I would say, especially a female
leader in the tech industry.

504
00:26:55,600 --> 00:26:59,300
Re and I'm sure you have faced a
lot of challenges.

505
00:26:59,500 --> 00:27:04,300
Like how do you overcome this?
And what is your advice for

506
00:27:04,300 --> 00:27:10,700
fellow women, who are, you know,
dreaming to become have a

507
00:27:10,700 --> 00:27:14,200
leadership intact, maybe they
thinking about entering the tech

508
00:27:14,200 --> 00:27:17,200
Market, what you can tell them,
So, here's what I'm going to

509
00:27:17,200 --> 00:27:19,800
say, for all of the women that
are out there.

510
00:27:22,000 --> 00:27:26,000
When we start saying, I can't do
it because I'm a woman or it

511
00:27:26,000 --> 00:27:27,500
didn't happen because I'm a
woman.

512
00:27:27,800 --> 00:27:32,100
It's exactly what's stopping us.
When we were two years old or is

513
00:27:32,100 --> 00:27:34,000
second grade I should say,
nobody.

514
00:27:34,300 --> 00:27:37,100
If nobody walked in and said, oh
my God, girls, you should do

515
00:27:37,100 --> 00:27:38,700
stem as well.
We would never know that we

516
00:27:38,700 --> 00:27:42,200
can't do step.
So let's take a different

517
00:27:42,200 --> 00:27:46,700
mindset, right, for the women
that are out there where we

518
00:27:46,700 --> 00:27:49,900
actually have a better position.
We are vulnerable, we are

519
00:27:49,900 --> 00:27:54,000
empathetic, we have Have the
ability to do things that men

520
00:27:54,000 --> 00:27:57,400
don't have the ability to do
truly men and women are two.

521
00:27:57,400 --> 00:28:01,400
Totally different people, not
just biologically, but mentally

522
00:28:01,400 --> 00:28:04,000
physically.
Just the way we think use it, to

523
00:28:04,000 --> 00:28:06,400
your advantage.
There's nothing that says, women

524
00:28:06,400 --> 00:28:09,000
can't do it.
You know, when I was at Deutsche

525
00:28:09,000 --> 00:28:13,100
Bank, Mammoth, I worked at
Deutsche Bank, I was doing

526
00:28:13,100 --> 00:28:22,700
projects Etc and I ended up
truly sort of diving in and I

527
00:28:22,700 --> 00:28:26,200
was given the opportunity, both
my kids at Deutsche Bank and I

528
00:28:26,300 --> 00:28:29,900
then worked from home, two days
a week at Deutsche Bank, two

529
00:28:29,900 --> 00:28:33,300
days a week, I work from home,
and I'm talking about, in 2008,

530
00:28:33,300 --> 00:28:37,500
2009 2010 2011, by the way,
nobody works from home and not

531
00:28:37,500 --> 00:28:40,900
from a bank, then we have the
ability to do what we want to

532
00:28:40,900 --> 00:28:45,300
do, as long as we think about it
that way.

533
00:28:45,300 --> 00:28:47,600
So for all the women that are
out there, there are challenges

534
00:28:47,600 --> 00:28:49,900
do Get me wrong.
I just had a gentleman last

535
00:28:49,900 --> 00:28:52,500
night.
Tell me, you know, hey I don't

536
00:28:52,500 --> 00:28:55,500
meet with women alone at all and
you know, there was this guy and

537
00:28:55,500 --> 00:28:57,200
I thought he would be a great
client.

538
00:28:57,400 --> 00:29:00,800
They're going to be challenges
but there's a lot of other

539
00:29:00,800 --> 00:29:04,100
things that are not challenges.
So focus on those and continue

540
00:29:04,100 --> 00:29:07,100
working towards it.
There's no reason that we can't

541
00:29:07,100 --> 00:29:09,600
do anything and everything.
There's no reason.

542
00:29:09,900 --> 00:29:12,800
I'm a mother of two boys.
I just mentioned briefly, I'm a

543
00:29:12,800 --> 00:29:14,600
widow.
My husband passed away four

544
00:29:14,600 --> 00:29:20,800
years ago and I have five
companies So there's no reason

545
00:29:20,800 --> 00:29:23,400
we can't do it.
It's only when we start off with

546
00:29:23,400 --> 00:29:26,500
the reason and no more excuses,
I didn't get it because I'm a

547
00:29:26,500 --> 00:29:29,200
woman.
The one other thing I want to

548
00:29:29,200 --> 00:29:34,600
say because this is very
important for women is Fix the

549
00:29:34,600 --> 00:29:38,300
crown on the woman next to you.
Women tend to work against each

550
00:29:38,300 --> 00:29:40,200
other, where men turned to work
together.

551
00:29:41,300 --> 00:29:43,700
And when we're working against
each other, none of us gets

552
00:29:43,700 --> 00:29:46,300
ahead.
And so that's that's the other

553
00:29:46,300 --> 00:29:48,900
piece I would say.
Yeah, great.

554
00:29:49,200 --> 00:29:52,500
But I still have one question.
If you don't mind for you,

555
00:29:53,100 --> 00:29:59,000
before we for we end up.
So you've been like a board

556
00:29:59,000 --> 00:30:02,300
member of entrepreneurs
organization and connect for

557
00:30:02,300 --> 00:30:05,600
business Exchange.
What are some, you know,

558
00:30:06,300 --> 00:30:10,800
insights can you share with us
on the current entrepreneurial

559
00:30:10,800 --> 00:30:14,700
landscape?
Oh wow, that's not a little

560
00:30:14,700 --> 00:30:17,700
question.
I'm sorry.

561
00:30:18,300 --> 00:30:24,000
Wow.
So it's so here's what I'll say,

562
00:30:25,200 --> 00:30:30,100
I have found that people have
become serial entrepreneurs

563
00:30:30,700 --> 00:30:35,200
people across the ages younger.
And older older ones are selling

564
00:30:35,200 --> 00:30:37,600
businesses and then they're not
just sitting there selling them

565
00:30:37,600 --> 00:30:39,500
and doing nothing.
They're starting another

566
00:30:39,500 --> 00:30:42,000
project, another passion
project, another charity another

567
00:30:42,000 --> 00:30:46,900
business entrepreneur
entrepreneurs breed

568
00:30:46,900 --> 00:30:49,000
entrepreneurs and what's
happening is as you start to

569
00:30:49,000 --> 00:30:51,600
hang out with everybody you're
starting to see Serial

570
00:30:51,600 --> 00:30:53,300
entrepreneurs.
Some people are in all sorts of

571
00:30:53,300 --> 00:30:55,900
articles, I have a real estate
agency.

572
00:30:56,100 --> 00:30:59,900
I have a liquor store I have you
know Cloud platform company is

573
00:30:59,900 --> 00:31:01,600
cyber security company and
managed service provider

574
00:31:01,600 --> 00:31:03,600
company.
So we've all of these things

575
00:31:03,600 --> 00:31:08,300
that were doing and the biggest
thing I would say is I see more

576
00:31:08,300 --> 00:31:12,700
and more entrepreneurs learning
from each other not just for

577
00:31:12,700 --> 00:31:15,100
their own vertical moment.
They're not just going and

578
00:31:15,100 --> 00:31:18,800
saying I'm an IT company.
Let me just go into other it

579
00:31:18,800 --> 00:31:22,400
masterminds and really learn
that but Hmm, they are going to

580
00:31:22,400 --> 00:31:24,300
all sorts of.
I've learned so much from

581
00:31:24,400 --> 00:31:27,100
verticals that are so far out of
anything that I would even

582
00:31:27,100 --> 00:31:29,700
understand.
So, that's number one, that's

583
00:31:29,700 --> 00:31:32,500
number two, I would say.
Number two, is we become Global.

584
00:31:33,200 --> 00:31:36,700
So really, talking to
entrepreneurs across the world,

585
00:31:36,700 --> 00:31:39,500
talking to people, and how
they're doing, things utilizing

586
00:31:39,500 --> 00:31:42,100
different tools, utilizing
automation, utilizing people

587
00:31:42,100 --> 00:31:46,100
from various countries
utilizing, not just actual

588
00:31:46,300 --> 00:31:49,300
people around the world because
of the skill sets, they possess,

589
00:31:49,700 --> 00:31:52,800
but bringing in everything.
Else that goes along with it, to

590
00:31:52,800 --> 00:31:55,400
make that company as unique as
possible.

591
00:31:57,000 --> 00:32:00,900
Well, that's really very, very
healthy helpful.

592
00:32:00,900 --> 00:32:03,900
And I agree with you, specially
of the, of course, on both

593
00:32:03,900 --> 00:32:08,300
points but the second one makes
a lot of sense because, you

594
00:32:08,300 --> 00:32:11,700
know, the world is more
connected than, you know, we

595
00:32:11,700 --> 00:32:15,000
should be Global and we are
seeing this actually across the

596
00:32:15,008 --> 00:32:18,500
board everywhere.
And yeah, there's not there's no

597
00:32:18,500 --> 00:32:21,000
difference now because, you
know, back in the days

598
00:32:21,800 --> 00:32:25,600
everyone's saying, hey like US
market is different than Europe

599
00:32:25,600 --> 00:32:29,100
Market, you're right.
Light is different from like

600
00:32:29,100 --> 00:32:32,400
Middle East Market.
Of course, there will be some

601
00:32:32,400 --> 00:32:36,000
cultural aspects like this is
but it's related more to the way

602
00:32:36,400 --> 00:32:39,500
how you operate your sales and
marketing, right?

603
00:32:39,600 --> 00:32:44,200
But when it comes on, I mean,
the business itself, I mean the,

604
00:32:44,200 --> 00:32:48,800
the entrepreneurial part of it,
it's completely.

605
00:32:48,800 --> 00:32:53,900
I would say, now, global and
Universal, I can, I can claim

606
00:32:53,900 --> 00:32:56,500
this but the other part of it
and I meant it.

607
00:32:56,700 --> 00:32:59,400
We can learn so much, right?
How do we make something in the

608
00:32:59,400 --> 00:33:01,600
u.s. in New Jersey?
How do I make my it?

609
00:33:01,800 --> 00:33:05,000
I met a guy in Zurich that runs
a cloud platform the way I do.

610
00:33:05,400 --> 00:33:07,700
Oh no, not the way I do better
than I do.

611
00:33:08,100 --> 00:33:11,300
And I was able to pick up pieces
from that and Implement them

612
00:33:11,300 --> 00:33:13,300
here.
There's nobody else here doing

613
00:33:13,300 --> 00:33:17,100
that wonderful you know.
So I think it's really important

614
00:33:17,100 --> 00:33:19,600
and in to go back to the old
adage.

615
00:33:19,900 --> 00:33:21,400
It's not what you know it's who
you know.

616
00:33:21,400 --> 00:33:25,800
It truly is about who you know
and utilizing those connections

617
00:33:26,000 --> 00:33:28,000
and building.
Being the most amazing Network

618
00:33:28,000 --> 00:33:30,800
for you.
I have incredible networks for

619
00:33:30,800 --> 00:33:36,500
everything.
That's, you know, like I have no

620
00:33:36,500 --> 00:33:40,200
problem in saying this, you
know, on the episode because I

621
00:33:40,200 --> 00:33:44,500
mentioned in one of the episodes
that I did this mistake, you

622
00:33:44,500 --> 00:33:48,200
know, when I was younger and
this is my advice for for Young

623
00:33:48,200 --> 00:33:51,400
Generation, especially if you
are planning to have your own

624
00:33:51,400 --> 00:33:53,700
business.
And by the way, I think the

625
00:33:53,700 --> 00:33:56,500
future is more into
entrepreneurship.

626
00:33:56,500 --> 00:33:59,600
They're not saying like I'm not
saying corporate world will when

627
00:33:59,800 --> 00:34:02,300
their Malaysian finish.
No, of course no will still have

628
00:34:02,500 --> 00:34:05,300
The companies.
But I'm a big believer that

629
00:34:05,400 --> 00:34:07,800
we'll see more entrepreneurs
would see more solopreneurs,

630
00:34:07,800 --> 00:34:11,500
actually.
This is yes, my own View and my

631
00:34:11,500 --> 00:34:14,500
advice because I figured this
out little bit late, but it's

632
00:34:14,500 --> 00:34:18,100
good that I figured out is
network network, network

633
00:34:18,100 --> 00:34:20,500
network.
Like I cannot keep, you know,

634
00:34:20,500 --> 00:34:21,800
saying this enough.
Yes.

635
00:34:22,300 --> 00:34:24,699
Yeah.
Before we come to close, these

636
00:34:24,699 --> 00:34:28,000
are like, I haven't famous
question that I asked at the

637
00:34:28,000 --> 00:34:32,100
end.
What is the question that you

638
00:34:32,100 --> 00:34:33,300
wish?
First I ask you.

639
00:34:33,900 --> 00:34:37,100
Oh wow I didn't hear that
question.

640
00:34:37,100 --> 00:34:41,199
Other thing is I okay this is
your probably is wow.

641
00:34:43,300 --> 00:34:48,300
What is the question?
So one of the things that I

642
00:34:48,300 --> 00:34:51,100
loved I love to share my
experience on my failures.

643
00:34:51,500 --> 00:34:56,300
I have failed a lot over and
over again because I think it's

644
00:34:56,300 --> 00:34:59,100
you know we all talk about how
things are amazing and we talked

645
00:34:59,100 --> 00:35:01,800
about how my company hasn't lost
a client and how I've done this

646
00:35:01,800 --> 00:35:04,500
and I've done.
Not, I really think one of the

647
00:35:04,500 --> 00:35:07,200
questions that I would have
wished was tell me about your

648
00:35:07,200 --> 00:35:12,000
failures because I think that's
as important or maybe more

649
00:35:12,000 --> 00:35:17,800
important than anything.
I've done well and you know what

650
00:35:17,800 --> 00:35:20,700
I'd like to say is you know,
especially as entrepreneurs in

651
00:35:20,700 --> 00:35:22,700
the corporate world.
You know, when you fail you kind

652
00:35:22,700 --> 00:35:25,300
of get in trouble with your boss
and and then you know, you might

653
00:35:25,300 --> 00:35:29,000
get a write-up or maybe you're
fired or nothing happens.

654
00:35:29,000 --> 00:35:31,800
It's not on the hand when you're
an entrepreneur or a failure.

655
00:35:32,400 --> 00:35:36,800
Could mean the loss of you know
hundreds thousands millions of

656
00:35:36,808 --> 00:35:38,600
dollars.
It could mean the loss of

657
00:35:38,600 --> 00:35:40,000
clients.
It could mean the loss of

658
00:35:40,000 --> 00:35:42,400
reputation could mean you know
bankruptcy.

659
00:35:42,400 --> 00:35:45,300
It could mean changing your
entire life and it affecting

660
00:35:45,300 --> 00:35:49,100
your livelihood failures are
going to happen and if you're

661
00:35:49,100 --> 00:35:51,900
not failing then you're not
doing enough.

662
00:35:52,500 --> 00:35:56,000
Because if you're not going to
fail then then you're really

663
00:35:56,000 --> 00:35:59,100
just not taking enough risk to
move your business and yourself

664
00:35:59,100 --> 00:36:02,900
forward.
So What I would I would I would

665
00:36:02,900 --> 00:36:09,500
share with your audience is,
don't be scared and don't wait

666
00:36:09,500 --> 00:36:11,700
for everything to be perfect
before you do it.

667
00:36:11,700 --> 00:36:13,600
It will never be perfect.
That's why you're an

668
00:36:13,600 --> 00:36:16,700
entrepreneur, because you want
everything to be perfect and

669
00:36:16,700 --> 00:36:19,200
it'll never be there.
So, start to take the first

670
00:36:19,200 --> 00:36:21,800
step, so you can figure out
after that first step, what?

671
00:36:21,800 --> 00:36:24,200
The next step is.
And the next thing is to

672
00:36:24,200 --> 00:36:27,000
appreciate what you've done, I
appreciate my failures.

673
00:36:27,600 --> 00:36:30,400
I've appreciated, the mistakes
I've made and I appreciated the

674
00:36:30,400 --> 00:36:32,100
people that have Me out of my
mistakes.

675
00:36:33,000 --> 00:36:35,500
And the last thing I would say
is ask for help.

676
00:36:36,200 --> 00:36:39,800
We are we don't, you know, my
father's generation did not ask

677
00:36:39,800 --> 00:36:42,900
for help everything was done on
their own, let's not be that

678
00:36:42,900 --> 00:36:45,400
generation.
Let's ask for help because

679
00:36:45,400 --> 00:36:47,200
people are more than willing to
help.

680
00:36:47,500 --> 00:36:52,500
So, there you go, great.
And I'm happy.

681
00:36:52,500 --> 00:37:00,800
You you shared this, because I
always anyone who asked me and I

682
00:37:01,000 --> 00:37:02,900
Mentioned, even here on the
podcast.

683
00:37:02,900 --> 00:37:07,400
Many times in my dictionary,
there is nothing called failure.

684
00:37:07,400 --> 00:37:12,500
That is learning, right?
Yes, because you fall down, you

685
00:37:12,500 --> 00:37:17,000
stand up again and you think
that that famous quote, if I'm

686
00:37:17,000 --> 00:37:21,300
not mistaken to us, I'm not sure
if it's not his, I'm sorry, but

687
00:37:21,500 --> 00:37:23,400
I remember that it's Denzel
Washington.

688
00:37:23,400 --> 00:37:26,600
Like, if you don't fail, you're
not even trying.

689
00:37:26,900 --> 00:37:29,600
There are a lot of old coats
like this and it's true.

690
00:37:29,600 --> 00:37:34,000
Like, because if If you know,
like this is how when we were

691
00:37:34,000 --> 00:37:36,600
kids, this is how we learned how
to walk this.

692
00:37:36,600 --> 00:37:38,700
How we, how we learn to hike
Lee.

693
00:37:39,000 --> 00:37:42,700
Yeah, that's also you need to
try and this is like I would say

694
00:37:42,700 --> 00:37:47,100
it's a, it's a nature, right?
So this is how we actually

695
00:37:47,100 --> 00:37:50,600
succeed in things.
And especially I'm talking here

696
00:37:50,600 --> 00:37:53,700
about people who thinks to go
into an entrepreneurial Journey

697
00:37:53,700 --> 00:37:57,900
or Tech specifically because you
know, people they are afraid,

698
00:37:57,900 --> 00:38:01,500
they hesitate too much.
Yes.

699
00:38:01,500 --> 00:38:05,500
No no don't don't.
Hesitate what's okay so don't

700
00:38:05,500 --> 00:38:10,200
ask what would happen if this
happens as what will happen if I

701
00:38:10,200 --> 00:38:14,400
don't do this.
Like I think yeah so this is

702
00:38:14,400 --> 00:38:17,700
this is the mindset like I was
lucky enough to learn it again

703
00:38:17,700 --> 00:38:25,100
late but again there's nothing
even in this one and I'm really

704
00:38:25,200 --> 00:38:30,800
glad you shared this, you know?
Because it's we are in a time

705
00:38:30,800 --> 00:38:36,200
that I believe we need to give
back our experiences and that

706
00:38:36,200 --> 00:38:39,700
you said don't hesitate, and I'm
saying this to the oldest, don't

707
00:38:39,700 --> 00:38:42,400
hesitate to reach out at.
This is why at the end of each

708
00:38:42,400 --> 00:38:45,900
episode, I'm saying, if you have
questions, feedbacks, you want

709
00:38:45,900 --> 00:38:48,200
to discuss something.
Something even, you didn't agree

710
00:38:48,200 --> 00:38:51,200
with with me.
Please reach out like, let's

711
00:38:51,200 --> 00:38:52,700
talk.
Let's have a discussion.

712
00:38:53,300 --> 00:38:56,400
Well seated, like really I
enjoyed the discussion today.

713
00:38:56,400 --> 00:39:00,800
It's a very I would say, one of
my best episodes.

714
00:39:01,000 --> 00:39:05,200
Ever, I can claim this because
we have we covered a lot from

715
00:39:05,200 --> 00:39:07,900
technical aspects cybersecurity
and we talked about

716
00:39:07,900 --> 00:39:11,200
entrepreneurship and, you know,
this dirt, really the best of

717
00:39:11,200 --> 00:39:13,600
the best.
This is why the the city of show

718
00:39:13,600 --> 00:39:18,300
exists actually.
And and people ask me why it's

719
00:39:18,300 --> 00:39:20,400
called City.
Also likes too much technical.

720
00:39:20,400 --> 00:39:24,400
I say, but remember a CTO is
associated with tech.

721
00:39:24,400 --> 00:39:28,400
Yes, a CTO is associated with
startups and Entrepreneurship

722
00:39:28,400 --> 00:39:32,200
and they CTO is a guy who talks
business and Technology the same

723
00:39:32,200 --> 00:39:33,700
time.
So I think we covered all this

724
00:39:33,700 --> 00:39:35,500
today.
Yeah.

725
00:39:35,500 --> 00:39:37,200
Which is which is great.
Great.

726
00:39:37,400 --> 00:39:41,300
Thank you very much and you know
as we are coming to the end of

727
00:39:41,300 --> 00:39:44,800
the show for everyone who is
listening to us.

728
00:39:44,800 --> 00:39:49,400
If it's your first time that you
tuned in, please subscribe to

729
00:39:49,400 --> 00:39:51,600
the podcast.
We are trying always to get the

730
00:39:51,600 --> 00:39:56,400
best of the best of the show.
And also, please tell your

731
00:39:56,400 --> 00:39:59,900
friends, your colleague, your
family about the show, you will

732
00:39:59,900 --> 00:40:01,800
not regret it.
And they were Not regret it.

733
00:40:01,800 --> 00:40:06,100
I guarantee you this and I was
mentioning few minutes ago if

734
00:40:06,100 --> 00:40:09,000
you have any questions feedback
reach out to me if you want to

735
00:40:09,000 --> 00:40:12,800
be a guest on the show wherever
you are in the world, I have

736
00:40:12,800 --> 00:40:15,100
guessed from the US.
I have guests from uslan the

737
00:40:15,100 --> 00:40:17,400
other day.
I had a guy I think in

738
00:40:17,700 --> 00:40:20,700
Indonesia, so whatever, whatever
you are.

739
00:40:20,700 --> 00:40:25,000
If you think you have something
that is related to our theme,

740
00:40:25,200 --> 00:40:26,600
don't hesitate to reach out to
me.

741
00:40:26,600 --> 00:40:28,300
I would be more than happy to
discuss this.

742
00:40:28,600 --> 00:40:31,900
Thank you very much and until we
meet in the next, Oh, thank you.

743
00:40:32,500 --> 00:40:33,200
Thank you.