1031: Cybersecurity unlocked... protect your business from threats (BIG and SMALL!) w/ Dante Jackson

Transcript

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Hey, what is up?

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Welcome to this episode of the Wantrepreneur to Entrepreneur podcast.

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As always, I'm your host, brian Lofermento, and I'm so excited about the guests that we've got on here today, because this is someone who, I feel like, loves protecting businesses and loves thinking about things from a really technical perspective that a lot of us really want to ignore and that we may take for granted, both as consumers and as business owners.

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So we're going to talk about the things that really matter from a cybersecurity perspective here today, and we're doing it with an amazing entrepreneur, not just an amazing cybersecurity expert, but this is someone who also has his own business to help other businesses excel in this, and his name is Dante Jackson.

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Let me tell you a little bit about Dante.

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He's the owner and CEO of Circuit Tech Security, which is a cybersecurity consulting firm based in Atlanta, georgia.

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Their team of experienced professionals, with over 30 years of combined expertise, specializes in creating customized end-to-end solutions tailored to each client's specific needs.

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Dante has experience in both the US government and private financial sectors, so, of course, two industries where this stuff really matters a lot.

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So he's got a lot of experience there, including multiple senior leadership roles at a top 10 US bank, dante offers a wide ranging expertise encompassing threat management and mitigation, data protection, it risk management, resilience strategies and insider threat expertise.

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This is some big stuff that, like I said, we all probably ignore Now.

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Through his company, we all probably ignore Now.

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Through his company, dante has leveraged his expertise to provide tailored solutions to clients, empowering them to navigate the complex landscape of cybersecurity with confidence.

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He backs all this stuff up not only with experience.

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He's also got the credentials as far as he has an MBA from the Georgia Institute of Technology and a Master of Science degree in Criminal Justice Management from Sam Houston State University.

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His academic achievements complement his extensive practical experience, positioning him as a trusted authority in both the corporate and consulting realms of cybersecurity.

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And that's all just a tease as to why we're so excited to have Dante here today, so I'm not going to say anything else.

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Let's dive straight into my interview with Dante Jackson.

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All right, dante, I'm so excited that you're here with us today.

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First things first.

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Welcome to the show.

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Thanks for having me, Brian.

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I'm really excited to be here with you today.

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Heck.

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Yes, Now we're going to be talking about some complex stuff, Dante, but I know you're going to simplify a lot of it for us and I'm excited about that conversation.

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But before we get there, take us beyond the bio.

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Who's Dante?

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How'd you start doing all these cool things?

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You know I kind of fell into it.

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As I transitioned into the private sector, I went to one of the larger banks in the US we were going through the biggest merger in US history and then they were looking to build out their cybersecurity program.

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And, like I tell everyone who's looking to get into the industry, sometimes you just have to have that break and someone willing to take a chance on you.

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And from there I was just able to quickly develop my skills, put the work in and you know, just kind of took off and the career took off, the promotions took off and the knowledge took off, which is most important because you can just take the knowledge anywhere that you go no-transcript until you need it.

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And unfortunately that's how some of these companies look at it.

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But I think the tide's changing.

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I mean you're seeing the increased attack of ransomware, both nation state and individual, in large companies.

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Here in the US.

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Many of us get these notifications in the mail, right when you get the year-long experience experience credit monitoring service, because company A has been hit and your data is now on the dark web.

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It's all very frustrating, but I think the tide's changing and companies are recognizing now that, hey, we have to get serious about the protection of our consumer data.

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The reputational damage, the losses, the fines, depending on what industry you're in, it all accumulates and it adds up and it can be very damaging for a company.

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Yeah, this is one of the reasons why I like talking to people in the cybersecurity field, dante is because you all seem like you focus on things both at the macro level you immediately went to this is also geopolitically.

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It's a threat that we face on a really macro level but you also focus on that micro level, at a company level, at a consumer level, and so I want to ask you what is cybersecurity If we're talking about something so big and so global that spans governments, that spans every single consumer on the planet?

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We've all heard that term before, but what does it encompass?

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Does it make sure we've all got really great passwords, or what are the mechanics of what cybersecurity encompasses?

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I think, at its granular level, its most simplest form, is the protection of data, right?

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I mean, anytime you own a business, you have something unique to your business, right, and that can be described simply as data.

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And I think cybersecurity at its essence is the protection of that data, in whatever form that comes in.

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And it's funny that you asked that question, because anytime I go and I speak to future graduates or people who are looking to get into the industry, they give me this look and they say, hey, I want to get into cybersecurity.

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And I say, oh great, what do you want to do?

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And then they kind of look at me like, well, what do you mean?

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Well, I'm like do you want to do encryption?

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Do you want to do encryption?

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Do you want to do data protection?

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Do you want to do insider risk?

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I mean, there's all these verticals aligned.

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Do you want to do pen testing?

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I mean, there's all these verticals aligned to cybersecurity.

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I think it's very important for individuals to remember that when they're looking to go into cybersecurity, that you want to get an idea of what you want to do.

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Once you kind of get a general idea of all the different verticals within it and then focus in on that.

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I'll add to that there's all these different certifications out there.

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A lot of people think, hey, I can go this route, I don't need to get a degree, I can get certifications.

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But nothing trumps experience, right?

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So you have to be able to.

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If you're going to go the certification route or you're going to go the route to go to school, make sure that you have something lined up where you can get that experience, because it doesn't matter how many certifications you have or how many degrees you have.

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At some point you have to get the experience and get the hands-on keyboard time to be able to move up within whatever space you want to go within cybersecurity.

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Yeah, I really appreciate that, especially because, as someone who went to business school, I always hear this blanket term thrown out there where people say you should major in business there's so many opportunities or you should major in international business there's a whole world of opportunities there but you so correctly and so valuably call out the fact that there are verticals within all of these fields that people talk about.

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Talk to us about some of those, because to you, I mean, you can rattle these off so effortlessly.

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But I'm curious, especially from a business owner perspective, what are some of those things that we should be paying attention to?

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I mean, you talk about encryption, for example.

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We recently had a Jay Joshi on the show and he talked about some homomorphic encryption strategies, for example, and that's stuff that if we've got technical solutions, we can bake into those and understanding those.

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It's important for us to protect our consumers, but there's a whole other world of protecting our own data as businesses, protecting the data that we use.

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I'm going to call out ChatGPT, for example.

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We're all using all of these AI tools and passing a lot of our data there.

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There's so many important considerations, and that's not even looking at the consumer side of protecting our customers and clients.

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So, gosh, Dante, it's a loaded question, but what are those types of fields and verticals that we should be paying attention to?

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So I think one place to start.

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It kind of encompasses a few of the you know concepts that you mentioned and I think that social engineering right and email phishing, you know, from a consumer standpoint, from a business standpoint, it's just the frontline defense of kind of protecting a business and, as a consumer, protecting yourself.

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You know you mentioned ChatGPT right With the integration now and the kind of the explosion of AI and AI is tricky.

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Right, ai has been around for a very long time.

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I mean machine learning has been around for a really long time.

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But you know, kind of this commercialized explosion of AI has introduced the ability for bad actors to kind of leverage it to improve some of their social engineering skills.

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Right, you know, back in the day you would get an email and you know there were some grammar issues going along the email.

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You can pick things out hey, I have a daughter or a son that's in the US.

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I'm this prince blah, blah, blah, send me this money, send me a money order, and bang, you were hit that way.

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But now with the AI and some of the tools out there, you can really clean up some of the grammar mistakes that made some of these emails easy to pick up, and even the creation of these emails, the logos, the backgrounds, everything looks so professional.

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Now it's really really hard to pick these things up.

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So extensive training from a company standpoint, of what to look for from an email phishing standpoint.

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Because these bad actors are leveraging all the social media platforms Facebook, instagram, linkedin to identify organizations, identify weak points within organizations, to work their way to the top.

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They're no longer targeting the CEOs of these companies, they're targeting the admins of the CEOs that are booking the flight reservations, that are scheduling the pickup with the kids, that are emailing the wife.

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I mean, they're getting all this information that they can and collecting all this information that they can so that when they do make an attempt to go after that big whale, if you will, they have all their ducks in a row to make a valid and a valiant point to target this person.

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And it's very scary how they kind of incorporate all the different elements of social media into a targeting campaign.

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Yeah, dante, hearing you say that you bring up a really valuable point that I've actually never thought about and I've never talked about here on this show.

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And you talk about how many solutions have become commercialized, and that's great for us because they've become more accessible to us as end users.

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But what it really got me thinking is what's commercialized in your space, because you already talked about Experian credit protection, and you're right We've all gotten those from our credit card companies, from our financial institutions, from other companies that we've given our payment details to, and they've been compromised and so they offer that as a benefit.

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It seems like there's a lot of commercialized solutions for protecting us after something has happened.

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What's commercialized to protect us before things happen?

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And I guess it's a really natural segue into, obviously, what you do as a service.

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So what does that look like when you work with a cybersecurity expert to plug those gaps that aren't necessarily commercialized for us just yet?

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those gaps that aren't necessarily commercialized for us just yet, yeah, so, especially from a company standpoint, we typically go in and the first thing we like to do for companies is pen testing, right, and that helps to show a company their vulnerabilities.

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Hey, where are you vulnerable If I wasn't a bad actor, if I'm an ethical hacker?

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At this point, right now, I want to show you how we try to get into your network or exposure network.

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Where can we help you remediate and plug some of those gaps, so that the idea here is strengthening your security posture?

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I use the analogy of the big bad wolf, right?

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What you don't want to be is the house made of straw, right?

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You want to be the house made of brick, so that when a bad actor does come, he doesn't see us off target, he moves on to the next target, because you're never 100% clean or 100% bulletproof from a cyber attack, and I think that's a mistake people make and I think that's, along the lines, sometimes the frustrating part about cybersecurity.

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You can invest a lot of money into cybersecurity and at some point you still may be vulnerable, but that's okay.

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You want to make yourself as hard a target as possible so that bad actors kind of move on from you and move on to a more softer target.

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But the pen testing, the vulnerability management, the assessments there's levels to this, brian.

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I mean how deep and how far you want to go into it and how much you want to invest to protect your data essentially, and your customer data, and protect your customers and your reputation, and those are things that you have to really consider, but from a very high level.

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A good place to start is really with the pen testing and then you can start talking about access management ensuring that your employees only have the access that they need.

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The data protection models making sure you know where your data at you have it classified.

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There's multiple levels to this game, if you will, and it really just depends on how far you want to go and how many innings you want to go into the game no-transcript have to do it, but obviously a lot of times we don't want to do it.

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What's that conversation?

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Look like to kind of sell that value proposition to companies.

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Well, it starts with leadership right, and a lot of times it's a hard sell.

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But it starts with the leadership and where their focus is and how much do they want to protect the data and the reputation of the company itself.

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And you have to have that buy-in from executive leadership because they control the funding, especially when you're dealing in the financial sector, right, where the business is the revenue generator of the company.

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Right, the cybersecurity insurance portion of it is an expense.

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Sometimes it doesn't pay off, sometimes you don't have those attacks or those hits.

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So you're paying all this money for continuous monitoring and various solutions and you might not see the return.

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But really the return can be a quiet return and a lot of the conversations we have with our initial clients is really educating them on how they can protect themselves, understanding the model of their business itself and what benefits them the most.

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And I think from our standpoint our business standpoint the model we've created is a custom model, giving businesses what they need and not what we want.

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So if you have 10 solutions, trying to sell a company, 10 solutions when they only need 4, or trying to sell a company, a solution that fit with Bank of America but it doesn't fit at Wells Fargo or trying to force it to fit at Wells Fargo because it fit at Bank of America and they're both in the banking sector.

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I think you really, really have to get into that customization for a solution for a particular client and help them understand why they need it and how it's going to protect them and then from there you get that buy-in and you get that investment and you can really do well and do good and do proper by the client.

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Yeah, I really appreciate that, Dante.

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I'm going to publicly praise you here because I think that answer speaks volumes about the way that you also do business.

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You're not just talking about cybersecurity right now.

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What I really appreciate is someone who myself and our pre-production and post-production team we've already gone through the way that you operate and it's why we so appreciate you about that transparency and vulnerability and really that honesty about hey, let's create custom solutions that work for you.

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And on that point I want to go back to the house analogy.

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It's something that I always love in the cybersecurity field about hardening your house, and when I hear you talk about that, I imagine what most people will lead themselves to believe hearing you say and they're like well, yeah, there's 500 other houses on this street and most of them are bigger than my house.

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Why would anyone mess with mine?

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And a lot of small business owners can fall into that trap, dante, of convincing themselves well, no, this is an issue that faces the Bank of Americas, the Wells Fargo's of the world.

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Why should we care as small business owners?

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Yeah.

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So I think there's a percentage here and my numbers may be slightly off, but not too far off.

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I believe it's 68% of startup businesses go bankrupt due to a ransomware attack or a cyber attack, and that number alone should raise alarm bells in your head if you're a business owner or even beginning to think about starting your own business.

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These guys do not care about the size, they are there for the money, and I'll break it down a little bit.

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Think about it.

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If you go out and you take a $50,000 loan to start your business Joe's Pizzeria you're buying a building, you're buying equipment, you're hiring employees and then all of a sudden you get hit with a ransomware for $100,000.

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How do you recover from that?

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You can negotiate that down, or you call a service and they come in and they charge you a fee and then you negotiate it down and either you pay the ransom or you don't.

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But then what happens?

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When they double back and they hit you again?

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Or they encrypt your data and then they re-encrypt it and then they're trying to charge you twice.

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It can literally destroy your business and it's very, very sad.

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The percentages are astronomical about how many businesses just simply don't survive a ransomware attack and this stuff is serious and it's just getting easier and easier to do with the AI integration and just the accessibility to computers and some of the technical skills these hackers have.

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You have to remember.

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And some of the technical skills these hackers have, you have to remember, they're not playing with any rules, right, we're playing within rules.

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We're playing within the confines of assessments and compliance and things of that nature.

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They're not playing within the same rules that we are, so they can just go out and do what they need to do and they can attack anybody at any time and it can be very, very hurtful and detrimental to your business, especially if you're a small business.

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So I think a big mistake that a lot of small businesses make is like, oh, why would they care about us?

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They're not going to attack us.

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We're small, we're a small fish in a big pond, but no, you guys are an easy target.

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It's much harder to get into a bigger organization than it is into a small business.

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Yeah, that's a really good point, and I think that part of your job, I imagine, is to think like an attacker, and part of that is yeah, I mean, I could hit one huge house, but I'm probably going to land in a lot of trouble and they also probably have a huge budget to stop me from doing that.

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So let me go after the small guys, let me go after those small business owners.

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And, just as a really small scale example, just at a website level, I've got a plugin on one of my WordPress installations that tells me how many times someone tried to attack my WordPress database with SQL injections and all sorts of other things, and when I installed it, I thought to myself this is completely pointless, it's never going to flag anything, but every week I get a report of the hundreds of attacks and attempted attacks and what countries they're from, and it's crazy because, to your point, they don't play by rules, especially when we're talking about a global game of whack-a-mole.

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We're never going to be able to stop them, so we have to protect ourselves.

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So give us some examples.

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Dante, you mentioned ransomware, but I don't think people probably fully understand and appreciate what types of costs can be incurred by ignoring this type of stuff.

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So what are some of those?

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Yeah.

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So I'll give you a perfect example.

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One of the verticals that we assist with is the trucking industry, and I have a good friend of mine.

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He's a VP for a trucking company and they actually go around.

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They speak to this at some of the bigger trucking seminars.

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They were hit with ransomware, their data was encrypted and they lost a million dollars a day for seven days and that's how long it took for them to negotiate with the hackers and to get everything remediated and fixed and get their data returned to them.

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But you have to think as a logistics company you have trucks out all over the country that are carrying cargo that are being expected to be delivered to customers.

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You have to think those customers don't care about what's going on in your world.

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They want their goods because that's effectively hurting their business, because they don't have the goods that's required for them to continue doing what they need to do.

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So reputational damage we talked about earlier.

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So that company is going to look elsewhere because they're not getting the goods they need in a timely manner so they can continue their business.

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So it not only affects that particular business where the ransomware hits.

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We're talking about the fruits of a poisonous tree just tagging everything, all these different businesses across the country and, yes, they lost literally a million dollars a day, to the tune of $7 million, as they tried to continue negotiating it and decrypting their data to get it back, and I mean just had complete chaos within their organization for over a week.

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And some of this could have been prevented if they would have took the necessary steps to have some things in place to protect their business from a cybersecurity standpoint.

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And that's what they go around speaking on now.

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Is they wish they would have done these things and kind of educating the industry on how to prevent what they went through?

00:18:39.875 --> 00:18:42.647
Yeah, really well said, and this stuff has real life implications.

00:18:42.647 --> 00:18:47.614
Dante, I love the fact that I asked you that question and you didn't jump to theories or hypotheticals.

00:18:47.614 --> 00:19:05.974
You jump straight to a real life example and that's the stuff that we love and appreciate, because, yeah, it's scary, but I think that's the scary real life examples that we need to confront, and especially hearing you talk about this part of me wants to ask you and obviously we don't want to go too in depth here but how much of your job is thinking like a hacker, thinking like that attacker?

00:19:05.974 --> 00:19:07.185
How do you stay ahead of it?

00:19:07.185 --> 00:19:23.196
Because I would imagine that they're getting more sophisticated and with the introduction of AI, there's probably new ways that they can play around and learn new strategies and brainstorm new strategies makes me think that all the times I'm using AI for brainstorming for good things, they're probably using it way more for bad things.

00:19:23.196 --> 00:19:25.190
So talk to us about that side of your role.

00:19:25.810 --> 00:19:27.094
Yeah no, I mean 100%.

00:19:27.094 --> 00:19:29.711
You know a large portion of what we do is thinking like a bad guy.

00:19:29.711 --> 00:19:36.330
I mean you have to if you want to stay in this business and stay ahead, otherwise you're going to lose in this game because, make no mistake about it, it is a game.

00:19:36.330 --> 00:19:52.933
We spend a lot of time in hacker rooms until they figure out or think we're the police and kick us out, but we spend time just seeing what people are talking about, what some of these hackers, some of the information they're sharing, how they're incorporating things into the dark web and some of the strategies that they discuss.

00:19:52.933 --> 00:19:55.596
Because they exchange these things I mean they have conversations.

00:19:55.596 --> 00:20:00.682
Some of these guys form alliances and allegiances together to kind of do mass attacks or large scale attacks.

00:20:04.805 --> 00:20:06.011
It's a very fascinating culture within the hacking culture.

00:20:06.011 --> 00:20:08.884
So we spend quite a bit of time just brainstorming about how can we stay ahead, what's next, what are we seeing in the industry?

00:20:08.884 --> 00:20:09.645
What are the trends?

00:20:09.645 --> 00:20:11.208
It's a lot of time doing research.

00:20:11.208 --> 00:20:12.309
It's a lot of times doing reading.

00:20:12.309 --> 00:20:18.557
It's a lot of times spending time in these rooms, these hacker rooms, seeing what people are talking about and what's the latest and greatest software.

00:20:18.557 --> 00:20:21.361
Some of this hacking software has been packaged.

00:20:21.361 --> 00:20:27.027
I mean it's become commercialized.

00:20:27.027 --> 00:20:29.195
It's no longer someone sitting in a room and creating their own methods of doing hacking.

00:20:29.195 --> 00:20:32.086
I mean you can literally purchase software to go in and try to do hacking.

00:20:32.086 --> 00:20:39.692
It's really, really amazing when you take a step back and look at how this industry has evolved from an ethical and a hacker standpoint.

00:20:40.333 --> 00:20:41.115
Yeah, it's true.

00:20:41.115 --> 00:20:49.970
Again, coming to that, commercialization, all the good stuff is becoming more accessible, but in the information age and the internet age, all the bad stuff is also becoming more accessible.

00:20:49.970 --> 00:20:52.395
So, dante, I really appreciate you calling that out.

00:20:52.395 --> 00:21:10.318
I want to ask you about both sides of the coin because, having gone into the work that you do which, by the way, I love the brand that you've built and the way that you show up I think that so much of your personality and the way that you think about this stuff shows up in the way that your business shows up, your your headline on your website securing tomorrow, protecting today.

00:21:10.680 --> 00:21:14.772
I think it shows your emphasis on both sides of that of hey here.

00:21:14.772 --> 00:21:23.142
Part of it is protecting us today, but also you can't just do an initial assessment and an initial setup of fortifying your house, for example.

00:21:23.142 --> 00:21:26.194
You have to actually ongoingly secure that tomorrow.

00:21:26.194 --> 00:21:33.467
So talk to us about what that looks like for people who have never gone through a cybersecurity project and protected their business not only today but tomorrow.

00:21:33.467 --> 00:21:36.395
What's that ongoing relationship and obligation look like?

00:21:37.144 --> 00:21:43.093
Yeah, I think it starts by understanding your data, understanding what you have, again, right, because at the core, at the essence, that's what you're protecting.

00:21:43.093 --> 00:21:50.472
So I think that's where it really really starts, and then again identifying where your vulnerabilities are, and then you start going to that next level of managed services, right?

00:21:50.472 --> 00:21:51.615
You kind of spoke about Brian.

00:21:51.615 --> 00:22:01.317
You took a look at some of the hits that are occurring on your website and I think people would be totally shocked at how many attempts daily are made to breach a company.

00:22:01.317 --> 00:22:06.009
Essentially, this is a company that you're operating, right, and it's a global brand.

00:22:06.009 --> 00:22:17.032
So you have attackers from all over the world looking to gain access to see what type of data they can essentially extract from your business to likely throw on the dark web or hold for ransom against you.

00:22:17.775 --> 00:22:28.819
So I think, again, understanding your data and then taking that next step of continuous monitoring is kind of where we sit down with companies and say, hey, you've taken that first step, you've identified where your data is, you've identified where your vulnerabilities are.

00:22:28.819 --> 00:22:38.076
Now you need that ongoing protection and that's where we can help you to kind of do that active monitoring and that managed service of kind of knowing what are you facing who's looking to come after you.

00:22:38.076 --> 00:22:40.323
How can you fortify your defenses and strengthen that?

00:22:40.323 --> 00:22:42.028
Security posture is a term we use a lot.

00:22:42.730 --> 00:22:44.634
Yeah, dante, I so appreciate those insights.

00:22:44.634 --> 00:23:09.834
I want to switch gears a little bit, because hearing you talk about this stuff it's amazing hearing your cybersecurity hat but I also know that something I remind listeners of all the time is that all of our guests you are a fellow entrepreneur, you're a fellow business owner, and I want to tap into that entrepreneur hat of yours, and part of what I view is your role in the way that it seems to me like it's at the core of your brand and your service to clients, is that you are a leader for them as well.

00:23:09.834 --> 00:23:16.894
You take ownership of that big responsibility for their businesses, and it's something that I also know you invest in in your own businesses.

00:23:16.894 --> 00:23:19.823
You are, of course, the leader of your own business, your own team.

00:23:19.823 --> 00:23:27.835
Talk to me about what leadership means to you, because I so appreciate the way you show up, not only in today's episode, but in all of your work, and I want to hear some insights there.

00:23:28.664 --> 00:23:45.875
Yeah, so I think leadership means being prepared, having an understanding of who your team is, what their strengths are, what their weaknesses are, and aligning them to projects and giving them assignments that lend to their strengths but also improve their weaknesses right, and pairing people up where they're strong and another person may be weak.

00:23:45.875 --> 00:24:04.356
A big part of the entrepreneurial process, especially in cybersecurity, where you're fighting against some of the big four right, it's a David versus Goliath, because there's a lot of big, big companies out there that can offer cybersecurity services at a much, much lower rate or they can heavily discount things because they can make money up on the back end with some of their million-dollar projects.

00:24:04.356 --> 00:24:21.598
I think sales is just a really huge part of it, and that was kind of the part of it that I didn't realize is how much of owning your own company is a sales portion of it, and being able to approach people and walk up to people and say, hey, do you have an understanding of what's going on?

00:24:21.598 --> 00:24:21.976
I'll give you an example.

00:24:21.887 --> 00:24:27.068
I went to a conference yesterday and I met with a CEO that's working on a billion-dollar project here in Atlanta and he was on the way out after speaking and I said, hey, can I just walk with you.

00:24:27.068 --> 00:24:27.549
And he said, sure.

00:24:27.549 --> 00:24:31.952
I said have you guys given any thought to your cybersecurity needs with respect to this major project?

00:24:31.952 --> 00:24:33.257
It's a construction project.

00:24:33.257 --> 00:24:36.338
And he goes well, I don't think we really need anything cybersecurity related.

00:24:36.338 --> 00:24:42.682
And I go well, do you have blueprints to the power lines and to the city plumbing underneath where you guys are digging under the street?

00:24:42.682 --> 00:24:52.772
And he's like, yeah, and I'm like, well, that's very valuable to a nation state government to have that information, to have those plans with respect to a company and where the electrical grid is running and where the water is coming from there.

00:24:52.772 --> 00:24:54.347
And he looked at me and he goes you know what?

00:25:03.065 --> 00:25:06.827
Yeah, gosh, dante, these real life stories that you're bringing here today.

00:25:06.827 --> 00:25:25.920
It's something that listeners appreciate about this show is the fact that there are no pre-planned questions, and I, as a host, really appreciate how quickly and just on the spot you're giving us these real life stories, and I think that it shows the way that you think and you see these things everywhere, because, of course, you have so much experience in the field and you've been doing it for so long, so huge kudos to you.

00:25:25.920 --> 00:25:28.000
It also makes me want to ask you what did that jump?

00:25:28.000 --> 00:25:40.457
Look like you were in the cybersecurity field within these big businesses, working internally, but somewhere along the way you realized you have so much value out in the marketplace and you said I want to bring this to more businesses, to more clients.

00:25:40.457 --> 00:25:41.906
What gave you that push?

00:25:41.906 --> 00:25:47.576
Ultimately, what was that decision of just a lot of people dream about it and think about it, but you actually did it, dante.

00:25:47.576 --> 00:25:48.396
What did that look like?

00:25:48.998 --> 00:25:49.137
Yeah.

00:25:49.137 --> 00:25:50.519
So it's kind of twofold for me.

00:25:50.519 --> 00:25:55.255
So I want to have to give credit to Georgia Tech, the Georgia Institute of Technology.

00:25:55.255 --> 00:25:56.702
When I went through their master's program, we created a startup company.

00:25:56.702 --> 00:25:59.614
That was kind of part of our thesis, if you will, for the MBA program.

00:26:00.105 --> 00:26:15.415
I think going through that process and having a true understanding of, hey, let customers drive your ideas, let customer discovery drive what your project is and what your business will look like, and I think the most important thing is you don't have to create a new idea, you can just improve on what's out there.

00:26:15.415 --> 00:26:17.510
So you don't have to always reinvent the wheel.

00:26:17.510 --> 00:26:19.625
And I think that's a big misconception among a lot of people.

00:26:19.625 --> 00:26:26.154
It's like, oh, I got to come up with some new application or some new business that no one's ever thought of, and that's not really always the case.

00:26:26.154 --> 00:26:29.621
If you can improve on things that are out there already, you can have a very successful business.

00:26:30.005 --> 00:26:34.775
So I think going through that program gave me the courage and the understanding of what it looks like to actually create a business from scratch.

00:26:34.775 --> 00:26:39.828
And then when I got back and I completed the program, I realized like, hey, I have some institutional knowledge, I have some contacts out there.

00:26:39.828 --> 00:26:41.631
I have a really strong network.

00:26:41.631 --> 00:26:43.032
Why not get out there and see what we can do?

00:26:43.032 --> 00:26:45.276
And you know, listen, there's been a lot of hiccups along the way.

00:26:45.276 --> 00:26:52.522
There's going to, there's going to be mistakes made, but at the same time, to see where we've grown from from beginning to where we are now, is you take a step back and kind of look back.

00:26:52.522 --> 00:26:55.294
It's pretty remarkable and it's pretty exciting to know what the future is going to look like.

00:26:55.964 --> 00:27:08.260
Yeah, I love hearing those insights, especially because, talking entrepreneur to entrepreneur, it's that harsh reality of no matter how prepared we are and I know how important preparation is to you there's always gonna be those obstacles along the way.

00:27:08.285 --> 00:27:14.105
It's something that we all face and that's why, here on this show, this is the type of conversation I wish I heard.

00:27:14.105 --> 00:27:19.973
When I first started out in my business is, I always thought that people who come on podcasts and people who host podcasts have all the answers.

00:27:19.973 --> 00:27:31.618
But, dante, this is the real stuff and I appreciate you bringing it to us, and it makes me want to ask, with that executive hat on, as someone who also looks into the future as much as you do, what does your executive time look like?

00:27:31.618 --> 00:27:43.087
Are you planning out, you know, what you want your company to look like a year from now, three years from now, five years from now, especially taking not only the academic approach to it but also the practical approach that you have under your belt?

00:27:43.087 --> 00:27:45.672
What is it that you're looking at in your executive time?

00:27:45.672 --> 00:27:47.615
What are the questions you're asking yourself?

00:27:47.615 --> 00:27:49.558
What are the plans that you're making for the future?

00:27:53.724 --> 00:27:53.805
Yeah.

00:27:53.805 --> 00:27:56.917
So for me it's always about setting goals right and have an understanding of how much revenue do we want to drive in in the next year?

00:27:56.917 --> 00:27:57.420
What does that look like?

00:27:57.420 --> 00:28:01.994
How much expansion from a team standpoint will we need in the next year as the projects continue to flow in?

00:28:01.994 --> 00:28:03.817
And also, how many projects do we want to take on?

00:28:03.856 --> 00:28:12.461
I think it's very important when you're a startup company to have an understanding of you don't want to overextend yourself and take on too many projects and then you start losing in the quality department.

00:28:12.461 --> 00:28:15.708
Something's going to give, so you don't want to scale out too quickly.

00:28:15.708 --> 00:28:21.169
You want to have an understanding of hey, we're only going to take three projects on, depending on size.

00:28:21.169 --> 00:28:22.811
That's all we have capacity for right now.

00:28:22.811 --> 00:28:32.933
And you have to draw that hard line in the sand because if you overextend yourself and you start scaling out too quickly, then again your quality is going to give and then that's where you start having that reputational damage and people don't want to deal with you.

00:28:33.885 --> 00:28:34.627
I can't compete.

00:28:34.627 --> 00:28:38.465
I don't have the collateral that a Deloitte or an EY or one of the big four companies has.

00:28:38.465 --> 00:28:43.692
I don't have that collateral built in where I can fail on a project and it won't really matter because the brand name is there.

00:28:43.692 --> 00:28:45.034
We're building a brand here.

00:28:45.034 --> 00:28:51.087
So we have to continue to do a really, really good job and show customers like hey, we're going to give you more value than some of these bigger companies are.

00:28:51.087 --> 00:28:56.738
You're going to be able to talk to the CEO of the company, to have direct contact with me if there's an issue or problem.

00:28:56.738 --> 00:29:01.055
And if there's someone you're working with that you're not happy with, we can get that person changed out immediately.

00:29:01.055 --> 00:29:09.666
So you have to show that value to the customers.

00:29:09.666 --> 00:29:09.763
They're paying you a lot of money.

00:29:09.763 --> 00:29:11.473
They're putting a lot of trust in you from a data standpoint I mean, you're seeing data that they have.

00:29:11.473 --> 00:29:12.115
You're seeing the problem that these companies have.

00:29:12.115 --> 00:29:14.848
So it's really about winning trust with those customers and showing them not only the value, but that you're a trustworthy company.

00:29:15.490 --> 00:29:23.169
Yeah, I love that answer, Dante, especially because it makes me think about, behind the scenes of your business, how sensitive these relationships are.

00:29:23.169 --> 00:29:24.490
You are very intimate.

00:29:24.490 --> 00:29:52.230
Probably one of the only ones that can compete with your level of intimacy is accountants, because they're the ones who are seeing our financial data, which is not a very comfortable experience the first time that you work with an accountant, but it's a necessary part of growing a business, and so, with that in mind, I'd love to just ask you, going on the topic of leadership, obviously, putting people in those right roles what's important to you when you assess the different talent that's out there Actually, I'm going to loop back in what we talked about earlier is that everybody wants to go into cybersecurity now.

00:29:52.230 --> 00:29:56.891
It's one of the fastest growing fields and there's a flood in the marketplace of that type of talent.

00:29:56.891 --> 00:30:03.250
How do you, as a CEO, assess that talent to make those very important decisions of who you onboard with your team?

00:30:04.272 --> 00:30:04.933
Yeah.

00:30:04.933 --> 00:30:07.739
So cybersecurity is in a unique space right now with all the layoffs.

00:30:07.739 --> 00:30:11.556
There's a lot of talent out there on the bench right now and then there's a lot of opportunity.

00:30:11.556 --> 00:30:22.069
It makes it challenging for people who are graduating or young cybersecurity entrepreneurs or people that are looking to break into the industry, because there's 20-year engineers sitting on the bench that are looking for jobs.

00:30:22.069 --> 00:30:24.215
So it's a very challenging place right now.

00:30:24.645 --> 00:30:29.433
But typically what I've done when I'm onboarding and identifying talent A what's your skill set?

00:30:29.433 --> 00:30:32.940
Well, we have an idea of what our projects look like.

00:30:32.940 --> 00:30:36.575
I have an idea of what skill sets that are required to accomplish those projects.

00:30:36.575 --> 00:30:39.550
And then B what's the referral?

00:30:39.550 --> 00:30:53.193
Typically my hires or referrals, I'll reach out to people I know in the industry friends, I have in the industry, my own personal network to see, hey, who fits this and what are they like and who knows them personally.

00:30:53.193 --> 00:30:58.671
Because, again, I don't have the collateral as a new business to fail with a project, to have someone come in and they can't do the job that we promised the company they can do.

00:30:59.071 --> 00:31:05.575
We have a lot of partnerships with VARs and other companies that advertise our services and we work closely with them as an extension of them.

00:31:05.575 --> 00:31:15.457
We're an extension of that company, so not only will we ruin their relationship with the customer and our relationship with the customer, but it just ruins everything all the way around with respect to our reputation.

00:31:15.457 --> 00:31:19.175
So we have to do a good job and I have to really be picky about who I select.

00:31:19.175 --> 00:31:35.325
Now there's a second part to that because, although we're picking senior people, people who have abilities that are known in the industry, there's a nonprofit component to what I've set up within our company and that's to give rising juniors and rising seniors opportunities to work these real-world projects alongside a senior engineer.

00:31:35.325 --> 00:31:51.688
So I've reached out to some of the universities here Georgia Tech, kennesaw State, clayton State University, some of the HBCUs here in Atlanta to offer opportunities for some of these students to come in and be paired up with engineers on projects that we're working, so they can get that real world experience and also see what they like.

00:31:52.470 --> 00:32:00.567
Again, kind of going back to an earlier part of our conversation where I talked to students and they say they're interested in cybersecurity but they have no idea what area of cybersecurity they want to go into.

00:32:00.567 --> 00:32:03.853
Well, what better way than to work on a project and see like, hey, you know what?

00:32:03.853 --> 00:32:05.935
Pen testing is really cool, I want to be a pen tester.

00:32:05.935 --> 00:32:07.458
Or, hey, you know, ransomware is really awesome.

00:32:07.458 --> 00:32:09.320
I want to you know, work ransomware remediation.

00:32:09.320 --> 00:32:10.750
Or, you know, maybe I don't want to do encryption.

00:32:10.750 --> 00:32:12.612
It's not what I thought it was going to be or what I read up.

00:32:12.612 --> 00:32:25.855
So you know, you know where to kind of focus your efforts with respect to you know, certifications and experience and and offering opportunities to some of these university students.

00:32:26.494 --> 00:32:28.336
Yes, I love that, Dante.

00:32:28.336 --> 00:32:34.501
I so appreciate the way that you share that with our audience, and these are important considerations for all of us in our own businesses.

00:32:34.501 --> 00:32:43.275
Obviously, we're talking within the context of cybersecurity here today, but the way that you think applies universally when it comes to any industry, any business size.

00:32:43.275 --> 00:32:44.450
So I appreciate those insights.

00:32:44.450 --> 00:32:52.751
We could talk about this stuff for days, dante, and I've been so grateful to have you on the show, but I always love asking this question at the end of episodes, because it is super broad.

00:32:52.751 --> 00:32:54.517
You can take in any direction you want.

00:32:54.517 --> 00:33:02.476
And that is what's that one takeaway, the one piece of advice knowing that we're being listened to by entrepreneurs and entrepreneurs at all different stages of their growth journeys.

00:33:02.476 --> 00:33:04.617
What's that one thing you want to impart on them?

00:33:05.538 --> 00:33:11.462
I think if you have an idea and you really, really believe in what you want to do and you're really willing to put the work in for it, go for it.

00:33:11.462 --> 00:33:14.554
You'll hear 100 people tell you that it's not going to work.

00:33:14.554 --> 00:33:15.869
It'll never work in that industry.

00:33:15.869 --> 00:33:17.371
There's so many people out there doing that.

00:33:17.371 --> 00:33:20.146
I thought the industry was going to be flooded.

00:33:20.146 --> 00:33:26.715
When I first got into cybersecurity and starting my own company, I found that not to really be the case from a boutique cybersecurity standpoint.

00:33:26.715 --> 00:33:27.537
Do your own research.

00:33:27.537 --> 00:33:29.940
If you're willing to put the work on, you can 100% be successful.

00:33:29.940 --> 00:33:37.196
There'll be again so many people trying to talk you out of the deal or tell you you're crazy and that's because they're scared.

00:33:37.196 --> 00:33:39.885
Overcome the fear component of starting your own business and really go for it.

00:33:40.266 --> 00:33:48.378
And I'll share some advice that one of my close friends who has a successful business I went to college with shared with me when I first started considering starting my own business.

00:33:48.378 --> 00:33:56.490
He said that first Friday when you don't get that paycheck, it's going to be the hardest Friday of your life and it's very true.

00:33:56.490 --> 00:34:15.552
But he was like if you can overcome that and overcome the fear of not having that consistent paycheck that you become used to, you'll be successful in starting your own business, and I'll share that with everyone and all your listeners here that just be prepared that that first week where you don't have that consistent two week paycheck that you've been leaning on for all these years coming in, it's going to be a very, very tough day for you, but if you can get past that day, you're going to have a lot of success in the industry.

00:34:16.605 --> 00:34:24.195
Boom, dante, I'll tell you what I don't think I've ever said this publicly at the end of an episode but, man, you need your own podcast.

00:34:24.195 --> 00:34:28.405
Not many people in your space can articulate things the way that you do.

00:34:28.405 --> 00:34:29.710
I so appreciate it.

00:34:29.710 --> 00:34:36.074
You personally remind me of that Einstein quote, which is if you want to help someone, or if you want to impress someone, make it complicated.

00:34:36.074 --> 00:34:38.030
If you want to help someone, make it simple.

00:34:38.030 --> 00:34:44.293
And I think that you are doing such important work in the world of cybersecurity, but also just the way you think it's.

00:34:44.293 --> 00:34:52.684
So it's refreshing to hear all of that in your field, but also beyond that, applying to all the entrepreneurs, and I appreciate that advice for all of our listeners.

00:34:52.684 --> 00:34:57.878
So, because you don't have a podcast just yet, you have an obligation still to drop some links on us.

00:34:57.878 --> 00:35:04.668
You've got an amazing website where you're showcasing all the great and important work that you're doing with your own company and you as you continue to grow.

00:35:04.668 --> 00:35:05.909
So drop those links on us.

00:35:05.909 --> 00:35:07.271
Where should listeners go from here?

00:35:07.972 --> 00:35:09.135
Yeah, so check out our website.

00:35:09.135 --> 00:35:14.664
It's sarkettechcom W-W-W-S-E-R-K-E-T-T-E-C-Hcom Now.

00:35:14.664 --> 00:35:15.467
Visit our website there.

00:35:15.467 --> 00:35:16.972
There's links there to our social media.

00:35:16.972 --> 00:35:20.588
We're on Instagram, we're on Facebook, obviously LinkedIn, and we have a business LinkedIn page.

00:35:20.588 --> 00:35:24.295
So we have all the traditional social media platforms out there.

00:35:24.295 --> 00:35:25.315
We have a lot of fun.

00:35:25.315 --> 00:35:26.398
Our Instagram is fun.

00:35:26.398 --> 00:35:29.141
We're building that out, we're taking pictures and having a good time there.

00:35:29.141 --> 00:35:32.208
And then you have the more serious stuff on LinkedIn and things of that nature.

00:35:32.208 --> 00:35:34.773
But please join, help us grow.

00:35:34.773 --> 00:35:39.652
We're always looking to help people out and looking for any partners that we have out there.

00:35:39.652 --> 00:35:43.608
But if you ever have any questions I'm easy, I'm accessible Hit me up on LinkedIn.

00:35:43.608 --> 00:35:46.313
I love to answer any questions people may have.

00:35:46.313 --> 00:35:49.726
I have a passion for this stuff and a passion for helping people who are looking to break into the industry.

00:35:49.726 --> 00:35:51.110
I know you have a global audience.

00:35:51.110 --> 00:35:53.847
It may take me a while to get back to you, but I promise you I will.

00:35:54.630 --> 00:35:56.514
Yes, I so appreciate that.

00:35:56.514 --> 00:35:57.927
Listeners, you already know the drill.

00:35:57.927 --> 00:36:09.199
You're going to find all of those links to Dante's website, his social media channels, as well as his personal LinkedIn, down below in the show notes, no matter where it is that you're tuning into today's episode, so just go right down there, click through.

00:36:09.199 --> 00:36:10.460
You'll find all of those.

00:36:10.460 --> 00:36:15.382
Dante, on behalf of myself and all the listeners worldwide, thanks so much for coming on the show today.

00:36:16.065 --> 00:36:16.889
Yeah, thanks for having me, brian.

00:36:16.889 --> 00:36:17.751
I really had a great time.

00:36:18.666 --> 00:36:24.228
Hey, it's Brian here, and thanks for tuning in to yet another episode of the entrepreneur to entrepreneur podcast.

00:36:24.228 --> 00:36:28.197
If you haven't checked us out online, there's so much good stuff there.

00:36:28.197 --> 00:36:37.431
Check out the show's website and all the show notes that we talked about in today's episode at theentrepreneurshowcom, and I just want to give a shout out to our amazing guests.

00:36:37.431 --> 00:36:54.431
There's a reason why we are ad free and have produced so many incredible episodes five days a week for you, and it's because our guests step up to the plate these five days a week for you, and it's because our guests step up to the plate.

00:36:54.451 --> 00:36:55.092
These are not sponsored episodes.

00:36:55.092 --> 00:36:55.635
These are not infomercials.

00:36:55.635 --> 00:36:56.719
Our guests help us cover the costs of our productions.

00:36:56.719 --> 00:37:04.306
They so deeply believe in the power of getting their message out in front of you, awesome entrepreneurs and entrepreneurs, that they contribute to help us make these productions possible.

00:37:04.306 --> 00:37:12.804
So thank you to not only today's guests, but all of our guests in general, and I just want to invite you check out our website because you can send us a voicemail there.

00:37:12.804 --> 00:37:14.148
We also have live chat.

00:37:14.148 --> 00:37:17.976
If you want to interact directly with me, go to thewantrepreneurshowcom.

00:37:17.976 --> 00:37:20.188
Initiate a live chat.

00:37:20.188 --> 00:37:29.010
It's for real me, and I'm excited because I'll see you as always every Monday, wednesday, friday, saturday and Sunday here on the Wantrepreneur to Entrepreneur.

1031: Cybersecurity unlocked... protect your business from threats (BIG and SMALL!) w/ Dante Jackson

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