Evgeniy Kharam is the founder of a cybersecurity consulting company and an industry veteran with extensive expertise in cybersecurity. He advises clients on navigating the complexities of the cybersecurity landscape and co-hosts two popular podcasts focused on cybersecurity architecture and business insights. Evgeniy is also a board advisor for the Canadian Cybersecurity Network, the largest technology group in Canada. Outside of his professional life, he is an active family man with four children, including twins, and enjoys organizing snowboarding events for networking in the cybersecurity community.

Evgeniy joined the Kitecast podcast to discuss his new book, Architecting Success: The Art of Soft Skills in Technical Sales. It is a reflection on the evolution of sales engineering, especially in the cybersecurity field. Evgeniy draws from his personal experiences to address the increasingly complex nature of technical sales and the gap between technical knowledge and the ability to communicate it effectively in business terms. The book also serves as a personal challenge for Evgeniy, as he admits that writing is outside his comfort zone, and he believes that improving soft skills is often about doing what you dislike most.

During the podcast interview, one of the key topics Evgeniy discusses is the importance of soft skills in cybersecurity sales. He emphasizes the need for adaptability, listening, and the ability to connect with clients. He points out that successful cybersecurity sales professionals must adjust their approach based on the client’s mood, energy, and current situation, moving from transactional interactions to building genuine relationships.

Evgeniy also explores the dynamics between sales professionals and sales engineers. He suggests that the sales engineer’s role is not just to support the sales team but to engage in a more collaborative manner, asking the right questions to help the sales team qualify deals effectively. This dynamic allows for a smoother sales process, where both parties respect each other's expertise and play to their strengths, without crossing into each other's responsibilities.

Another major point of discussion is the impact of virtual sales in a post-COVID world. Evgeniy stresses the importance of maintaining professionalism in virtual environments, from investing in proper equipment like cameras and microphones to ensuring a polished appearance. He also highlights the growing reliance on voice communication and the need to train one's voice for better delivery, as remote work has made verbal communication a primary tool for client interactions.

LinkedIn: https://www.linkedin.com/in/ekharam/

Architecting Success: https://www.softskillstech.ca/

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

John Christly, VP of Services for Blue Team Alpha, and author of two cybersecurity books, brings his wealth of experience to this episode of Kitecast. With a background spanning roles such as CEO, CIO, CISO, and CTO, as well as military service, Christly offers unique insights into the world of cybersecurity compliance for Department of Defense (DoD) contractors.

In this enlightening discussion, Christly demystifies the Cybersecurity Maturity Model Certification (CMMC) process. He explains how many organizations are surprised to find they’re further along in compliance than they initially thought, thanks to existing frameworks like DFARS and NIST 800-171. However, he cautions that self-attestation is no longer sufficient, emphasizing the need for third-party verification in the new CMMC landscape.

Christly also delves into the critical role of FedRAMP certification in doing business with the government. He highlights the importance of data sovereignty and security in protecting American interests. The conversation explores the challenges of achieving “FedRAMP-like” status and the expertise required to truly build secure systems to DoD specifications.

The podcast doesn’t shy away from emerging threats, with Christly offering valuable insights on managing AI-related risks in the workplace. He stresses the importance of clear policies, employee education, and ongoing monitoring to harness the benefits of AI while protecting sensitive data. Christly’s practical advice on consolidating security tools and gaining visibility into cloud application usage provides actionable strategies for improving organizational cybersecurity posture.

Whether you’re a DoD contractor or simply interested in elevating your cybersecurity practices, this episode of Kitecast is a must-listen. Tune in now and take the first step towards robust, compliant cybersecurity for your organization.

LinkedIn

https://www.linkedin.com/in/johnchristly/

Blue Team Alpha

https://www.blueteamalpha.com

Book: NIST 800-171 Controls Made Simple: A Step by Step Guide

https://www.udemy.com/course/nist-800-171-controls-made-simple

Book: The Basics of Cybersecurity

https://www.amazon.com/dp/B0CZY65DQC

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

Kayne McGladrey, the Field CISO at hyperproof, is a renowned cybersecurity expert with an extensive background in enhancing security landscapes across various industries. His career is marked by significant contributions in developing robust security frameworks, managing complex risk scenarios, and driving comprehensive compliance initiatives. With a deep commitment to transforming the cybersecurity field, Kayne’s insights and strategies continue to influence how organizations approach security and regulatory compliance, making him a sought-after voice in the industry.

In this Kitecast episode, Kayne McGladrey challenges the traditional view of cybersecurity as merely a cost center, proposing instead that it acts as a critical enabler of business. He eloquently explains how effective cybersecurity measures can unlock new market opportunities and help sustain revenue streams, thus fundamentally altering the narrative from a grudging investment into a strategic asset. By integrating robust cybersecurity practices, businesses can protect their operations from potential threats while enabling smooth and secure growth and innovation.

Throughout the discussion, Kayne explores the evolving landscape of compliance tools, moving away from outdated methods like manual spreadsheets to more sophisticated, automated solutions. These advanced tools are designed to streamline and enhance the efficiency of compliance processes. However, Kayne points out the challenges businesses face, such as the lack of executive buy-in, which can hinder successful integration. He emphasizes the critical need for aligning security and compliance strategies with broader business objectives to ensure a cohesive and proactive approach to managing compliance.

Kayne delves deeper into the practical challenges faced by cybersecurity teams, especially in the realms of evidence collection and risk assessment. He criticizes the persistence of outdated, manual processes that many organizations still use and advocates for a shift toward automated, more reliable methods. Such modern approaches not only save time but also improve the accuracy and effectiveness of cybersecurity measures, thereby enhancing an organization’s ability to manage and mitigate risks more efficiently.

Looking toward the future, Kayne discusses the development of a GRC (Governance, Risk, and Compliance) maturity model that he is pioneering. This model is intended to provide organizations with a clear, actionable roadmap to enhance their governance structures and compliance strategies. By adopting this model, organizations can better navigate the complexities of regulatory environments, reduce risk, and cultivate a proactive, compliance-forward culture. Kayne’s vision for the future of GRC is aimed at making compliance a seamless part of business operations, thus fostering greater organizational resilience and adaptability.

LinkedIn Profile

https://www.linkedin.com/in/kaynemcgladrey/

hyperproof

https://hyperproof.io/

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

Jacqui Kernot, the Security Director at Accenture for Australia and New Zealand, boasts over two decades of extensive experience in cybersecurity, spanning multiple industries. Recognized for her authoritative voice on diversity and inclusion alongside cybersecurity risk management, Jacqui is a well-regarded speaker who frequently addresses these pressing issues. She is committed to pushing the boundaries of cybersecurity and focused on integrating cutting-edge AI and technological advancements into the security domain.

In her recent appearance on the Kitecast episode, Jacqui illuminated the transformative impact of AI on cybersecurity. She pointed out that although AI technology is still emerging, the foundational steps taken today by organizations to build robust infrastructures will be pivotal. Jacqui stressed that companies poised to anticipate future technological needs and begin laying the groundwork for AI integration will likely lead the industry. This strategic foresight is crucial for fully realizing AI’s potential and maintaining a competitive edge in cybersecurity.

A significant portion of Jacqui's discussion centered on the imperative of data sovereignty and stringent management practices. In an era increasingly dominated by large language models and cloud-based technologies, securing and responsibly managing data is paramount. Jacqui advocated for strict data governance frameworks that ensure data is accessible only by authorized personnel, emphasizing that responsible AI deployment is fundamental to future security architectures.

Jacqui also delved deeply into the role of Zero Trust architecture in today’s cybersecurity landscape. She explained that as organizations increasingly migrate to cloud services and face more complex cyber threats, adopting a Zero Trust approach is crucial. This methodology is not only essential for blocking unauthorized access but also vital for building resilient security protocols that can robustly counteract potential breaches.

Looking forward, Jacqui shared insights on the evolving challenges and opportunities within cybersecurity. She highlighted the necessity for security strategies to remain adaptive and vigilant against new threats while also leveraging emerging technologies. The discussion touched on the need for more sophisticated security measures that can effectively safeguard against the evolving landscape of cyber threats, ensuring that organizations can protect their critical assets in an increasingly digital world.

LinkedIn Profile
www.linkedin.com/in/jkernot/

Accenture
www.accenture.com/us-en

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

The Kiteworks Sensitive Content Communications Privacy and Compliance Report is an annual survey designed to delve into the pressing issues of data privacy, compliance, and cybersecurity. This comprehensive report gathers insights from IT, cybersecurity, risk, and compliance leaders around the globe, with the latest survey capturing responses from 572 leaders across 10 different countries. The report is meticulously divided into five sections: cyberattacks and data breaches, data types and classification, compliance and risk, cybersecurity and risk management, and operational procedures. These insights provide organizations with actionable intelligence to navigate the complex landscape of data security and compliance.

This Kitecast episode features a panel discussion, with Kitecast Co-host Patrick Spencer addressing key findings in the report and soliciting feedback from Co-host Tim Freestone and two guest panelists, Alexandre Blanc and Ranbir Bhutani. Alexandre pointed out that while the frequency of cyber incidents has decreased, the scale of each incident has grown significantly. Threat actors have become more organized, targeting larger organizations with higher impact, particularly in specific verticals like healthcare and finance. This shift is likely influenced by geopolitical tensions, using cyberattacks to disrupt trust in systems and organizations. Ranbir echoed these observations, adding that the sophistication of phishing attacks has increased, often leveraging unethical AI to create highly convincing fraudulent communications.

The conversation also explored the persistent challenge of human error in cybersecurity. Despite numerous training initiatives and advanced technologies, the human element remains a significant vulnerability. Tim, Alexandre, and Ranbir emphasized that until organizations can effectively abstract human errors from business processes, this will continue to be a weak link. Ranbir shared an anecdote about a near-miss phishing attempt, underscoring the difficulty even seasoned professionals face in recognizing sophisticated attacks.

Another critical insight from the discussion involved the disparity in cybersecurity maturity across industries. The podcast revealed that higher education and state government sectors are particularly vulnerable, with a high number of reported breaches. This is attributed to underfunding and a lack of stringent cybersecurity measures. In contrast, the federal government has shown better compliance due to regulatory pressures like CMMC 2.0. The panelists agreed that while regulations are a step in the right direction, the enforcement and practical implementation of these regulations remain a challenge, particularly for smaller organizations.

Finally, the podcast touched on the issue of litigation costs associated with data breaches. The long-term financial impact of breaches extends beyond immediate operational disruptions and ransom payments. Ongoing litigation can drain resources and affect an organization’s reputation and client trust.

Kiteworks 2024 Sensitive Content Communications Privacy and Compliance Report: https://www.kiteworks.com/sensitive-content-communications-report/

Alexandre Blanc: https://www.linkedin.com/in/alexandre-blanc-cyber-security-88569022/

Ranbir Bhutani: https://www.linkedin.com/in/ranbir-b-725286175/

Tim Freestone: https://www.linkedin.com/in/freestone/

Patrick Spencer: https://www.linkedin.com/in/patrickespencer

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

Betania Allo is a distinguished expert in cybersecurity law and public policy and frequently presents at international forums and events. She boasts an impressive academic background with advanced degrees from Harvard University and Syracuse University. Currently, she is pursuing a doctorate in engineering with a focus on analytics at George Washington University. Her extensive experience includes serving as a Program Management Specialist and Senior Officer at the United Nations, where she addressed complex issues related to counterterrorism and technology.

This Kitecast episode delves into Betania Allo’s multifaceted career journey, highlighting her transition from law and public policy to the specialized field of cybersecurity. Her decision to move from Argentina to the U.S. for graduate studies, combined with her background in international relations and law, set the stage for her focus on cybersecurity. Betania’s efforts to bridge the gap between legal experts and technologists are emphasized, underscoring the importance of understanding both domains to effectively tackle global cyber threats.

The podcast discussion covers Betania’s tenure at the United Nations, where she worked on counterterrorism and technology. Insights are provided on how terrorist groups exploit digital platforms for recruitment, communication, and fundraising. The challenges of safeguarding these platforms and the importance of a multi-stakeholder approach involving private sector companies, NGOs, and academia are examined. Betania’s experiences during the pandemic revealed the increased vulnerability and exploitation of digital spaces by terrorist organizations.

Betania also discusses the rehabilitation and reintegration of terrorists through technology. The significance of using technology in the initial screening of individuals for accurate assessments and tailored rehabilitation programs is outlined. Despite the challenges, Betania advocates for incorporating artificial intelligence (AI) and other technologies to enhance rehabilitation efforts. Her innovative approach aims to create unified systems for better data synchronization and resource allocation, particularly in regions with limited infrastructure.

Finally, Betania argues that political decision-making needs to be tapped in prioritizing technological advancements and cybersecurity investments. Continuous collaboration between governments, tech companies, and security experts is deemed essential to stay ahead of emerging threats. As such, she points out the need for engaging training programs to build a robust cyber culture within organizations and beyond.

LinkedIn: https://www.linkedin.com/in/betaniaallo/

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

Edna Conway, an innovative executive and thought leader with over 30 years of experience leading cybersecurity, risk management, and value chain transformation at Fortune 10 technology companies, highlights how collaboration in cybersecurity is critical for the development of and adherence to policy and practice in this Kitecast episode. Edna is currently a Senior Fellow at the Carnegie Endowment for International Peace and CEO and Founder of EMC Advisors. She currently is an advisor or board member for a long list of technology and professional services startups and nonprofit organizations.

One theme from the discussion with Edna centered on the cybersecurity workforce shortage. She emphasized the need to look beyond traditional sources and backgrounds to find talent. This requires partnerships between companies, academia, and nonprofits focused on training and upskilling people from diverse backgrounds for cybersecurity roles. Apprenticeship and mentorship models were discussed as potential solutions.

The conversation then delved into cybersecurity policy and regulation. Edna provided her perspectives on the balance between driving security practices versus overregulation that hinders business. She noted that legislation often lags behind technology advancements, making public-private collaboration critical. Edna stressed the importance of the private sector proactively stepping up security rather than just reacting to new regulations.

Another key topic from the podcast touched on the crowded landscape of cybersecurity startups and the challenges they face. Beyond just having an innovative product, Edna emphasized the importance of serving a real customer need, providing a complete solution, and demonstrating value to multiple stakeholders in an organization beyond just the security team. Making customers’ lives easier is key to standing out.

Edna also touched on the need to embed security into business processes and objectives from the start, rather than bolting it on afterwards. She discussed the concept of “secure by design” and how leading organizations are building security into everything from their products to their supplier relationships. This proactive, holistic approach is critical to managing cyber risk in an increasingly interconnected business environment.

LinkedIn: https://www.linkedin.com/in/ednaconway

EMC Advisors: https://www.linkedin.com/company/emcadvisors

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

Debra Farber, a globally recognized privacy, security, and ethical tech advisor with nearly two decades of experience, discusses data privacy, privacy by design, and the growing field of privacy engineering in this Kitecast episode. As the host of the Shifting Privacy Left podcast, Farber is dedicated to building a community of privacy engineers and bridging the silos between various industries and research areas.

In this Kitecast episode, Farber emphasized the importance of embedding privacy into product development from the outset. She highlighted the role of privacy engineers in assessing risks, minimizing data collection, and ensuring compliance with regulations such as GDPR. Farber also discussed the challenges organizations face in hiring privacy engineers due to the high demand and limited supply of qualified professionals in this relatively new field.

Farber explained the distinction between privacy by design and privacy-enhancing technologies (PETs). Privacy by design is a set of high-level principles focused on integrating privacy into systems from the beginning, while PETs are specific tools and techniques that help achieve compliance with data protection principles. Some examples of PETs include anonymization, homomorphic encryption, secure multi-party computing, and differential privacy.

The conversation also touched on the potential return on investment for organizations that prioritize privacy. By minimizing data collection and addressing privacy concerns early in the development process, companies can reduce downstream compliance costs, legal expenses, and the risk of fines associated with data breaches or privacy violations.

In addition to the above, Farber shared her thoughts on artificial intelligence and its impact on personal privacy. While acknowledging the potential risks, she emphasized that the real threat lies in the unchecked powers of those bringing AI to market without appropriate safety measures and testing. Farber advocates for the ethical development and deployment of AI technologies, ensuring that privacy standards are applied correctly to mitigate risks and protect individuals’ rights.

LinkedIn: https://www.linkedin.com/in/privacyguru

Shifting Privacy Left Media: https://shiftingprivacyleft.com

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.