B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 5 months ago

Cyber Recovery and Data Protection: Why Everybody Needs a Vault

ABOUT THIS EPISODE

To date, over a third of organizations have been hacked. As a result of the shocking prevalence of cyberattacks, cyber recovery and data protection are top of mind for the vast majority of executives.

Is your organization prepared to deal with this clear and imminent threat?

Shelby Skrhak talks with Mark Beaton, senior director for data protection solutions at Dell Technologies, about:

- How Dell and Ingram Micro are helping customers prepare

- Dell’s strategy to create differentiation in the market

- Cyber recovery best practices

For more information, contact Alex Holler (alexander.holler@ingrammicro.com) or visit Cyber Data Recovery Software and Solutions.

To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or tune in on our website.

...mm hmm. You're listening to B2B tech talk with ingram micro. The place to learn about new technology and technological advances before they become mainstream. This podcast is sponsored by the ingram Micro one event. Dream of possibility craft the future and think of the things nobody else has. Our customers arrive as individuals but quickly become one. Let's get into it. Welcome to B two B Tech Talk with ingram Micro. I'm your host Shelby skirt talk My guest today is Mark beaten, senior Director of data protection solutions at Dell Technologies. Mark welcome. Thanks Shelby. I'm happy to be here. Good. Well, so today we're talking about cyber security and cyber recovery issues and that's something that we hear a lot in the news about especially when it comes to protecting data. So where does Dell technologies fit into helping customers in? Really various industries be prepared for this very imminent threat. And I guess where where do ingram micro partners fit into this? Yes, this is a very important topic to all of us, especially myself. This is actually my favorite topic Shelby to talk about since the advent of us buying dated Maine in 2009 because it's it's a serious global issue and the problem is getting worse. It's top of mind for all executives that are out there and and really all industries, all sizes of companies and geography bees are at risk and it's our number one use case for our dale data protection specialty. And right now over a third of all organizations have already been hacked to date With over 445 million events this year alone. And I recently saw a stat that said there are four rising gangs of ransomware on the horizon and the traditional tools won't recognize him. So yes, it's a...

...very serious issue. And traditional solutions aren't effective backups, snapshots. D are they just don't work? You know, ransomware requires a completely different architecture to protect our companies. And we're fortunate enough to have a highly differentiated offering called R del cyber vault. It provides high customer value and it really consists of four distinct differentiators. Number one is isolated. It's an air gap technology where there's no iP addresses, it's off network. It's undetectable by production systems. Number two is it's immutable, which just means you can't change or modify it. It's intelligent which has artificial intelligence and machine language that scans and detects anomalies before they even get into the vault. And fourthly, in a very important one is protection from insiders. and right now, with over 60% of the attacks being from Insiders, we have put forth a lot of effort and our technology to prohibit prohibit insiders from tampering with this information. So to answer your second part of the question, England Michael Partners, This is a very important topic for us. They are very important in this fight. We like to say every company needs a vault and they have the ability in the reach to help these companies a couple of quick thinks the solution is feasible for everybody. Only 10 to 15% of the backup data ever goes into the vault. So that's that's feasible enough. It's scalable from the smallest organizations to the largest organizations that are out there. And these partners don't really need to have a data protection practice in order to sell the solution. They can specifically choose to sell a cyber vault, which really is a very low cost of entry. And these partners have the same abilities to sell and deploy the...

...services should they want to as Adele technology wrap, we offer a full suite of services to supplement or augment what you can provide to the customers. And also there are a lot of partners out there that have veen customers. These customers are in need of our help. Both VM and their number one partner exuberant have already been hacked. So they truly are in need of our solutions shall be well, you know, with cybersecurity, um, honestly being such a lucrative business for criminals. There's, there's a lot of competition out there for, you know, cybersecurity solutions. So what is Dell's strategy then to create differentiation in the market? No doubt about that. No other competitors have these four eyes that I talked about, isolated, immutable, intelligent and insider. No doubt about that. But to add to that there's what's called the sheltered harbor consortium. That's a standards based consortium that guarantees that you can recover your data in the event of a ransomware attack. Our solution is the only vault that can be used in that sheltered harbor, It's a big feather in our cap. Were also backup software agnostic. Most of our competitors out there, you must use their software in order to have their competitive offering. We don't need to have that with our solution. We also have a few patents pending to further the resiliency of our vault. So for example, a tamper proof clock vault initiated actions. Those are patents that we have that no one's ever going to have. And recently E S. G. Is designed to cyber assessment to assess the resiliency of cyber wear in our customers. Nobody else has that. And we're continuously enhancing our offering both on site and in the cloud. And recently, as close as this week, we...

...announced that amazon web services marketplace has the ability to sell our vault. So someone who has a WF credits can go right in there and purchase a vault, which is really nice and draw down that spent. And recently Gardner has stated that Dell has an immutable air get air gapped architecture that meets the stringent sheltered harbor recommendations and puts us up in that upper right hand quadrant. So those are pretty heavy duty differentiators out there in the market. So this, uh, the sheltered harbor designation, that's something that's pretty unique in the, in the rest of the cybersecurity industry. Right. Yeah, no doubt about that. And at the behest of a lot of our customers, they'd like to get into that consortium, but they're just not able to, they won't let them in their, their, their solutions out there, pale in comparison to the, you know, the differentiation that we have in the market. Right. Right. Well, you know, there's certainly no shortage of headlines and talking points about ransomware and data breaches, but I'd love to be able to dive into some of the specifics and I guess share some customer examples of companies or organizations that have been hacked and that Dell was able to help recover some assets. Unfortunately, it's a pretty long list, but I can share with a couple ideas within, in areas. First of all, everyone is a prospect out there, regardless of the size of the industry they're in and really nobody is prepared. And there's a lot of low hanging fruit out their customers that already utilize our technology or our data to main technology, healthcare users, sled users and those VM customers and I talked about, but but one area in particular has been hit in ordinarily hard, which are these school systems that are out there. Let me show you with you an example. There was one out on the west coast that decided...

...since all of these other school systems are getting hacked, they wanted to harden their resiliency against ransomware attacks and they decided to one of our partners to deploy a vault shortly after they did that they were hacked. So what happens when this event occurs? They have to declare a disaster. They wall off the production systems and the only way they can recover is from the vault, thankfully they did. So as this production system was walled off the FBI is called and so forth. They're doing their recoveries from the vault and their quote is the vault worked as advertised, unquote. And those students were back in school for the start of those classes. So that was a really nice example and that's one of many that has happened. But one another one I'd like to share with you is from a health care system, a very large healthcare system that was hacked and I'd like to share with you a few things that have happened. We did what's called the anatomy of an attack. Well in the first 12 hours of the attack, some things happen. The network management systems down I. P. Phone system is down. No call this to access no bridge access emails down. Active Directory is destroyed. All their windows log ins were destroyed and their DNS was erased. They had nowhere to go. Uh, imaging gateways were erased. The customer care all that was a race there. Network attached storage. That's all been encrypted really. Within the 1st 12 hours the snaps were overwhelmed. They couldn't roll back. They had no heart monitors that were online for their patients and so forth. So what's happened? The FBI is engaged, their cyber consultant is engaged And they had to order, you can't recover off infected ransomware attacked hardware.

So they had to order 4000 laptops, all the hardware associated with that over $3 million $77 million dollars and lost patient revenue per day had they not been able to recover. And we're happy to say in this environment that at about the three week mark, most of those services in conjunction with Delon and this health care system were restored. So thankfully that that we, we worked together on that one and uh, we got out of a really bad situation definitely is that timeframe pretty pretty standard for such a large organization or does it really vary on the company's complexity? It is not standard at all. There have been a show one time on 60 minutes where someone was trying to recover from a hack and they have, they've stated they're never going to be fully recovered. So no, 21 days is, is extremely rare. Um, and in most cases if they don't have protection from what it is that we provide Some cases, in most cases really, the smaller companies are out there go out of business, you don't hear about all those, but those that have the wherewithal to come back from a hack. Sometimes they never, they will never recover everything and there are many cases that are out there. So no 21 days is is very short and that's, you know, that doesn't happen all the time. You really need some heavy duty tools and, and help from us and our equipment in order to have that kind of capability definitely. Well, if there were a few best practices that, you know, if our listeners were to hear nothing else but these, these, you know, these tips that you have from this episode, what would you want them to hear? What are those? Yeah, that's a great question. And I can tell you this, I'm in my 18th year here at Dell Technologies and most of that, 16 of that has been in the data protection...

...practice and over the years we've learned a lot of these best practices, We pride ourselves, we kind of know what works, we know it doesn't work. You know, we've had, you know, fits and stops, but I can tell you right now we've been leaning into this solution for over a year and in the tactics that we've been deployed with our partners have proven fruitful. So let me tell you a couple number one lead with cyber recovery solutions, why everybody wants to talk about it and you're going to end up there anyway. And it's easier once you've talked about it to pivot to a different solution than the other way around. That's a very bad situation. If you're talking about one thing and your competitor claims a high ground with ransomware, you're the me too and you're in big trouble. We always say lead with it. You're going to get there anyway. Second thing include the security people in these discussions. At first, people were very standoffish about this. They have their own practices and they're spending money on their own things. This is a very complimentary solution. We are not threat detectors. We provide solutions that enable companies to recover in the event of a ransomware attack. What are the options Many go out of business? So that's a big deal. Include them. Were complementary share with them. Those four eyes of differentiation that we talked about. Don't be afraid to talk about sheltered harbor. Don't be afraid to talk about us being backup software agnostic those things matter. And I have a slide that we share with our partners. I said put that up on your, on your wall. You know, those are the death knell to their competitors that are out there. No one can compare to these differentiators and provide them with a success story. We have over 800 vaults deployed all industries, all sizes, all geography is all throughout the world. Many of them may not, may not enjoy using their name because it's not a very nice thing to talk publicly.

They've been hacked but we can use companies like we talked about before in the healthcare industry or school systems and so forth. And we can certainly provide a number of those testimonials utilize our unsolicited proposal program that we have to offer. That is extremely successful. We have ways that we can say, okay, we know what size of company you are. We have what are called t shirt size bundles. We can say, okay, my first call could be to a smaller company and say, hey, we have this proposal, it's going to cost about this much, this is what it would deploy and these are the benefits of it. I'd like to come in there and talk to you about that. We have those that are pretty tried and true and we use them all the time from a data protection uh specialist perspective. The other one provide our cyber assessment tool. You know, it's, it's independently written by E S. G. You send that to your customer, goes right to the partner and it assesses how resilient they are to cyber wear and you know where it's going to go, no one's going to be prepared. But if E S. G and an independent company tells you that they're probably more willing to listen. Um and then really lastly utilized the Dell data protection specialists anywhere and everywhere you can, we have a large number of people there to help my team. Our data protection specialists are core teams are there to help, it's our number one use case. We track and we look, we want to ensure every single del seller has a cyber vote opportunity on the forecast and if they don't, we will schedule a meeting to talk with them to help them. So those are kind of the four or five things that we utilize his best practices. They've been proven fruitful and I strenuously recommend our partners utilize them. Fantastic. Well, you know, as we start to wrap up this episode, we always ask our guests the same final question. And that's where do you see technology going in the next year? Yeah, that uh here's what I think we see and I'm not I'm, you know, I'm...

...not the, you know, the gold standard on technology, but I can tell you a few things the vault technology is here to stay. We're just getting warmed up in that environment. Our company knows it as well. We're integrating that technology into all of our Dell technology platforms. You already starting to see that and our network attached storage, you're gonna start seeing that in our standard storage platforms and so forth. So that vault technology is here to stay. No doubt about that. We continue to enhance our solutions, We have ongoing releases for them to to add new technologies as we as we see relative to performance scalability, cost functionality. We're always looking at new things there and then really the hybrid cloud in the public Cloud accessibility is ongoing and that's only gonna get better. We have a lot of room to grow into that area. So I think you'll see a lot of that. It's here here to stay, we're going to add functionality. We're gonna get into all that hybrid public cloud areas that our customers are going as well. Fantastic. Well if our listeners have more questions about what we talked about today, how can they reach out a couple, a couple of things they can, they can reach out to me and we can provide my my address or brian Mannion who is our key lead person from a data protection specialist. And there's a lot of things that we didn't talk about that that he has and we have to offer. We have end user sales presentations, we have a two minute elevator pitch. We have a conversation starter document that we use. We've even recorded with documentation, roleplay material with all the objections you're gonna get. That's a really nice one I did about six months ago. We have the technical blueprints to provide the technology and what it looks like and how to deploy it, what the architecture looked like. Another nice thing that we can provide is the R. O. I. T. C. O. Models. Everybody wants to know what's my payback, how much does it cost relative or anything else...

And there's a lot of competitive comparisons that we have used case testimonies and so forth. All of this data is for our partners. It's the latest and greatest is continuously updated by us. It's just not something that's sitting in a website as we see things as we gain new customers, as we see new competitive threats and so forth, we continuously update them and they can get them from me or brian anytime they need. Fantastic. Well, uh I really do appreciate all of your insight today, Mark, thanks for joining me. Thank you very much and good selling and remember everybody needs a vault. Well thank you for that and thank you listeners for tuning in and subscribing to B two B tech talk with ingram Micro if you like this episode or have a question, please join the discussion on twitter with the hashtag B two B tech talk. Until next time I'm Shelby skirt talk. You've been listening to B two B tech talk with ingram Micro. This episode was sponsored by the Ingram Micro one Event. B two B Tech Talk is a joint production with sweet fish media and ingram Micro. To not miss an episode. Subscribe today on your favorite podcast platform. Mhm.

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