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

Episode · 3 months ago

Combating Ransomware & Threats to Watch For w/ Mark Beaton

ABOUT THIS EPISODE

Ransomware is rampant, and the risk of loss is high. The old tools aren’t working, and our data is vulnerable to unseen adversaries. Traditional measures aren’t enough.  

Confronting these threats will take new solutions, and Dell has the answer. 

Shelby Skrhak speaks with Mark Beaton, Senior Director of Data Protection at Dell , about: 

- The four I’s of the vault solution

- Saving time, money and resources

- Threats to watch out for 

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.

You're listening to B two B tech talk with Ingram Micro, the place to learn about new technology and technological advances before they become mainstream. This podcast is sponsored by Dell Technologies, a unique family of businesses that provides the essential infrastructure for organizations to build their digital future, transform, i. t and protect their most important asset, information. Let's get into the show. Welcome to B two B tech talk with Ingram micro. I'm your host, Shelby Skirt Hawk at. Our guest today as mark beaten, senior director of data protection at Del Mark. Welcome, thanks, shelby. Happy to be here. Excellent. Well, today we are talking about data protection and why customers need a cyber recovery vault. I mean, of course we hear a lot about cyber security threats to companies, both large and small, but what does it really mean if a, if a mom and pop shop with multiple locations gets attacks? What does that look like? Mark, I mean, I guess. Could you give us an overview of the threat landscape? Yeah, this is a serious global issue and it's one that's it's getting worse by the day. Um, and it's a topic that's that's top of mind for for every executive in all industries and sizes of companies and all geographies. They're all at risk and this has become the number one use case for our Dell data protection specially sales group. Now you mentioned the small business person. It's really bad news if a small company gets hit, because what you don't here is most of the time the smaller companies can't recover and they go out of business. I see them all the time. I feel terrible for them because what happens is usually there's about a hundred twenty day incubation period once they're in there, and then once you hit the attack, it's usually three to four months to even come up with an answer. In most of these company and these they...

...don't have that kind of time. So it's a sad thing and they and they end up shutting down and most of the companies at this point. And when you look at it, over a third of all organizations have already been hacked. UH, there's over five hundred million events in counting and I think the last tally was twenty billion dollars in cost alone last year. And and really the sad thing is there's there's four new gangs of ransomware on the horizon. We know about it. The bad news show, but these traditional tools that these customers have to protect themselves, they don't help. They don't recognize them, they're they're ineffective. Backups and snaps and Dr it doesn't work and really, and you're starting to see a lot of ransomware for higher sights abound. So you know that this ransomware requires a completely different architecture for protection, and that's why I'm glad we're talking about this because we truly have a highly differentiated offering and, as you mentioned, called the vault, and we provide that and it provides high customer value to our customers out there. And if I could say something about the Ingram micro partners, you're very important in this fight. We like to say. Everybody needs evolved and you guys have the ability to reach out to them real quickly. It's it's feasible for everybody. Shelby tend your backup data is all that needs to go on the vault and it is scalable from the smallest organization up to the largest one. And these companies they don't really need to have a data protection practice to sell this solution. The costs of enter is very, very low and we appreciate that. And our partners have the same abilities to sell and deploy these services if interested. And a lot of them, a lot of the customers out there, our V customers, they're the ones that need help the most. They're getting hit, they're getting in inordinately hard and they don't have an answer for them. One last thing is we put together many vehicles to enable people to more readily deploy the solution. We have t shirt bundles. I don't know,...

...maybe we've had five pricing decreases at this point in time. We have payment deferrals and so forth. Um, it's really good for unsolicit proposals that are out there, because everybody's gonna want to hear about it. Yeah, well, Dell Technologies has, uh, you know, has been in this, you know, the cybersecurity space for a while. But you know, how does Dell really fit into helping companies address these threats? I guess can you explain the logistics of what the Cyber Recovery Vault is? Yeah, certainly, certainly. Again, this is our most commonly sold use case at this point in time. It's gonna be a billion dollar business in the next couple of years and for the partner community. This is already a two million dollar a year business, and to think this wasn't even a use case a couple of years ago. Right now we have over two thousand vaults installed, as I mentioned, all verticals in geography and we provide a highly differentiated solution that we'll talk about maybe later. But the vault. What is the vault? It's an offline, safe and secure area where critical customer data is stored for clean resource in the event of a ransomware attack. So that's a pretty civil way to do it and it's really consists of four things that are are highly differentiated in this market. There's look on the four eyes. The most important thing for a vault to work properly has got to be, that's what we call it, isolated or air gap. You might hear that. No Ip address, it's off network, it's undetectable, production systems don't see it. That's key. Second one has to be immutable. Okay, no changes, you can't modify it. That's an easy one. But another important one is the intelligence is built into it that continuously scans for anomalies before they even get into the vault. And then lastly, is insider protection. We've done a lot. We have patents pending right now to prohibit insiders from tampering. And when...

...you think about it, the last statistic I saw, sixty of the attacks were from insiders, and we have that ability to stave that off. That's a scary stuff. Or from insiders. Yeah, and getting worse. Well, so you know there is a lot of competition in the Cyber Protection Industry and you've mentioned some of the differentiators that Dell Technologies has, but I guess could you expand a little bit. You know, why? Why del why this this solution? Yeah, that's the question we get all the time. So what's interesting too, shelby, is if you roll the clock back two years ago, our competitors were trying to dissuade customers from even thinking about of all, they used to say, you don't need that at all this, this is not that big of a deal. Two years later, everybody's in the market. Uh, and and fortuitous for us and Ingram and the resellers, we do have a highly differentiated solution and, like I mentioned, the four eyes that we talked about, isolated, immutable, intelligent insider there's some additional things too. There's there's a consortium out there called sheltered harbor. They're one that sets banking standards that says, Hey, if you do what it is that we say, we will guarantee that you will be able to recover all of your data in the event of a ransomware attack. And we're the only one sanctioned by sheltered harvards. Is a nice thing. The other thing, and this should be exciting for for everybody, is this is backup software agnostic. If you can write this sifts or nfs, you can utilize this technology. You do not have to rip and replace Your current backup solution in order to utilize our vault. That's a nice thing because our competitors can't say that. I also mentioned the patents that are that are pending to provide further resiliency in our vault. Tamper proof clock, for example, or what we call vault initiated actions. Everything comes from the vault, so you never have to be online and you know if you're online for a micro second you're gonna...

...get hacked. That's all that's needed out there. And you know, we've also worked with a company called E. S G, an external company that that helped right cyber assessments that we all can utilize to assess the resiliency in our marketplace. And Uh and, and I suggest that you guys use that. And a couple other quick things. Were continuously enhancing our offering, okay, both on site, in the cloud and so forth. And one nice same kind of a feather in our cap is recently Gardner has stated publicly they first of all, they have a magic water formula. We're in the upper right end corner. Quote. Dell has an immutable air gaped architecture that meets the stringent sheltered harbor recommendations. Well, that's really nice to hear. And they recently wrote what's called the Maverick recommendation. That says slash defensive cyber security spending immediately and redirected to resilience initiatives. What that means means enough spending on all those tools that everybody has that tells you how many times you've been hit and where you've been hit and so forth. They're saying enough of that. Go buy something like a vault to protect yourself and have resilience, and that that feeds right into what it is we're talking about. Well, so there's no shortage of breaches that are reported in the news and probably mind boggling more that aren't reported. So I guess if can we get into some specifics and maybe share some some customer examples of businesses that were hacked and Dell was was able to help them recover assets. Yeah, and you're right. You hear about you literally hear about them Multiple Times a day. You know, regardless of the size of the industry, again, nobody is prepared for these things and there's a lot of low hanging fruit, as I like to call it, for us that are out there. We can help a lot of people. But a couple of quick examples the sled area and ving customers and so forth. But school systems are getting hit really hard out there. We you...

...have an example. It's a public example called San Felipe, a del Rio School district. They were actually hit twice by cyber attack. After the first one they implemented a vault, del Cybersecurity Vault, and they were they were hit and with this vault they were able to recover within four hours instead of weeks, maybe months and maybe never, with not having had this fault. And that's a good story, because what what you hear is even there are people that pay the ransom and never get their data back. Or okay, you know they'll try to get their their data back and there have been years since they've paid and paid and paid, and then they never even get their data back. So we're not only given the hours and minutes to restore and recover, but we're getting all of your data back. Is a big differentiator. And there's another one. I can't mention the name, but a very large healthcare system on the west coast, a very public hack. That came out later, but so. So what ended up happening is, let me just paint this picture, in the first twelve hours that they were hit. Okay, twelve hours, and here's what happens. First of all, their their network management system is down. Their IP phone system is now down, so there's nobody to call. They don't have call lists, they don't have bridge access, they certainly don't have any email. Their active directory is destroyed, all windows logins are destroyed, their D N S is erased and then you go to the imaging gateways at this hospital where they have patients, erased, all the customer care system erased. Their Naz systems are all encrypted, so they can't even get to that and all of a sudden. So they're trying to recover. So they're trying to do these snaps and they became overwhelmed. So they can't roll back. Uh, they certainly couldn't put any heart monitors online and there are patients in these in these rooms. So when you have an attack like this, like they did, you have to call the FBI. They're engaged. Cyber consultants are engaged as well. They yellow tape off the data center literally, maybe both. Definitely literally, but figuratively,...

I should say, because that's now evidence. You can't utilize it. You couldn't even restore anyway. So all that goes away. So they had to order new hardware, four thousand new laptops, three million dollars in servers, and what they said was until they got that got up to speed again. It was seventy seven million dollars in lost patient revenue or day and at twenty one days it took them, we had some of our help in their twenty one days their services restored. So that's what happens in an attack and they're still trying to recover all of that. At least they're up and running. But you know what, it's personal, it's rude. They're going after our sick and unhealthy and you know, that's the stuff that's going on out there, and that's just a couple of examples that that we've seen. Well, the landscape that that is out there, I mean it's scary. There's a lot of threats that we probably aren't even aware that are, you know, coming down the pike. I wonder if you can you know, I do want to ask you kind of your your viewpoint of technology in the in the next year. But you know, where is the threat landscape going, I guess for the short term, and if you could kind of give us an overview of maybe what we can expect, what we should be on guard for? Yeah, well, it's coming from crazy things, from drones, for example. It's coming from anything that has an I P address your microwave, oven, anything that is attached to the network. They're getting after and it's it's really a kind of a cat and mouse game. Once we figure out what they're doing here, they're off to something else and it's it's getting trickier and trickier as time goes on. And and you know, when when you think about it, you really have to protect yourself out there and you really have to get one of these online vaults because all all the moneys that everybody spends up there. You know, they may detect what's happening, but they're already in there. So that's definitely not going away. So you know,...

...some of the things I always like to say is, you know, you have to ask the question, have the conversation, because you can always pivot off of this, but you can't really go back if you go in and talk to a customer about something other than cyber and our competitors have already talked about it. They're the cyber guys. So you really have to have that conversation. It's going to get there anyway. Isn't getting any better and really this, this cyber thing, is here to stay. I mean, when we we think about how many thousands of customers we have, we expect everyone to have a vault and we're just we're barely we're barely scratches the surface at this point in time. Well, so as we do start to wrap up our episode, we always ask our guests the same final question and that's where do you see technology going in the next year? So I know that's a large question, but if you were to to get your crystal ball out for this next year, where things headed? I think the topic of ransomware, not only is it here to stay, it's going to get worse. You're starting to see ransomware type deployments in all products. So, for example, we also have protection in the cloud. Well, our solution for hybrid cloud protection have ransomware protection in it. So you're just kind of liked duplication technology. When it came out. That technology went into all products, not just you know, the data domain that came out. So that's proliferated. You'RE gonna see ransomware protection in every product. It's already there to stay with some of the products that we have. So what's going there? Laptop protection, now that we have hybrid cloud data protection, all that's gonna have ransomware in it. The other thing, too, is the pendulum is swinging. Like I mentioned earlier about the Mavericks Article That was written by Gartner. Enough spending on detection and you know how many times you've been hit. That's wonderful. They don't care about that. This petdom swinging too. You better protect yourself right now and get a vault, because everybody is gonna get hit. There's no place to hide anymore. We're also seeing companies out there that are trying...

...to get insurance. Insurance companies are not letting them procure their insurance unless they have ransomware protection. That's kind of Nice. So you'll start to see that. You'll see trickier ways that people are getting hacked. I mentioned the drones, I mentioned your microwave, anything that has not had, you know, an Ip address. And then the whole cloud, public cloud, hybrid cloud. They're getting there too. That's that's kind of an easy one. You really have to have ransom or protection in the cloud. It's going there. So that technology is here to say, it's gonna proliferate and we're going to continue to to add capabilities to our vault. We're not. We're not resting our laurels. We're always adding new technology and capability to it. So you'll start to see a lot of exciting enhancements here movement forward as well well. So for listeners who wanted to find out more, understand the ingram, Dell I S G team is the one to reach out to uh Dell, e MC Dash S G at Ingram micro dot com. But for listeners who wanted to find out more information outside of that, how can they find out? Well, they can. So Brian Man and is responsible for the Ingram relationship. He knows most of your people there. He is a great person to get ahold of. Or Myself. You get a hold of me, I think I published mark dot mark dot beaten at Dell Dot com or my cell phone. Reach out to us or your core teams. They will bring us in no matter what. So don't try to reinvent the wheel or anything like that, you know, just get US involved. There's some things that we provide to shelby which are our state of the art and literally up to date. We change on a daily basis, but any sales presentations or technical presentations we have. What I like to do with my team is a two minute elevator pitch. That's the best thing. Going to standard delivers as well. We could teach you that and give you the scripts. That gets people comfortable and ready to have that conversation. I mean literally, I've had the conversation before. I've had an exact could have come in the room, sit down...

...and say why do I need this fault and I get one minute answer and it gets up and leaves. You gotta know that. You gotta be on your game. We have conversation starters. We also have done role plays. I train our insight sales team. All of this material is available for you guys, technical blueprints, and then it gets into the heavy duties, unsolicited proposals. They're fantastic. R O I t c o models, once page comparison against our competitors, rubric, ving, Combo Cohesity. We have those. We can share that with you. Use cases, you name its, things that are direct DPS and core teams are selling on a daily basis. All of that information can be viewed and shared. And one last thing to selby. Brian and I have done a number of end user events or end user training sessions with customers, teaching them landscape and sharing with them this technology and hopes that they become confident in in deploying this technology, because I think they know it now that there's no place to hide. You can't think that it's not going to happen to you anymore. Uh, and these people are starting to clamor to this. So we're always available for that type of activity. Excellent. Well, mark, I really appreciate the time and the insight. Thank you for joining me. Well, thank you, and good luck to everybody again. You know, like I mentioned it before, be confident in selling it. Number one, number two. I can tell you that we do have the goods. So let's get out there and talk about it. Well, 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 scare talk. You've been listening to B two B tech talk with Ingram micro. This episode was sponsored by Dell Technologies. B Two B tech talk is a joint production with sweet fish media and Ingram micro. Ingram micro production handled by Laura Burton. To not miss an episode, subscribe today to your favorite Podcast Platform K.

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