Podcasts about incapsula

In this episode, we speak with Marc Gaffan, a three-time startup operator, investor, and current CEO of Ionix, which just raised a $42M Series A. Marc has spent the past two decades in cybersecurity. In 2008, he co-founded Incapsula, later acquired by Imperva, and since then, he's led, invested in, and mentored multiple cyber startups. But if there's one thing he's learned? No two startup rodeos are the same. “Every startup has its own dynamics, its own challenges. There's no playbook. You can't ask ChatGPT to write the recipe for doing a startup. When they do that, then I think we'll be done.” In this conversation, we dive into what it really takes to build, lead, and survive in the startup world: The startup rollercoaster never stops - but you get better at holding on. Marc explains that experience doesn't mean things get easier. "It's not that you come up with better answers to problems, but you recognize the common themes. You know it won't be a smooth sail, and over time, it doesn't shake you as much as it used to.” Mental and decision-making resilience - the two muscles every founder needs. It's one thing to push through a tough moment. It's another to do it over and over again without burning out. “How do you keep your mental resilience going? It's a tough roller coaster.” The harsh reality of being an investor vs. an operator. We talk about the limits of investor influence - and why control ultimately belongs to those in the trenches. “The only thing a board can really do operationally is fire the CEO. If you really want to have an impact, you can't be on the sidelines. You have to be in the field.” Why fixing weaknesses is a waste of time - and how to leverage strengths instead. Too many people spend their careers trying to be something they're not. Marc argues for a different approach: “If you're not gifted at math, forcing yourself to be really good at it won't work. Instead, invest heavily in what you are good at. That's where you'll find fulfillment and confidence.” The importance of celebrating wins - even when the work isn't done. It's easy to focus on the unfinished 15%. The problems. The gaps. The “not there yet.” But Marc reminds us: “You need to stop and appreciate how far you've come. Your gut instinct sharpens over time - not because of luck, but because experience refines it.” The innocent bliss of starting something new. “As a CEO, you don't really know what you're getting into. And in some ways, that's good. If you truly understood the odds, you might never take the leap. But the journey matters. And who you take it with matters even more.” Marc has built companies. He's struggled. He's succeeded. He's learned. And now, he's here to share his perspective. If you've ever tried to build something from the ground up - this episode is for you.

Blog: https://medium.com/asecuritysite-when-bob-met-alice/a-soft-target-are-higher-education-infrastructures-at-risk-4ff323fd73c5 They helped build the Internet Academia was one of the first infrastructures to build and use the Internet — in fact, they built ARPANET and which morphed into the Internet. And so, you will find that they often have privileged IP address ranges, such as for Class A or Class B. With this, when IPv4 address ranges were initially given out, universities and research organisations were granted large address spaces to allocate to their growing networks. No one, at the time, could have ever envisaged in how much the Internet has grown since then. To make things easy, nearly every computer that was allocated a public address could be connected to directly — these were routable Internet addresses. To overcome these direct connections, firewalls filtered data packets and tried to stop malicious access. The Happy Phase of the Internet We might call this the “Happy Phase” of the Internet, where it basically interconnected trusted organisations and where there was no real concept of many people outside this trust circle having access to a computer. It was a new frontier in technological development and seemed to be a nice way to send emails between academics and researchers and to showcase their latest research work. By a public address, we have the concept that it is possible to route data directly to a computer. As you connect to this article, you are likely to be using a non-routable IP address, which is hidden between a NAT (Network Address Translation) router. These privileged academic address spaces supported public IP address spaces for thousands or even millions of hosts — and where a Class A IP address can allow over 16 million computers to have a public IP address. The University of California, Berkley, for example, has an IP address and subnet of 104.247.81.71/8, and where 104.0.0.0 is the network address, and where 24 bits in the address can be used for subnetworks and hosts. This means that the host part can be used to create subnetworks with an extension of the subnet field. Ultimately, a Class A address can give up to 16,777,216 publicly addressable hosts. And, so, while most organisations put their computers in private address spaces (though NAT), universities had enough IP addresses to allow many computers to be publicly addressable. In fact, at one time, an academic's desktop computer was likely be allocated a public address and could thus be directly contacted. And, so, as long as the computer was powered on, it could be addressable. Along with this, a log of any sites visited would leave a trace of the public IP address. In fact, it was all too common to add a DNS entry of Bob's computer as “Bob.uni.edu”. But, this was all created in a time of little concern about cybersecurity, and it allowed academic infrastructures to grow dynamically — and under their own control. This was all set up before any real concept of requiring cybersecurity — as the networks were often just used to interconnect networks. So while other infrastructures have closed themselves to external threats, universities — in places — can still support legacy applications and have security support which ends after the working day. 24x7 Security Operations Centre I have observed the rise of the SOC (Security Operations Centre) in the finance industry — in fact, many of our graduates go into jobs that relate to this. I've also toured many of the SOCs in Glasgow and Edinburgh and love to see the fusion of data from inside and outside the companies. Basically, these companies had to move from being a Monday to Friday, 9am-5pm company to looking after security 24x7. But what about Higher Education (HE) as a sector? Well, I might be wrong, but higher education has not adopted the concept of 24x7 SOCs, and at 5 pm, many networked infrastructures hand over to support staff. There is very little in the way of sharing security resources across HE, too. Like it or not, our adversaries don't work 9–5pm (GMT), and are most likely to be on a different time zone in the world. And, so, we see the University of Manchester and the University of the West of Scotland (UWS) being subject to a cyber attack in the last few weeks, and this could be the start of a targeted offensive against network infrastructure with weaker support for security. The attack on the University of Manchester was part of a vulnerability around the usage of the MOVEIt protocol: https://medium.com/asecuritysite-when-bob-met-alice/the-moveit-zero-day-the-payroll-hack-dd4e7ceaeb92 Results The attack on the UWS site happened around 6 July 2023, and now it is suspected data from the breach where it is reported that the ransomware gang of Rhysida [here] is selling breached data to the highest bidder for 20 bitcoins (£450,000): The site went down for around a week, and it affected a range of internal systems. At the current time, it is thought that the breached data includes bank details and national insurance numbers, along with internal documents from the university. Presently, there is no real information on whether these documents are real or not. The breach happened around the first week in July 2023, and when the UWS site started to show the message of: At first sight, this could be a standard domain take-over, and where the HTTPs certificate is valid: But, with a lookup, we see that the domain name has been parked at 3dqkz9i.x.incapdns.net: % nslookup www.uws.ac.ukServer: 8.8.8.8Address: 8.8.8.8#53Non-authoritative answer:www.uws.ac.uk canonical name = 3dqkz9i.x.incapdns.net.Name: 3dqkz9i.x.incapdns.netAddress: 107.154.112.136 Overall, Incapsula is a cloud-based hosting company — it may be that the university is using the cloud provider for their hosting. Generally, it is not recommended to actually log into the site (even though the password hint is ‘Google'), as the main page seems to have a redirected site on the redirected site: Generally, there is a sign of the usage of WordPress, and which may be used to deliver the UWS Web pages (wp-content is a typical folder used to store digital content on a Word Press site) — this might point to a WordPress site take-over: If we go to the Way Back engine, the last recorded site archive was on 1 July [here]: Overall, the HTML is there is signs of WordPress being used: If we try some of the links above, we get: Conclusions Academic information infrastructures have grown independent of each other — and were a key part of building the Internet. Those, though, were the “nice” days, but where we have massively grown our digital footprint. The exposure is now massive, especially with the rise of SaaS, and where many universities use third-party applications for contacts and HR systems. We need to move into a world in which shared cybersecurity and setting up 24x7 SOCs for universities is a must … as it is for most other sectors. I believe that university security teams should work together, and merge resources for defence, and bring in companies who are well used to running SOCs in the finance sector. At least, every institute should look at running SOC on the basis that we would see in the industry — as the data contained in the network — and the risk to student's education — is too great a risk. To me, the University of Manchester and UWS data breaches are just the start of a targeted offensive against softer targets. And the ability to recruit and keep cybersecurity staff in academia is going to be a major problem.

Welcome to our podcast, where we interview trailblazers who have made a significant impact by being human beings performing at their best. Today, we're excited to have Gur Shatz as our guest. Gur is an accomplished entrepreneur, having founded Incapsula, a cloud-based web application security and acceleration company that was later acquired by Imperva. In 2015, he co-founded Cato Networks with Shlomo Kramer, a leading all-in-one enterprise networking and security solution delivered from the cloud. Gur and Shlomo's vision for Cato Networks has been a resounding success. In just five years, they have raised an impressive $532M at a $2.5B valuation, and as of 2022, have surpassed $100M ARR. This makes Cato the fastest-growing networking and security startup, outperforming even industry giants like LinkedIn. In fact, Cato's growth rate is faster than many consumer-oriented brands, such as Wix, Zapier, Canva, and Shopify. We discuss: • How Cato Networks came to be and how experience in a field plays an advantage • How the team went about acquiring market acceptance • Selling to customers before you have a solution that's 100% functional • The need to convey confidence while experiencing constant paranoia and concern • How past success can also be an impediment to future success • The fear of growing into a large non-agile organization • What happens when leaders lose touch with what's actually going on in “the trenches” • Gur's leadership formula for time management • The importance of blocking time eternal learning • And much more! We hope you enjoy your listen!

Ofer Gayer is VP of Product at Hunters, a SOC Platform which aims to disrupt the SIEM category. His role includes overseeing all aspects of product vision, strategy, roadmap, and user experience, collaborating with leaders across the company to make the vision a reality. Ofer recently returned to Israel after spending 6 years in San Francisco. Prior to Hunters, Ofer managed a variety of cybersecurity product lines and teams at Exabeam and Imperva. Before transitioning into product, he was a security researcher at Incapsula and an IDF intelligence officer.

In this episode, we start the conversation with a little bit of current events and the ongoing trauma. We share resources for this episode on our Instagram page. Then we get to dig in with Savina Perez, who is the Chief Customer Officer and co-founder of Hone, the all-in-one talent development platform for modern teams delivering live learning at scale to enable behavior change, human connection, and continuous development. Prior to founding Hone, Savina led growth marketing and operations at several venture-backed B2B tech companies based in New York City and San Francisco including Curalate, Incapsula, and Smartling, and has deep expertise in all aspects of B2B growth, sales and marketing. Most recently, Savina was VP of Marketing at CultureIQ (acq: ParkerGale Capital), a culture management platform for the enterprise market. Savina is passionate about amplifying the impact of the world's next generation of leaders, DEIB initiatives, and supporting her team and customer base to bring it all together. Savina's areas of expertise include building high-growth organizations and equitable access to learning, entrepreneurship, and management development. She and her family live in Brooklyn, NY. Savina is a graduate of Boston University. If you like what you hear, we would like to encourage you to subscribe to our channel! We would also appreciate it if you would rate this channel by going here: RateThisPodcast.com/inclusiveaf We create this podcast as a labor of love. But if you would like to support this channel you can buy us a cup of coffee here: https://www.buymeacoffee.com/InclusiveAF

In this episode, we start the conversation with a little bit of current events and the ongoing trauma. We share resources for this episode on our Instagram page. Then we get to dig in with Savina Perez, who is the Chief Customer Officer and co-founder of Hone, the all-in-one talent development platform for modern teams delivering live learning at scale to enable behavior change, human connection, and continuous development. Prior to founding Hone, Savina led growth marketing and operations at several venture-backed B2B tech companies based in New York City and San Francisco including Curalate, Incapsula, and Smartling, and has deep expertise in all aspects of B2B growth, sales and marketing. Most recently, Savina was VP of Marketing at CultureIQ (acq: ParkerGale Capital), a culture management platform for the enterprise market. Savina is passionate about amplifying the impact of the world's next generation of leaders, DEIB initiatives, and supporting her team and customer base to bring it all together. Savina's areas of expertise include building high-growth organizations and equitable access to learning, entrepreneurship, and management development. She and her family live in Brooklyn, NY. Savina is a graduate of Boston University. If you like what you hear, we would like to encourage you to subscribe to our channel! We would also appreciate it if you would rate this channel by going here: RateThisPodcast.com/inclusiveaf We create this podcast as a labor of love. But if you would like to support this channel you can buy us a cup of coffee here: https://www.buymeacoffee.com/InclusiveAF

In this episode, we start the conversation with a little bit of current events and the ongoing trauma. We share resources for this episode on our Instagram page. Then we get to dig in with Savina Perez, who is the Chief Customer Officer and co-founder of Hone, the all-in-one talent development platform for modern teams delivering live learning at scale to enable behavior change, human connection, and continuous development. Prior to founding Hone, Savina led growth marketing and operations at several venture-backed B2B tech companies based in New York City and San Francisco including Curalate, Incapsula, and Smartling, and has deep expertise in all aspects of B2B growth, sales and marketing. Most recently, Savina was VP of Marketing at CultureIQ (acq: ParkerGale Capital), a culture management platform for the enterprise market. Savina is passionate about amplifying the impact of the world's next generation of leaders, DEIB initiatives, and supporting her team and customer base to bring it all together. Savina's areas of expertise include building high-growth organizations and equitable access to learning, entrepreneurship, and management development. She and her family live in Brooklyn, NY. Savina is a graduate of Boston University. If you like what you hear, we would like to encourage you to subscribe to our channel! We would also appreciate it if you would rate this channel by going here: RateThisPodcast.com/inclusiveaf We create this podcast as a labor of love. But if you would like to support this channel you can buy us a cup of coffee here: https://www.buymeacoffee.com/InclusiveAF

Today we are happy to introduce the new Explorer Tab for ASR. This new version redefines the concept of asset exploration, providing even more detailed information about any of your digital assets, to help you perform attack surface data analysis in a much better way. Look for the new 'Explorer' tab Take a look at all the new and exciting capabilities included within this upgraded version of our ASR Explorer. This release contains several improvements, including: Better visual web app identification with the use of home page screenshots. Extended infrastructure detection capabilities such as Waf detection and Backend Technology mapping, and more! If this summary is as exciting for you as it is for us, please join us in the following sections where we briefly showcase each of the most interesting new features ready for you to test! Technology Detection This new version includes access to Technology detection, particularly important concerning backend technologies running on the remote host, along with their versions. This new analysis feature helps you build a technology profile, showing you what websites are built with, such as CMS, application servers, frameworks, e-commerce platforms, Javascript libraries, and much more, as you can see from the above screenshot. Screenshots In a separate tab, to the right of the host list, you'll find a 'Screenshots' option. This new feature allows you to visualize screenshots of all assets in an extensive way, as shown here: Additionally, it's also possible to see the different screenshots by looking at the Explorer tab's main dashboard and hovering over the listed open ports highlighted with a white sheet. Once that's done, a screenshot snippet will appear next to the position of your pointer, which will provide you with a home page visual preview. Waf Detection Waf Detection helps security researchers during the application discovery and software identification phase and serves well to keep an eye on how many of your assets do or do not have any Waf to protect them. Which Waf's can be detected? ASR can detect almost any kind of Waf, and just to mention some of the more popular ones, they include: Cloudfront, Cloudflare, AWS Elastic Load Balancer, Cache Wall, Incapsula, Kona Site Defender, DOS arrest, Zenedge, Big-IP Local Traffic Manager, Net Scaler App Firewall, Wordfence, and many other commercial and generic Waf's. Summary With these new features in ASR Explorer, organizations can gain even more visibility over the status of their digital assets in a quick and centralized manner, covering previous asset data from our original 'Explorer' version while adding new and critical information about server technologies and software versions, as well as useful crawling details. Take advantage of this bold new infosec feature, get a clear picture of all your assets and begin securing your IT infrastructure as quickly as possible, request access to ASR today.

Marc is a successful CEO, Entrepreneur and Cyber security veteran. Prior to joining Hysolate, Marc was the Chief Business Officer at Nexar and an Executive in Residence at Bessemer Venture Partners. In 2009, Gaffan co-founded Incapsula and after its acquisition by Imperva, led the Incapsula business as CEO to $100 million in run rate, protecting millions of websites worldwide and many of the world's largest enterprises and Telcos. Marc is a thought leader and has appeared before the US Congress, FDIC and Federal Trade Commission on cyber security and identity theft topics. He holds an MBA and a B.Sc. in Computer Science and Economics from Tel Aviv University.

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Avner from WalkMe join us. Avner, I would love for you to introduce yourself, your role, and your organization to our audience. Avner Baruch: Hi, thanks Shawnna for the introduction. First, I’d like to start by thanking you all for putting this together and for having me here. I think it’s a great honor and opportunity to be able to help and contribute to the entire enablement community, especially coming from a non-traditional approach, which I’ll happily share more of as we go. So, a little bit about myself, I’m actually an electrical engineer and I feel it’s important to share that. And you know, that brings me to the next point. Unlike the traditional journey, I did not start my career in the sales space. As a matter of fact, I had nothing to do with sales but for a very specific reason, I decided to shift my career to the training space which later turned into coaching and sales enablement. My journey, that includes a few milestones if you’re boarding milestones, but altogether I was able to establish sales enablement functions from the ground up from absolutely nothing for hyper-growth companies such as Incapsula, which later turned, or was acquired by Imperva and over the last two years, WalkMe. And, I always had the privilege to start something from scratch and define and build the foundations rather than resume or replace someone else’s work and over the last 10 years or so I’ve been developing my own approach to sales enablement. Probably that explains why I have been called the nontraditional enablement guy. And as for the current role here at WalkMe, I actually joined WalkMe two years ago. I was brought in to help building and scaling a new sales organization from scratch based on my previous experience with some of the executives here. At that time when I joined, WalkMe already had a few offices and a very successful and solid footprint in the US but the idea was to expand our footprint and establish a new sales organization that focuses on the international regions with a different sales model geared towards a quick landing followed by data and expansion. The bottom line is I see enablement as a key factor, which expands beyond the traditional training responsibility and onboarding areas. One area in particular, which I’m very fond of is revenue intelligence. In most cases, that falls under BI. But in my opinion, I think that today sales enablement more than ever needs to set foot in that area and become more dominant or at least try to contribute from their experience. SS: Yeah, I love that. So Avner, tell us a little bit about what your approach is to sales enablement then since it’s nontraditional, I’d love to hear more. AB: Actually, it’s a combination of a few approaches. First, I’m a hands-on person with a very strong blend of technical and sales skills, given my experience, my technical background, this allows me to wear different hats and that’s basically the secret sauce of my success. Be able to change hats according to whoever you talk to. Either work very closely with product managers, dive into bits and bites of the product, and get a better understanding of what’s our offering. And then when you go back to sales, you just, you know, change hats, play a different place, play a different language. Sometimes you have to talk high level, sometimes you have to dive into details, but it’s not about features it’s about values. But I think what makes a very successful enablement in today’s environment, a challenging environment, is the ability to talk technical to non-tech people. So, the first approach would be really getting your hands dirty. Be able to talk different languages with different people, because they are your partners to success. You can’t work in an isolated environment under the sales umbrella and you really have to expand your responsibilities and broaden your understanding in order to become more agile. Again, a hands-on approach is really important. That actually means that I’m able to onboard and coach in three different directions at the same time. I can talk marketing, I can talk product, and I can talk sales. On top of that, I’m a data-driven person. So, revenue intelligence comes naturally to me as an example of itself measuring success by looking at common sales KPIs, like revenue, sales cycle, time to close the first deal, etc. I always strive to portray a bigger picture by blending in data from other aspects of the business and from nontraditional areas like social media, looking at reps’ previous experience, did it contribute to their success or not? Most importantly, in my opinion, time management. How reps manage their time, especially around those early stages calls, prospecting discovery, moving to a product demo. That’s the first early judge with a prospect and most important. And recently I started a project looking into these calls and trying to find what is the secret sauce across the entire organization, trying to see if there are any patterns or differences in the way reps are managing their time with the prospects, prior to the meeting, during the meeting and afterward. Especially like handoffs between one business and another. I consider that as a sophisticated way of measuring how reps are adapting to whatever sales methodology you go with. And this is extremely important today because of the corona crisis businesses, especially the sales organization, are trying to find ways to become more optimized and efficient. And, usually, you know, if you go by like to spend for measuring, the common KPIs, you know, someone might get hurt. There are so many parameters you need to consider, not just revenue, etc. At some point, some businesses may decide to adopt a new sales methodology, just know to improve their chances of adapting to that specific crisis. That investment will not actually make any sense if you’re not measuring the adoption, the engagement. So, there’s no point bringing in an external trainer or spending, you know, dollars on a few days of a workshop, either via zoom or face to face, if you’re not able to measure engagement and adoption. SS: I love that. I think that’s super valuable Avner. Now, given your experience building a sales enablement function from the ground up, could you share a little bit about what that process looked like at Walkme. AB: Yeah, of course. Well, the very first steps felt like driving in the fast lane without being able to pause and briefing my plans, just absolutely crazy deadlines, etc. I had to simulate what the role of an AE role feels like in order to get a better understanding of what does it take to pitch and sell Walkme? You know, maybe I should pause here and just, you know, brief everyone what it’s like selling at Walkme. So, it’s not like selling a specific product to a specific market. As a matter of fact, selling Walkme feels like one too many relationships. The total addressable market is just unlimited. I mean, anyone can be called a Walkme customer. It’s just, we can touch every vertical, we can address any needs, etc. So, from a selling point of view it’s very challenging, at the same time it’s a great opportunity to make money. So, I had, at the same time I was trying to realize what it feels like to sell to a limited number of verticals. At the same time, I had to fill in many gaps around product marketing because we actually lack those collateral and tools that allow reps to address those markets. So, what I did is very fast to try to catch up and create or bridge those gaps by creating specific playbooks, going with an on-demand approach like asking the reps what executives they need in order to address new verticals or existing verticals, fine-tuning, polishing whatever playbooks we had. So, basically assuming the role of product marketing unofficially. I also invested some time creating new verticals to allow reps to expand their footprint. To do that, to accomplish all of that, I worked very closely with HR as well, making sure that we’re hiring the right people, interviewing candidates, and designing exercise to make sure that whoever joined us is agile enough to step into a very complex environment, because most of the reps that we hired or most of the reps that I’m familiar with, did not have that agile experience, being able to sell to multiple verticals at the same time. So, we really wanted to make sure that we’re hiring agile people that can adapt very fast and very efficiently. I then engineered, this is something that I’m very proud of, I engineered a new onboarding plan to allow those new hires to step into their new role fast and efficiently. In a nutshell, basically, you put everyone in one room for a duration of four to five days. And then, what I try to do is avoid presenting slides, etc. But instead, exercising as much as possible using simulations, discovery sessions, objection handling, really hands-on sessions. At some point, it felt like getting onboarded in the turbo mode, but it worked well, and basically, the results speak for themselves. Everyone that I have onboarded was able to break a record, either reducing the sales cycle from X days, for example, 100 days to 20 days, or time to close the first deal, like two weeks after completing the boot camp, people just brought in their new deal. And that was across the board for the entire sales organization. It’s important also to partner with all the other relevant business units. Support, product, then of course deal desk. And it allowed me to see a specific angle of the business, how things work, and it allowed me also to design specific learning paths or enablement path around the three critical pillars. Market enablement, product enablement, and of course, sales enablement. What’s important also to emphasize is the fact that I gained, for the first three months at WalkMe, quite a mileage listening to calls. This is what I would advise anyone who’s about to embark on a new journey establishing sales enablement, etc. Get an understanding of what works, what doesn’t work. You can interview reps, you can interview leaders, you can go with the cold shadowing approach, but I think what works best from a time perspective is listening to as many recorded calls as possible. That gives you an idea very fast off, you know, where you shine, what are the areas that may need some improvement and with a little help of your leaders, you’re ready to go. And that’s exactly what happened. SS: Well, that sounds like a lot of work Avner, so congratulations on all that you’ve built at WalkMe, that’s amazing. Now, I want to pivot a little bit. You’ve been talking about how you built things from the ground up, but for our audience, for our listeners, those that are just getting started with their sales enablement teams, you know, where should they start and what are some of the core components that should be included in a sales enablement function if you’re able to build it from the ground up as you are. AB: I would say that the first advice would be people get to know your sales audience, your reps, account executives, SDRs, actually everyone under the sales umbrella, everyone that takes part in the sales cycle. And sometimes even, you know, beyond that, what happens when opportunity converts into an account? I think it’s important to get to know everyone because whatever happens during the sales cycle affects the onboarding. And that’s basically what I’m trying to accomplish through the project I’m working on. Again, my first advice would be people invest in people, invest in the people you’re working with, spend as much time as possible, get to know them, find common ground. This sounds very similar to, you know, relationship with prospects, basically it’s all the same. Either join their calls as a fly on the wall or at some point, ideally, it would be able to take part in the discovery session, coming in as a trusted advisor. It takes time but together, if you invest in people and you gain their trust, this will be a win-win situation. The second piece of advice I’d like to share is data, and this is like a gray area or an area where most enablers just take it for granted. They can rely on the BI team IS or anyone who has access to Tableau, Salesforce, whatever. They just take it for granted. They just ask for the common flat data. They’re looking at revenue, sales cycle figures and figures and figures coming from the CRM. And in order to stand out in order to really shine in order to make an impact contribute more than the usual, the average enablement guy, I recommend digging as deep as possible. Find out what works best for those that overachieve, find out why some groups are not able to catch up. Whatever the reason is, you need to find out why, what works for top performers, apply that to weak performers. See if there is any chance of improving your positioning, helping them to climb up the ladder, and not only finding out why, but when and where. This is something that in most cases, flat common data from Salesforce doesn’t necessarily help. It doesn’t really help us, in order to really get like a 3D perspective of what works, what doesn’t work. You’ll need to blend in data from many resources, many sources of information, not just Salesforce or CRM, and that requires time and efforts. If you can make it, if you can do this, this will help you to shine and gain not just your reps’ credibility and trust, but leadership buy-in and trust. The third piece of advice would be market enablement. And I think that’s an area that in my opinion, most common sales enablement functions tend to either discard, neglect, ignore, or, you know, keep that last on their agenda. Even though, you know, recently, I’m seeing more and more posts and tutorials that encourage anyone under the sales umbrella to spend more time, you know, adapting to new market trends, getting to know the market terminology and KPI. I’m really happy to see that if you can spend time understanding that, and being in a position where you can enable reps to catch up on new trends in the market, create new potential markets, that would work amazingly well. It all depends again on the selling motion, how reps are executing on the early stages calls like intro calls. Being able to really understand the market KPIs and terminology can really help the reps stay relevant and, you know, avoid talking high level with prospect, which they hate the most. SS: That was fantastic Avner. And you mentioned this a few times in your response that you had to go about getting stakeholder buy-in. How did you gain buy-in from stakeholders for the sales enablement function and, you know, the approach that you wanted to take with it since it was a bit nontraditional? AB: So what happens usually, when I assume that role for the first time, I spend some time over the first few weeks composing something like a strategic plan, and then I present it to management and, you know, get their point or rejections. Then, I go back to my drawing board and redefine my priorities based on their feedback. Fortunately, here at Walkme things have turned out a little bit differently. I was brought in based on my previous experience. So, I already had or got some level of buy-in from some of the executives that I worked with previously. But I did have to move very fast and prepare the infrastructure to onboard new hires extremely quickly. When I started I had a decent level of buy-in, like a few liters of gasoline to get started, but I had to really get started really fast before I’d end up consuming the very little buy-in I had when I started. So being able to convert an extremely complex onboarding process into something similar to selling off the shelf product that helped me very well to gain more support and more trust. Now if that sounds a bit complex let me rephrase that. When I started, there was nothing in place. No plan, no content, no onboarding plan, no boot camp plan. Nope, nothing. So, there was a plan. We want to hire people. We want to hire them fast. We want to hire the right people and we want to get them onboarded three months the maximum from now. Being able to deliver that helped me to gain their buy-in to whatever I wanted to do next. SS: Those are fantastic examples. Avner this has been a fantastic conversation. I have one more closing question for you and it kind of dovetails from being able to collect the data to the point that I made earlier, making sure that you’re proving the value. So how do you prove the value of enablement to your executive stakeholders and really demonstrate your ROI? AB: That’s another million-dollar question, and this is what I’m being asked all the time. How do you prove your success? How do you prove your investment? Why should I invest in sales enablement, I can do the job myself? Most leaders, you know, in small-medium companies think that way. I mean, they take the importance of enablement and training themselves because they can’t see actually investing in sales enablement. Usually, in order to measure success, you measure changes, improvements in the sales cycle. Either by reducing the onboarding time or sales cycle or revenue ARR. So, in that manner, I was able to prove my investment or investing in me because I was able to shorten the sales cycle dramatically. I was able to improve the time it takes to close or win the first deal. And, I was able to actually to allow reps to break some of the records we have in the company parts of WalkMe from a sales performance point of view. Another way of proving value is the ability to establish a self-sufficient sales enablement function. Again, the common traditional approach to sales enablement, as far as I know is, let’s say I need to onboard a few new members. So, I’ll schedule some time with, you know, some stakeholders, I’ll bring in the CMO, product marketing, product manager, probably the CEO, etc. So, we’ll spend some time together over the last few days. Altogether, I’m relying on someone else’s availability and those people are extremely busy so here at WalkMe one way of proving the investment in me was the ability to create off the shelf approach, which is, you know, at any given time today, I can start, deliver, orchestrate an onboarding process and work in one of our 10 offices without relying on someone else’s availability. I can go from zero to 100 in minimal time and investment. It’s all part of the plan from day one to become self-sufficient, to be able to onboard anyone under the sales organization effectively, efficiently, without relying on anyone else. Of course, if I can, if time allows and if I would simply deliver what it takes, and so far, it worked very well. We reached a level where we delivered onboarding sessions on a crazy cadence, like once a month, in our 10 offices all over. If I may add that one of the values that I brought into the company, the biggest value probably, is a new thinking approach, new angles to what good looks like. I’ve mentioned this a few times. I mean, before, moving away from a flat idea, like, you know, relying mainly on Salesforce or CRM data, being able to blend in data from other resources and be able to understand what works, what doesn’t work from different angles. I think it allows management to become more data-driven. SS: Fantastic, Avner. I love that. And I love the value that you’ve brought to Walkme and all the other organizations that you’ve been in. Thank you so much for taking the time to talk to us today. I really appreciate your time. AB: I appreciate it as well. I really enjoyed it. SS: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Darpan is the Founder of Squadhelp.com, a crowdsourcing platform helping entrepreneurs engage experts for their branding projects. Previously, he co-founded a VC backed business, as well as a leader in Fortune 500 companies. Top 3 Value Bombs: 1. You can’t solve all the problems in the world, but there’s definitely one problem that you can solve remarkably. 2. Pivoting can be hard at times; don’t hesitate when you know it’s the right thing to do. 3. Innovate in your own industry. Visit Darpan’s website Sponsors: Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts! Health IQ - A life insurance agency that uses science and data to secure lower rates on life insurance for health-conscious people. To see if you qualify, get your free quote today at HealthIQ.com/fire!

Journalist and PR Director, Alistair is co-founder of Class:PR - the #1 source of PR wisdom for startups and entrepreneurs - and inventors of the FAMOUS Formula. Top 3 Value Bombs: 1. Your business’ story is unique and is a great one to tell. 2. Having children is not a disadvantage for an entrepreneur. 3. Find your niche. Visit Alistair’s website - Class:PR Sponsors: Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts! HP Computers - Ready to upgrade to a new HP today? Visit HP.com/EOF and enter code EOF to save 35% on select HP Business products with Intel® Core™ processors! See website for complete details.

Ryan is the Co-Founder and CEO of DigitalMarketer.com, and host of Traffic & Conversion Summit, the largest digital marketing conference in North America. He is the founder of dozens of companies selling everything from makeup brushes to crossbows and even industrial water filters. Top 3 Value Bombs: 1. Every entrepreneur should know how to articulate the value they bring to their customers. 2. Be the person who is willing to do the work. 3. Always be aware of your cash flow. Ryan’s website - DigitalMarketer.com Sponsors: Four Sigmatic: Mushroom Coffee - that doesn't actually taste like mushrooms - and that has a ton of benefits! It tastes just like regular coffee, and I love that it gives me a strong and steady energy force that lasts the entire day thanks to the active ingredient: Lion’s mane mushroom. Visit FourSigmatic.com/fire and enter promo code FIRE for 15% off your order today! Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Chanti is a conversion copywriter and funnel strategist for change makers, community leaders and brands that give a damn. Top 3 Value Bombs: 1. Quizzes help you better understand your audience, and get better leads. 2. Never rely on one source of income. 3. Ask your audience more questions; you don’t know how willing they are to help you get the answers you need to thrive. Visit Chanti’s website Sponsors: LinkedIn Learning: Offers thousands of expert-led courses covering a wide range of business, tech, and creative skills, with dozens of new tutorials added each week! Right now LinkedIn Learning is offering our listeners a free 30-day trial! Just visit LinkedIn.com/fire to sign up and try it free for 30 days! Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Victor's career started designing microprocessors, and eventually learned to raise capital in technology companies. Author of the book Magnetic Capital. Today he's building multi-million dollar apartment buildings as a real estate developer. Top 3 Value Bombs: 1. Your goals and the money you’re raising should always be aligned. 2. The people on your team need to be on the same page—unity drives success. 3. The five keys to successfully raising capital are: relationships, trust, results, a compelling opportunity, and perfect alignment between the money and the project. Visit Victor’s website Sponsors: Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts! Grasshopper: Allows you to run your business from your cell phone, giving you and your team complete control, no matter where you are. Visit Grasshopper.com/fire and get $20 off your first month!

Hey everyone, today our guest is Tim Matthews, the Head of Marketing at Incapsula, which is a cloud-based application delivery platform that accelerates and secures websites of any kind. He is also the author of The Professional Marketer and The SaaS Marketing Handbook. Today we’ll be talking about how Incapsula doubles their business every year, why their number one customer acquisition method is SEO and quality content, how changing two words resulted in a 280% increase in conversions, and how to get good conversion rates from influencer reviews about your product. Click here for show notes and transcript. Leave some feedback: What should I talk about next? Who should I interview? Please let me know on Twitter or in the comments below. Did you enjoy this episode? If so, leave a short review here. Subscribe to Growth Everywhere on iTunes. Get the non-iTunes RSS feed Connect with Eric Siu: Growth Everywhere Single Grain Twitter @ericosiu

Louis, founder/CEO of DropIn began his career launching a global supply chain venture. While lucrative, this business model resulted in some unanticipated consequences… a 12-year prison stay. Top 3 Value Bombs: 1. It’s every entrepreneur's responsibility to KNOW their people. 2. A failure doesn’t mean the end—get up and start your journey again. 3. Understand your market and meet them where they’re at. Visit Louis’ website - DropIn Sponsors: Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts! Ziprecruiter - The smartest way to hire! Find out today why ZipRecruiter has been used by growing businesses of ALL sizes and industries to find the most qualified job candidates with immediate results. Post your first job on ZipRecruiter for FREE at ZipRecruiter.com/fire!

Eliot is an entrepreneur, speaker, and strategist who just happens to be one of the most highly regarded small business attorneys in the nation. Top 3 Value Bombs: 1. As you begin your business, never forget about marketing. 2. Pivot to where your clients are. 3. Be true to yourself—there isn’t just one way to do something. Eliot’s website - Far Sighted Business Sponsors: DesignCrowd: If you’re not much of a designer, but are looking for ideas for your next logo, websites design or even your new business cards, then DesignCrowd can help! Visit DesignCrowd.com/fire for a special one $100 VIP offer for Fire Nation! Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Hilary is a relationship expert and master empowerment coach of 15 years. She helps make all of your relationships easier, healthier, sexier and stronger. Top 3 Value Bombs: 1. Always be present—being there and being present are two very different things. 2. Your mindset creates your limitations. 3. Before searching out there for the answers, look inside yourself—you often will find the solution you’re looking for. Visit Hilary’s website Sponsors: DesignCrowd: If you’re not much of a designer, but are looking for ideas for your next logo, websites design or even your new business cards, then DesignCrowd can help! Visit DesignCrowd.com/fire for a special one $100 VIP offer for Fire Nation! Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Melissa is a marketing strategist who helps entrepreneurs get their online business off the ground. Having built a 7-figure business, she mentors coaches with their sales and launch processes to create financial freedom. Top 3 Value Bombs: 1. Build and nurture your audience. 2. Success does NOT happen overnight. 3. Find and use the medium that makes you feel most comfortable while connecting with your audience. Visit Melissa’s website Sponsors: School of Rock: A children’s services franchise where you'll get to pass the torch of musicality to a new generation of musicians AND operate a profitable business at the same time! To learn more visit Franchising.SchoolOfRock.com, contact the School of Rock team, and tell them Entrepreneurs on Fire sent you! Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Jeremy is the host of the Create Your Own Life Podcast and the Co-Founder of GetFeatured.com. He gets entrepreneurs on top rated podcasts, and teaches how to serve listeners. Top 3 Value Bombs: 1. Look for the experts in your field and seek their advice. 2. Always remain coachable. 3. Focus on one thing that will drive revenue and value. Visit Jeremy’s website Sponsors: Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Simcha is a family man, a life celebrator, and a lifelong entrepreneur. He is the Author of the game-changing book The New Entrepreneurz and CoFounder of FreshBiz Global, the unique boutique game-based entrepreneurial training company. Top 3 Value Bombs: 1. Simulation-based learning is highly effective because the mind cannot distinguish it from real life. 2. You can’t push an idea or project until it’s the right time. 3. Always think of ways for improvement. Visit Simcha’s website - FreshBiz Global Sponsors: Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts! Four Sigmatic: Mushroom Coffee - that doesn't actually taste like mushrooms - and that has a ton of benefits! It tastes just like regular coffee, and I love that it gives me a strong and steady energy force that lasts the entire day thanks to the active ingredient: Lion’s mane mushroom. Visit FourSigmatic.com/fire and enter promo code FIRE for 15% off your order today!

David is an entrepreneur, public speaker, and author. He is also the principal owner of Keller Williams Realty, the 10th largest real estate company in the U.S., which grossed over $8.7 billion in sales last year. Top 3 Value Bombs: 1. Work for the knowledge and equity, not for the money. 2. Learn to prioritize and focus in on the things that matter most. 3. Hire great people—you’re only as good as your team. Visit David’s website Sponsors: School of Rock: A children’s services franchise where you'll get to pass the torch of musicality to a new generation of musicians AND operate a profitable business at the same time! To learn more visit Franchising.SchoolOfRock.com, contact the School of Rock team, and tell them Entrepreneurs on Fire sent you! Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Gavin is a Scottish entrepreneur, vlogger and speaker. He runs a Facebook ad agency and is often regarded as one of the worlds leading Facebook advertising experts. Top 3 Value Bombs: 1. Don’t hold back on something you KNOW you’re good at. 2. Human psychology is more important for you to understand vs. just studying the tactics you use every day. 3. Combining video content with Facebook ads is one of the most effective campaigns you can use today. Visit Gavin’s website - Mr Gavin Bell Sponsors: Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

Robert is the author of Performance Partnerships, The Checkered Past, Changing Present and Exciting Future of Affiliate Marketing and the founder and Managing Director of Acceleration Partners, an industry-leading affiliate marketing agency. Top 3 Value Bombs: 1. A great company is defined by its culture, core values and leadership. 2. Focus in on one or two tasks and delegate the rest to others. 3. Leverage influencer marketing to expand your brand’s reach. Sponsors: School of Rock: A children’s services franchise where you'll get to pass the torch of musicality to a new generation of musicians AND operate a profitable business at the same time! To learn more visit Franchising.SchoolOfRock.com, contact the School of Rock team, and tell them Entrepreneurs on Fire sent you! Incapsula: Protects and accelerates over 4 million websites every day. Get a free enterprise trial of Incapsula’s services when you visit LP.Incapsula.com/2017Podcasts!

CSS Grid Layout is in Firefox and Chrome, and coming to Safari. Jeffrey Zeldman talks about the new spec with one of its foremost advocates, Rachel Andrew – a web developer, writer, and public speaker from Bristol, UK. Rachel is a member of the CSS Working Group, a Google Developer Expert, the co-founder of the Perch CMS, the publisher of CSS Layout News (a weekly collection of tutorials, news, and information on all things CSS layout), and the author or co-author of countless articles and 30 books, including Get Ready for CSS Grid Layout, A Pocket Guide to CSS Modules, The Profitable Side Project Handbook, and HTML 5 For Web Designers, 2nd Edition. Links for this episode:this is rachelandrew.co.uk - the website of web developer, writer and public speaker Rachel AndrewRachel Andrew (@rachelandrew) | TwitterCSS Grid Guides on MDNA Book Apart, Get Ready for CSS Grid LayoutCSS Layout NewsPublished books authored and co-authored by Rachel AndrewPerch - The really little content management system (CMS)CSS Grid lands in Firefox 52Podcast episodes featuring Rachel AndrewThree years with CSS Grid LayoutGrid LayoutMy presentations - subjects I speak about and links to resources, video and slidesBrought to you by: Incapsula (Just visit Incapsula.com/BigWebShow and enter the code BIGWEBSHOW to get one month free). FreshBooks (To claim your month long unrestricted free trial, go to FreshBooks.com/bigwebshow and enter BIG WEB SHOW in the “How Did You Hear About Us?” section). Wix (Just go to Wix.com and create your stunning website today.)

Jeffrey Zeldman (@zeldman) interviews designer/entrepreneur/author Jaimee Newberry (@jaimeejaimee), co-founder of Picture This Clothing, Tiny Challenges, and WWDC Girls. Launching a company that goes viral; applying design principles to your life; “it's not about what's next, it's about what's important;” coping with burnout; the psychology of change; “we've accidentally spent $20 on marketing;” and more. Links for this episode:Picture This Clothing - Wear your Imagination!jaimee newberry (@jaimeejaimee) • Instagram photos and videosSPEAKING — @jaimeejaimee#tinychallengesWWDCGIRLS (@wwdcgirls) | TwitterMade by MartianCraft.Brought to you by: Incapsula (Just visit Incapsula.com/BigWebShow and enter the code BIGWEBSHOW to get one month free). FreshBooks (To claim your month long unrestricted free trial, go to FreshBooks.com/bigwebshow and enter BIG WEB SHOW in the “How Did You Hear About Us?” section). Wix (Just go to Wix.com and create your stunning website today.)

Linda Cleary, Director of Demand Generation at Imperva Incapsula talks about an exceptionally complex stack and the challenges of preparing for 4x growth including: personal touch vs. AI, global operations and project management, helping prospects under attack, and why the stack Is not all about integration.

Jeffrey Zeldman interviews Craig Hockenberry (@chockenberry), web and Mac software developer for over 20 years, and author of Making Sense of Color Management (A Book Apart, 2016). Screen evolution, color profiles, writing the first color gamut media query, how Webkit queries your screen to understand how many colors you can display, the Android problem, the 10th anniversary of Twitter, the 10th anniversary of the first Twitter app, the history of the word “tweet,” computer desktop customization in the 1990s, web design then versus now, and much more. Brought to you by: Incapsula (Just visit Incapsula.com/BigWebShow and enter the code BIGWEBSHOW to get one month free). FreshBooks (To claim your month long unrestricted free trial, go to FreshBooks.com/bigwebshow and enter BIG WEB SHOW in the “How Did You Hear About Us?” section). Wix (Just go to Wix.com and create your stunning website today.)

Host Jeffrey Zeldman chats with front-end developer extraordinaire Brad Frost, author of the new book Atomic Design. In a freewheeling romp through a wonderland of design and technology references, the two web pros discuss Pattern Lab and style guides, being there for the iPad launch, working with big brands, how to say no and make the client happy you said it, avoiding antipatterns, mobile versus “the real web” in 2009, dressing for success, contributing to open source projects, building a community, the early days of Brad's career, and that new book of his. Brought to you by: Braintree (To learn more visit BraintreePayments.com/BigWebShow). Incapsula (Just visit Incapsula.com/bigwebshow and enter the code BIGWEBSHOW to get one month free).

Host @zeldman checks in with frequent guest @sazzy to discuss blogging, design, social media consulting, Britain, America, speaking, travel, and, oh, yes, that election. Brought to you by: Braintree (To learn more visit BraintreePayments.com/BigWebShow). Incapsula (Just visit Incapsula.com/bigwebshow and enter the code BIGWEBSHOW to get one month free).

Tim Matthews from Incapsula (https://www.incapsula.com/) chats with Shira Abel from Hunter & Bard (http://hunterandbard.com/) about how he got into SaaS marketing from conventional marketing, the differences between and the special challenges SaaS marketers face when companies scale. Tim has an ebook called The SaaS Marketing Handbook and it's free - you can find it at: https://www.scribd.com/doc/274418815/The-Saas-Marketing-Handbook Tim Matthews was born in New York City and grew up in a nearby leafy suburb before taking the long route to Silicon Valley through Tokyo. He has worked in high tech for twenty years and managed marketing teams at six companies. When not writing or poring over marketing texts, he golfs, crosswords, and tries to keep up with his wife on a standup paddleboard. He has long wondered which is harder: crossing the chasm or a 200 yard carry over a water hazard.

Patrick speaks with Tim Matthews about essential marketing techniques to scale your SaaS business. Tim is the marketing head at Incapsula and author of The Professional Marketer and The SaaS Marketing Handbook.

Today I’m joined by the author of “The Professional Marketer”. He’s also the VP of marketing at InCapsula, welcome to DMR, Tim Matthews (@timmatthewssv). https://www.youtube.com/watch?v=6QQ2uCnqDT0 On this episode of Digital Marketing Radio we discuss  the New Year’s resolutions for marketing teams, with topics including: Why have resolutions for marketing teams? Is January the best time for resolutions? One of the resolutions you suggest is “Be the Buyer Day” - what’s that about? Something else that you think is an important resolution is talking to customers - but does that apply to digital marketers as well? What else is on your own list of marketing resolutions this year? Do you have a team that decide their own resolutions? One of the main reasons that your book “The professional marketer” exists is because of Kickstarter. Were you quite happy with the Kickstarter experience? What’s one thing you might do differently if you did a future Kickstarter campaign? [Tweet ""Never overlook an opportunity to optimize." @timmatthewssv"] Software I couldn't live without What software do you currently use in your business that if someone took away from you, it would significantly impact your marketing success? Optimizely [Split testing] What software don't you use, but you've heard good things about, and you've intended to try at some point in the near future? Hotjar [Live user experience tracking] My number 1 takeaway What's the single most important step from our discussion that our listeners need to take away and implement in their businesses? Never overlook an opportunity to optimize. Marketing has changed from produce a bunch of stuff and then you're done for the year to constant weekly optimization of everything. Social channels, website, sales training. You name it. I think we're on a treadmill now in marketing. Just every week think about what could you do better next week, and then the week after that. I think you're going to improve a lot. And it's a lot easier in some ways than my annual resolutions to think about every week how I can get a little bit better, and a little bit better. Maybe it's a smaller bite if you will.

This episode is part of our coverage of the Inside Bitcoins conference which took place in Berlin February 12 and 13, 2014. This episodes features two talks with different perspectives on Bitcoin exchanges. In the first segment, Jaron Lukasiewicz, CEO of Coinsetter gives a talk on the interesting business opportunities in and around the Bitcoin exchange ecosystem. Then, Nir Halutzy, Account Executive, Incapsula talks about some of the security challenges exchanges face every day and takes us through an actual DDoS mitigation scenario. This episode is hosted by Brian Fabian Crain and Sébastien Couture. Show notes and listening options: epicenter.tv/eb-inside-bitcoins-berlin-05