Podcasts about scantron

The proposal process can be one of the biggest bottlenecks for agencies, leading to lost deals, scope creep, and unnecessary stress. Joe Ardeeser, founder of Smart Pricing Table, joins us to share how agencies can streamline proposals, close deals faster, and maximize profitability. Joe covers how agencies can eliminate inefficiencies, standardize their pricing, and leverage upsells to maximize every opportunity. This week, episode 248 of The Digital Agency Growth Podcast is all about optimizing your proposal process and closing deals faster!Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Joe Ardeeser shares insights on how agencies can improve their proposal workflows, reduce wasted time, and increase conversions by creating structured, client-friendly proposals that sell.Joe Ardeeser is a former agency owner with over 12 years of experience working with brands like Bluetooth, Scantron, and T-Mobile. Now, as the founder of Smart Pricing Table, he's helping agencies revolutionize their sales process with interactive proposal software designed for efficiency and profitability.In this episode, Dan and Joe discuss the following:The biggest mistakes agencies make with proposals—and how to fix themHow to create a sales catalog to speed up and standardize your pricingThe power of upsells and add-ons to increase deal size effortlesslyWhy proposal review meetings can significantly boost your close rateThank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast. Let us know your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH JOE ARDEER:LinkedInSmart Pricing Table websiteFree GuideCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now. Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now. Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.

This week, Shane and Pace sit down with Alex Piskopos aka Pisky, former OLG employee turned professional bettor and co-host of the Always Betting podcast who shares how he got his sweet revenge on Ontario Lottery and Gaming by taking them for over six figures! (Or so we're told) Alex spills the secrets of how he exploited OLG's outdated system using Scantron slips, cash envelopes, and an army of runners to rack up huge wins on unders and parlays. They dive deep into the shady tactics of soft books, government-run sportsbooks, and how successful bettors get shut down fast. This isn't just a story of winning—it's a tale of beating the system and flipping the script on predatory sportsbooks.If you want to join our community - use coupon code BEHINDTHELINES for a discount here:https://courses.inplaylive.com/p/plansFor some Free Sports Investing Training (from one of the world's top live sports wagering experts), click here: https://event.webinarjam.com/register...And start your Free Trial of OddsJam's Premium Betting Tools Here (15% off forever code = inplaylive15 ; 35% off 1st month code = inplaylive): ...

Thos sits down to talk with award-winning bookwriter, lyricist, composer and playwright, Jenny Stafford, about her poignant one woman musical, Color Inside the Lines, which won Best Solo Show at the Denver Fringe and impressed at the Edinburgh Festival Fringe in 2021 and 2022.  With songs from the score and in-depth conversation about the creative process and the role of sincerity in narratives, you'll be delighted by Jenny's insights about what may be the only musical ever based around the work of a Scantron multiple-choice marking machine. 

The gang tackles yet another SAT centered episode, and our #2 pencils are sharpened and ready to disappoint Alan. We dive deep into the high expectations the audience has for Eric's future and the surprising truth that his storyline starts, and ends, the season! Though not the most shocking moment on the BMW set with the vegetable, there's an all-time record made when Topanga becomes the first character to eat an entire head of broccoli in mere minutes. And now her son is having an existential crisis. So be sure to study, and fill in every Scantron bubble, for a brand new Pod Meets World…See omnystudio.com/listener for privacy information.

Dan talks with James Everhart, a man who's been part of a lot of Philadelphia music over the years, about his long tenure amidst bands like Low Cut Connie, Scantron, and his current project, 10-member supergroup Cosmic Guilt. James talks about hitting the road with Low Cut Connie right out of college, and how he had to pull back from the touring life for his own mental health and stability. Dan and James talk about the careful balance that it takes to have a band with 10 members, British psych folk, James' designs for Philly brewery Human Robot, letting each member put their mark on a song, a close eye on visual aesthetics, and the inspiration for their newest album being a mansion made out of junk in Vineland, NJ. Cosmic Guilt's newest album, 'Palace Of Depression', is out May 31st on their Bandcamp and wherever you get digital music. 

Today I want to talk final exams, and specifically, one I've really enjoyed giving when I had the leeway to skip the sit-down exam. If you don't have to involve any Scantron sheets in your final, you might love it too, so let's dive in.  Maybe you've seen some of the great graduation speeches floating around the internet - maybe you even analyze some of them with your students when you're teaching public speaking or rhetorical devices. I haven't had time to dive in yet, but I hear good things about Jason Reynolds' speech at Lesley University and Taylor Swift's at NYU.  But for this project, the wisdom that will be on offer won't come from celebrities. Nope, instead, your students will take the podium and give their own graduation speeches, based on the wisdom they can pull from what they've read in your class.  Have your students look back at your texts and themes  in the context of three out of the following four main ideas.   How literature helps people understand their own lives. How literature helps people understand the lives of others and empathize with other people. How literature makes it easier to understand history. How literature illuminates issues of morality. This little bit of structure makes it a lot easier to organize their final speech. What I love about this is that what we're really asking them is: why do we read? Why did this class matter? For me, that's a really important way to end the year, and I love hearing what they say.  I suggest you have your students present their speeches during the exam period. Meet outside somewhere, like the baseball bleachers, or reserve the library or a special room if you have that option. Then either have all the students read their speeches or divide into groups and have them read to their small groups. I like to give them a listening handout for this day, in which they nominate the best speeches and defend their nominations.  When it comes to exam time, I'm all for trying something that better reflects the goals of your course than a multiple choice exam. Whether it's a graduation speech or something else, this week I just want to highly recommend that you reach out to your admin and request this option, if you don't already have it!  Sign up for Camp Creative Here:  https://sparkcreativity.kartra.com/page/camppodcasting2024   Go Further:  Explore alllll the Episodes of The Spark Creativity Teacher Podcast. Join our community, Creative High School English, on Facebook. Come hang out on Instagram. Enjoying the podcast? Please consider sharing it with a friend, snagging a screenshot to share on the ‘gram, or tapping those ⭐⭐⭐⭐⭐ to help others discover the show. Thank you! 

With the season winding down, there are as many questions as answers.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The NFL is rolling. Who is hitting the panic button?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The guys break down another week, consider cautious optimism, and decide the next hall of fame class.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The NFL looks to be returning to the mean, so does that mean the Bills are done? Are the Bengals too late? Are Stroud and Dobbs MVP candidates? And who is coach of the year?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Another great week of football!All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today is a great day to be a Broncos Fan, Kirk Cousins goes down, and Burrow is back.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Locks, Power Rankings, and the World Series.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The guys break down another week of the NFL.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The gang welcomes back the jet setting Pops to talk football, give you locks of the week, and review cool music venues.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The guys talk about beat downs, conspiracy, and bets.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Winners and losers, the JPP Parlay, and all your NFL needs!All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this edition of RIP ScanTrend, Jack and Miles discuss the death of Scantron, Mountain Dew X Taco Bell's energy drink aspirations, the Golden Bachelor knockin' boots, the missing F-35, Don Jr.'s Twitter getting hacked, and Gen Z tattoo trends!See omnystudio.com/listener for privacy information.

The NFL is BACK BABY.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

NFL is coming back, baby! The guys break down the value of a running back, Mr. Relevant, Hard Knocks and so much more!All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

My guest is Joe Ardeeser! Joe is a former digital agency owner of 12 years – and has the battle scars to prove it. He's worked with notable brands such as Bluetooth, T-Mobile, and Scantron and built his agency from just himself to a team of 12. After selling his agency, Joe decided to take his passion for sales and proposal writing and create Smart Pricing Table - interactive proposal software that cuts down on back and forth, incorporates upsells, and helps generate proposals at lightning speed. Social and Website: Linkedin: https://www.linkedin.com/in/joeardeeser/ Website: https://www.smartpricingtable.com/ Schedule a demo: https://calendly.com/smartpricingtabl... 5 Secrets to Profitable Agency Proposals Webinar: https://us06web.zoom.us/webinar/regis...  For more episodes and information, visit us at https://www.digitalnicheagency.com/media Apple Podcasts: https://podcasts.apple.com/us/podcast... Spotify: https://open.spotify.com/show/4zS5V79... Stitcher: https://www.stitcher.com/s?fid=524781... Follow Digital Niche Agency on Socials for Up To Date Marketing Expertise and Insights Facebook: https://www.facebook.com/digitalniche... Linkedin: https://www.linkedin.com/company/digi... Instagram: DNA - Digital Niche Agency @digitalnicheagency • Instagram photos and videos. Twitter: https://twitter.com/DNAgency_CA YouTube: https://www.youtube.com/channel/UCDlz… #marketingtips #advice #marketingquotes #socialmediagency #marketingagency #startup #marketingtools  #socialmediaexperts #marketingguru #digitalmarketers #searchengineoptimization #entrepreneurship #smallbusiness #crowdfunding #marketing #strategies #websitetraffic #instagramads #socialmediamarketing #content101 #contentcreation #businesspodcasts #JasonFishman, #ShariNoonan  #mentorpodcast #educationalpodcast

In this episode, Tyler Narducci interviews Joe Ardeeser. Joe is a former digital agency owner of 12 years - and has the battle scars to prove it. He's worked with notable brands such as Bluetooth, T-Mobile, and Scantron, and built his agency from just him to a team of 12. After selling his agency, Joe decided to take his passion for sales and proposal writing and create ‘Smart Pricing Table', an interactive proposal software that cuts down on back and forth, incorporates upsells, and helps generate proposals at lightning speed. As a small business owner, Joe learned that so much of being successful comes down to closing quality clients quickly. Joe loves all things business-related but now specializes in proposals, systems, and operations. Covered in this episode: Growing an agency from 1 to several employees  How to make sure your proposals and contracts don't collect dust Sales hacks that get the client over the line How to ‘productize' your agency's services and sell more How to handle leads that GHOST you after the sales call And SO MUCH MORE … In this podcast, you get the latest success strategies, scaling techniques, and top-tier interviews with agency industry professionals sharing their success stories and lighting the pathway for all to follow. Learn how to go from a freelance marketer to a successful agency owner. Want to skip all the "learned it the hard way" mistakes most agency owners make? Apply for the 100% Done-For-You Leads and Sales Program today!

The guys are back to talk about the NBA Draft, LJ tells two truths and a lie, and Pops learns from the internet.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Joe Ardeeser is a former digital agency owner of 12 years – and has the battle scars to prove it. He's worked with notable brands such as Bluetooth, T-Mobile, and Scantron and built his agency from just himself to a team of 12. After selling his agency, Joe decided to take his passion for sales and proposal writing and create Smart Pricing Table - interactive proposal software that cuts down on back and forth, incorporates upsells and helps generate proposals at lightning speed. Learn more about your ad choices. Visit megaphone.fm/adchoices

Proposals can be a big reason your sales funnel slows down. Especially right now, as we're seeing recession tendencies, the trend is that leads are still coming in, but closing deals takes a LOT longer. So what can you do to speed up the process and sign more clients? Today, Jore Ardeeser is here to talk about his passion for proposals and how you can create them more quickly and easily than ever before. This week, episode 186 of The Digital Agency Growth Podcast is about how to build agency proposals lightning-fast and let prospects upsell themselves!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor's free guide, the Profitable Proposal Blueprint, today. In this episode of The Digital Agency Growth Podcast, Joe Ardeeser shares the importance of knowing when your prospects open and reviewing your proposals and actionable steps you can take right now to upsell your clients on larger packages quickly and easily!Joe Ardeeser is a former digital agency owner of 12 years who has worked with notable brands such as T-mobile, Bluetooth, and Scantron. His newest venture is Smart Pricing Table: interactive proposal software for agencies and professional service providers.In this episode, Dan and Joe discuss the following:Why you should think about proposals like a brochure.The power of not making assumptions about your client's needs.How to slice and dice a current offer so the base items are more affordable, but you still make your upselling items appealing.Tactics for managing scope creep in your contracts.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/CONNECT WITH JOE ARDEESER:LinkedInSmart Pricing Table websiteFree GuideCONNECT WITH DAN ENGLANDER:LinkedInSales Schema Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our free guide, the Profitable Proposal Blueprint today.

The guys break down the NBA finals, gambling in the NFL, and toy guns. Then they get into idioms, boujee problems, and good wine recommendations.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The Spurs get another #1, the Lakers bring in the heavy air, and Kevin is a spades legend. Who is your favorite Greek philosopher? The guys complain about bad TP and no AC.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Proposals are the heart of making sales and attracting new clients to your agency. But many agencies are approaching creating, sharing, and closing proposals in a way that hurts business: copying and pasting, chucking it over the fence in hopes that it sticks and sending too many follow-up emails. Joe Ardeeser is here to tell us the right, more productive way to create proposals and sign deals. This week, episode 180 of The Digital Agency Growth Podcast is about optimizing your agency's proposals and upsells!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Joe Ardeeser shares the importance of proposal review meetings and actionable steps you can take right now to streamline your proposal creation. Joe Ardeeser is a former digital agency owner of 12 years who has worked with notable brands such as T-mobile, Bluetooth, and Scantron. His newest venture is Smart Pricing Table: interactive proposal software for agencies and professional service providers.Free giveaway from Joe at Smart Pricing Table: Wish Your Projects Were More Profitable? Download the Free Guide: The Profitable Proposal Blueprint -Learn the 5 powerful principles that can take your proposals to the next level.In this episode, Dan and Joe discuss the following:Google Docs and Microsoft Word aren't built for proposals.How most agencies get pricing tables and proposals wrong. The value of interactive proposals and proposal review meetings.Asking the right questions will keep prospective clients engaged in the sale - and bring them back if they've gone silent.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/CONNECT WITH JOE ARDEESER:LinkedInSmart Pricing Table websiteFree GuideCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Are you stuck in a rut trying to create winning proposals but getting no results? You've been told to systematize processes and productize services, but you need help to get it to work. Discover a new approach to crafting effective proposals to win clients and foster long-term relationships. In this episode, you will be able to: Tackle the tough world of proposal creation with the help of innovative software.Cultivate a harmonious team dynamic geared toward producing successful proposals.Adopt productization practices to repeat sales triumphs effortlessly.Delve into the importance of perfecting your proposal processes and workflows.Forge genuine relationships and instill confidence with thorough proposal presentations. Joe Ardeeser is a seasoned entrepreneur with a passion for streamlining business processes. With over 20 years of experience in the industry, Joe has worked with notable brands such as T-Mobile and Scantron, honing his sales and proposal writing skills. In 2008, Joe founded a digital agency that eventually morphed into a successful SaaS business. As a systems builder, Joe is dedicated to creating repeatable patterns and making things as efficient as possible for customers. Some areas we explore in this episode include: Implement interactivity in proposals to build trust and enhance communication with potential clients.Consider using line item upsells and down-sell opportunities to provide clients with tailored pricing options.Develop a solid scope of work based on the client's specific needs and preferences.In proposals to plant seeds for future business opportunities, incorporate additional items or services for future consideration.Ensure that sales representatives thoroughly understand the products or services offered to convey client requirements to the proposal team accurately.Utilize software solutions like Smart Pricing Table to create interactive, customizable proposals that stand out from the competition.Invest in systems and processes to ensure efficiency and effectiveness in proposal creation and management.Continuously analyze and improve the proposal process to ensure success in winning new business.And much, much more.

The whole gang is on to talk about the NFL draft, technological leaps, and how to make money off of a billionaire.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Joe Ardeeser is a former digital agency owner of 12 years. He's worked with notable brands such as Bluetooth, T-Mobile, and Scantron and built his agency from just himself to a team of 12. After selling his agency, Joe decided to take his passion for sales and proposal writing and create Smart Pricing Table - interactive proposal software that cuts down on back and forth, incorporates upsells and helps generate proposals at lightning speed. As a small business owner, Joe learned that so much of being successful comes down to closing quality clients quickly. Joe loves talking about all things business-related but in particular, enjoys discussing proposals, systems and operations.   During the interview we discuss: What a Business Proposal is, and Why You Should Write One What a Good Business Proposal Contains What You Should Avoid Including in a Business Proposal Why Your Business Should Invest in Your Proposal Process How You Can Write Better Business Proposals The Challenges in Writing a Business Proposal, and How to Avoid/Overcome Them What and How to Prepare Before You Start Writing a Proposal How to Maximize Engagement from Prospects After Sending Proposals   Resources: https://www.smartpricingtable.com/  

With March Madness ending, the guys talk about ring fingers and lunar calendars.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The Madness is in full swing and the guys break down the best, the worst, and the Pittsnogliest.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Kevin and Legs get a film assignment, the NFL makes some moves, and oh, yeah, it's time for the best sporting event of the year!All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

With March Madness just around the corner, the guys tell you how to pick a winner. Also, the NFL draft approaches and Lamar Jackson is still available. Is Jokic an MVP or a stat padder? How is Max Scherzer having the most fun of any pitcher?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The guys break down the Super Bowl, from the grass to Rihanna and even a bit of football. Also, can you read a map?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The guys break down the upcoming Chiefs-Eagles Super Bowl, give you wins on prop bets, and then discuss Lebron's big achievement.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The AFC and NFC Championships were completely different games, Lebron is upset, and all eyes are on statkeepers.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Breaking down the NFL divisional round before the conference championshipsAll that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

With the playoffs underway, the guys break down the action, predict the future, and talk about offensive rookies.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The Georgia Bulldogs played a highly anticipated scrimmage game, Aaron Rodgers loves the desert, and the guys pick their playoff winners.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

This week the guys talk about Damar Hamlin, the NFL response, and how that effects the football world for the first part, then get into coaching changes, boujee problems, and whiskey facts.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Is it time to get hyped for the Cowboys? Should we get Brock Purdy's gold jacket size? Is Kevin losing his hearing?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

About JackJack is Uptycs' outspoken technology evangelist. Jack is a lifelong information security executive with over 25 years of professional experience. He started his career managing security and operations at the world's first Internet data privacy company. He has since led unified Security and DevOps organizations as Global CSO for large conglomerates. This role involved individually servicing dozens of industry-diverse, mid-market portfolio companies.Jack's breadth of experience has given him a unique insight into leadership and mentorship. Most importantly, it fostered professional creativity, which he believes is direly needed in the security industry. Jack focuses his extra time mentoring, advising, and investing. He is an active leader in the ISLF, a partner in the SVCI, and an outspoken privacy activist. Links Referenced: UptycsSecretMenu.com: https://www.uptycssecretmenu.com Jack's email: jroehrig@uptycs.com TranscriptAnnouncer: Hello, and welcome to Screaming in the Cloud with your host, Chief Cloud Economist at The Duckbill Group, Corey Quinn. This weekly show features conversations with people doing interesting work in the world of cloud, thoughtful commentary on the state of the technical world, and ridiculous titles for which Corey refuses to apologize. This is Screaming in the Cloud.Corey: If you asked me to rank which cloud provider has the best developer experience, I'd be hard-pressed to choose a platform that isn't Google Cloud. Their developer experience is unparalleled and, in the early stages of building something great, that translates directly into velocity. Try it yourself with the Google for Startups Cloud Program over at cloud.google.com/startup. It'll give you up to $100k a year for each of the first two years in Google Cloud credits for companies that range from bootstrapped all the way on up to Series A. Go build something, and then tell me about it. My thanks to Google Cloud for sponsoring this ridiculous podcast.Corey: This episode is brought to us by our friends at Pinecone. They believe that all anyone really wants is to be understood, and that includes your users. AI models combined with the Pinecone vector database let your applications understand and act on what your users want… without making them spell it out. Make your search application find results by meaning instead of just keywords, your personalization system make picks based on relevance instead of just tags, and your security applications match threats by resemblance instead of just regular expressions. Pinecone provides the cloud infrastructure that makes this easy, fast, and scalable. Thanks to my friends at Pinecone for sponsoring this episode. Visit Pinecone.io to understand more.Corey: Welcome to Screaming in the Cloud. I'm Corey Quinn. This promoted guest episode is brought to us by our friends at Uptycs. And they have sent me their Technology Evangelist, Jack Charles Roehrig. Jack, thanks for joining me.Jack: Absolutely. Happy to spread the good news.Corey: So, I have to start. When you call yourself a technology evangelist, I feel—just based upon my own position in this ecosystem—the need to ask, I guess, the obvious question of, do you actually work there, or have you done what I do with AWS and basically inflicted yourself upon a company. Like, well, “I speak for you now.” The running gag that becomes more true every year is that I'm AWS's chief marketing officer.Jack: So, that is a great question. I take it seriously. When I say technology evangelist, you're speaking to Jack Roehrig. I'm a weird guy. So, I quit my job as CISO. I left a CISO career. For, like, ten years, I was a CISO. Before that, 17 years doing stuff. Started my own thing, secondaries, investments, whatever.Elias Terman, he hits me up and he says, “Hey, do you want this job?” It was an executive job, and I said, “I'm not working for anybody.” And he says, “What about a technology evangelist?” And I was like, “That's weird.” “Check out the software.”So, I'm going to check out the software. I went online, I looked at it. I had been very passionate about the space, and I was like, “How does this company exist in doing this?” So, I called him right back up, and I said, “I think I am.” He said, “You think you are?” I said, “Yeah, I think I'm your evangelist. Like, I think I have to do this.” I mean, it really was like that.Corey: Yeah. It's like, “Well, we have an interview process and the rest.” You're like, “Yeah, I have a goldfish. Now that we're done talking about stuff that doesn't matter, I'll start Monday.” Yeah, I like the approach.Jack: Yeah. It was more like I had found my calling. It was bizarre. I negotiated a contract with him that said, “Look, I can't just work for Uptycs and be your evangelist. That doesn't make any sense.” So, I advise companies, I'm part of the SVCI, I do secondaries, investment, I mentor, I'm a steering committee member of the ISLF. We mentor security leaders.And I said, “I'm going to continue doing all of these things because you don't want an evangelist who's just an Uptycs evangelist.” I have to know the space. I have to have my ear to the ground. And I said, “And here's the other thing, Elias. I will only be your evangelist while I'm your evangelist. I can't be your evangelist when I lose passion. I don't think I'm going to.”Corey: The way I see it, authenticity matters in this space. You can sell out exactly once, so make it count because you're never going to be trusted again to do it a second time. It keeps people honest, at least the ones you actually want to be doing work with. So, you've been in the space a long time, 20 years give or take, and you've seen an awful lot. So, I'm curious, given that I tend to see about, you know, six or seven different companies in the RSA Sponsor Hall every year selling things because you know, sure hundreds of booths, bunch of different marketing logos and products, but it all distills down to the same five or six things.What did you see about Uptycs that made you say, “This is different?” Because to be very direct, looking at the website, it's, “Oh, what do you sell?” “Acronyms. A whole bunch of acronyms that, because I don't eat, sleep, and breathe security for a living, I don't know what most of them mean, but I'm sure they're very impressive and important.” What does it actually do, for those of us who are practitioners, but not swimming in the security vendor stream?Jack: So, I've been obsessed with this space and I've seen the acronyms change over and over and over again. I'm always the first one to say, “What does that mean?” As the senior guy in the room a lot of time. So, acronyms. What does Uptycs do? What drew me into them? They did HIDS, Host Intrusion Detection System. I don't know if you remember that. Turned into—Corey: Oh, yeah. OSSEC was the one I always wound up using, the open-source version. OSSEC [kids 00:04:10]. It's like, oh, instead of paying a vendor, you can contribute it yourself because your time is free, right? Free as in puppy, or these days free as in tier when it comes to cloud.Jack: Oh, I like that. So, yeah, I became obsessed with this HIDS stuff. I think it was evident I was doing it, that it was threat [unintelligible 00:04:27]. And these companies, great companies. I started this new job in an education technology company and I needed a lot of work, so I started to play around with more sophisticated HIDS systems, and I fell in love with it. I absolutely fell in love with it.But there are all these limitations. I couldn't find this company that would build it right. And Uptycs has this reputation as being not very sexy, you know? People telling me, “Uptycs? You're going to Uptycs?” Yeah—I'm like, “Yeah. They're doing really cool stuff.”So, Uptycs has, like, this brand name and I had referred Uptycs before without even knowing what it was. So, here I am, like, one of the biggest XDR, I hope to say, activists in the industry, and I didn't know about Uptycs. I felt humiliated. When I heard about what they were doing, I felt like I wasted my career.Corey: Well, that's a strong statement. Let's begin with XDR. To my understanding, that some form of audio cable standard that I use to plug into my microphone. Some would say it, “X-L-R.” I would say sounds like the same thing. What is XDR?Jack: What is it, right? So, [audio break 00:05:27] implement it, but you install an agent, typically on a system, and that agent collects data on the system: what processes are running, right? Well, maybe it's system calls, maybe it's [unintelligible 00:05:37] as regular system calls. Some of them use the extended Berkeley Packet Filter daemon to get stuff, but one of the problems is that we are obtaining low-level data on an operating system, it's got to be highly specific. So, you collect all this data, who's logging in, which passwords are changing, all the stuff that a hacker would do as you're typing on the computer. You're maybe monitoring vulnerabilities, it's a ton of data that you're monitoring.Well, one of the problems that these companies face is they try to monitor too much. Then some came around and they tried to monitor too little, so they weren't as real-time.Corey: Sounds like a little pig story here.Jack: Yeah [laugh], exactly. Another company came along with a fantastic team, but you know, I think they came in a little late in the game, and it looks like they're folding now. They were wonderful company, but the one of the biggest problems I saw was the agent, the compatibility. You know, it was difficult to deploy. I ran DevOps and security and my DevOps team uninstalled the agent because they thought there was a problem with it, we proved there wasn't and four months later, they hadn't completely reinstall it.So, a CISO who manages the DevOps org couldn't get his own DevOps guy to install this agent. For good reason, right? So, this is kind of where I'm going with all of this XDR stuff. What is XDR? It's an agent on a machine that produces a ton of data.I—it's like omniscience. Yes, I started to turn it in, I would ping developers, I was like, “Why did you just run sudo on that machine?” Right. I mean, I knew everything was going on in the space, I had a good intro to all the assets, they technically run on the on-premise data center and the quote-unquote, “Cloud.” I like to just say the production estate. But it's omniscience. It's insights, you can create rules, it's one of the most powerful security tools that exists.Corey: I think there's a definite gap as far as—let's narrow this down to cloud for just a second before we expand this into the joy that has data centers—where you can instrument a whole bunch of different security services in any cloud provider—I'm going to pick on AWS because they're the 800-pound gorilla in the room, and frankly, they could use taking down a peg or two by and large—and you wind up configuring all the different security services that in some cases seem totally unaware of each other, but that's the AWS product portfolio for you. And you do the math out and realize that it theoretically would cost you—to enable all these things—about three times as much as the actual data breach you're ideally trying to prevent against. So, on some level, it feels like, “Heads, I win; tails, you lose,” style scenario.And the answer that people have started reaching out to third-party vendors to wind up tying all of this together into some form of cohesive narrative that a human being has a hope in hell of understanding. But everything I've tried to this point still feels like it is relatively siloed, focused on the whole fear, uncertainty, and doubt that is so inherent to so much of the security world's marketing. And it's almost like cost control where you can spend almost limitless amount of time, energy, money, et cetera, trying to fix these things, but it doesn't advance your company to the next milestone. It's like buying fire insurance on your building. You can spend all the money on fire insurance. Great, it doesn't get you to the next milestone that propels your company forward. It's all reactive instead of proactive. So, it feels like it is never the exciting, number-one priority for companies until right after it should have been higher in the list than it was.Jack: So, when I worked at Turnitin, we had saturated the market. And we worked in education, technology space globally. Compliance everywhere. So, I just worked on the Australian Data Infrastructure Act of 2020. I'm very familiar with the 27 data privacy regulations that are [laugh] in scope for schools. I'm a FERPA expert, right? I know that there's only one P in HIPAA [laugh].So, all of these compliance regulations drove schools and universities, consortiums, government agencies to say, “You need to be secure.” So, security at Turnitin was the number one—number one—key performance indicator of the company for one-and-a-half years. And these cloud security initiatives didn't just make things more secure. They also allowed me to implement a reasonable control framework to get various compliance certifications. So, I'm directly driving sales by deploying these security tools.And the reason why that worked out so great is, by getting the certifications and by building a sensible control framework layer, I was taking these compliance requirements and translating them into real mitigations of business risk. So, the customers are driving security as they should. I'm implementing sane security controls by acting as the chief security officer, company becomes more secure, I save money by using the correct toolset, and we increased our business by, like, 40% in a year. This is a multibillion-dollar company.Corey: That is definitely a story that resonates, especially with organizations that are—or they should be—compliance-forward and having to care about the nature of what it is that they're doing. But I have a somewhat storied history in working in FinTech and large-scale financial services. One of the nice things about that job, which is sort of a weird thing to say there if you don't want to get ejected from the room, has been, “Yeah well, it's only money,” in the final analysis. Because yeah, no one dies if you wind up screwing that up. People's kids don't get exposed.It's just okay, people have to fill out a bunch of forms and you get sued into oblivion and you're not there anymore because the first role of a CISO is to be ablative and get burned away whenever there's a problem. But it still doesn't feel like it does more for a number of clients than, on some level, checking a box that they feel needs to be checked. Not that it shouldn't be, necessarily, but I have a hard time finding people that get passionately excited about security capabilities. Where are they hiding?Jack: So, one of the biggest problems that you're going to face is there are a lot of security people that have moved up in the ranks through technology and not through compliance and technology. These people will implement control frameworks based on audit requirements that are not bespoke to their company. They're doing it wrong. So, we're not ticking boxes; I'm creating boxes that need to be ticked to secure the infrastructure. And at Turnitin, Turnitin was a company that people were forced to use to submit their works in the school.So, imagine that you have to submit a sensitive essay, right? And that sensitive essay goes to this large database. We have the Taiwanese government submitting confidential data there. I had the chief scientist at NASA submitting in pre-publication data there. We've got corporate trade secrets that are popped in there. We have all kinds of FDA pre-approval stuff. This is a plagiarism detection software being used by large companies, governments, and 12-year-old girls, right, who don't want their data leaked.So, if you look at it, like, this is an ethical thing that is required for us to do, our customers drive that, but truly, I think it's ethics that drive it. So, when we implemented a control framework, I didn't do the minimum, I didn't run an [unintelligible 00:12:15] scan that nobody ran. I looked for tools that satisfied many boxes. And one of the things about the telemetry at scale, [unintelligible 00:12:22], XDR, whatever want to call it, right? But the agent-based systems that monitor for all of us this run-state data, is they can take a lot of your technical SOC controls.Furthermore, you can use these tools to improve your processes like incident response, right? You can use them to log things. You can eliminate your SIEM by using this for your DLP. The problem of companies in the past is they wouldn't deploy on the entire infrastructure. So, you'd get one company, it would just be on-prem, or one company that would just run on CentOS.One of the reasons why I really liked this Uptycs company is because they built it on an osquery. Now, if you mention osquery, a lot of people glaze over, myself included before I worked at Uptycs. But apparently what it is, is it's this platform to collect a ton of data on the run state of a machine in real-time, pop it into a normalized SQL database, and it runs on a ton of stuff: Mac OS, Windows, like, tons of version of Linux because it's open-source, so people are porting it to their infrastructure. And that was one of these unique differentiators is, what is the cloud? I mean, AWS is a place where you can rapidly prototype, there's tons of automation, you can go in and you build something quickly and then it scales.But I view the cloud as just a simple abstraction to refer to all of my assets, be them POPS, on-premise data machines, you know, the corporate environment, laptops, desktops, the stuff that we buy in the public clouds, right? These things are all part of the greater cloud. So, when I think cloud security, I want something that does it all. That's very difficult because if you had one tool run on your cloud, one tool to run on your corporate environment, and one tool to run for your production environment, those tools are difficult to manage. And the data needs to be ETL, you know? It needs to be normalized. And that's very difficult to do.Our company is doing [unintelligible 00:14:07] security right now as a company that's taking all these data signals, and they're normalizing them, right, so that you can have one dashboard. That's a big trend in security right now. Because we're buying too many tools. So, I guess the answer that really is, I don't see the cloud is just AWS. I think AWS is not just data—they shouldn't call themselves the cloud. They call themselves the cloud with everything. You can come in, you can rapidly prototype your software, and you know what? You want to run to the largest scale possible? You can do that too. It's just the governance problem that we run into.Corey: Oh, yes. The AWS product strategy is pretty clearly, in a word, “Yes,” written on a Post-it note somewhere. That's the easiest job in the world is running their strategy. The challenge, too, is that we don't live in a world where monocultures are a thing anymore because regardless—if you use AWS for the underlying infrastructure, great, that makes a lot of sense. Use it for a lot of the higher-up the stack, SaaS-y type things that you don't want to have to build yourself from—by going to Home Depot and picking up components, you're doing something relatively foolish in most cases.They're a plumbing company not a porcelain company, in many respects. And regardless of what your intention is around multiple clouds, people wind up using different things. In most cases, you're going to be storing your source code in GitHub, not in AWS CodeCommit because CodeCommit doesn't really have any customers, for reasons that become blindingly apparent the first time you try to use it for something. So, you always wind up with these cross-cloud, cross-infrastructure stories. For any company that had the temerity to be founded before 2010, they probably have an on-premises data center as well—or six or more—and you're starting to try to wind up having a whole bunch of different abstractions viewed through the same lenses in terms of either observability or control plane or governance, or—dare I say it—security. And it feels like there are multiple approaches, all of which have their drawbacks, which of course means, it's complicated. What's your take on it?Jack: So, I think it was two years ago we started to see tools to do signal consumption. They would aggregate those signals and they would try and produce meaningful results that were actionable rather than you having to go and look at all this granular data. And I think that's phenomenal. I think a lot of companies are going to start to do that more and more. One of the other trends people do is they eliminated data and they went machine-learning and anomaly detection. And that didn't work.It missed a lot of things, right, or generated a lot of false positive. I think that one of the next big technologies—and I know it's been done for two years—but I think we're the next things we're going to see is the axonius of the consumption of events, the categorization into alerts-based synthetic data classification policies, and we're going to look at the severity classifications of those, they're going to be actionable in a priority queue, and we're going to eliminate the need for people that don't like their jobs and sit at a SOC all day and analyze a SIEM. I don't ever run a SIEM, but I think that this diversity can be a good thing. So, sometimes it's turned out to be a bad thing, right? We wanted to diversity, we don't want all the data to be homogenous. We don't need data standards because that limits things. But we do want competition. But I would ask you this, Corey, why do you think AWS? We remember 2007, right?Corey: I do. Oh, I've been around at least that long.Jack: Yeah, you remember when S3 came up. Was that 2007?Corey: I want to say 2004, 2005 in beta, and then relaunched as the first general available service. The first beta service was SQS, so there's always some question about which one was first. I don't get in the middle of those fights because all I'm going to do is upset people.Jack: But S3 was awesome. It still is awesome, right?Corey: Oh yes.Jack: And you know what I saw? I worked for a very older company with very strict governance. You know with SOX compliance, which is a joke, but we also had SOC compliance. I did HIPAA compliance for them. Tons of compliance to this.I'm not a compliance off, too, by trade. So, I started seeing [x cards 00:17:54], you know, these company personal cards, and people would go out and [unintelligible 00:17:57] platform because if they worked with my teams internally, if they wanted to get a small app deployed, it was like a two, three-month process. That process was long because of CFO overhead, approvals, vendor data security vetting, racking machines. It wasn't a problem that was inherent to the technology. I actually built a self-service cloud in that company. The problem was governance. It was financial approvals, it was product justification.So, I think AWS is really what made the internet inflect and scale and innovate amazingly. But I think that one of the things that it sacrificed was governance. So, if you tie a lot of what we're saying back together, by using some sort of tool that you can pop into a cloud environment and they can access a hundred percent of the infrastructure and look for risks, what you're doing is you're kind of X-Ray visioning into all these nodes that were deployed rapidly and kept around because they were crown jewels, and you're determining the risks that lie on them. So, let's say that 10 or 15% of your estate is prototype things that grew at a scale and we can't pull back into our governance infrastructure. A lot of times people think that those types of team machines are probably pretty locked down and they're probably low risk.If you throw a company on the side scanner or something like that, you'll see they have 90% of the risk, 80% of the risk. They're unpatched and they're old. So, I remember at one point in my career, right, I'm thinking Amazon's great. I'm—[unintelligible 00:19:20] on Amazon because they've made the internet go, they influxed. I mean, they've scaled us up like crazy.Corey: Oh, the capability store is phenomenal. No argument there.Jack: Yeah. The governance problem, though, you know, the government, there's a lot of hacks because of people using AWS poorly.Corey: And to be clear, that's everyone. We all are. I take a look at some of the horrible technical decisions I made even a couple of years ago, based upon what I know now, it's difficult to back out and wind up doing things the proper way. I wrote an article a while back, “17 Ways to Run Containers on AWS,” and listed all the services. And I think it was a little on the nose, but then I wrote 17, “More Ways to Run Containers on AWS,” but different services. And I'm about three-quarters of the way through the third in the sequel. I just need a couple more releases and we're good to go.Jack: The more and more complexity you add, the more security risk exists. And I've heard horror stories. Dictionary.com lost a lot of business once because a couple of former contractors deleted some instances in AWS. Before that, they had a secret machine they turned into a pixel [unintelligible 00:20:18] and had take down their iPhone app.I've seen some stuff. But one of the interesting things about deploying one of these tools in AWS, they can just, you know, look X-Ray vision on into all your compute, all your storage and say, “You have PIIs stored here, you have personal data stored here, you have this vulnerability, that vulnerability, this machine has already been compromised,” is you can take that to your CEO as a CISO and say, “Look, we were wrong, there's a lot of risk here.” And then what I've done in the past is I've used that to deploy HIDS—XDR, telemetry at scale, whatever you want to call it—these agent-based solutions, I've used that to justification for them. Now, the problem with this solutions that use agentless is almost all of them are just in the cloud. So, just a portion of your infrastructure.So, if your hybrid environment, you have data centers, you're ignoring the data centers. So, it's interesting because I've seen these companies position themselves as competitors when really, they're in complementary spaces, but one of them justified the other for me. So, I mean, what do you think about that awkward competition? Why was this competition exists between these people if they do completely different things?Corey: I'll take it a step further. I'm a big believer that security for the cloud providers should not be a revenue generator in any meaningful sense because at that point, they wind up with an inherent conflict of interest, where when they start charging, especially trying to do value-based pricing as they move up the stack, what they're inherently saying is, great, you can get our version of our services that is less secure, so that they're what they're doing is they're making security on their platform an inherent investment decision. And I've never been a big believer in that approach.Jack: The SSO tax.Corey: Oh, yes. And many others.Jack: Yeah. So, I was one of the first SSO tax contributors. That started it.Corey: You want data plane audit logging? Great, that'll cost you. But they finally gave in a couple of years back and made the first management trail for CloudTrail audit logging free for everyone. And people still advertently built second ones and then wonder why they're paying through the nose. Like, “Oh, that's 40 grand a month. That should be zero.” Great. Send that to your SIEM and then have that pass it out to where it needs to go. But so much of it is just these weird configuration taxes that people aren't fully aware exist.Jack: It's the market, right? The market is—so look at Amazon's IAM. It is amazing, right? It's totally robust, who is using it correctly? I know a lot of people are. I've been the CISO for over 100 companies and IAM is was one of those things that people don't know how to use, and I think the reason is because people aren't paying for it, so AWS can continue to innovate on it.So, we find ourselves with this huge influx of IAM tools in the startup scene. We all know Uptycs does some CIAM and some identity management stuff. But that's a great example of what you're talking about, right? These cloud companies are not making the things inherently secure, but they are giving some optionality. The products don't grow because they're not being consumed.And AWS doesn't tend to advertise them as much as the folks in the security industry. It's been one complaint of mine, right? And I absolutely agree with you. Most of the breaches are coming out of AWS. That's not AWS's fault. AWS's infrastructure isn't getting breached.It's the way that the customers are configuring the infrastructure. That's going to change a lot soon. We're starting to see a lot of change. But the fundamental issue here is that security needs to be invested in for short-term initiatives, not just for long-term initiatives. Customers need to care about security, not compliance. Customers need to see proof of security. A customer should be demanding that they're using a secure company. If you've ever been on the vendor approval side, you'll see it's very hard to push back on an insecure company going through the vendor process.Corey: This episode is sponsored in part by our friends at Uptycs, because they believe that many of you are looking to bolster your security posture with CNAPP and XDR solutions. They offer both cloud and endpoint security in a single UI and data model. Listeners can get Uptycs for up to 1,000 assets through the end of 2023 (that is next year) for $1. But this offer is only available for a limited time on UptycsSecretMenu.com. That's U-P-T-Y-C-S Secret Menu dot com.Corey: Oh, yes. I wound up giving probably about 100 companies now S3 Bucket Negligence Awards for being public about failing to secure their data and put that out into the world. I had one physical bucket made, the S3 Bucket Responsibility Award and presented it to their then director of security over at the Pokémon Company because there was a Wall Street Journal article talking about how their security review—given the fact that they are a gaming company that has children as their primary customer—they take it very seriously. And they cited the reason they're not to do business with one unnamed vendor was in part due to the lackadaisical approach around S3 bucket control. So, that was the one time I've seen in public a reference where, “Yeah, we were going to use a vendor and their security story was terrible, and we decided not to.”It's, why is that news? That should be a much more common story, but these days, it feels like procurement is rubber-stamping it and, like, “Okay, great. Fill out the form.” And, “Okay, you gave some wrong answers on the form. Try it again and tell the story differently until it gets shoved through.” It feels like it's a rubber stamp rather than a meaningful control.Jack: It's not a rubber stamp for me when I worked in it. And I'm a big guy, so they come to me, you know, like—that's how being, like, career law, it's just being big and intimidating. Because that's—I mean security kind of is that way. But, you know, I've got a story for you. This one's a little more bleak.I don't know if there's a company called Ask.fm—and I'll mention them by name—right, because, well, I worked for a company that did, like, a hostile takeover this company. And that's when I started working with [unintelligible 00:25:23]. [unintelligible 00:25:24]. I speak Russian and I learned it for work. I'm not Russian, but I learned the language so that I could do my job.And I was working for a company with a similar name. And we were in board meetings and we were crying, literally shedding tears in the boardroom because this other company was being mistaken for us. And the reason why we were shedding tears is because young women—you know, 11 to 13—were committing suicide because of online bullying. They had no health and safety department, no security department. We were furious.So, the company was hosted in Latvia, and we went over there and we installed one I lived in Latvia for quite a bit, working as the CISO to install a security program along with the health and safety person to install the moderation team. This is what we need to do in the industry, especially when it comes to children, right? Well, regulation solve it? I don't know.But what you're talking about the Pokémon video game, I remember that right? We can't have that kind of data being leaked. These are children. We need to protect them with information security. And in education technology, I'll tell you, it's just not a budget priority.So, the parents need to demand the security, we need to demand these audit certifications, and we need to demand that our audit firms are audited better. Our audit firms need to be explaining to security leaders that the control frameworks are something that they're responsible for creating bespoke. I did a presentation with Al Kingsley recently about security compliance, comparing FERPA and COPPA to the GDPR. And it was very interesting because FERPA has very little teeth, it's very long code and GDPR is relatively brilliant. GDPR made some changes. FERPA was so ambiguous and vague, it made a lot of changes, but they were kind of like, in any direction ever because nobody knows FERPA is. So, I don't know, what's the answer to that? What do we do?Corey: Yeah. The challenge is, you can see a lot of companies in specific areas doing the right thing, when they're intentionally going out on day one to, for example, service kids as a primary user base demographic. The challenge that you see with this is that, that's great, but then you have things that are not starting off with that point of view. And they started running into population limits and realize, okay, we've got to start expanding our user base somewhere, and then they went a bolting on those things is almost as an afterthought, where, “Oh, well, we've been basically misusing people's data for our entire existence, but now—now—we're suddenly magically going to do the right thing where kids are concerned.” I wish, but unfortunate that philosophy assumes a better take of humanity than is readily apparent.Jack: I wonder why they do that though, right? Something's got to, you know, news happened or something and that's why they're doing it. And that's not okay. But I have seen companies, one of the founders of Scantron—do you know what a Scantron is?Corey: Oh, yes. I'm much older than I look.Jack: Yeah, I'm much older than I look, too. I like to think that. But for those that don't know, a scantron, use a number two pencil and you filled in these little dots. And it was for taking tests. So, the guy who started Scantron, created a small two-person company.And AWS did something magnificent. They recognized that it was an education technology company, and they gave them, for free, security consultation services, security implementation services. And when we bought this company—I'm heavily involved in M&A, right—I'm sitting down with the two founders of the company, and my jaw is on the desk. They were more secure than a lot of the companies that I've worked with that had robust security departments. And I said, “How did you do this?”They said, “AWS provided us with this free service because we're education technology.” I teared up. My heart was—you know, that's amazing. So, there are companies that are doing this right, but then again, look at Grammarly. I hate to pick on Grammarly. LanguageTool is an open-source I believe, privacy-centric Grammarly competitor, but Grammarly, invest in your security a little more, man. Y'all were breached. They store a lot of data, they [unintelligible 00:29:10] lot of the data.Corey: Oh, and it scared the living hell out of companies realizing that they had business users using Grammarly as an extension to work on internal documents and just sending proprietary data to some third-party service that they clicked through the terms on and I don't know that it was ever shown the Grammarly was misusing any of that, but the potential for that is massive.Jack: Do you know what they were doing with it?Corey: Well, using AI to learn these things. Yeah, but it's the supervision story always involves humans reading it.Jack: They were building a—and I think—nobody knows the rumor, but I've worked in the industry, right, pretty heavily. They're doing something great for the world. I believe they're building a database of works submitted to do various things with them. One of those things is plagiarism detection. So, in order to do that they got to store, like, all of the data that they're processing.Well, if you have all the data that you've done for your company that's sitting in this Grammarly database and they get hacked—luckily, that's a lot of data. Maybe you'll be overlooked. But I've data breach database sitting here on my desk. Do you know how many rows it's got? [pause]. Yes, breach database.Corey: Oh, I wouldn't even begin to guess. I know the data volumes that Troy Hunt's Have I Been Pwned? Site winds up dealing with and it is… significant.Jack: How many billions of rows do you think it is?Corey: Ah, I'd say 20 as an argument?Jack: 34.Corey: Okay. Yeah, directionally right. Fermi estimation saves us yet again.Jack: [laugh]. The reason I build this breach database is because I thought Covid would slow down and I wanted it to do executive protection. Companies in the education space also suffer from [active 00:30:42] shooters and that sort of thing. So, that's another thing about security, too, is it transcends all these interesting areas, right? Like here, I'm doing executive risk protection by looking at open-source data.Protect the executives, show the executives that security is a concern, these executives that'll realize security's real. Then these past that security down in the list of priorities, and next thing you know, the 50 million active students that are using Turnitin are getting better security. Because an executive realized, “Hey, wait a minute, this is a real thing.” So, there's a lot of ways around this, but I don't know, it's a big space, there's a lot of competition. There's a lot of companies that are coming in and flashing out of the pan.A lot of companies are coming in and building snake oil. How do people know how to determine the right things to use? How do people don't want to implement? How do people understand that when they deploy a program that only applies to their cloud environment it doesn't touch there on-prem where a lot of data might be a risk? And how do we work together? How do we get teams like DevOps, IT, SecOps, to not fight each other for installing an agent for doing this?Now, when I looked at Uptycs, I said, “Well, it does the EDR for corp stuff, it does the host intrusion detection, you know, the agent-based stuff, I think, for the well because it uses a buzzword I don't like to use, osquery. It's got a bunch of cloud security configuration on it, which is pretty commoditized. It does agentless cloud scanning.” And it—really, I spent a lot of my career just struggling to find these tools. I've written some myself.And when I saw Uptycs, I was—I felt stupid. I couldn't believe that I hadn't used this tool, I think maybe they've increased substantially their capabilities, but it was kind of amazing to me that I had spent so much of my time and energy and hadn't found them. Luckily, I decided to joi—actually I didn't decide to join; they kind of decided for me—and they started giving it away for free. But I found that Uptycs needs a, you know, they need a brand refresh. People need to come and take a look and say, “Hey, this isn't the old Uptycs. Take a look.”And maybe I'm wrong, but I'm here as a technology evangelist, and I'll tell you right now, the minute I no longer am evangelists for this technology, the minute I'm no longer passionate about it, I can't do my job. I'm going to go do something else. So, I'm the one guy who will put it to your brass tacks. I want this thing to be the thing I've been passionate about for a long time. I want people to use it.Contact me directly. Tell me what's wrong with it. Tell me I'm wrong. Tell me I'm right. I really just want to wrap my head around this from the industry perspective, and say, “Hey, I think that these guys are willing to make the best thing ever.” And I'm the craziest person in security. Now, Corey, who's the craziest person security?Corey: That is a difficult question with many wrong answers.Jack: No, I'm not talking about McAfee, all right. I'm not that level of crazy. But I'm talking about, I was obsessed with this XDR, CDR, all the acronyms. You know, we call it HIDS, I was obsessed with it for years. I worked for all these companies.I quit doing, you know, a lot of very good entrepreneurial work to come work at this company. So, I really do think that they can fix a lot of this stuff. I've got my fingers crossed, but I'm still staying involved in other things to make these technologies better. And the software's security space is going all over the place. Sometimes it's going bad direction, sometimes it's going to good directions. But I agree with you about Amazon producing tools. I think it's just all market-based. People aren't going to use the complex tools of Amazon when there's all this other flashy stuff being advertised.Corey: It all comes down to marketing budget, and AWS has always struggled with telling a story. I really want to thank you for being so generous with your time. If people want to learn more, where should they go?Jack: Oh, gosh, everywhere. But if you want to learn more about Uptycs, why don't you just email me?Corey: We will, of course, put your email address into the show notes.Jack: Yeah, we'll do it.Corey: Don't offer if you're not serious. There's also uptycssecretmenu.com, which is apparently not much of a secret, given the large banner all over Uptycs' website.Jack: Have you seen this? Let me just tell you about this. This is not a catch. I was blown away by this; it's one of the reasons I joined. For a buck, if you have between 100 and 1000 nodes, right, you get our agentless system and our agent-based system, right?I think it's only on AWS. But that's, like, what, $150, $180,000 value? You get it for a full year. You don't have to sign a contract to renew or anything. Like, you just get it for a buck. If anybody who doesn't go on to the secret menu website and pay $1 and check out this agentless solution that deploys in two minutes, come on, man.I challenge everybody, go on there, do that, and tell me what's wrong with it. Go on there, do that, and give me the feedback. And I promise you I'll do everything in my best efforts to make it the best. I saw the engineering team in this company, they care. Ganesh, the CEO, he is not your average CEO.This guy is in tinkerers. He's on there, hands on keyboard. He responds to me in the middle of night. He's a geek just like me. But we need users to give us feedback. So, you got this dollar menu, you sign up before the 31st, right? You get the product for buck. Deploy the thing in two minutes.Then if you want to do the XDR, this agent-based system, you can deploy that at your leisure across whichever areas you want. Maybe you want a corporate network on laptops and desktops, your production infrastructure, your compute in the cloud, deploy it, take a look at it, tell me what's wrong with it, tell me what's right with it. Let's go in there and look at it together. This is my job. I want this company to work, not because they're Uptycs but because I think that they can do it.And this is my personal passion. So, if people hit me up directly, let's chat. We can build a Slack, Uptycs skunkworks. Let's get this stuff perfect. And we're also going to try and get some advisory boards together, like, maybe a CISO advisory board, and just to get more feedback from folks because I think the Uptycs brand has made a huge shift in a really positive direction.And if you look at the great thing here, they're unifying this whole agentless and agent-based stuff. And a lot of companies are saying that they're competing with that, those two things need to be run together, right? They need to be run together. So, I think the next steps here, check out that dollar menu. It's unbelievable. I can't believe that they're doing it.I think people think it's too good to be true. Y'all got nothing to lose. It's a buck. But if you sign up for it right now, before the December 31st, you can just wait and act on it any month later. So, just if you sign up for it, you're just locked into the pricing. And then you want to hit me up and talk about it. Is it three in the morning? You got me. It's it eight in the morning? You got me.Corey: You're more generous than I am. It's why I work on AWS bills. It's strictly a business-hours problem.Jack: This is not something that they pay me for. This is just part of my personal passion. I have struggled to get this thing built correctly because I truly believe not only is it really cool—and I'm not talking about Uptycs, I mean all the companies that are out there—but I think that this could be the most powerful tool in security that makes the world more secure. Like, in a way that keeps up with the security risks increasing.We just need to get customers, we need to get critics, and if you're somebody who wants to come in and prove me wrong, I need help. I need people to take a look at it for me. So, it's free. And if you're in the San Francisco Bay Area and you give me some good feedback and all that, I'll take you out to dinner, I'll introduce you to startup companies that I think, you know, you might want to advise. I'll help out your career.Corey: So, it truly is dollar menu then.Jack: Well, I'm paying for the dinner out my personal thing.Corey: Exactly. Well, again, you're also paying for the infrastructure required to provide the service, so, you know, one way or another, it's all the best—it's just like Cloud, there is no cloud. It's just someone else's cost center. I like that.Jack: Well, yeah, we're paying for a ton of data hosting. This is a huge loss leader. Uptycs has a lot of money in the bank, I think, so they're able to do this. Uptycs just needs to get a little more bold in their marketing because I think they've spent so much time building an awesome product, it's time that we get people to see it. That's why I did this.My career was going phenomenally. I was traveling the world, traveling the country promoting things, just getting deals left and right and then Elias—my buddy over at Orca; Elias, one of the best marketing guys I've ever met—I've never done marketing before. I love this. It's not just marketing. It's like I get to take feedback from people and make the product better and this is what I've been trying to do.So, you're talking to a crazy person in security. I will go well above and beyond. Sign up for that dollar menu. I'm telling you, it is no commitment, maybe you'll get some spam email or something like that. Email me directly, I'll kill the spam email.You can do it anytime before the end of 2023. But it's only for 2023. So, you got a full year of the services for free. For free, right? And one of them takes two minutes to deploy, so start with that one. Let me know what you think. These guys ideate and they pivot very quickly. I would love to work on this. This is why I came here.So, I haven't had a lot of opportunity to work with the practitioners. I'm there for you. I'll create a Slack, we can all work together. I'll invite you to my Slack if you want to get involved in secondaries investing and startup advisory. I'm a mentor and a leader in this space, so for me to be able to stay active, this is like a quid pro quo with me working for this company.Uptycs is the company that I've chosen now because I think that they're the ones that are doing this. But I'm doing this because I think I found the opportunity to get it done right, and I think it's going to be the one thing in security that when it is perfected, has the biggest impact.Corey: We'll see how it goes out over the coming year, I'm sure. Thank you so much for being so generous with your time. I appreciate it.Jack: I like you. I like you, Corey.Corey: I like me too.Jack: Yeah? All right. Okay. I'm telling [unintelligible 00:39:51] something. You and I are very weird.Corey: It works out.Jack: Yeah.Corey: Jack Charles Roehrig, Technology Evangelist at Uptycs. I'm Cloud Economist Corey Quinn and this is Screaming in the Cloud. If you've enjoyed this podcast, please leave a five-star review on your podcast platform of choice, whereas if you've hated this podcast, please leave a five-star review on your podcast platform of choice along with an insulting comment that we're going to be able to pull the exact details of where you left it from because your podcast platform of choice clearly just treated security as a box check.Jack: [laugh].Corey: If your AWS bill keeps rising and your blood pressure is doing the same, then you need The Duckbill Group. We help companies fix their AWS bill by making it smaller and less horrifying. The Duckbill Group works for you, not AWS. We tailor recommendations to your business and we get to the point. Visit duckbillgroup.com to get started.Announcer: This has been a HumblePod production. Stay humble.

Who still has a shot at the big dance? Which fanbases are feeling the most? Can a chess player compete with an NFL athlete?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Who had the most impressive win this week? Are the Ravens collapsing? Can we write off the Packers?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Was Jeff Saturday the right hire? Is Justin Jefferson the best in the NFL? Will Pops ever get to watch Fox again?All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

After a wild trade deadline,a NFL hat trick, and the start of the world series, the guys have a lot to talk about.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Kevin gets us all to relax, the guys talk about the biggest surprises of the season, and then just complain. Tommy B, keep listening for a Brazilian treat.All that and more, this week on Just Press Play.Show notes and more can be found on our website.Music provided by TRUTH and Scantron 2020.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Big3 Talk -14:45 National News - 1:48:00 Pick Six - 2:14:30 It's Monday with the Roll Up! The Roll Up is brought to you by: The Gram Company! GramCo is founded by college football junkies like us. Products are grown and made in Florida. No medical card is needed. Shipping is discrete and quick. You must be 21+ to order. Buy GramCo here & use Code: RollUp25 - http://thegramco.com The RollUp is also brought to you by Spencer's Jerkin' Jerky! Visit http://spencersjerkinjerky.com for the freshest jerky ever crafted! Use promo code BIGMEAT for 10% off your order! Roll Up! Now is a great time to sign up for our Patreon if you haven't yet! Patreon.com/rollupnetwork! First up, the fall is getting closer. We're tailgating in New Orleans, Tally, Gainesville, Jacksonville, and Miami. By signing up at the $15 level you get into all Roll Up Network events (including tailgates) all year! Next, we are doing a ticket giveaway!!! You can go to ANY Big3 game on us this season. Sign up for our patreon at ANY LEVEL and you'll be entered to win tickets to the Big 3 Game of your choice. Literally pick any game and the tickets are on us. (Higher your contribution, more chances you have to win!) Last - we are starting a Roll Up WarZone Private Lobby. Again, it's through our Patreon but signing up at only $5 a month gets you the chance to compete for cash, prizes, gummies, gift cards, and more! The best thing about Patreon, it's not just one of these. Signing up gets you access to all of this, Live Streaming of the show, exclusive content first like the JackRabbit interview, No Cap Sundays and more! Full Episodes: Apple Pods - https://podcasts.apple.com/us/podcast/roll-up/id1189175068 Spotify - https://open.spotify.com/show/08SUdsEp0lAv1zzmEN1IKP?si=b3372cdf753246da YouTube - https://t.co/wpmadfBXld Socials : Twitter - https://twitter.com/RollUp_Network InstaGram - https://www.instagram.com/rollup_network/?igshid=YmMyMTA2M2Y=