How to Get a Prospect to Test Your Security Product

Spark Media Solutions, LLC | February 21, 2018

I’ve never met a harder sale than cybersecurity to the IT team,” admitted a security vendor. The challenges are unique at each firm and they are reluctant to even take a call let alone share real concerns. ”In the security products market, cybersecurity vendors simply want to be considered, and that often requires compelling a prospect to test the darn product. But getting a response from a prospect, let alone a product test, is often a Herculean task. One vendor I spoke to said he would often have to initiate ten contacts with a prospect before he’d even get an acknowledgement. Companies whose primary objective is to test products can’t even keep up with the volume. As of last December, 451 Research was aware of more than 1,600 security vendors. “Those were only the ones we had time to write down,” said Wendy Nather (@WendyNather), formerly of 451 Research and now director, advisory CISOs at Duo Security. “That wasn’t even the total number of products!”

Spotlight

Cloud computing — ubiquitous access to digital resources over a network — has been revolutionizing business since its mainstream debut in the late 1990s. Providers satisfy a range of needs, allowing companies to apply cloud technology to their industry. The cloud can handle immense storage requirements, be accessed and controlled remotely, and sustain security. However, despite the popular awareness of the “the cloud,” it’s important to understand cloud service differentiations. The following white paper will discuss the three types of cloud products, their relative merits or drawbacks and the incredible potential of cloud-driven data harnessing.


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Hybrid Courtroom Recording & Remote Workflows Supported by New FTR Gold 7.6

For The Record | July 29, 2022

Remotely monitor legal proceedings with For The Record's latest digital court reporting release, FTR Gold 7.6. The software that set the industry standard for quality and efficiency now offers fluid livestreaming of audio and video to support full remote management of courtroom recording from anywhere. By eliminating geographic constraints, FTR Gold 7.6 will allow jurisdictions to connect with a broader pool of available stenographers and digital court reporters. FTR Gold 7.6 features several upgrades from past software versions. The primary upgrade is an accelerated FTR Reporter engine, which dramatically improves the playback performance of real-time proceedings to FTR Monitor and FTR Player over a wide area network (WAN) or virtual desktop infrastructure (VDI) environment. The technology records and streams content with the market-leading functionality built into the latest versions of FTR Gold Recording and Monitoring Suites, including 16 channels of high-fidelity audio and four channels of high-definition video. This allows remote court monitors and digital court reporters to simultaneously record, monitor, and livestream proceedings anywhere on the court's network—in the courthouse or across the town, county, or state. According to Priya Sivagnanam, Technical Project Manager of For The Record, "FTR Gold 7.6 facilitates alternative workflows to support courts as they manage the escalating stenographer shortage and adapt to the demand for remote, hybrid hearings. These structural shifts in court operations are only building momentum, so this innovation arrives at a critical time. Courts will find that playback performance during remote monitoring is seamless in WAN and VDI environments. FTR Gold 7.6 is dramatically enhanced from past versions of FTR Gold." About For The Record For The Record is the global leader in digital audio, visual, and record-keeping innovations for the legal justice system. Over three decades, the company has modernized more than 30,000 courtrooms across 70+ countries. For The Record's recent innovations include the world's first cloud-based recording management system; an online transcript ordering platform; real time speech-to-text transcription; and a virtual justice platform that observes traditional court protocols. With the goals of accelerating justice and enhancing accessibility, For The Record continuously develops new courtroom technology.

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Comcast Business Partners with Fortinet to Secure Enterprise Application Access with New SASE and SSE Solutions

Fortinet | August 02, 2022

Comcast Business today announced a strategic partnership with Fortinet® (NASDAQ: FTNT), a global leader in broad, integrated and automated cybersecurity solutions, to deliver enterprises a new set of secure access service edge (SASE), and security service edge (SSE) solutions to help enterprises protect their distributed workforces using a cloud-delivered approach to security policy enforcement. This collaboration expands Comcast Business’s managed services expertise, while giving enterprises greater flexibility to choose the cloud architecture and vendor mix that is right for them. In today’s work-from-anywhere world, IT leaders are challenged with balancing employee convenience with securing their networks. New security architectures, such as SASE, which converges networking and security via SD-WAN and cloud-delivered security, and SSE, the security foundation of SASE, enable enterprises to strengthen their security posture while enhancing employees’ experience, regardless of their location. In fact, according to a recent Foundry CIO research study sponsored by Masergy (a Comcast Business company) and Fortinet, the overwhelming majority (98%) of enterprise IT leaders surveyed cited the convergence of network and security as critical or very important, while 94% said their adoption of SASE solutions has accelerated. The new Comcast Business offerings — delivered through Comcast Business Secure Gateways — give enterprises the option to choose from either SASE or SSE solutions backed by Fortinet’s security-driven networking technology and Equinix’s flexible cloud connection Equinix Fabric™ for a complete secure network service. Enterprises wanting to enable safe access to cloud and web services can take advantage of the Comcast Business SSE solution, which brings together multiple cloud-delivered network security technologies in a fully-hosted environment. The Comcast Business SASE solution provides this hosted SSE security architecture combined with zero trust capabilities and any of Comcast Business’s SD-WAN solutions. “In today’s dynamic world, no two companies are alike and very few are the same as they were just two years ago,” said Amit Verma, Chief Technology Officer, Enterprise Solutions, Comcast Business. “By expanding our relationship with Fortinet, we are offering our clients more choice and the flexibility to choose a solution that works for them – while providing some of the latest security solutions to help keep them ready for the day – today and tomorrow.” Comcast Business Secure Gateways provide a fully-hosted set of SASE or SSE services covering a broad range of security networking solutions for Firewall-as-a-Service (FWaaS), Intrusion Prevention (IPS), Data Loss Prevention (DLP), Cloud Access Security Brokers (CASB), and Zero Trust Network Access (ZTNA). Comcast Business Secure Gateways are hosted across the United States at Equinix data centers, offering up to 10 gigabits per second (Gbps) of cloud connectivity for public, private, or hybrid cloud deployments. The Equinix Fabric™ enables support of Amazon Web Services, Microsoft Azure, Google Cloud, IBM and more than 200 SaaS providers. "In order to enhance user experience, reduce complexity, and improve their security posture against today’s most advanced and persistent threats, organizations must adopt solutions that converge networking and security, We’re pleased to work closely with Comcast Business to build SASE services that support customers at any stage of digital innovation with Fortinet’s industry leading security-driven networking technology.” John Maddison, EVP of products and CMO, Fortinet About Comcast Business Comcast Business offers a suite of Connectivity, Communications, Networking, Cybersecurity, Wireless, and Managed Solutions to help organizations of different sizes prepare for what’s next. Powered by the nation’s largest Gig-speed broadband network, and backed by 24/7 customer support, Comcast Business is the nation’s largest cable provider to small and mid-size businesses and one of the leading service providers to the Enterprise market. Comcast Business has been consistently recognized by industry analysts and associations as a leader and innovator, and one of the fastest growing providers of Ethernet services. About Comcast Corporation Comcast Corporation is a global media and technology company that connects people to moments that matter. We are principally focused on broadband, aggregation, and streaming with 57 million customer relationships across the United States and Europe. We deliver broadband, wireless, and video through our Xfinity, Comcast Business, and Sky brands; create, distribute, and stream leading entertainment, sports, and news through Universal Filmed Entertainment Group, Universal Studio Group, Sky Studios, the NBC and Telemundo broadcast networks, multiple cable networks, Peacock, NBCUniversal News Group, NBC Sports, Sky News, and Sky Sports; and provide memorable experiences at Universal Parks and Resorts in the United States and Asia About Fortinet Fortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 580,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.

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Verge.io and Dallas Digital Offer Alternative Enterprise Virtualization Solutions

Verge.io | September 14, 2022

Verge.io, the company with a simpler way to virtualize data centers, and Dallas Digital Services, an IT solutions provider for enterprises and government agencies, today announced an agreement to offer Verge.io’s virtual cloud software stack as a simple, cost-effective alternative to build, deploy and manage virtual data centers. With Verge-OS software, Dallas Digital enables virtualized data centers for its clients with greater savings and efficiencies. Verge-OS abstracts compute, network, and storage from commodity servers and creates pools of raw resources that are simple to run and manage, creating feature-rich infrastructures for environments and workloads like clustered HPC, ultra-converged and hyperconverged data centers, DevOps and Test/Dev, compliant medical and healthcare, remote and edge compute including VDI, and multi-tenant private clouds. “Legacy virtualization platforms require many different SKUs, with complex pricing schemes and significant API integration to build out a virtualized data center, especially at scale,” said Howie Evans Vice President Dallas Digital. “We are pleased to be able to offer Verge-OS as a way to deliver a virtual data center experience but in a secure, hardware-efficient system that can scale compute, memory, and storage resources as needed.” “Recent M&A activity is causing enterprises to look for alternatives to legacy systems, and partnerships with solution providers like Dallas Digital are an ideal way to bring these customers a modernized virtualization platform for the way organizations work today, Verge-OS is not only simpler to configure and run, it’s simpler to buy, and simpler for Dallas Digital to support.” Yan Ness, CEO at Verge.io Verge-OS is an ultra-thin software—less than 300,000 lines of code—that is easy to install and scale on low-cost commodity hardware and self-manages based on AI/ML. A single license replaces separate hypervisor, networking, storage, data protection, and management tools to simplify operations and downsize complex technology stacks. Secure virtual data centers based on Verge-OS include all enterprise data services like global deduplication, disaster recovery, continuous data protection, snapshots, long-distance synch, and auto-failover. They are ideal for creating honeypots, sandboxes, cyber ranges, air-gapped computing, and secure compliance enclaves to meet regulations such as HIPAA, CUI, SOX, NIST, and PCI. Nested multi-tenancy gives service providers, departmental enterprises, and campuses the ability to assign resources and services to groups and sub-groups. About Dallas Digital Services Founded in 1996, Dallas Digital Services began as an on-site service provider for enterprise companies and has developed into a highly recognized solution provider for mission critical and high availability solutions. It is a relationship-driven IT solutions provider, offering best-of-breed technology and services for enterprise organizations as well as public-sector entities. It offers strategic services, technical expertise, and sales support to enable clients to maximize the value of their data center investments. Based on each customer's unique objectives and IT environment, Dallas Digital can assess, architect, implement, and manage solutions that improve current technology performance.

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Former VMware Cybersecurity Leader Tom Kellermann Joins Contrast Security as Senior Vice President of Cyber Strategy

Contrast Security | August 26, 2022

Contrast Security (Contrast), the leader in code security that empowers developers to secure as they code, today announced the appointment of Tom Kellermann, who will serve as the company's Senior Vice President of Cyber Strategy. As a Contrast leader, Kellermann will be responsible for developing and overseeing the company's government and financial sector strategy, which will include advising government agencies, standard bodies, financial institutions, insurers and regulators. In addition, Kellermann will facilitate a new, industrywide approach to sharing strategic, software-layer cyberintelligence. "While there has been some progress to increase the information sharing of cyberintelligence between the private and public sectors, as an industry we are still missing a significant opportunity to really strengthen the collective position against software attacks, One of Tom's personal missions is to work towards the advancement and proactive defense of both the nation's critical infrastructure and financial sector. I believe his addition to the team will help us accelerate the impact of Contrast's offerings and increase our ability to be a great partner in those sectors." Alan Naumann, Chairman of the Board and Chief Executive Officer at Contrast Security Kellermann has more than 23 years of experience, which will be critical as Contrast expands its work with the government and financial sectors. Prior to joining Contrast, he held the positions of Head of Cybersecurity Strategy for VMware and Chief Cybersecurity Officer for Carbon Black Inc. In 2020, he was appointed to the Cyber Investigations Advisory Board for the United States Secret Service and was appointed a commissioner on the Commission on Cyber Security in 2008 for the 44th president of the United States. "In 2022, the digital transformation of organizations has been hijacked due to the surge in application attacks and attacks on APIs. In order to combat growing threats, we must not only shift left in cybersecurity but build security into the entire SDLC [Software Development Life Cycle] in order to defend from within," said Tom Kellermann, Senior Vice President of Cyber Strategy at Contrast Security. "I am proud to join Contrast Security, and Jeff Williams — who I believe is a pioneer in the industry — to lead cyber strategy and drive our mission of protecting code security and ultimately the software that we rely on daily." To find out more about Contrast and its Secure Code Platform, please visit https://www.contrastsecurity.com/platform. About Contrast Security: Contrast Security secures the code that global business relies on. It is the industry's most modern and comprehensive code security platform, removing security roadblock inefficiencies and empowering enterprise developers to write and release secure application code faster. Embedding code analysis and attack prevention directly into software with instrumentation, the Contrast platform automatically detects vulnerabilities while developers write code, eliminates false positives, and provides context-specific how-to-fix guidance for easy and fast vulnerability remediation. Doing so enables application and development teams to collaborate more effectively and to innovate faster while accelerating digital transformation initiatives. This is why a growing number of the world's largest private and public sector organizations rely on Contrast to secure their applications in development and extend protection to cloud and on-premise applications in production.

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Spotlight

Cloud computing — ubiquitous access to digital resources over a network — has been revolutionizing business since its mainstream debut in the late 1990s. Providers satisfy a range of needs, allowing companies to apply cloud technology to their industry. The cloud can handle immense storage requirements, be accessed and controlled remotely, and sustain security. However, despite the popular awareness of the “the cloud,” it’s important to understand cloud service differentiations. The following white paper will discuss the three types of cloud products, their relative merits or drawbacks and the incredible potential of cloud-driven data harnessing.

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