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

"Virtualization addresses IT’s most pressing challenge: the infrastructure sprawl that compels IT departments to channel 70 percent of their budget into maintenance, leaving scant resources for business-building innovation. Even small data centers must deploy many servers, each operating at just 5–15 percent of capacity—highly inefficient by any standard. Each self-contained “virtual machine,” which comprises a guest OS and an application, is isolated from the others.


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SOFTWARE SECURITY

UL Launches New SafeCyber™ Solution and Platform Features to Address Mounting Security Threats

UL | June 07, 2022

UL, a global safety science leader, today announced the latest enhancements to its product security and compliance life cycle management platform, SafeCyber. Launched last year, SafeCyber aims to democratize product security and empower device manufacturers, suppliers and system integrators to take charge of their connected ecosystems and mitigate growing threats from chip to cloud. Amid an uptick in supply chain attacks, a shortage of security expertise and a dynamic regulatory environment, UL's new SafeCyber dashboard provides users with a comprehensive view of their product security maturity and projects in one place. SafeCyber also provides an easy-to-use portal to help users discover available device life cycle solutions to better manage and secure their ecosystems. Through this new dashboard, users can view all their product security testing and evaluation activities in a single, central location. The new feature provides visibility on the security maturity of their product lines and certification readiness to industry standards, including ISA/SAE 21434 and IEC 62443 4-1, among others. Additionally, UL formally announced Binary Check™, a new SafeCyber platform solution. Binary Check allows users to perform continuous, automated binary code analysis to ensure ongoing security and compliance readiness of connected devices and systems. This new solution includes the ability to generate a software bill of materials (SBOM), detect and manage vulnerabilities for faster remediation and obtain compliance readiness analysis. "The skyrocketing adoption of connected devices creates countless benefits and opportunities but also leads to an increasingly large and attractive attack vector for bad actors. "As devices become progressively connected, it's challenging for businesses to keep up with growing device and security system complexities, making them vulnerable to ransomware and firmware attacks. Hardening security requires a proactive approach. At UL, we are committed to enabling organizations to innovate and bring products to the marketplace safely and securely. With SafeCyber, customers benefit from a 360-degree view of their security governance and processes to better manage and mitigate product security risks." David Nosibor, platform solutions lead, Identity Management Security and head of UL's SafeCyber project About UL UL is a global safety science leader. We deliver testing, inspection and certification (TIC), training and advisory services, risk management solutions and essential business insights to help our customers, based in more than 100 countries, achieve their safety, security and sustainability goals. We believe our deep knowledge of products and intelligence across supply chains make us the partner of choice for customers with complex challenges.

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DATA SECURITY

Veza, the Data Security Platform Built on the Power of Authorization, Announces Blackstone as a Customer and Strategic Series C Investor

Veza | June 27, 2022

Veza, the data security platform built on the power of authorization, announced an investment in their Series C funding round from Blackstone Innovations Investments, along with participation from previous investors. To date, Veza has raised a total of $110 million from top-tier investors including Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, True Ventures, and others. Blackstone has also selected Veza to help modernize its data security and access governance. Veza empowers organizations to address today’s greatest cybersecurity challenge: who can and should take what action on what data. As the world increasingly moves online, our changing behaviors are driving a transformational shift toward multi-cloud data systems, apps, computing, and infrastructure. This shift creates a complex, distributed web of human identities, accounts, apps, services, and access points that are constantly changing and susceptible to vulnerabilities. To address this, Veza takes a comprehensive approach that pulls together authorization data from disparate systems, giving customers a single source of truth to manage data access and controls. “Having a world-class cybersecurity program that protects our brand, reputation, investors and intellectual property is of paramount importance to our firm, and we are continuing to incorporate innovative technology solutions,” says Adam Fletcher, Chief Security Officer at Blackstone. “Our team is always looking for ways to develop a more comprehensive view of access across all of our applications and cloud infrastructure to allow us to modernize the firm’s access controls. We are excited to partner with Veza to help us accomplish this.” “Blackstone Innovations Investments is committed to investing in cutting-edge technology companies that we believe will have a meaningful impact on Blackstone, our portfolio companies, and the broader industry. We look forward to working with Veza and their impressive leadership team as they enter this next phase of growth,” comments Stevi Petrelli, Head of Blackstone Innovations Investments. “Institutions across multiple industries view Blackstone as an example of exceptional technology deployment and cybersecurity expertise. “Veza has greatly benefited from Blackstone’s product feedback and market insights. We are thrilled to work with Blackstone’s Security team to further modernize data security for their hybrid and multi-cloud environment.” Tarun Thakur, CEO and Co-Founder of Veza Additional investment in Veza comes from notable entrepreneurs including Dheeraj Pandey, Co-founder & CEO, DevRev and former CEO, Nutanix, and Lars Dalgaard, Founder Luv Ventures, Founder & Former CEO, SuccessFactors. “Authorization is the source of truth when it comes to understanding who has access to what,” says Dheeraj Pandey, Co-Founder and CEO of DevRev. “Understanding authorization at scale is one of the hardest problems to address and I am excited to watch team Veza bring on a new era of identity, rooted in authorization. Veza is defining authorization as a standard for protecting data against ransomware and other forms of data breach.” “Entrepreneurs will tell you that company building is one of the hardest, yet rewarding experiences, with real potential to make an impact,” says Lars Dalgaard, Founder Luv Ventures, Founder & Former CEO SuccessFactors. “When evaluating any company, I look for deep technical breakthrough for a massive market opportunity, deal composition and company traction, and passion amongst founders. And, I’m very excited to be partnering with Tarun and Veza on the mission to build an iconic company that will revolutionize the data security industry for decades to come.” About Veza Veza is the data security platform built on the power of authorization. Our platform is purpose-built for hybrid multi-cloud environments to help you use and share your data safely. Veza makes it easy to understand, manage, and control who can and should take what action on what data. We organize authorization metadata across identity providers, data systems, cloud service providers, and applications — all to address the toughest data security challenges of the modern era. Founded in 2020, the company is funded by top-tier investors including Accel, Bain Capital, Ballistic Ventures, Blackstone, GV, Norwest Venture Partners, and True Ventures. To learn more, please visit us at veza.com. Many Fortune 500, Fortune 1000 and smaller organizations use its data security platform for protection against ransomware, modernizing access governance for critical data and apps, and implementing data lake security for Snowflake and other solutions.

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SOFTWARE SECURITY

Bluum Launches Comprehensive Cybersecurity Offering to Schools

Bluum | June 14, 2022

Bluum, North America's leading education technology solutions provider, recently announced the launch of a comprehensive cybersecurity offering to schools. Cybersecurity needs and solutions for schools have evolved in recent years – even beyond those brought about by hybrid and remote learning – so Bluum responded with security solutions for people, processes and technology. According to the SecurityScorecard 2018 report, education ranks last out of 17 industries in terms of cybersecurity, demonstrating that a legacy solution that only includes a first-generation firewall and antivirus software has long been rendered obsolete. Since 2016, there have been more than 1,300 publicly disclosed attacks in the U.S., which averages out to more than one K-12 cyber incident per school day. More than three million students have been affected by cybersecurity breakdowns since February 2018, with education institutions spending an average of $2.73 million to address the impact of a ransomware attack. "With limited budgets, highly skilled IT personnel and time, K-12 organizations are hard-pressed to create a solid cybersecurity plan. "Cybersecurity is an incredibly technical and extensive area in IT that is rapidly evolving and needs to stay ahead of ever-evolving attack methods. Historically, school IT budget constraints have resulted in ineffective and outdated systems, so Bluum has developed comprehensive countermeasures to fill that void." Bluum Vice President of Product Strategy and Growth Andre Vashilko Whether cybersecurity incidents are caused externally or self-inflicted, Bluum can assist in preventative measures before, during and after the incidents and attacks. To get started, Bluum has debuted easy-to-use services to help schools assess their cybersecurity needs and identify immediate and future solutions. Vulnerability scans and penetration testing will detect critical areas of concern and exposure in the infrastructure, while a complementary customer survey will provide further insights into a school's specific needs. About Bluum Bluum empowers educators with technology solutions that improve learning and make it more accessible, assisting more than 27 million students grow and flourish.

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SOFTWARE SECURITY

GuidePoint Security Achieves AWS Security Competency Status

GuidePoint Security | July 27, 2022

GuidePoint Security, a cybersecurity solutions leader enabling organizations to make smarter decisions and minimize risk, announced today that it has achieved the Compliance and Privacy distinction in the Amazon Web Services (AWS) Security Competency. This designation recognizes that GuidePoint Security has demonstrated and successfully met AWS’s technical and quality requirements for providing customers with a deep level of consulting services expertise in Compliance and Privacy to help them achieve their cloud security goals. Achieving the Compliance and Privacy distinction in the AWS Security Competency differentiates GuidePoint Security as an AWS Partner that provides specialized consulting services designed to help companies from startups and mid-sized businesses to the largest global enterprises to adopt, develop, and deploy security into their AWS environments, increasing their overall security posture on AWS. To receive the designation, partners must possess deep AWS expertise and deliver solutions seamlessly on AWS. “GuidePoint Security was an original AWS Security Competency launch partner and we are proud to be launch partner yet again for the updated AWS Security Competency program having achieved the Compliance and Privacy distinction,” said Anil Badruddin, Practice Director – AWS Cloud Security, GuidePoint Security. “Our team is dedicated to helping organizations achieve their security goals by combining our in-depth knowledge of technical solutions along with our deep expertise of the powerful security tools AWS provides.” AWS is enabling scalable, flexible, and cost-effective solutions from startups to global enterprises. To support the seamless integration and deployment of these solutions, AWS established the AWS Competency Program to help customers identify AWS Partners with deep industry experience and expertise. GuidePoint Security’s distinction for Compliance and Privacy is based on the following attributes: Specialized consulting service offerings including: cloud security assessments, cloud governance, solution design and implementation, and security automation The ability to develop enterprise-wide security playbooks to help organizations mature their cybersecurity programs Deep technical expertise for a wide range of third-party security solution providers and AWS native services to help customers identify, implement, and manage the right solutions for their environment and business Expertise in helping customers ensure Payment Card Industry Data Security Standard (PCI DSS) compliance on AWS (GuidePoint Security is certified as a PCI QSA) About GuidePoint Security GuidePoint Security provides trusted cybersecurity expertise, solutions, and services that help organizations make better decisions that minimize risk. Our experts act as your trusted advisor to understand your business and challenges, helping you through an evaluation of your cybersecurity posture and ecosystem to expose risks, optimize resources and implement best-fit solutions. GuidePoint’s unmatched expertise has enabled a third of Fortune 500 companies and more than half of the U.S. government cabinet-level agencies to improve their security posture and reduce risk.

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Spotlight

"Virtualization addresses IT’s most pressing challenge: the infrastructure sprawl that compels IT departments to channel 70 percent of their budget into maintenance, leaving scant resources for business-building innovation. Even small data centers must deploy many servers, each operating at just 5–15 percent of capacity—highly inefficient by any standard. Each self-contained “virtual machine,” which comprises a guest OS and an application, is isolated from the others.

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