Scott Sherwood

Legacy DAM is dead ... Today marks another exciting milestone in Varonis’ relentless pursuit to protect the world’s data wherever it lives. We are expanding our Data Security Platform to include next-generation Database Activity Monitoring (DAM), with the acquisition of Cyral. By combining Cyral’s cloud-native DAM with Varonis’ robust and growing database security capabilities, customers can begin to upgrade their costly legacy solutions and shatter the silos that have traditionally separated structured and unstructured data security. Cyral’s innovative approach to DAM uses agentless and stateless interception technology that deploys quickly and overcomes the challenges legacy vendors face in preventing data breaches and ensuring compliance. The AI era demands a new and novel approach to database security. A unified Data Security Platform  The days of fragmented data security products are ending. Varonis protects all your data, at rest or in motion, from a single unified platform. Every second, everywhere. Since we first announced structured data support, customers have been delighted with our AI-powered classification, real-time posture management, automatic data masking, and admin event monitoring for databases in the cloud and on-prem. Here are some of the advanced database security and compliance capabilities Cyral will bring to Varonis’ AI-powered Data Security Platform:   Agentless, context-rich activity monitoring. Get real-time database activity with zero performance impact across on-prem and cloud data sources. Activity is enriched with end-user identity and session context to detect anomalies and simplify audits. Identity federation. Enable single sign-on and MFA across all databases using existing IDPs, eliminating the need for shared credentials. Fine-grained policy enforcement. Centralize just-in-time authorization policies, down to the row, column, or object level, using IAM roles and dynamic, attribute-based access. User-to-data tracking. Resolve service account queries to the individual user behind the app or tool providing access to prevent abuse and provide more detailed auditing. #datasecurity #dam #databasesecurity

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There’s a lot of talk about AI and how to leverage it in the GTM motion. At Files.com, we are doing a number of things that are transforming the way we operate. Some are homegrown and others with key partners. - we are pulling all call transcripts into our CRM. From here, we are using an AI agent we wrote to clean them up. It removes the extraneous information and vocal fillers and gives you the concentrated transcript which makes call review much faster. - we have another AI agent that takes the transcripts and generates a system-written SPICED write-up. We maintain this separately from the one that the reps write. This gives us a delta between what was discussed on calls and what info we captured. For example, in the system-generated I was able to see a lack of business discovery that was showing up in some of the human written. This told me that we might be making some key assumptions. We chose SPICED as the “executive summary” of the opportunity. I love MEDDICC but it does serve a different purpose as a diagnostic framework. We are starting to explore how to layer this in next. - we then have another agent that acts as a sales coach to identify potential coaching points based on what was present and missing from the SPICED. - we have corporate accounts to ChatGPT and Claude that we provision to all employees. We continue to find ways to build new prompts and leverage AI in powerful and responsible ways to increase productivity and effectiveness. - while this is all good for individual calls, I was looking for systemic signals across all calls to see what patterns were emerging. Here we partnered with Covisio (www.covisio.com) to build this analysis using their AI engine. It highlighted three key gaps in our selling process (and reinforced that the skills that we had been training were being executed at a very high level). While it’s still early days, we have doubled our win rate in August over July and have increased our average deal size by 11%. We are embarking on analyzing our account management calls looking to have a similar impact on our existing customer base. - since our business is all powered by inbound leads, we have also built an AI agent to enrich and qualify inbound leads. Just last week, we had a lead from an IT person with a sparse LinkedIn profile (not surprising) but the agent found that this person was on the DNS registration (a key signal for a qualified lead for us). - and in recruiting, we have written an AI agent to do initial resume review. This is a tedious and manual process traditionally. Our agent started at 95% accuracy to a human review and we have it now up to 98% accurate. We are excited by this force multiplier. It’s early days but we are definitely leaning heavily into the 10x sales person strategy and we are already seeing the results. This is a fun journey and I’d be happy to share learnings. Also, we are hiring into Austin and Scottsdale offices.

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Now more than ever, customers are thinking about how they can build their businesses in a way that’s resilient and durable in a changing world.   I recently had the opportunity to connect with Toby Bowers, Vice President of Commercial Cloud & AI Marketing, and discuss how leading organizations are investing in AI for sustainability and realizing benefits in both risk reduction and efficiency.   This blog summarizes our conversation, covering the five plays for advancing sustainability with AI and sharing resources organizations can use to forge their own path forward.   aka.ms/AIforSustainability   #MSFTAdvocate #MSSustainability

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😬 Overutilized, unprofitable contracts are stalling your MSP’s growth. Here’s how 7 IT industry experts say you should fix it… Featuring thoughtful insights from: Hannah Paige of Worklyn Partners Alex Farling of Empath Brian Gillette of Feel Good MSP Jeffrey Newton of Cyft Bobby Lind, MBA of Zest Marnie Stockman of Lead It Like Lasso Matt Yesbeck of MSPX #msp #managedservices #mspgrowthhacks

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