1 00:00:00,200 --> 00:00:03,840 Speaker 1: There's kind of this misnomer that in cybersecurity we all 2 00:00:03,880 --> 00:00:07,080 Speaker 1: wear black hoodies, you know, kind of hacking. We are 3 00:00:07,120 --> 00:00:10,719 Speaker 1: the largest pure play global cybersecurity company in the world. 4 00:00:11,119 --> 00:00:14,840 Speaker 1: We have the largest threat intelligence service, so governments all 5 00:00:14,880 --> 00:00:17,240 Speaker 1: around the world depend on us. You would think within 6 00:00:17,360 --> 00:00:21,160 Speaker 1: five eyes that the communication is so amazing and perfect. 7 00:00:21,800 --> 00:00:25,120 Speaker 1: One of the strategies though, of bad actors is they 8 00:00:25,160 --> 00:00:26,439 Speaker 1: don't always see them happening. 9 00:00:29,360 --> 00:00:32,400 Speaker 2: Hi, there, welcome to Shared Lunch, brought to you by Chezy's. 10 00:00:32,479 --> 00:00:34,080 Speaker 2: My name's Lake and Roberts, and I'm one of the 11 00:00:34,080 --> 00:00:37,959 Speaker 2: co founders and co CEOs here at Cheesy's. Today we're 12 00:00:38,000 --> 00:00:42,280 Speaker 2: talking about cybersecurity and AI with California based Palao tournic Works. 13 00:00:42,680 --> 00:00:44,479 Speaker 2: They are listed on the nasdack though one of the 14 00:00:44,560 --> 00:00:48,040 Speaker 2: largest global cybersecurity solution providers in the world, with a 15 00:00:48,080 --> 00:00:53,040 Speaker 2: market cap of approximately one hundred and twenty seven billion dollars. Today, 16 00:00:53,040 --> 00:00:56,320 Speaker 2: I'm joined by the New Zealand managing Director, Misty Landtroup. 17 00:00:56,720 --> 00:01:00,520 Speaker 2: But before we get started, here's some important information. Involves 18 00:01:00,560 --> 00:01:02,640 Speaker 2: the risk you might lose the money you start with. 19 00:01:02,960 --> 00:01:06,680 Speaker 2: We recommend talking to a licensed financial advisor. We also 20 00:01:06,760 --> 00:01:10,720 Speaker 2: recommend reading product disclosure documents before deciding to invest. Everything 21 00:01:10,720 --> 00:01:12,800 Speaker 2: you're about to see and here is current at the 22 00:01:12,800 --> 00:01:15,000 Speaker 2: time of recording. Welcome missie, Thanks so much for joining 23 00:01:15,080 --> 00:01:15,440 Speaker 2: us today. 24 00:01:15,560 --> 00:01:17,520 Speaker 1: Awesome, great to be here, Laton, thank you. 25 00:01:18,040 --> 00:01:20,480 Speaker 2: Yes, so let's get started, as we always do, like 26 00:01:20,480 --> 00:01:22,640 Speaker 2: a little bit get to know you. In a bit 27 00:01:22,640 --> 00:01:27,440 Speaker 2: of my LinkedIn reading last night is a former Fox 28 00:01:27,480 --> 00:01:31,120 Speaker 2: News reporter caught my attention, and you worked at Microsoft 29 00:01:31,959 --> 00:01:34,840 Speaker 2: in the US. You've got a history as an angel investor. 30 00:01:35,080 --> 00:01:37,880 Speaker 2: It's a very varied career. So how did you end 31 00:01:37,959 --> 00:01:40,360 Speaker 2: up in cybersecurity and also why New Zealand. 32 00:01:40,480 --> 00:01:43,040 Speaker 1: I always wanted to be a journalist. What I realized though, 33 00:01:43,080 --> 00:01:47,080 Speaker 1: really quickly, was that I enjoyed the storytelling and I 34 00:01:47,160 --> 00:01:49,360 Speaker 1: enjoyed being part of all that, in the excitement and 35 00:01:49,400 --> 00:01:51,800 Speaker 1: those types of things. I didn't like being on air. 36 00:01:52,040 --> 00:01:55,040 Speaker 1: And also I also liked to just put a disclaimer 37 00:01:55,560 --> 00:01:58,320 Speaker 1: the whole Fox thing. It was a Warner Brothers affiliate, 38 00:01:58,360 --> 00:02:00,440 Speaker 1: it got bought by Fox. This is way, this is 39 00:02:00,440 --> 00:02:02,800 Speaker 1: a long time ago. I'm going to age myself. This 40 00:02:02,840 --> 00:02:06,600 Speaker 1: is in the late mid to late nineties, and when 41 00:02:07,680 --> 00:02:10,640 Speaker 1: I was on air then I just don't want to 42 00:02:10,720 --> 00:02:13,000 Speaker 1: make anyone too impressed by that, because I really do 43 00:02:13,080 --> 00:02:16,440 Speaker 1: think our local prison was probably our biggest audience, and 44 00:02:16,520 --> 00:02:19,160 Speaker 1: so it was a great training ground for me. We 45 00:02:19,200 --> 00:02:24,399 Speaker 1: do and what I really loved is we had a 46 00:02:24,440 --> 00:02:27,239 Speaker 1: campus journal. I went to Texas A and M University, 47 00:02:27,280 --> 00:02:30,560 Speaker 1: which I'm very proud alumni of that and I also 48 00:02:30,639 --> 00:02:33,040 Speaker 1: worked for one of my professors in taught video editing. 49 00:02:33,080 --> 00:02:35,000 Speaker 1: So I've always been kind of a geek. So that's 50 00:02:35,000 --> 00:02:40,000 Speaker 1: what led me to eventually to Microsoft, and never dreamt 51 00:02:40,000 --> 00:02:41,520 Speaker 1: that I would end up in New Zealand. It's a 52 00:02:41,639 --> 00:02:44,200 Speaker 1: very long, corporate, boring story of a bunch of people 53 00:02:44,240 --> 00:02:46,959 Speaker 1: that thought they knew what was best for me. However, 54 00:02:47,000 --> 00:02:49,519 Speaker 1: I'm super grateful so landed here in late two thousand 55 00:02:49,560 --> 00:02:52,160 Speaker 1: and nine, fresh off the boat, had never set foot 56 00:02:52,160 --> 00:02:55,080 Speaker 1: in the country, and now I'm super proud to say 57 00:02:55,160 --> 00:02:59,320 Speaker 1: that both my daughter Abby and I are dual citizens 58 00:02:59,480 --> 00:03:02,919 Speaker 1: as of twenty seventeen, and this is very much our 59 00:03:03,160 --> 00:03:04,840 Speaker 1: adopted home and country. 60 00:03:05,160 --> 00:03:06,280 Speaker 2: So cool. 61 00:03:06,400 --> 00:03:07,919 Speaker 1: I don't know that I answered how I got into 62 00:03:07,919 --> 00:03:10,919 Speaker 1: cyber I just got recruited, and actually I tried to 63 00:03:10,960 --> 00:03:14,600 Speaker 1: talk my boss who's still my boss today, who recruited me. 64 00:03:15,639 --> 00:03:17,760 Speaker 1: I basically said, you've got to. I just don't know 65 00:03:17,800 --> 00:03:22,720 Speaker 1: that that's transformational enough. I didn't get it that cyber 66 00:03:23,760 --> 00:03:26,560 Speaker 1: was going to be involved in every single thing that 67 00:03:26,600 --> 00:03:30,440 Speaker 1: we do. There's kind of this misnomer that in cybersecurity 68 00:03:30,440 --> 00:03:36,320 Speaker 1: we all wear black hoodies and we're sitting behind in 69 00:03:36,400 --> 00:03:39,200 Speaker 1: the you know, kind of hacking or out trying to 70 00:03:40,040 --> 00:03:42,600 Speaker 1: go and go after the bad actors of the hackers 71 00:03:42,600 --> 00:03:46,440 Speaker 1: and things like that. So what I've seen happen over 72 00:03:46,480 --> 00:03:49,000 Speaker 1: the last I've almost been at my Palatin Networks for 73 00:03:49,080 --> 00:03:54,280 Speaker 1: six years is unbelievable and transformational just globally as well. 74 00:03:54,280 --> 00:03:57,200 Speaker 2: It's a long way from one of those software we 75 00:03:57,280 --> 00:04:00,560 Speaker 2: used to use. It just used a meat scape worker magafee, 76 00:04:00,680 --> 00:04:02,560 Speaker 2: this ones it just to annoy you every time you 77 00:04:02,920 --> 00:04:07,080 Speaker 2: turned your computer on. But yeah, very much a mess 78 00:04:07,080 --> 00:04:09,920 Speaker 2: of trend and post COVID in particular, which we'll talk 79 00:04:09,920 --> 00:04:14,040 Speaker 2: about soon. I'd imagine the storytelling expect which you mentioned 80 00:04:14,120 --> 00:04:16,480 Speaker 2: right at the start the year, has served you pretty 81 00:04:16,480 --> 00:04:17,640 Speaker 2: well in the Korea. 82 00:04:18,000 --> 00:04:21,880 Speaker 1: Yeah. Absolutely. The main thing I think with cyber in 83 00:04:21,960 --> 00:04:27,240 Speaker 1: particular is people get quite scared of because they're like, 84 00:04:27,279 --> 00:04:29,000 Speaker 1: that's a black box over there. We don't understand. We 85 00:04:29,000 --> 00:04:30,680 Speaker 1: don't know what that is. So it really one of 86 00:04:30,680 --> 00:04:33,760 Speaker 1: the big parts of my job is to try to 87 00:04:33,800 --> 00:04:37,280 Speaker 1: demystify no pun Intendo with my name, but to try 88 00:04:37,320 --> 00:04:41,120 Speaker 1: to demystify all of the things that make cyber seem 89 00:04:41,120 --> 00:04:44,840 Speaker 1: more complex and more scary and so. And that's why 90 00:04:45,520 --> 00:04:47,919 Speaker 1: one of the things we launched back in October is 91 00:04:47,920 --> 00:04:50,760 Speaker 1: called cyber fit Nation, and it's basically from Kendy to 92 00:04:50,800 --> 00:04:55,080 Speaker 1: the boardroom around educational services in US giving back for 93 00:04:55,160 --> 00:04:57,760 Speaker 1: New Zealand Inc. Just around how do we keep people 94 00:04:57,760 --> 00:05:00,520 Speaker 1: more safe? How do we keep them more educated? And 95 00:05:00,640 --> 00:05:03,760 Speaker 1: somebody just tagged on from Kindy to the boardroom and 96 00:05:03,800 --> 00:05:06,120 Speaker 1: on into retirement because as we know, a lot of 97 00:05:06,120 --> 00:05:07,560 Speaker 1: people get targeted in that world of way. 98 00:05:07,600 --> 00:05:11,360 Speaker 2: My uncles are regularly getting new Facebook accounts exactly. 99 00:05:11,440 --> 00:05:13,080 Speaker 1: I mean, there's just it's rampant out there. It's a 100 00:05:13,080 --> 00:05:18,520 Speaker 1: big business with anything to do with cybercrime and all 101 00:05:18,560 --> 00:05:21,400 Speaker 1: the things that we're talking about here. It's multi trillion 102 00:05:21,400 --> 00:05:24,479 Speaker 1: dollar business. So it's not going to go away anytime soon. 103 00:05:24,640 --> 00:05:27,800 Speaker 2: Before we go any further, let's just define cybersecurity for 104 00:05:27,960 --> 00:05:31,440 Speaker 2: anyone listening who doesn't completely capture the scope of that. 105 00:05:32,360 --> 00:05:34,200 Speaker 2: So we know that it's on the rise. It's probably 106 00:05:34,200 --> 00:05:36,440 Speaker 2: something that almost everyone's heard of now. But can you 107 00:05:36,480 --> 00:05:40,880 Speaker 2: just give us, like a layperson's definition of cybersecurity? 108 00:05:41,000 --> 00:05:45,200 Speaker 1: Sure? So, I think probably the best way to describe it, 109 00:05:45,360 --> 00:05:47,760 Speaker 1: you could talk to anybody pretty much at any age, 110 00:05:48,000 --> 00:05:51,880 Speaker 1: is if we most of us have devices, and so 111 00:05:52,080 --> 00:05:55,799 Speaker 1: how do we make sure that we keep our information 112 00:05:56,040 --> 00:05:59,520 Speaker 1: data secure on our device other than hitting the lock screen, 113 00:05:59,560 --> 00:06:02,120 Speaker 1: which is going to do much for that, And so 114 00:06:02,360 --> 00:06:05,520 Speaker 1: from a cyber perspective, and this might sound a little 115 00:06:05,560 --> 00:06:08,320 Speaker 1: bit technical, but I do think it's important, is that 116 00:06:08,440 --> 00:06:12,360 Speaker 1: it's just table stakes. Everyone should have two factor authentication. 117 00:06:12,960 --> 00:06:16,599 Speaker 1: All that means is whenever you're logging into an application, 118 00:06:16,680 --> 00:06:19,239 Speaker 1: which most of us are in constantly on our phones 119 00:06:19,320 --> 00:06:21,080 Speaker 1: or in our browser. Lots of work done in the 120 00:06:21,080 --> 00:06:26,640 Speaker 1: browser now with SaaS applications and solutions is to make 121 00:06:26,680 --> 00:06:30,240 Speaker 1: sure that it's constantly being verified that you are the 122 00:06:30,279 --> 00:06:33,240 Speaker 1: person that is accessing that, and that you keep that 123 00:06:33,320 --> 00:06:36,440 Speaker 1: as secure as possible, to make sure that nobody can 124 00:06:36,440 --> 00:06:38,400 Speaker 1: get in to get your data, to get your money, 125 00:06:38,800 --> 00:06:41,520 Speaker 1: to get any of your information. Then that's probably the 126 00:06:41,520 --> 00:06:43,800 Speaker 1: most simplistic way that I would describe it. 127 00:06:44,080 --> 00:06:47,000 Speaker 2: Yeah, nice and two effect is a multi effect is 128 00:06:47,040 --> 00:06:48,560 Speaker 2: a great way to start. Actually in a bit of 129 00:06:48,560 --> 00:06:50,839 Speaker 2: a plug here, if any of our customers listening, please 130 00:06:51,000 --> 00:06:51,280 Speaker 2: use it. 131 00:06:51,440 --> 00:06:53,920 Speaker 1: Password managers and those types of things. I mean, those 132 00:06:53,920 --> 00:06:59,400 Speaker 1: are things that I think everyone should. Yeah, that should 133 00:06:59,400 --> 00:07:01,279 Speaker 1: just be something that everyone should do, just as the 134 00:07:01,279 --> 00:07:04,040 Speaker 1: best practice just to keep your your everything safe. 135 00:07:04,320 --> 00:07:07,200 Speaker 2: So at Palalo Networks, what do you specialize in? What's 136 00:07:07,240 --> 00:07:07,800 Speaker 2: your business? 137 00:07:08,400 --> 00:07:12,680 Speaker 1: So we specialize in a lot and I'm that may 138 00:07:12,720 --> 00:07:16,160 Speaker 1: be an oxymoron to say you specialize in a lot. However, 139 00:07:16,240 --> 00:07:19,400 Speaker 1: I will say at Palats Networks, what part of our 140 00:07:19,440 --> 00:07:23,440 Speaker 1: ethos and what's ingrained in us is we don't want 141 00:07:23,440 --> 00:07:27,360 Speaker 1: to be in a cybersecurity category and the categories are 142 00:07:27,360 --> 00:07:30,520 Speaker 1: defined by Gartner and Forster different analysts unless we can 143 00:07:30,560 --> 00:07:33,480 Speaker 1: be the best. So, just to give a quick history 144 00:07:33,560 --> 00:07:37,360 Speaker 1: lesson about eighteen years ago is when Palatine Networks was 145 00:07:37,400 --> 00:07:41,840 Speaker 1: born and we started off as a single product company, 146 00:07:42,200 --> 00:07:45,600 Speaker 1: so it was just next generation firewall at the time, 147 00:07:45,920 --> 00:07:48,920 Speaker 1: and we actually came up with the term next generation firewall, 148 00:07:48,920 --> 00:07:51,760 Speaker 1: which now every other company uses that same term. You'll 149 00:07:51,800 --> 00:07:54,360 Speaker 1: find the same thing with other solutions that we've done. 150 00:07:54,400 --> 00:07:58,720 Speaker 1: We're typically the trailblazer not always, but typically, and then 151 00:07:58,800 --> 00:08:03,640 Speaker 1: others will follow. So today, if you fast forward into 152 00:08:03,800 --> 00:08:09,160 Speaker 1: twenty twenty five, then we have a platform approach, and 153 00:08:09,200 --> 00:08:11,920 Speaker 1: when we think about that, then we look at network security, 154 00:08:12,000 --> 00:08:15,800 Speaker 1: so that means data centers, anything on your devices. We 155 00:08:15,920 --> 00:08:18,680 Speaker 1: have again I don't want to get into two technical 156 00:08:19,120 --> 00:08:22,440 Speaker 1: of language, but it's called Secure Access Service EDGE and 157 00:08:22,480 --> 00:08:24,560 Speaker 1: what that means our SASE. To make it sound a 158 00:08:24,560 --> 00:08:28,960 Speaker 1: little bit cooler, it's SASE, and basically that is at 159 00:08:29,000 --> 00:08:32,480 Speaker 1: any device on the edge, anything that you're doing out there, 160 00:08:32,559 --> 00:08:34,440 Speaker 1: then that is staying secure. So that would go in 161 00:08:34,520 --> 00:08:39,520 Speaker 1: kind of our network security platform. And then we also 162 00:08:39,600 --> 00:08:43,280 Speaker 1: have cloud. Over eighty percent of attacks are now in 163 00:08:43,360 --> 00:08:46,000 Speaker 1: breaches are now happening in the cloud. And so for 164 00:08:46,120 --> 00:08:48,800 Speaker 1: any company that's a cloud board in the cloud business 165 00:08:48,880 --> 00:08:51,400 Speaker 1: that has applications and things going on in the cloud, 166 00:08:51,400 --> 00:08:53,880 Speaker 1: it's developing things in the cloud, all that needs to 167 00:08:53,920 --> 00:08:57,880 Speaker 1: be looked at quite specifically. And then the third one 168 00:08:58,200 --> 00:09:01,400 Speaker 1: would be around security operations and so this is all 169 00:09:01,440 --> 00:09:06,120 Speaker 1: around automation. So for those of you who have ever 170 00:09:06,160 --> 00:09:08,640 Speaker 1: been into a security operations center, which I'm not sure 171 00:09:08,640 --> 00:09:12,120 Speaker 1: if you have or haven't, Basically you think about you 172 00:09:12,600 --> 00:09:15,400 Speaker 1: it's kind of like a control tower of if you're 173 00:09:15,440 --> 00:09:18,640 Speaker 1: doing for airplanes, you've got lots of screens everywhere. So 174 00:09:18,840 --> 00:09:22,160 Speaker 1: what we've come up with is an automation piece with that, 175 00:09:22,320 --> 00:09:26,600 Speaker 1: so by using machine learning and artificial intelligence, so that 176 00:09:26,600 --> 00:09:29,760 Speaker 1: that is what is kind of doing all that. And 177 00:09:29,800 --> 00:09:32,480 Speaker 1: i'd also just say from the beginning, even with our 178 00:09:32,720 --> 00:09:37,840 Speaker 1: original kind of groundbreaking next generation firewall back almost twenty 179 00:09:37,920 --> 00:09:42,360 Speaker 1: years ago, then we started off using machine learning from 180 00:09:42,440 --> 00:09:44,000 Speaker 1: the beginning. And so I know everyone likes to talk 181 00:09:44,000 --> 00:09:45,880 Speaker 1: about mL and AI and this and that right now, 182 00:09:46,040 --> 00:09:48,160 Speaker 1: but it's actually, as we both know, it's been around 183 00:09:48,160 --> 00:09:51,400 Speaker 1: for ages and that's just what our company was built on. 184 00:09:52,200 --> 00:09:53,959 Speaker 2: Another thing that was really interesting in one of the 185 00:09:54,040 --> 00:09:56,720 Speaker 2: articles I read was which I'd like you to tell 186 00:09:56,800 --> 00:09:58,760 Speaker 2: us a little bit about your computers in that space, 187 00:09:58,800 --> 00:10:01,880 Speaker 2: but also a specific comment that to achieve what we 188 00:10:01,920 --> 00:10:03,800 Speaker 2: need to achieve, like we need to work really closely 189 00:10:03,840 --> 00:10:06,240 Speaker 2: with computers and can't hold which I imagine is an 190 00:10:06,480 --> 00:10:08,520 Speaker 2: very interesting conflict for a commercial company. 191 00:10:09,200 --> 00:10:12,960 Speaker 1: And not everybody agrees with me on this, I will say, however, 192 00:10:13,080 --> 00:10:17,840 Speaker 1: I do firmly believe that our leadership is very pro 193 00:10:18,160 --> 00:10:21,959 Speaker 1: doing this. There's an organization a global organization called this 194 00:10:22,080 --> 00:10:25,840 Speaker 1: Cyber Threat Alliance, and we're actually one of the founding members. 195 00:10:26,280 --> 00:10:30,000 Speaker 1: So the premise behind it is we all should stand 196 00:10:30,080 --> 00:10:34,440 Speaker 1: together to fight bad actors. One hundred percent. How we 197 00:10:34,520 --> 00:10:38,160 Speaker 1: do that in our IP that's our competition. That's different 198 00:10:39,240 --> 00:10:42,960 Speaker 1: when somebody's in trouble. However, then I could name so 199 00:10:43,040 --> 00:10:46,200 Speaker 1: many competitors right now that we help in the background. 200 00:10:46,880 --> 00:10:50,560 Speaker 1: Because we are the largest pure play global cybersecurity company 201 00:10:50,559 --> 00:10:53,760 Speaker 1: in the world. We have the largest threat intelligence service, 202 00:10:53,840 --> 00:10:56,640 Speaker 1: so governments all around the world depend on us. We 203 00:10:56,720 --> 00:10:59,280 Speaker 1: find out stuff before other people find out, just because 204 00:11:00,080 --> 00:11:02,400 Speaker 1: for the biggest and we've got the most investment in that, 205 00:11:02,960 --> 00:11:06,640 Speaker 1: and so we absolutely have to help our competitors when 206 00:11:06,920 --> 00:11:09,520 Speaker 1: they're in trouble. And we would never I would be 207 00:11:09,559 --> 00:11:15,160 Speaker 1: super disappointed if I ever saw anything online from anybody 208 00:11:15,160 --> 00:11:18,560 Speaker 1: within my organization that was saying anything negative about a 209 00:11:18,559 --> 00:11:22,200 Speaker 1: competitor when they're in troubled times. It's just not okay. 210 00:11:22,440 --> 00:11:26,360 Speaker 1: And so we are here together to help, and specifically 211 00:11:26,360 --> 00:11:28,160 Speaker 1: within New Zealand. I won't be able to get into 212 00:11:28,480 --> 00:11:31,880 Speaker 1: the details. However, all the usual things that everyone knows 213 00:11:31,880 --> 00:11:34,120 Speaker 1: that have happened over the last few years, absolutely we've 214 00:11:34,120 --> 00:11:38,040 Speaker 1: been in shouldered shoulder armed arm with our competitors. It's 215 00:11:38,040 --> 00:11:41,360 Speaker 1: not always doesn't always translate sometimes to some people specifically 216 00:11:41,400 --> 00:11:43,560 Speaker 1: in New Zealand, who are maybe more on the sales side, 217 00:11:43,559 --> 00:11:45,600 Speaker 1: but when we're talking about the practitioners and the people 218 00:11:45,640 --> 00:11:47,959 Speaker 1: that are actually helping in the background. So I'm super 219 00:11:47,960 --> 00:11:51,240 Speaker 1: proud of that and I will always be an advocate 220 00:11:51,440 --> 00:11:52,720 Speaker 1: for that one percent. 221 00:11:53,000 --> 00:11:56,080 Speaker 2: What about government presumably a pretty close relationship. 222 00:11:55,720 --> 00:11:59,800 Speaker 1: There as well. Yeah, yeah, absolutely, And again that's another one. 223 00:12:00,480 --> 00:12:03,840 Speaker 1: You know, we try to share as much as we 224 00:12:03,920 --> 00:12:07,360 Speaker 1: possibly can. Again with the way I mean we're competing 225 00:12:07,880 --> 00:12:13,080 Speaker 1: for business. However, when a catastrophe or a breach or 226 00:12:13,080 --> 00:12:15,120 Speaker 1: something hits and we all want to try to share 227 00:12:15,559 --> 00:12:17,800 Speaker 1: our threat intelligence so that we can help as well. 228 00:12:17,920 --> 00:12:23,560 Speaker 1: So and NCC is tied into everybody as well as 229 00:12:24,440 --> 00:12:27,920 Speaker 1: when we bring over our experts from the US from ART. 230 00:12:27,960 --> 00:12:30,440 Speaker 1: So our threat intelligence team is called Unit forty two, 231 00:12:30,880 --> 00:12:33,320 Speaker 1: and so that it's great. I know, it's a great name. 232 00:12:33,880 --> 00:12:37,679 Speaker 2: I get a lot of security team would be a 233 00:12:37,679 --> 00:12:38,160 Speaker 2: good place. 234 00:12:38,640 --> 00:12:41,080 Speaker 1: We get a lot of comments on that, and when 235 00:12:41,120 --> 00:12:44,679 Speaker 1: we bring over I always say that they're like our ninjas. 236 00:12:44,760 --> 00:12:51,920 Speaker 1: They're amazing. They are very highly skilled folks, and lots 237 00:12:51,960 --> 00:12:54,480 Speaker 1: of the conversations I can't even be in because they're 238 00:12:54,520 --> 00:12:59,000 Speaker 1: too highly classified. With government, however, it is a partnership, 239 00:12:59,040 --> 00:13:02,480 Speaker 1: so obviously part of five and making sure that everything 240 00:13:02,760 --> 00:13:06,240 Speaker 1: is buttoned up. One thing that's really interesting with bad 241 00:13:06,240 --> 00:13:09,760 Speaker 1: actors because you would think within five eyes that the 242 00:13:09,800 --> 00:13:14,160 Speaker 1: communication is so amazing and perfect that if one country 243 00:13:14,200 --> 00:13:16,559 Speaker 1: gets hit with something, then all the rest of them 244 00:13:16,600 --> 00:13:19,480 Speaker 1: know immediately. We try to help with that. One of 245 00:13:19,520 --> 00:13:23,160 Speaker 1: the strategies though, of bad actors is they don't always 246 00:13:23,160 --> 00:13:25,480 Speaker 1: see that happening, so they might hit the US one day, 247 00:13:25,679 --> 00:13:28,720 Speaker 1: and then Canada the next, and then Australia and nobody 248 00:13:28,760 --> 00:13:32,560 Speaker 1: even knows what's going on. So it's quite interesting, and 249 00:13:32,559 --> 00:13:34,120 Speaker 1: I think there's just a bit of work to be 250 00:13:34,200 --> 00:13:38,080 Speaker 1: done around how to tighten that up a bit so 251 00:13:38,120 --> 00:13:42,040 Speaker 1: that we can always have so much defense and defense 252 00:13:42,080 --> 00:13:45,400 Speaker 1: and depth as kind of are saying that we say 253 00:13:45,440 --> 00:13:46,800 Speaker 1: around that, so yeah, nice. 254 00:13:47,360 --> 00:13:49,000 Speaker 2: So who are your computer is? 255 00:13:49,440 --> 00:13:52,120 Speaker 1: I mean the usual suspects in kind of the firewalls 256 00:13:52,160 --> 00:13:56,120 Speaker 1: space tra digital firewall space would be Fortinet and Checkpoint. 257 00:13:58,040 --> 00:14:01,520 Speaker 1: You've got crowd Strike is a great company, and. 258 00:14:01,440 --> 00:14:05,160 Speaker 2: The recently yeah, exactly one biggest company. I want to 259 00:14:05,160 --> 00:14:07,640 Speaker 2: hear it also saying how many of these companies that 260 00:14:08,160 --> 00:14:10,120 Speaker 2: probably don't you know immediately spring to mind. 261 00:14:10,160 --> 00:14:13,880 Speaker 1: Well, it's interesting as well as what translates into the public. 262 00:14:13,960 --> 00:14:16,120 Speaker 1: And so when the whole thing happened with CrowdStrike, I 263 00:14:16,200 --> 00:14:19,280 Speaker 1: was Friday evening for US. I went in next morning 264 00:14:19,360 --> 00:14:22,920 Speaker 1: Saturday to my gym and there was a sign on 265 00:14:22,960 --> 00:14:26,960 Speaker 1: the door that said, we apologize our systems are slow 266 00:14:27,040 --> 00:14:30,640 Speaker 1: because of the Microsoft outage, and I was like, oh, 267 00:14:30,680 --> 00:14:31,960 Speaker 1: and I was like, well, I mean it was a 268 00:14:32,000 --> 00:14:34,800 Speaker 1: little bit because I'm still proud. I mean, I've been 269 00:14:34,840 --> 00:14:36,320 Speaker 1: a Microsoft for a long time. I was like, there 270 00:14:36,400 --> 00:14:38,920 Speaker 1: wasn't actually what happened, and that is actually not But 271 00:14:39,080 --> 00:14:42,960 Speaker 1: that's just what translates though into the public, and I 272 00:14:43,000 --> 00:14:46,080 Speaker 1: think in any of those situations, it gives people a 273 00:14:46,120 --> 00:14:49,320 Speaker 1: bit of a pause around just reevaluating what they have 274 00:14:49,560 --> 00:14:52,800 Speaker 1: and kind of what's moving forward. There are so many 275 00:14:52,840 --> 00:14:56,760 Speaker 1: cybersecurity companies in the world, it is unbelievable, and there's 276 00:14:56,760 --> 00:14:59,520 Speaker 1: more and more popping up every day. One of the 277 00:14:59,560 --> 00:15:03,040 Speaker 1: things we get lots of feedback from customers around is 278 00:15:03,120 --> 00:15:05,520 Speaker 1: it's just too many. If you can imagine, like in 279 00:15:05,560 --> 00:15:09,600 Speaker 1: the US sometimes on average sixty companies that they're trying 280 00:15:09,640 --> 00:15:12,480 Speaker 1: to keep their company safe by trying to get sixty 281 00:15:12,520 --> 00:15:15,080 Speaker 1: different solutions to talk to each other. I'd say in 282 00:15:15,120 --> 00:15:17,480 Speaker 1: New Zealand that we're probably around fifteen to twenty, which 283 00:15:17,520 --> 00:15:19,600 Speaker 1: is still too many, and trying to get all of 284 00:15:19,640 --> 00:15:21,400 Speaker 1: that to stitch together so that you can get a 285 00:15:21,440 --> 00:15:23,840 Speaker 1: clear view of am I safe or am I not safe? 286 00:15:24,080 --> 00:15:25,000 Speaker 1: Or how safe am I? 287 00:15:25,680 --> 00:15:28,280 Speaker 2: The more complexity, the more gets one hundred percent. 288 00:15:28,560 --> 00:15:32,040 Speaker 1: And so that's why, as I said earlier, we don't 289 00:15:32,040 --> 00:15:33,760 Speaker 1: want to be in a security category unless we can 290 00:15:33,800 --> 00:15:36,720 Speaker 1: be the best. And we're trying to build platforms that 291 00:15:37,000 --> 00:15:39,240 Speaker 1: resonate with our customers so that they can get on 292 00:15:39,320 --> 00:15:40,680 Speaker 1: and do what they need to do to run their 293 00:15:40,720 --> 00:15:43,480 Speaker 1: business and that they are secure. And so that's why 294 00:15:43,520 --> 00:15:48,320 Speaker 1: our platformization strategy is resonating. It's interesting in the actually. 295 00:15:48,320 --> 00:15:49,920 Speaker 2: Big part of the strategy for the business now one 296 00:15:50,000 --> 00:15:50,960 Speaker 2: hundred percent. 297 00:15:50,760 --> 00:15:53,600 Speaker 1: And that is, you know, we just had our earnings 298 00:15:53,680 --> 00:15:57,640 Speaker 1: call last week and one thing that's being highlighted that's 299 00:15:57,720 --> 00:16:01,840 Speaker 1: really fueling that is around platformation. So instead of a company, 300 00:16:03,080 --> 00:16:04,920 Speaker 1: I know, I know it's a bit so our CEO, 301 00:16:04,960 --> 00:16:06,760 Speaker 1: I'm pretty sure he made it up. I'm not I'm 302 00:16:06,800 --> 00:16:10,680 Speaker 1: not definitely for sure. And he came out with it 303 00:16:10,680 --> 00:16:14,240 Speaker 1: about a year ago, and at first I think everyone 304 00:16:14,320 --> 00:16:17,120 Speaker 1: was kind of like, whoa, what is this? What is 305 00:16:17,600 --> 00:16:20,600 Speaker 1: that word? And what does it mean? And in the 306 00:16:20,600 --> 00:16:23,560 Speaker 1: past you'd hear a lot about consolidation. I think the 307 00:16:23,640 --> 00:16:28,800 Speaker 1: magic around platformization is really being able to use that 308 00:16:28,880 --> 00:16:32,200 Speaker 1: as your superpower to progress, where consolidation in the past 309 00:16:32,320 --> 00:16:34,920 Speaker 1: one of the top targets was just completely cost out, 310 00:16:35,120 --> 00:16:38,720 Speaker 1: so it wasn't really thinking about being strategic. With platformization, 311 00:16:39,160 --> 00:16:42,040 Speaker 1: excuse me, you can be strategic and have cost out 312 00:16:42,600 --> 00:16:44,840 Speaker 1: and have the highest security postures. So it's like the 313 00:16:44,960 --> 00:16:47,120 Speaker 1: nirvana of everything that you need. 314 00:16:47,800 --> 00:16:49,880 Speaker 2: We're going to get way more too that and the 315 00:16:49,960 --> 00:16:52,920 Speaker 2: earning school very shortly. But firstly, love to hear a 316 00:16:52,920 --> 00:16:55,520 Speaker 2: bit about who your customers are at the moment, the 317 00:16:55,520 --> 00:17:00,040 Speaker 2: types of customers, type of industries, and also target we 318 00:17:00,040 --> 00:17:00,680 Speaker 2: were you hitting with. 319 00:17:00,640 --> 00:17:04,400 Speaker 1: It sure in New Zealand. Then when I was brought 320 00:17:04,440 --> 00:17:10,399 Speaker 1: on in mid twenty nineteen, basically it was to invest 321 00:17:10,440 --> 00:17:14,320 Speaker 1: in the New Zealand market for the listener toil job. Yes, 322 00:17:14,440 --> 00:17:17,880 Speaker 1: well in building the business basically, yeah, from at the time, 323 00:17:17,920 --> 00:17:19,600 Speaker 1: we had a couple of people that were based in 324 00:17:19,600 --> 00:17:22,840 Speaker 1: New Zealand, but they were managed out of Australia, which 325 00:17:23,000 --> 00:17:25,879 Speaker 1: New Zealand companies love it when you US multinationals come 326 00:17:25,920 --> 00:17:28,480 Speaker 1: in and do that. So I got an opportunity to 327 00:17:28,480 --> 00:17:30,800 Speaker 1: come in and basically build that. So we had a 328 00:17:30,840 --> 00:17:34,040 Speaker 1: couple of people. Now we've got about twenty and we 329 00:17:34,119 --> 00:17:38,920 Speaker 1: it's mainly sales and marketing functions and then also professional services, delivery, 330 00:17:39,040 --> 00:17:44,520 Speaker 1: customer success and some other engineering type roles. So with 331 00:17:45,119 --> 00:17:49,199 Speaker 1: our current customers all B to B so we're not 332 00:17:49,280 --> 00:17:53,600 Speaker 1: a consumer company, so all the usual suspects of industry. 333 00:17:53,680 --> 00:17:56,520 Speaker 1: So we've taught. We touched on government and public sectors, 334 00:17:56,520 --> 00:18:00,680 Speaker 1: so that's a big market for us, specifically education within 335 00:18:00,760 --> 00:18:05,800 Speaker 1: New Zealand. And we did announce recently that we have 336 00:18:05,880 --> 00:18:10,000 Speaker 1: gone into partnership with the Network for Learning, which provides 337 00:18:10,320 --> 00:18:15,280 Speaker 1: cybersecurity and IT solutions for twenty six hundred primary and 338 00:18:15,280 --> 00:18:17,920 Speaker 1: secondary schools in New Zealand and so we are now 339 00:18:17,960 --> 00:18:21,440 Speaker 1: their primary technology partners. So we're very excite. Matter of fact, 340 00:18:21,960 --> 00:18:25,400 Speaker 1: this week we're doing our first pilot schools cutover onto 341 00:18:25,440 --> 00:18:27,880 Speaker 1: pilots Networks. I think I'm okay to say that it's 342 00:18:27,920 --> 00:18:29,399 Speaker 1: all of an and ounce, so sores what we're doing 343 00:18:29,400 --> 00:18:33,439 Speaker 1: in there. So education is big, tertiary education, the polytechs 344 00:18:33,440 --> 00:18:36,560 Speaker 1: and those types of things, so that's super important to us. 345 00:18:36,880 --> 00:18:41,320 Speaker 1: Healthcare is one that's very important in top of mind, 346 00:18:41,440 --> 00:18:43,760 Speaker 1: and I would also say everyone's important on top of mind. 347 00:18:43,760 --> 00:18:47,399 Speaker 1: But those two when I think of specific verticals, and 348 00:18:47,440 --> 00:18:50,439 Speaker 1: then we've been super strong in financial services as well. 349 00:18:50,440 --> 00:18:52,080 Speaker 2: These are global viticals as well. 350 00:18:52,119 --> 00:18:55,040 Speaker 1: These are all global verticals. However, what I'm mentioning then 351 00:18:55,080 --> 00:18:58,919 Speaker 1: we're super strong in New Zealand as well, so those 352 00:18:58,960 --> 00:19:02,119 Speaker 1: are probably in thecreical infrastructure, and so those are the 353 00:19:02,119 --> 00:19:05,520 Speaker 1: ones that come top of mind. And then overall I 354 00:19:05,560 --> 00:19:07,800 Speaker 1: did mention government when I say public sector, that's just 355 00:19:08,080 --> 00:19:10,719 Speaker 1: there's so many bullet points that go beyond that. However, 356 00:19:10,800 --> 00:19:13,760 Speaker 1: we have a very very strong public sector team globally 357 00:19:14,680 --> 00:19:17,200 Speaker 1: as well, and so that's a very tight end. When 358 00:19:17,200 --> 00:19:21,439 Speaker 1: I mentioned what we're doing with the five eyes and 359 00:19:21,520 --> 00:19:24,720 Speaker 1: what we're doing with all the different usual suspects within 360 00:19:24,880 --> 00:19:28,960 Speaker 1: the top shelf of the governments around the world, that's 361 00:19:29,000 --> 00:19:32,760 Speaker 1: a very very important market for us, just from. 362 00:19:32,600 --> 00:19:36,720 Speaker 2: A I suspect. The unit forty two some pretty higher information. 363 00:19:37,359 --> 00:19:40,240 Speaker 1: Yeah, they do, they do, yeh know. It's great, It's 364 00:19:40,240 --> 00:19:44,159 Speaker 1: actually really good. And I'm super excited because we have 365 00:19:44,440 --> 00:19:47,680 Speaker 1: just hired somebody. I can't announce who it is yet, 366 00:19:48,000 --> 00:19:50,760 Speaker 1: but we've just hired a Unit forty two director to 367 00:19:50,840 --> 00:19:53,520 Speaker 1: be based in New Zealand and it's going to be 368 00:19:53,640 --> 00:19:55,520 Speaker 1: huge for us. That's one of our fastest growing parts 369 00:19:55,560 --> 00:19:59,560 Speaker 1: of our business is around providing instant response in proactive 370 00:19:59,600 --> 00:20:03,280 Speaker 1: service and deep dark web monitoring and things like that. 371 00:20:03,359 --> 00:20:07,119 Speaker 1: So I am I am absolutely over the moon to 372 00:20:07,440 --> 00:20:08,680 Speaker 1: bring this person on board. 373 00:20:09,200 --> 00:20:11,159 Speaker 2: Hearing more maybe or maybe not. 374 00:20:11,160 --> 00:20:13,200 Speaker 1: Maybet a waste, No no, no, no, it'll be out there. 375 00:20:13,440 --> 00:20:14,320 Speaker 1: We'll get it out there. 376 00:20:14,520 --> 00:20:17,240 Speaker 2: Great. Well, it's earning season, so let's talk about some numbers. 377 00:20:18,000 --> 00:20:21,040 Speaker 2: So last week you released the Q two results. Revenue 378 00:20:21,080 --> 00:20:23,320 Speaker 2: was up fourteen percent year on year, so two point 379 00:20:23,359 --> 00:20:28,840 Speaker 2: three billion. In the next Gen Security annual recurring revenues 380 00:20:28,880 --> 00:20:32,240 Speaker 2: that are grew thirty seven percent year on year four 381 00:20:32,240 --> 00:20:35,680 Speaker 2: point eight billion. So what's the primary thing driving those numbers? 382 00:20:36,320 --> 00:20:38,520 Speaker 1: So a couple of them we've already touched on. Definitely 383 00:20:38,560 --> 00:20:42,160 Speaker 1: think platformization is resonating globally. 384 00:20:42,280 --> 00:20:45,040 Speaker 2: Yeah, presumably the recurring revenue aspect and the growth here 385 00:20:45,040 --> 00:20:47,120 Speaker 2: as a target aspect for you as well. 386 00:20:47,240 --> 00:20:50,560 Speaker 1: Yeah. Absolutely. And one of the things that's interesting about 387 00:20:50,560 --> 00:20:54,160 Speaker 1: our platformization approach I didn't mention earlier is let's say 388 00:20:54,160 --> 00:20:56,520 Speaker 1: I've got a customer and they're like, hey, mistee, we 389 00:20:56,560 --> 00:20:59,160 Speaker 1: want to go all in with you guys. However, we've 390 00:20:59,160 --> 00:21:02,720 Speaker 1: got this contract with these other vendors. They don't expire 391 00:21:02,800 --> 00:21:05,399 Speaker 1: for another six months, twelve months, eighteen months, twenty four months. 392 00:21:06,520 --> 00:21:10,199 Speaker 1: What we do in those situations is we work on 393 00:21:10,240 --> 00:21:13,600 Speaker 1: a strategy where we can buy out those contracts because 394 00:21:13,720 --> 00:21:17,359 Speaker 1: our philosophy is if the customer's ready to move and 395 00:21:17,400 --> 00:21:19,480 Speaker 1: we're ready to get them on to this strategy that 396 00:21:19,560 --> 00:21:21,359 Speaker 1: we think is going to be a better security posture 397 00:21:21,359 --> 00:21:23,760 Speaker 1: for them longer term, and we can help take the 398 00:21:23,800 --> 00:21:25,480 Speaker 1: cost out so they're obviously not having to pay for 399 00:21:25,480 --> 00:21:28,160 Speaker 1: two vendors at the same time, then that's a better strategy. 400 00:21:28,160 --> 00:21:30,480 Speaker 1: Does it cost us something on the front end, Absolutely 401 00:21:30,520 --> 00:21:32,919 Speaker 1: it does. There's an investment on our part. However, in 402 00:21:32,960 --> 00:21:36,440 Speaker 1: the long run, we firmly believe that we're building customers 403 00:21:36,440 --> 00:21:39,000 Speaker 1: for life. So if we can take a short term 404 00:21:39,080 --> 00:21:43,000 Speaker 1: loss for a long term five to ten plus year gain, 405 00:21:43,240 --> 00:21:45,840 Speaker 1: then that is a very easy decision for us. 406 00:21:46,040 --> 00:21:49,760 Speaker 2: Yeah, how like long are what's the normal contract life 407 00:21:49,760 --> 00:21:51,879 Speaker 2: cycle in the space. I kind of mention people are 408 00:21:51,880 --> 00:21:54,400 Speaker 2: wanting to switch often, but the actual contracted Like. 409 00:21:54,359 --> 00:21:56,280 Speaker 1: I've got a ten year contract and I've got a 410 00:21:56,280 --> 00:21:59,320 Speaker 1: one year contract. So it really depends on what's going 411 00:21:59,359 --> 00:22:05,399 Speaker 1: on within the organization and what they're appetite for signing 412 00:22:05,480 --> 00:22:09,359 Speaker 1: up for that particular solution. So yeah, it definitely varies 413 00:22:09,440 --> 00:22:11,840 Speaker 1: from company to company. 414 00:22:11,920 --> 00:22:14,159 Speaker 2: Nice and so you've had double digit growth yere on 415 00:22:14,280 --> 00:22:17,119 Speaker 2: you for I didn't see exactly how many years, but 416 00:22:17,200 --> 00:22:20,760 Speaker 2: look like a few expecting that to continue at the 417 00:22:20,760 --> 00:22:21,359 Speaker 2: same rate. 418 00:22:22,280 --> 00:22:27,240 Speaker 1: I hope. So it's the teams are working really hard. 419 00:22:27,680 --> 00:22:30,720 Speaker 1: The business that the company is doing and the details 420 00:22:30,760 --> 00:22:35,720 Speaker 1: behind it is unbelievable. And I think even in New Zealand, 421 00:22:36,040 --> 00:22:39,879 Speaker 1: the deal sizes are getting so much larger than I mean, 422 00:22:39,920 --> 00:22:43,119 Speaker 1: we're talking triple, quadruple what we used to do. And 423 00:22:43,200 --> 00:22:46,119 Speaker 1: that again is being fueled because a customer's saying, I 424 00:22:46,119 --> 00:22:47,719 Speaker 1: don't want to just go do this piece. More thing 425 00:22:47,720 --> 00:22:49,680 Speaker 1: here and peace more thing here, give me what I 426 00:22:49,720 --> 00:22:53,240 Speaker 1: can do across my estate. Yeah, we're involved in most 427 00:22:53,440 --> 00:22:56,480 Speaker 1: digital transformation conversations and if we're not, we should be 428 00:22:56,680 --> 00:22:58,879 Speaker 1: and or our partners should be whoever we're partnering with 429 00:22:59,600 --> 00:23:03,320 Speaker 1: every single transformation business strategy that's happening in New Zealand 430 00:23:03,400 --> 00:23:06,359 Speaker 1: as a cyber aspect to it. And so that is 431 00:23:06,960 --> 00:23:11,639 Speaker 1: something that I feel like it's getting more prevalent that 432 00:23:11,720 --> 00:23:15,480 Speaker 1: I get phone calls from not only CIOs and CDOs 433 00:23:15,520 --> 00:23:18,200 Speaker 1: and sizos, chief Information Security offic server those of you 434 00:23:18,280 --> 00:23:21,760 Speaker 1: don't know, but also CFOs and CEOs and so it's 435 00:23:21,800 --> 00:23:26,159 Speaker 1: building those types of relationships that's absolutely critical and the 436 00:23:26,240 --> 00:23:29,879 Speaker 1: trust they need to know, am I backing the right horse? 437 00:23:30,160 --> 00:23:32,840 Speaker 1: Am I picking the right lane? Is palleled to networks? 438 00:23:33,200 --> 00:23:34,560 Speaker 1: Is that what we need to do? So that's our 439 00:23:34,640 --> 00:23:36,720 Speaker 1: job to keep them kind of on that path to 440 00:23:36,720 --> 00:23:37,840 Speaker 1: make sure they understand that. 441 00:23:37,960 --> 00:23:39,920 Speaker 2: One of the big learnings for me in business, I 442 00:23:39,920 --> 00:23:41,880 Speaker 2: think over the last few years is being the really 443 00:23:41,920 --> 00:23:45,680 Speaker 2: fine way the wind's blowing, try to get it behind you. Yeah, 444 00:23:45,720 --> 00:23:49,000 Speaker 2: and cybersecurity hits the wind blowing behind it at the 445 00:23:49,000 --> 00:23:51,199 Speaker 2: moment with a lot of you know, a lot more 446 00:23:51,280 --> 00:23:53,240 Speaker 2: risk entering in the space as well, Like it's like 447 00:23:53,440 --> 00:23:56,800 Speaker 2: certainly AI and what the what's coming in the space 448 00:23:57,320 --> 00:23:59,080 Speaker 2: is introducing more risks on at least at the moment. 449 00:23:59,280 --> 00:24:03,840 Speaker 1: Yeah, And that's the other thing too. Any organization that 450 00:24:03,960 --> 00:24:06,639 Speaker 1: says to me, oh, we're going to kind of take 451 00:24:06,680 --> 00:24:09,320 Speaker 1: a wait and see approach on all this generative AI, 452 00:24:09,560 --> 00:24:13,400 Speaker 1: and I always say them, can I have your permission 453 00:24:13,520 --> 00:24:15,359 Speaker 1: to do a few things a few reports, so I 454 00:24:15,400 --> 00:24:17,679 Speaker 1: can just show you it's already in there. There's a 455 00:24:17,720 --> 00:24:20,040 Speaker 1: lot of unsanctioned apps, You've got lots of holes in 456 00:24:20,080 --> 00:24:22,960 Speaker 1: your organization that we can help you go and feel that. 457 00:24:23,160 --> 00:24:26,920 Speaker 1: And that's something that I feel like we are doing 458 00:24:27,000 --> 00:24:30,840 Speaker 1: again being a trailblazer in that space, to say, look 459 00:24:30,840 --> 00:24:33,119 Speaker 1: at what's going on across your estate from a generative 460 00:24:33,160 --> 00:24:36,200 Speaker 1: AI perspective, and what's going on with whatever you've got 461 00:24:36,200 --> 00:24:40,080 Speaker 1: working on with LLMS agentative AI as well for all 462 00:24:40,080 --> 00:24:44,040 Speaker 1: the agents. Then it's something that we've got the tools 463 00:24:44,160 --> 00:24:48,200 Speaker 1: and the expertise to be able to go and get 464 00:24:48,200 --> 00:24:50,119 Speaker 1: in front of that. And that's what will continue to 465 00:24:50,200 --> 00:24:53,639 Speaker 1: invest in when we invest well over a billion dollars 466 00:24:53,680 --> 00:24:56,240 Speaker 1: a year just an R and D around, So that's 467 00:24:56,280 --> 00:24:59,439 Speaker 1: how we can kind of continue to be in the 468 00:24:59,480 --> 00:25:01,280 Speaker 1: front of what's next. 469 00:25:01,200 --> 00:25:04,720 Speaker 2: Really on that mecro space. I mean, you're can be 470 00:25:04,760 --> 00:25:06,600 Speaker 2: closer to this. Most of you're saying, you're jrset is 471 00:25:06,640 --> 00:25:09,480 Speaker 2: in the US New Zealand, but you're a global company 472 00:25:09,520 --> 00:25:12,320 Speaker 2: listed on the US Stock Exchange, got many customers in 473 00:25:12,320 --> 00:25:15,680 Speaker 2: the US as well. How's the Trump administration and the 474 00:25:15,760 --> 00:25:21,040 Speaker 2: change there impacted Palo alto the company, And you're thinking, so, 475 00:25:21,680 --> 00:25:22,240 Speaker 2: one thing. 476 00:25:22,119 --> 00:25:27,240 Speaker 1: That's really good about cybersecurity, it's very bipartisan. So we 477 00:25:27,440 --> 00:25:30,960 Speaker 1: have enjoyed we enjoyed a good relationship with the Trump 478 00:25:31,040 --> 00:25:34,879 Speaker 1: administration back in twenty sixteen, the same with Biden, and 479 00:25:34,920 --> 00:25:38,960 Speaker 1: then now with Trump being back in office, then we 480 00:25:39,040 --> 00:25:43,840 Speaker 1: have really strong relationships and specifically within our federal government 481 00:25:43,920 --> 00:25:47,480 Speaker 1: and leadership, and so we will continue to double down 482 00:25:47,680 --> 00:25:51,120 Speaker 1: on the US government regardless of who's in office. And 483 00:25:51,320 --> 00:25:55,320 Speaker 1: it hasn't really changed much for us, and so they 484 00:25:55,400 --> 00:25:57,040 Speaker 1: all know that we're there and ready and that we're 485 00:25:57,080 --> 00:26:03,399 Speaker 1: a strategic partner. And so yeah, it's it's been. I 486 00:26:03,440 --> 00:26:05,479 Speaker 1: haven't really seen much of a difference in that. 487 00:26:06,480 --> 00:26:09,520 Speaker 2: It's great to promat a cancer and probably expected for that, 488 00:26:10,800 --> 00:26:13,800 Speaker 2: but I mean, I very much hope it has very 489 00:26:13,800 --> 00:26:17,960 Speaker 2: bypassing prediction on this and certainly the investment from people 490 00:26:17,960 --> 00:26:20,960 Speaker 2: going into on the on the other side of creating 491 00:26:21,320 --> 00:26:26,680 Speaker 2: these scams, and it's certainly indifferent to who the administration is. 492 00:26:26,880 --> 00:26:29,280 Speaker 1: Suppose they don't care. And as I said before, it's 493 00:26:29,280 --> 00:26:33,040 Speaker 1: a big business, and yeah, it's relentless. 494 00:26:33,440 --> 00:26:34,800 Speaker 2: So could you tell us a little bit around the 495 00:26:34,840 --> 00:26:38,520 Speaker 2: trends we're seeing in cybersecurity. We've touched on UNI forty 496 00:26:38,520 --> 00:26:40,520 Speaker 2: two a couple of times, but they predict this year 497 00:26:40,560 --> 00:26:43,760 Speaker 2: to be the year of disruption. What does that mean. 498 00:26:43,880 --> 00:26:48,480 Speaker 1: There's a statistic in our Unit forty two predictions that 499 00:26:48,520 --> 00:26:51,880 Speaker 1: they talked about eighty percent of breaches are now happening 500 00:26:52,160 --> 00:26:55,000 Speaker 1: in the cloud, and so I think that is going 501 00:26:55,080 --> 00:26:58,560 Speaker 1: to continue to ramp up. And if you think about 502 00:26:58,680 --> 00:27:01,200 Speaker 1: all the cloud service provider, so all the usual suspects 503 00:27:01,200 --> 00:27:04,480 Speaker 1: of Google, Aws, Azure, and we have this what's called 504 00:27:04,480 --> 00:27:09,719 Speaker 1: a shared responsibility model in that they have their own security. However, 505 00:27:09,760 --> 00:27:16,359 Speaker 1: most companies also have another security that is implemented. But 506 00:27:16,400 --> 00:27:20,320 Speaker 1: that whole shared responsibility model is becoming quite interesting from 507 00:27:20,359 --> 00:27:24,119 Speaker 1: a cloud perspective, just because when something does go wrong, 508 00:27:24,600 --> 00:27:28,680 Speaker 1: then the lines not always like let's say, as an example, 509 00:27:28,960 --> 00:27:31,720 Speaker 1: you decide with share zase that you're not going to 510 00:27:31,760 --> 00:27:34,960 Speaker 1: have any other security. You're just going to go all 511 00:27:34,960 --> 00:27:37,160 Speaker 1: in with one of the cloud service providers, and then 512 00:27:37,200 --> 00:27:41,600 Speaker 1: something happens. Chances are the cloud the CSP is probably 513 00:27:41,600 --> 00:27:43,119 Speaker 1: going to say, well, it's not my problem, but we 514 00:27:43,160 --> 00:27:46,040 Speaker 1: did what we did. Our part of the responsible piece 515 00:27:46,119 --> 00:27:50,080 Speaker 1: for that you should have had X y Z in there. 516 00:27:50,359 --> 00:27:55,919 Speaker 1: So that one's quite interesting. I'd also say the prevalence 517 00:27:56,040 --> 00:27:58,000 Speaker 1: of what we were talking about earlier with jen AI 518 00:27:58,080 --> 00:28:01,040 Speaker 1: and LMS and where that's going, and we have to 519 00:28:01,080 --> 00:28:04,080 Speaker 1: be thinking about fighting AI with AI. If you're a 520 00:28:04,119 --> 00:28:09,240 Speaker 1: company who has is doing something from a cyber perspective, 521 00:28:09,800 --> 00:28:12,960 Speaker 1: and that who whatever organization that you're working with, that 522 00:28:13,040 --> 00:28:16,920 Speaker 1: they have not invested in using AI and machine learning 523 00:28:16,920 --> 00:28:20,920 Speaker 1: tools to have that type of automation, you're going to 524 00:28:20,960 --> 00:28:24,119 Speaker 1: be in a really, really world of hurt because you 525 00:28:24,200 --> 00:28:28,360 Speaker 1: cannot fight that with a human. You've got to go 526 00:28:28,520 --> 00:28:31,760 Speaker 1: and make the hopefully keep the AI and machine learning 527 00:28:31,800 --> 00:28:35,280 Speaker 1: and everything else smarter than what the bad actors are doing, 528 00:28:35,640 --> 00:28:38,720 Speaker 1: but you absolutely have to fight AI with AI. It's 529 00:28:38,760 --> 00:28:42,440 Speaker 1: quite an interesting world, this whole dark Web piece. And 530 00:28:42,480 --> 00:28:44,640 Speaker 1: I've never really kind of gone down a rabbit hole 531 00:28:44,720 --> 00:28:47,800 Speaker 1: into this, but what I do find is when some 532 00:28:47,880 --> 00:28:50,920 Speaker 1: of our customers get themselves into a bit of a pickle, 533 00:28:51,080 --> 00:28:54,560 Speaker 1: so to speak. Then it's interesting to watch the unit 534 00:28:54,560 --> 00:28:58,360 Speaker 1: forty two folks who know they've got their own relationships 535 00:28:58,440 --> 00:29:01,720 Speaker 1: with hackers, because that's how from a threat hunting perspective 536 00:29:01,760 --> 00:29:05,480 Speaker 1: and trying to obviously we're monitoring the dark web constantly, 537 00:29:05,960 --> 00:29:08,320 Speaker 1: and it's just really interesting because again, these are humans, 538 00:29:08,320 --> 00:29:11,320 Speaker 1: so there's a psychology aspect behind this as well, and 539 00:29:11,360 --> 00:29:15,000 Speaker 1: so it's fascinating to me just to watch how some 540 00:29:15,040 --> 00:29:17,280 Speaker 1: of the things unfold and most of time it has 541 00:29:17,320 --> 00:29:19,600 Speaker 1: nothing to do with our technology, but they're just a customer. 542 00:29:19,640 --> 00:29:23,720 Speaker 1: And yeah, it's really interesting that it's kind of watching 543 00:29:23,720 --> 00:29:26,720 Speaker 1: the Spy movie sometimes of how everything gets pieced together 544 00:29:26,840 --> 00:29:30,280 Speaker 1: and what can end up happening as a result. 545 00:29:31,080 --> 00:29:34,320 Speaker 2: Yeah, so what's the Is it being a big steep 546 00:29:34,400 --> 00:29:36,360 Speaker 2: up and investment into the AI space. 547 00:29:36,600 --> 00:29:40,480 Speaker 1: Absolutely, yeah, one hundred percent. So we've got a few 548 00:29:41,040 --> 00:29:46,480 Speaker 1: different categories and within our solutions, if you're a customer 549 00:29:46,560 --> 00:29:50,920 Speaker 1: then they automatically get turned on and so it's some 550 00:29:51,000 --> 00:29:53,760 Speaker 1: different tag names. Not to get into too much detail 551 00:29:53,800 --> 00:29:58,040 Speaker 1: of the technical pieces of it, but it's precision AI, 552 00:29:58,200 --> 00:30:04,000 Speaker 1: so we've actually that's our term that we've trademarked, and 553 00:30:04,520 --> 00:30:08,360 Speaker 1: from a generative AI perspective, then it's making sure that 554 00:30:09,040 --> 00:30:11,920 Speaker 1: you are able to understand exactly where things are coming 555 00:30:11,960 --> 00:30:14,760 Speaker 1: from and that not only the integrity of the AI 556 00:30:15,160 --> 00:30:19,280 Speaker 1: is correct, but also that it's secure. And so those 557 00:30:19,320 --> 00:30:21,920 Speaker 1: are the things in that we also talked earlier about 558 00:30:22,360 --> 00:30:26,880 Speaker 1: cloud and developers and that whole piece that's happening, and 559 00:30:27,280 --> 00:30:30,600 Speaker 1: within the solutions and tools that we have around AI 560 00:30:31,080 --> 00:30:34,040 Speaker 1: that is also doing an automation piece in that too, 561 00:30:34,040 --> 00:30:36,760 Speaker 1: because you'll know a lot of developers that are grabbing 562 00:30:37,120 --> 00:30:41,040 Speaker 1: things to develop now through AI. So we're making sure 563 00:30:41,080 --> 00:30:43,720 Speaker 1: that that's secure and that's been run through all of 564 00:30:43,720 --> 00:30:47,640 Speaker 1: our runtime technology so that you can be safe and 565 00:30:47,680 --> 00:30:48,440 Speaker 1: secure around that. 566 00:30:49,040 --> 00:30:50,800 Speaker 2: And so it's just an expectation of them now as 567 00:30:50,840 --> 00:30:52,640 Speaker 2: well from companies right that they're using these tools. 568 00:30:53,000 --> 00:30:56,160 Speaker 1: Yeah, exactly one hundred percent. Because you'll hear people talk 569 00:30:56,200 --> 00:31:01,000 Speaker 1: about with AI or generative AI specifically of that strategy 570 00:31:01,280 --> 00:31:04,200 Speaker 1: leak versus learned. So some companies will say, I'm going 571 00:31:04,280 --> 00:31:07,280 Speaker 1: to open everything up because I want my employees to learn, 572 00:31:07,640 --> 00:31:09,920 Speaker 1: and we know it's coming and we know it's here, 573 00:31:10,200 --> 00:31:11,400 Speaker 1: and then you've got. Other ones are like, oh, no, 574 00:31:11,400 --> 00:31:13,560 Speaker 1: we're going to tighten everything down because we're afraid things 575 00:31:13,600 --> 00:31:17,240 Speaker 1: are going to leak. Either strategy, you still have to 576 00:31:17,240 --> 00:31:19,000 Speaker 1: have a security piece in that. And so those are 577 00:31:19,000 --> 00:31:22,440 Speaker 1: the conversations that we're having mainly with the business folks 578 00:31:22,480 --> 00:31:26,720 Speaker 1: and then also with security as well. But it really 579 00:31:26,800 --> 00:31:30,800 Speaker 1: is a concern more at the top table. I feel well, 580 00:31:30,800 --> 00:31:33,760 Speaker 1: I shouldn't say more. That's not fair. Every security practitioner 581 00:31:33,760 --> 00:31:36,600 Speaker 1: and security leader out there is concerned about it as well. However, however, 582 00:31:36,680 --> 00:31:39,920 Speaker 1: I think because it's so prevalent, then it's much more 583 00:31:40,040 --> 00:31:43,520 Speaker 1: of an easier conversation to have with executives. And then 584 00:31:43,760 --> 00:31:44,800 Speaker 1: what are we going to do about it? 585 00:31:45,200 --> 00:31:46,680 Speaker 2: What is I want to see a graph on how 586 00:31:46,720 --> 00:31:49,480 Speaker 2: much more how many more times that's appeared on board 587 00:31:49,480 --> 00:31:50,320 Speaker 2: papers and that type of thing. 588 00:31:50,760 --> 00:31:54,800 Speaker 1: Yeah, exactly, And we have it's an AI security posture assessment. 589 00:31:55,120 --> 00:31:58,400 Speaker 1: So we can go into an organization and say we're 590 00:31:58,400 --> 00:32:00,920 Speaker 1: going to run some tests and diagnostic through and go 591 00:32:00,960 --> 00:32:02,920 Speaker 1: and do something and basically be able to come back 592 00:32:02,920 --> 00:32:06,720 Speaker 1: and say this is your security pasture from an AI perspective. 593 00:32:06,760 --> 00:32:08,280 Speaker 2: A couple of years ago, there was about a million 594 00:32:08,360 --> 00:32:11,800 Speaker 2: new Zealands who had their data stolen through a cyber breach. 595 00:32:12,680 --> 00:32:16,360 Speaker 2: It was a leaning company, personal owned company. How well 596 00:32:16,600 --> 00:32:18,240 Speaker 2: placed and how much will wake up call do you 597 00:32:18,240 --> 00:32:20,440 Speaker 2: think that was? And how well placed again do you 598 00:32:20,440 --> 00:32:22,960 Speaker 2: think Australasian companies are for what's hitting at the moment. 599 00:32:23,560 --> 00:32:26,200 Speaker 1: I don't think that we are doing enough. I think 600 00:32:26,200 --> 00:32:29,320 Speaker 1: that there are still some things that we need to 601 00:32:29,360 --> 00:32:35,240 Speaker 1: tighten up around our controls and being proactive and those 602 00:32:35,240 --> 00:32:38,360 Speaker 1: types of things. I think Australia is a bit ahead 603 00:32:38,360 --> 00:32:40,720 Speaker 1: of us if you look at some of the regulation 604 00:32:40,840 --> 00:32:44,920 Speaker 1: that they have around critical infrastructure, even some of the 605 00:32:44,920 --> 00:32:47,720 Speaker 1: things that they've come out with proactively around AI. And 606 00:32:47,760 --> 00:32:49,560 Speaker 1: we've got some good stuff too, don't get me wrong. 607 00:32:50,040 --> 00:32:53,960 Speaker 1: I just there are some things I think that we 608 00:32:54,200 --> 00:32:56,920 Speaker 1: can still do to tighten that up in New Zealand. 609 00:32:57,160 --> 00:33:00,120 Speaker 1: One thing in particular is because we've got quite a 610 00:33:00,160 --> 00:33:03,440 Speaker 1: big presence in education and if I think about how 611 00:33:03,520 --> 00:33:05,680 Speaker 1: that goes back to New Zealand Inc. Then what are 612 00:33:05,680 --> 00:33:07,680 Speaker 1: we doing to make sure like that's something within our 613 00:33:07,680 --> 00:33:10,400 Speaker 1: control because we've got a huge part of our business 614 00:33:10,400 --> 00:33:12,840 Speaker 1: that's within there. Just as an example, but it's going 615 00:33:12,880 --> 00:33:15,040 Speaker 1: to always I think we always need to be thinking 616 00:33:15,080 --> 00:33:17,960 Speaker 1: of every day when we wake up, we can do better. 617 00:33:18,480 --> 00:33:21,840 Speaker 1: And so one of the things of Palatin Networks is 618 00:33:22,760 --> 00:33:27,360 Speaker 1: our mission is to make the world safer today than 619 00:33:27,400 --> 00:33:30,239 Speaker 1: it was the day before. And I think we have 620 00:33:30,320 --> 00:33:33,680 Speaker 1: to constantly be thinking like that because what we think 621 00:33:33,760 --> 00:33:35,920 Speaker 1: is good right now, even a year from now, if 622 00:33:35,920 --> 00:33:37,480 Speaker 1: we were sitting here, we'd be We're going to be 623 00:33:37,480 --> 00:33:40,480 Speaker 1: talking about something completely different. And so that's how quickly 624 00:33:40,480 --> 00:33:41,240 Speaker 1: things are changing. 625 00:33:42,600 --> 00:33:44,840 Speaker 2: Great, Well, we've covered heaps of ground here, thinks much. 626 00:33:45,080 --> 00:33:46,920 Speaker 2: One last question, So if you had to summarize what 627 00:33:46,960 --> 00:33:49,360 Speaker 2: you think should be top of mind from Vista's for listening, 628 00:33:50,040 --> 00:33:52,920 Speaker 2: we're not thinking about cybersecurity, what would that be? 629 00:33:53,200 --> 00:33:55,840 Speaker 1: So one thing I haven't talked about. We do think 630 00:33:55,960 --> 00:33:59,400 Speaker 1: twenty twenty five is the year of the browser. And 631 00:33:59,440 --> 00:34:03,080 Speaker 1: what I mean by that is such a high percentage 632 00:34:03,360 --> 00:34:06,560 Speaker 1: of work is done in a browser if you think 633 00:34:06,560 --> 00:34:10,160 Speaker 1: about it. And part of one of the ways that 634 00:34:10,200 --> 00:34:12,480 Speaker 1: we've addressed that is we acquired a company about a 635 00:34:12,560 --> 00:34:15,680 Speaker 1: year ago and now it's been automatically integrated in so 636 00:34:15,800 --> 00:34:18,240 Speaker 1: we all use it as well. It's called Prisma Access 637 00:34:18,280 --> 00:34:23,240 Speaker 1: Browser and it basically can tighten down anything so within 638 00:34:23,360 --> 00:34:26,360 Speaker 1: your organization, if you have contractors or you've got BYOD. 639 00:34:27,000 --> 00:34:30,440 Speaker 1: Basically whenever you're from a sharesse perspective to say, okay, 640 00:34:30,480 --> 00:34:33,719 Speaker 1: we know that this is safe, this is secure whenever 641 00:34:33,760 --> 00:34:36,400 Speaker 1: they're working on our stuff. Because we've locked down the 642 00:34:36,400 --> 00:34:39,120 Speaker 1: browser in the past, that was kind of a bit 643 00:34:39,160 --> 00:34:42,880 Speaker 1: of sprawl. So if I were an investor, I'd probably 644 00:34:43,440 --> 00:34:46,160 Speaker 1: be having a look around that. It's a big, big 645 00:34:46,200 --> 00:34:46,800 Speaker 1: bat investor. 646 00:34:46,840 --> 00:34:49,160 Speaker 2: It's just something we just trust and use, isn't it exactly? 647 00:34:49,200 --> 00:34:52,040 Speaker 1: And that's the thing. It's Yeah, you're spot on. It's 648 00:34:52,160 --> 00:34:54,760 Speaker 1: it's something that I think a lot of us trust 649 00:34:54,760 --> 00:34:58,399 Speaker 1: our phones and trust all kinds of different things. And 650 00:34:58,680 --> 00:35:01,920 Speaker 1: but yeah, just that secure your perspective, that's just something 651 00:35:01,920 --> 00:35:03,000 Speaker 1: else to kind of. 652 00:35:02,960 --> 00:35:04,120 Speaker 2: Think about and get to. 653 00:35:05,280 --> 00:35:08,080 Speaker 1: Yes' a make sure your MFAF. 654 00:35:08,600 --> 00:35:10,399 Speaker 2: Thanks so much, Mossie. It's been a real pleasure having 655 00:35:10,440 --> 00:35:13,319 Speaker 2: you here, and thanks for sharing with our audience. Thank 656 00:35:13,360 --> 00:35:15,840 Speaker 2: you for joining us and everyone for tuning in. You 657 00:35:15,880 --> 00:35:18,520 Speaker 2: can watch Shared Lunch on YouTube or follow us on 658 00:35:18,560 --> 00:35:20,880 Speaker 2: your favorite podcast at Leave us a rating and a 659 00:35:20,880 --> 00:35:23,400 Speaker 2: comment about what you'd like to hear about next. Enjoy 660 00:35:23,400 --> 00:35:24,080 Speaker 2: the rest of your week.