The DTC Enterprise Tech Podcast

Dell Technologies Capital

Conversations between the venture investors and operators at Dell Technologies Capital and the people who are building what's next in enterprise technologies.

  1. Special RSAC Episode with Karl Mattson

    27. APR.

    Special RSAC Episode with Karl Mattson

    SummaryIn this episode of the DTC podcast, Deepak Jeevankumar interviews Karl Mattson, a senior security leader at Endor Labs, discussing the RSA Conference's significance in cybersecurity, the impact of AI on security, and the current concerns of CISOs. They explore strategies for startups to maximize their presence at the conference and the importance of aligning security strategies with business objectives. The conversation highlights the evolving landscape of cybersecurity and the role of innovation in shaping the future. Takeaways AI is becoming a central theme in security solutions.CISOs are focusing on macroeconomic factors affecting security investments.Automation is crucial for resource efficiency in security teams.Startups should prioritize one-on-one meetings with potential customers, but not just the CISOs.RSAC's Innovation Sandbox provides credibility and visibility for startups.Founders should seek warm introductions to CISOs for effective engagement but also look to meet with director-level professionals.Your CEO should have a packed schedule well in advance of the show. They should not be staffing your booth hoping to catch qualified buyers walking by.Chapters00:00 Introduction to RSA Conference and Key Themes02:57 The Role of AI in Cybersecurity06:00 CISO Perspectives and Current Concerns09:03 Maximizing ROI at RSA Conference11:57 Advice for Startups and Founders14:55 Endor's Strategy for RSA Conference17:14 The Success of RSA Conference

    18 Min.
  2. Special RSAC Episode with Ben Carr

    27. APR.

    Special RSAC Episode with Ben Carr

    SUMMARYIn this conversation, Deepak Jeevankumar interviews Ben Carr, the Chief Security and Trust Officer at Halcyon Security, discussing the evolving landscape of cybersecurity, particularly in relation to AI and the RSA Conference. They explore the challenges of AI adoption in enterprises, the changing role of the CISO, and the importance of building relationships with the board. The discussion also highlights the significance of the RSA Conference for networking and learning, as well as strategies for startups to stand out in a crowded market. Ben shares insights into Halcyon's unique approach to ransomware solutions, emphasizing the need for differentiation in a competitive environment. TAKEAWAYS AI continues to be a central theme in cybersecurity discussions.CISOs face challenges in integrating AI into security frameworks.The role of the CISO is evolving to encompass IT responsibilities.Effective communication with stakeholders and building relationships with the board is crucial for CISOs.CISOs should focus on aligning security initiatives with business goals.RSA Conference provides valuable networking opportunities for CISOs and that's where they should spend their time. CHAPTERS00:00 Introduction to RSA Conference 202501:11 The Evolving Themes of AI in Cybersecurity03:41 Challenges of AI Adoption in Enterprises07:02 The Changing Role of the CISO11:30 Connecting with the Board: A CISO's Perspective15:07 The Importance of RSA Conference for CISOs17:49 Startups at RSA: Standing Out in a Crowded Market20:08 Halcyon's Unique Approach to Ransomware Solutions

    24 Min.
  3. Special RSAC Episode with Renee Guttmann

    26. APR.

    Special RSAC Episode with Renee Guttmann

    SUMMARYIn this episode, Deepak Jeevankumar interviews Renee Gutmann, a seasoned CISO with extensive experience attending the RSA Conference. They discuss the evolution of the conference, advice for new CISOs, emerging trends in cybersecurity, the role of AI and automation, and the future challenges posed by quantum computing. Rene shares insights on navigating the conference, engaging with startups, and the importance of reducing friction in cybersecurity practices.TAKEAWAYS Renee has attended the RSA Conference since 1996, witnessing its evolution growing from a technical focus to a broader industry gathering.Networking with other CISOs is crucial for learning and collaboration and Renee emphasizes the importance of learning and sharing knowledge at conferences.Renee emphasizes the need for startups to understand their ideal customer and for her, why seeing an early-stage company engage with the channel is important.She's always looking for solutions that automate and reduce friction in cybersecurity and she's hopeful about AI in this context. Renee's experience as a judge at the RSA Innovation Sandbox highlights the importance of assessing both technology and execution capabilities.CHAPTERS00:00 Introduction to RSA Conference and Its Evolution04:03 Navigating the RSA Conference as a CISO09:53 Emerging Trends and Technologies in Cybersecurity16:08 The Role of AI and Automation in Cybersecurity20:04 Future Challenges: Quantum Computing and Cybersecurity24:09 Conclusion and Final Thoughts

    25 Min.
  4. Twine Security CEO Benny Porat on Hiring & Building in the Earliest Days

    9. MÄRZ

    Twine Security CEO Benny Porat on Hiring & Building in the Earliest Days

    Building the Future of Cybersecurity with AI – Benny Porat, CEO of Twine Security Episode Description: In this episode of the DTC Podcast, Deepak Jeevankumar sits down with Benny Porat, co-founder & CEO of Twine Security. Benny shares his journey from co-founding Claroty to launching Twine, diving into the evolving cybersecurity landscape, the challenges of product-market when you're a plane that's already in flight, and how AI-driven digital employees are reshaping identity and access management. He also discusses lessons learned in scaling a startup, choosing the right investors, and building high-performing teams. Key Topics: Transitioning from Claroty to Twine SecurityHow AI is transforming cybersecurityNavigating product-market fit balancing customers' wants with core product innovationLessons on hiring and scaling teams: Twine's Two-star PrincipleThe evolving role of CISOs and cybersecurity strategyListen in to hear Benny’s insights on the future of cybersecurity and the journey of building an AI-first cybersecurity company.

    29 Min.
  5. Scaling for AI Devs: How RunPod is Growing and Evolving with its Community

    29. JAN.

    Scaling for AI Devs: How RunPod is Growing and Evolving with its Community

    DTC's Radhika Malik in conversation with RunPod CEO and Co-founder Zhen Lu on the company's modest beginnings, accelerated growth, and learning to evolve with and for your ideal customers.   RunPod launched with a classic tech startup story -- in the basements of co-founders Zhen Lu and Pardeep Singh, requiring some electrical rewiring and circuit breaker shenanigans at both homes.Immediately found traction with creatives playing around with Disco Diffusion but then began to attract developers and development teams working on GenAI-driven projects with commercial aspirations. Zhen talks about learning as much as possible from the platform's earliest customers and then evolving RunPod through a strategy partnering with some of the most promising projects to prioritize feature development and rollout. Some surprising early use cases with many that have already hit on popular and financial success Is this an AI bubble? Yes, but...

    35 Min.
  6. Balaji Parimi: From Category Creation to Acquisition

    17.12.2024

    Balaji Parimi: From Category Creation to Acquisition

    “Confidence is the manifestation of having clarity and conviction. Focusing on these “Three Cs” is what helped us make the hard decisions at CloudKnox.” In a recent episode of the DTC podcast series “Exit Interview,” Raman Khanna sat down with Balaji Parimi, the founder of CloudKnox, to discuss the journey of his company from inception to category leader and then later, being acquired by Microsoft. Key takeaways from this episode: Find the solutions gap: Parimi’s motivation to start CloudKnox stemmed from his customer-facing experiences at VMware and CloudPhysics. He built products to deliver automation and efficiencies in multi-cloud environments but found that proper governance controls to manage and secure those automated cloud environments didn’t exist.  First mover advantage: Building for an emerging issue versus an established one comes with risk but can also reward in big ways. CloudKnox’s focus on creating hybrid and multi-cloud environment solutions played a pivotal role in the company being able to establish and lead a new category in the market. Don’t underestimate the analysts: When Gartner introduced the cloud infrastructure entitlement management category, they did it with data attributed to CloudKnox. This was a direct result of proactive, early engagement with analysts who play a crucial role in educating the market, creating awareness, and prioritizing issues for their enterprise clients.  Don’t go it alone: Early traction with Fortune 100 customers was achieved through trusted partners. These partners, already vetted by large enterprises, provided a level of credibility that facilitated introductions and trust that led to landing big logos early on.  Founders are your 1st sales leaders:  Initially, Balaji believed he was a product founder and that he needed to hire a sales team for GTM. He quickly realized that in the early days, it was his deep knowledge and passion that were crucial in landing customers. From GTM partnership to acquisition by Microsoft: Initially, CloudKnox engaged with Microsoft to establish a joint go-to-market partnership, but as Microsoft’s product strategy evolved to focus on multi-cloud security solutions, they saw the value in acquiring CloudKnox. The acquisition has provided CloudKnox with a vast distribution channel and the opportunity to see their product deployed widely, fulfilling a key entrepreneurial dream. Clarity + Conviction = Confidence: Balaji shared his three C’s of success for founders: Clarity, Conviction, and Confidence. Clarity in understanding the problem and solution leads to conviction, which in turn builds confidence. This clarity and conviction are crucial when communicating with customers, investors, team members and when making pivotal decisions.  Balaji Parimi’s journey with CloudKnox is a testament to the power of identifying and addressing real-world problems. His experience at VMware and CloudPhysics provided the foundation for a customer-focused approach that ultimately led to the creation of a new cybersecurity category and the eventual significant acquisition by Microsoft. While good timing played a role, tactical decisions around product, sales, and go-to-market strategies are what made CloudKnox a success story.

    22 Min.
  7. Exotec CRO Arthur Bellamy on Scaling Globally

    26.07.2024

    Exotec CRO Arthur Bellamy on Scaling Globally

    "We do have to hire to some extent ahead. And that's a bit of a bet. But again, when you've developed the conviction that you're onto something big, then we haven't waited. We move forward pretty forcefully building teams." Arthur Bellamy talks with DTC's Scott Darling about scaling Exotec to a global company with more than $1B in systems sold. They dive into sales strategies behind modernizing warehouse technologies. Arthur shares actionable tactics for entering new markets, how to hire the right sales leads for $10M+ system installs, and the importance of being able to show potential customers -- not just tell them about -- your product lines.  Chapters00:00 Introduction and Overview of Exotec05:32 Origin Story of Exotec and the SkyPod System09:25 Scalable Product vs Customized Designs in Material Handling10:26 Expanding Internationally/Coming to America16:29 Scaling the Sales Team and Hiring Ahead of Growth21:17 Navigating Channel Relationships for Success

    44 Min.
  8. Lindsay McKinley - Comms from Startup to IPO

    27.06.2024

    Lindsay McKinley - Comms from Startup to IPO

    What's it like to be the first communications leadership hire at a hypergrowth, IPO-bound startup? In this episode of The DTC Podcast, Ronda Scott talks with Lindsay McKinley, the first comms hire and director of communications at Samsara. She shares advice on how to swing for the fences when you're at a resource-constrained early-stage startup and how to hit the ground running when you join a fast-growing company to take it all the way through an IPO. Key Takeaways for Comms Success Do the work to understand how comms can best serve current business priorities. Develop close relationships and trust with key stakeholders by managing expectations. As you build your team, hire for skillset spikes and balance of egg breakers and diplomats. Understand the invaluable leadership comms plays throughout the entire IPO process. Embrace the challenges and opportunities inherent with comms at every stage of a startup. Chapters 00:00 Introduction 04:06 Getting scrappy and successful at 15-person edtech company ClassDojo 12:15 Joining the hypergrowth team at Samsara 15:00 Three tactics to thrive in your first 30 days18:42 Building a world class team28:06 IPO experience through the communication lens

    41 Min.
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Conversations between the venture investors and operators at Dell Technologies Capital and the people who are building what's next in enterprise technologies.

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