Welcome to #AskTheCEO, an online technology thought leadership community. Ask the CEO is a place where people can come to learn about the latest trends in technology, without a sales pitch, jargon, or call to action.
Learn all about The Internet of Things, Artificial Intelligence, Cybersecurity, Augmented/Virtual Reality, Cloud Computing, Autonomous Vehicles, and other cutting-edge technologies.
Democratizing Healthcare with AI & ML
Tyler Cohen Wood is the CEO of myConnectedHealth and a 20-year veteran of the cyber security industry, a well-known international cybersecurity influencer, successful keynote speaker, and 3-time published author. She worked for the United States Defense Intelligence Agency and the Department of Defense, as well as many other 3-lettered government agencies and the White House.
[00:48] Tell me about your background, your journey from working at the DIA to become CEO of a health tech company?
[01:58] So, what gave you the idea for myConnectedHealth? I mean, that’s so radically different from security?
[02:04] 1 in 13 Americans suffer from a rare or diagnosed condition.
[02:04] Tyler shares the story of her personal journey of seeking a diagnosis for a rare, debilitating condition. She talks about the frustration of endless doctor visits, going from one specialist to another, to another, only to be told at the end not to even bother looking for a diagnosis, and just to learn to live with it. Tyler took charge of her situation and developed a chart that helped her discover a deficiency in a certain mineral in her body.
[11:49] There is no disease that does not have a cure. We just may not know what the cure is yet. And it’s through collaboration that we find the cures.
[12:40] “1 out of 13 people” means that you either have an undiagnosed illness, or you know someone that does.
[13:28] Our daily headlines are dominated by Covid-19; however, as you know, there is much more to health care than COVID. There are millions of people around the world that suffer from undiagnosed ailments on a daily basis, with no treatments in sight. What are the challenges health care providers face when it comes to diagnosing and treating people’s ailments?
[13:30] A big challenge healthcare providers have in diagnosing complex illnesses is that they operate in specialty silos. One specialist might not know the extent a certain illness and/or treatment affects another part of the body.
[15:14] There is a lot of bias in health care, especially against women, with whom many practitioners tend to be more dismissive.
[17:00] There is specialty siloing with insurance codes, as well.
[17: 37] We are so fortunate to be living in a day and age where we are blessed with the latest cutting-edge technologies, such as Artificial Intelligence and Machine learning. I know many healthcare leaders and innovators are leveraging these technologies to develop solutions that will drastically improve people’s lives, and I also know that your company, myConnectedHealth, is working on a first of its kind solution that leverages these technologies to completely revolutionize healthcare for people around the world. Can you share with us some detail about what your company is working on?
[18:05] myConnectedHealth is a global health care platform that uses data obtained from the patient crowd, all over the world.
[22:12] This is really exciting and sounds like it will completely change the world as we know it! What will it take to get this solution out to the masses?
[25:00] Our mission is to provide health care access to people who didn’t have it before.
[25:40] If you have a phone, you have health care.
[25:58] How do people connect with you?
Tyler: You can connect with me via my website https://myconnectedhealth.net. I’m also very active on Twitter at @TylerCohenWood, and on LinkedIn https://www.linkedin.com/in/tylercohen78/.
[26:35] Do you have any parting words of wisdom that you’d like to share with the audience?
Watch this episode on our YouTube channel: https://youtu.be/x7T9MW
Bringing Trust to the Digital World
Kai Hermsen is the Global Coordinator for the Charter of Trust with Siemens, where together with his team in the Central Cybersecurity department, he ensures internal implementation of the Charter of Trust and is driving Siemens external Cybersecurity engagements with Charter of Trust partners and stakeholders like the World Economic Forum.
[00:41] Can you briefly summarize what is the Charter of Trust and where is it being used today?
[01:04] The Charter of Trust was founded as an initiative among companies that wanted to make an impact in the world of cybersecurity.
[01:49] Get away from the siloed mentality and work together to solve problems.
[02:33] 2020 has seen headlines dominated by cybersecurity. We’ve had data breaches in all sectors, by prominent brands, such as Microsoft, Facebook, Twitter, Honda, Zoom, Marriott, and so on. What’s worse is that hackers are shutting down hospitals with debilitating ransomware! The thing is, that many data breaches are caused, not by ineffective firewalls or cybersecurity protocols, but through human weaknesses that were exploited via social engineering activities, such as phishing. And before anyone passes judgment on the people that fall for these tricks, I myself have seen many of these emails, and they look pretty convincing. How can businesses better protect their consumers, and themselves, from these types of attacks?
[04:01] 2020 has taught us two important lessons in cybersecurity: (a) Cyber threats are real, and if you don’t protect yourself, you’re putting yourself at risk. (b) What happens online has an impact on the real world.
[04:37] Humans are the weakest link in cybersecurity. How can we turn that around and make it into a strength?
[04:59] Just like humans are the weakest link in cybersecurity, they’re also your front-line protection.
[05:13] Cyber security has the power to safeguard our digital business models and make them sustainable.
[08:16] Identity theft has become a business, and that’s why cyber literacy is so important.
[09:07] Let’s look at the same challenge from the perspective of the consumer. According to a market analysis by Digital Commerce 360, US eCommerce sales in Q3 of 2020 was 37.1% higher than the same period in the previous year. This shows that people are doing more online digital transactions than ever before. This type of activity requires a massive amount of trust.
Unfortunately, you can’t trust everyone, and even the most trustworthy companies are vulnerable to phishing attacks like we discussed earlier. What kind of protection can we put in place to be able to sustain this kind of growth?
[11:45] Trust is not just about security. It’s principled behavior in all of digital.
[14:00] What protections are there for consumers to shop online and be protected from identity theft?
[16:42] Self-sovereign identities give the consumer the power to grant identities when they go online. It’s like having a virtual identity.
[18:34] What do you think is the next step for Siemens regarding the Charter of Trust?
[20:59] How can people connect with you?
Kai: The best way to reach me is via LinkedIn at https://www.linkedin.com/in/kaihermsen/. I’m also available on Twitter at @HermsenKai.
[21:33] Do you have any parting words of wisdom to share with the audience?
[21:39] The virtual world and the real world are completely interchangeable.
Watch this episode on YouTube: https://youtu.be/wchY963rIaA
Influencer Marketing for B2B high-tech companies
In this episode, Jeannette Fackler turns the tables on me and interviews me on influencer marketing for B2B HighTech companies. Jeannette is the Co-Founder of J&L Marketing. She’s a tech translator who de-borifies tech marketing.
[00:42] Avrohom: Tell me, how do you "de-borify" tech marketing? I'd love to hear that because trust me, there's a whole lot we can talk about that.
Jeannette: Oh, yeah. You know what? I think the biggest thing that deborifies technology is actually thinking about human beings. Both, on the business side, the owners of the business, as well as the users. Users don't necessarily respond to "hey, Cloud saves you money", and "Cloud increases productivity", because everybody says that. Right?
Avrohom: Everybody saves you money! And everybody is the best!
Avrohom: Everybody is number one!
Jeannette: Exactly. Exactly. We're gonna make your data more secure! And the thing is, the same technology tends to be available from multiple vendors. Right? So, you have to stop just blending in.
[00:52] The biggest thing that deborifies technology is thinking about human beings.
[01:38] You have to stop just blending in.
[02:10] One of the biggest ways to spice up tech marketing is to just bring real people into it.
[02:50] Speak like you’re talking to another person on the street. Don’t use 5-syllable words.
[04:07] Avrohom: How do people connect with you?
Jeannette: You can connect with me on LinkedIn at https://www.linkedin.com/in/jeannette-fackler-07331713/. I’m also on Twitter at @contentcharmer.
[04:55] What is Influencer Marketing?
[05:28] With Influencer Marketing, you’re getting someone who has a trusted name in the industry to talk about your products, and essentially endorse them.
[06:52] Do influencers just represent products of any company that’s willing to pay them money?
[08:41] Do companies work with influencers without them saying that we recommend this product?
[09:40] Is your primary channel for communication YouTube?
[13:16] How did you build up trust with your followers?
[22:10] You add value by helping others.
[22:13] First add value and then worry about yourself.
[23:46] What would your advice be for business owners that would like to increase their following on social media?
Check out this episode on YouTube: https://youtu.be/7cemyGqOX2w
The State of the Channel for the 2020s
Jay McBain leads Forrester's research and advisory for global channels, alliances, and partnerships.
[00:58] 2020 has triggered many dramatic changes for businesses. We’ve seen many businesses rapidly shift to a work from home paradigm. We’ve also seen a paradigm shift to online or virtual events, among many other dramatic changes that took place this year. One significant change, that you mentioned in your article titled “What I see coming for the Channel In 2020”, is that Indirect sales will shrink every year for the next decade.” This is hard to take in because everything that I’ve learned over the years, is that you need a strong indirect sales team to scale and grow your business. Does this spell the end of the channel?
[01:45] There is actually a lot of opportunity for the channel; however, like any other mature industry, what’s happening on the transactional side of the channel is that it’s a race to the bottom.
[02:20] Professional services is where the margins are in the channel.
[04:00] Learn how Salesforce is structuring its channel partner organization to double its revenue from $20b to $40b within the next 4 years.
[05:58] In your article, you mentioned that the channel model is evolving what is known as a “trifurcated channel”, or in plain English, a model which is divided into three branches. When I think of a channel partner, I’m thinking of sales and service. Can you elaborate on this new model?
[06:34] 75% of global trade is done indirectly.
[07:24] It’s critically important that you build the 3rd part of the channel, the one that influences your buyers early and often.
[09:23] 76% of CEOs think that their current business model will be unrecognizable in 5 years. That means every single business! You’re going to become a subscription-based business. There is a high likelihood that you’re going to become a tech business.
[10:56] We’re all familiar with the term “Customer Experience”. You talked about a growing trend in the B2B channel, called “Partner Experience”. What does that mean, and why is it important?
[13:05] What does the future of marketing look like for B2B Emerging Technology companies?
[15:42] For our listeners who are channel professionals, or for those that might be considering working in the channel, what kind of future can they expect for their careers?
[17:08] How can people connect with you?
Jay: People can connect with me via Twitter at @jmcbain, or on LinkedIn at https://www.linkedin.com/in/jaymcbain/.
[17:41] Do you have any parting words of wisdom that you’d like to share with the audience?
Managing Fraud and Risk in the Digital World
Connect with DataVisor on the Azure Marketplace: https://azuremarketplace.microsoft.com/en-us/marketplace/apps/datavisor.datavisor_uml_for_insurance
Yinglian Xie is CEO and Co-founder of DataVisor, a company that is the leading fraud detection company powered by transformational AI technology.
As part of this discussion, we shared how their partnership with Microsoft, their use of Azure, and the Azure Marketplace has empowered them to scale and grow their business.
Personal Twitter: @YinglianXie
[00:54] Covid-19 sparked a major wave of digital transformation for businesses in every industry, which resulted in exponential growth of online transactions. Unfortunately, one of the byproducts of removing the human from the equation is an increase in fraud. After all, no one’s watching, right? Given that DataVisor specializes in fraud detection, what are the challenges that businesses struggle with regarding eliminating fraud when trying to go digital?
Yinglian: When we switch to the digital world, a number of things are different. The first is that we are dealing with the customers without being face to face. And that’s a significant switch. That the information we receive about the customer is through online transactions. In that case, some of the identifications of the users will be very different. And businesses may not be able to be ready to face that new change. And second of all, when you open up to online, you could potentially have a broader set of customers than you faced in the past. The demographics and the geographic locations of the customers could shift or change. And that makes companies not ready to prepare for dealing with the customers they have typically not worked with in the past. And the risk of profiles as well as the fraud risk might also be very different.
[01:50] During the pandemic the fraud rate increased significantly, compared to previous years.
[02:15] One of the drivers of online fraud is that transactions are not face to face.
[05:34] What can businesses do to overcome some of these challenges?
[05:42] We need a mindset change. We’re dealing with a different demographic of users online, and we’re dealing with a different type of fraud online when compared with offline transactions.
[07:53] DataVisor recently launched a new offering on the Microsoft Azure marketplace, called DataVisor AI-Powered Fraud Management Solution. Tell us about it and how it addresses some of the challenges we just discussed.
Yinglian: Using proprietary unsupervised machine learning algorithms, DataVisor restores trust in the digital era by enabling organizations to proactively detect and act on fast-evolving fraud patterns and prevent future attacks before they happen. Combining advanced analytics and an intelligence network of more than 4B global user accounts, DataVisor protects against financial and reputational damage across a variety of industries, including financial services, marketplaces, e-commerce, and social platforms.
[10:39] How do you protect yourself from insider fraud?
[13:37] How would a company use your solution with Azure?
[14:33] How can customers find out more about the DataVisor AI-Powered Fraud Management Solution, and procure it through the Azure Marketplace?
Yinglian: The best way to learn more about our solution is to go to the Microsoft Azure Marketplace and search for DataVisor.
[15:06] How has partnering with Microsoft helped DataVisor scale and grow your business?
[16:43] How do people connect with you?
[17:09] Do you have any parting words of wisdom that you’d like to share with the audience?
#AskTheCEO With Y
Digitizing Documents for AI and Analytics
Connect with Foxit Software on the Azure Marketplace: https://bit.ly/2MALLQS
Kai Wille is the Director of Strategic Alliances at Foxit Software, a company that helps insurance companies create efficient documents while reducing costs via industry-leading, enterprise-scale document conversion and compression technology.
As part of this discussion, we shared how their partnership with Microsoft, their use of Azure, and the Azure Marketplace has empowered them to scale and grow their business.
Personal LinkedIn: https://www.linkedin.com/in/kaiwille/
[00:34] When I think about insurance companies and documents, the image that comes to mind is rows and rows of files cabinets with lots of paper folders and paper documents. With a picture like this, you can only imagine what it takes to file and process an insurance claim! While this might have worked well in the past; nowadays, we’re generating data at an exponential level, so insurance companies really need to take a serious approach to their digital transformation strategy – and many of them are doing just that. On that note, what are the challenges that insurance companies struggle with when trying to go digital?
Kai: What we find is that most companies in the insurance space are somewhere along the way towards digital transformation. So, what I mean by that is that they absolutely, still have those rows of file cabinets, but at the same time they tend to have also already digitized millions of documents. The first challenge is lacking customer intelligence. And so, the problem here is that when your documents are still on paper, or maybe you've scanned them, and so now you have image files, like tiffs and jpegs that are not searchable. Then you really don't have access to the information in your documents. And so that means, any kind of modern AI and analytics applications to really know your customer, will be incomplete. And so that means, that organizations are potentially in danger of thinking they know their customer when they really don't.
[02:00] The challenge with just scanning and digitizing documents is that you don’t have access to the information it contains.
[05:05] An additional few seconds of opening files can cost large companies hundreds of thousands of dollars per year.
[09:06] Digital Transformation and AI are not a choice, because your competitors are already doing it.
[09:26] What can businesses do to overcome some of these challenges?
[10:04] When scanning documents, make sure they’re searchable so they’re usable by AI and analytics applications.
[14:25] Foxit Software recently launched a new offering on the Microsoft Azure marketplace, called Foxit Document Transformation Services. Tell us about it and how it addresses some of the challenges we just discussed.
[16:00] How would a company use your solution with Azure?
[17:48] How can customers find out more about Foxit Software, and procure it through the Azure Marketplace?
Kai: You can access it via this link: https://bit.ly/2MALLQS.
[18:21] How do people connect with you?
[18:57] Do you have any parting words of wisdom that you’d like to share with the audience?
#AskTheCEO With Kai Wille
Customer ReviewsSee All
Very Interesting, Thank you.
Thank you for your podcasts, I was always into Hightech - and you literally know everything. #IoT #blockchain #AI
Thanks for what you do!!!
Guys! Thanks for creating this podcast. We all need good information and inspiration.
Keep it up!!
Best! Bruno da Gama - Brazilian Health Nut.