Welcome to Tech Talks with Taylor, the podcast where we explore how the right technology can create better business outcomes, everytime. I'm Leanne Taylor, founder of Taylor Made Sales, and I'm passionate about helping Australian businesses connect with the tech solutions that drive success. In this episode, I'm thrilled to be joined by Kenny King from Arctic Wolf — empowering customers of virtually any size to feel confident in their security posture, readiness, and long-term resilience. Arctic Wolf's unique approach helps customers mitigate risk with their powerful solutions, while transferring any remaining risk through warranty and insurability options. We discuss the four pillars of the Arctic Wolf platform and how customers can select the security features best suited to their business.  For more details contact [email protected] or visit www.taylormadesales.com.au  Full Episode Transcript: Leanne Taylor: Welcome to Tech Talks with Taylor. I'm Leanne Taylor, your host of 10-Minute Tech Talks where we cut straight to the heart of tech for Australian businesses. In each session, we'll spend only 10 minutes with an industry expert, unpacking the latest products, services, and solutions to help your business achieve great technical outcomes. Let's get started. Leanne Taylor: Hi everyone. It's Leanne Taylor from Taylor Made Sales, and thank you for joining our 10-minute tech talk. And I'm super excited today uh, to have Arctic Wolf joining us. And I've got the wonderful, amazing Kenny King with me to talk all things managed security services. Kenny King: Cool. Thanks for having me, Leanne. We really appreciate the time to chat to you today. Leanne Taylor: Wonderful. Thank you. So, my question to all all my partners on the the podcast is, who are you? What do you do? And why do my customers need to know you? Kenny King: Yeah, cool. Well, uh, so who am I? Well, I'm I'm Kenny King. You know, I work here at Arctic Wolf. Uh, you know, I've been here for about a year, um, and uh, you know, I've worked in cybersecurity for about six years, uh, here in ANZ and uh, you know, who who are we? Uh, you know, Arctic Wolf, we help organisations essentially mitigate risk, uh, and with their current tools that they put into place up to date, you know, it's only can go so far to prevent from bad actors from passing through. And uh, we understand the potential impacts and attacks and intrusions that can become, you know, costly to the organisation or even so reputation. Leanne Taylor: Absolutely. Now, security is obviously top of mind for many customers at the moment. It has been for a number of years now, but what I absolutely love about what Arctic Wolf is bringing to the table is, you know, a lot of solutions, you know, the customer still needs to manage dashboards, and they get all these alerts and false positives, and it can be quite cumbersome to the point that they actually stop looking at it because uh, it's too overwhelming. And also not knowing, you know, what some of these alerts mean. So, what I absolutely love about what you guys bring to the table is it's a fully outsourced managed offering and you guys do all the heavy lifting. So, tell me a bit about that. Kenny King: so what we're doing is giving broad visibility in that scale. Uh, what we're able to do is since our flexibility with our platform, we give them anything from broad visibility to their end points, their network, their cloud, other apps, anything that they're currently shifting through, especially their email, right? Just lean teams out there and it's making it impossible for them to even so look at and triage everything on their own. At Arctic Wolf, we're we're taking in all that data through our Aurora platform and making sure that we can assist them in a way through our concierge team. Leanne Taylor: Now, I absolutely love this because you're not a set and forget kind of solution. You guys really work quite closely with the customer. So, you're really an an extension of their team. So, a lot of customers are out there going, I can't afford a full-time security person, and, you know, budgets are being cut left, right and centre. So, explain to me how you actually work with the customer what that looks like. Kenny King: Yeah, so we'll create a road map with the customer as soon as they come on board. So, our concierge team will be able to sit with them, look at their current environment, and make sure we create that plan and outcome for the organisation to become more proactive. We we noticed a lot of the shift is is that everybody's becoming more reactive to what happens into their environment, but they're not being proactive. Leanne Taylor: So you've mentioned the concierge team, um, I absolutely love it. Um, and I know somebody in marketing is high-fiving themselves for that that phrase, but explain who these people are and what do they do? Kenny King: Yeah, so you get a named a concierge person who will be able to work with you one-on-one uh, depending on what solution you you've choose and when you come on board, there's a onboarding process. And what they're doing is is they're creating that security journey for you. I call call it kind of like pick your own journey. What what are you guys focusing on? Are you looking at Essential Eight? You looking at NIST? Uh are you looking to benchmark your endpoints to be able to look into more of your end users? Are you not monitoring your cloud, your firewall? What we're trying to do is make sure that type of journey aligns with the business objectives to provide them the best outcome within the organisation as well. Leanne Taylor: So customers get a person, a real life person. There's no AI. It's a it's a monthly meeting with a human uh to actually hold your hand and walk through each month and keep the customer accountable, I guess as well, which is what I like is that you have these regular catch-ups with the team and you can you can sort of talk and delve into all things that are happening within that month or things to look out for. So I think that's amazing. So, you talked about joining the platform. So, I know you've got four different pillars. Can you break those down and explain how that works and and what they all do? Kenny King: We we have four different solutions that can help uh, an organisation. So, our first one would be our managed detection and response. Uh that's looking and monitoring the customer's environment on a 24/7 basis. Uh, and and this is the key platform that we've had. This is the one that we've created uh, within the past actually it's 13 years ago now. Um, and and making sure that we're looking through the dark web and and understanding the customer uh and environment on a broader scale. Uh, the other one would be our managed risk. That managed risk is looking for any internal and external vulnerabilities, making sure anything that's passing through, uh we can analyse it and making sure it's triaged as well. Leanne Taylor: So, I like that because a lot of customers have invested in vulnerability tools, and there's quite a few vendors out there that are specific, I guess to solving that particular problem. So, you customers can actually have your MDR but also have the vulnerability as well, or vice versa, replace their existing vulnerability solution with Arctic Wolf with a view to grow further into the platform if they wish, yeah. Kenny King: Yeah, absolutely. And uh what we're trying to see is do you want to pick and pull between what you have, or do you want to consolidate? A lot of customers that come on see us as a consolidation platform to make sure that they're not wearing multiple hats because they can't hire somebody. They have a level one. um, and especially with the limited talent, you know, that we're seeing across uh, you know, ANZ, they see us as that one-stop shop. Leanne Taylor: Fantastic. And what's the next pillar? Kenny King: Yeah, so the other one would be the manage security awareness training. Leanne Taylor: Oh, I love this one. Kenny King: Yeah, well, me too. Uh just a heads up, they all sound like myself. It's all actors. I am not an actor myself. Uh but uh with the name specifically, but uh, you know, they they keep up to speed with technology, changes and and everything that's happening. We roll it out. Everything is there for you. Leanne Taylor: Talk me through what that looks like cuz obviously BAU for a customer, they have to pull the user group together, they've got to create the email. So is that part of the concierge? They they do that each month or you can have a program throughout the year of who you want to target when and what kind of email that's going to be? Kenny King: Yeah, so uh it's pretty much already created. And what we do is we have the manage bit that's part of if they would like to work with that and make sure we want to roll out the strategic way of making sure our employees are prone to human error and our human defence shield, and if that's the focus, we can roll out the awareness training program. And there's, I always put it this way, there's two different types of like Kenny's out there. You know, you got work Kenny who's always making sure and reviewing emails and and looking at it, or there's, you know, Kenny outside of work and and I got and I'm just going, oh, that's that looks important. I'll click on it, you know, but now it's like, you know, with these types of modules and they're bite size. They're not 45 minutes what we're used to. It's it's two minutes max and you you look at it and you go, oh wow, okay, that resonated pretty well. Leanne Taylor: Yeah. Awesome, I love it. And what's your final pillar? Kenny King: Our our final one is incident response. So, it's a retainer plan that we put into place, making sure that uh it works with the customer, making sure that, you know, they're prepared in case of the inevitable happens, our concierge team will be able to work with them and making sure that they're using that as a plan and can instead of waiting, so they get an SLA that's available to them. We'll work with them and making sure that we understand that their environment is there, you know, instead of going through somebody else and then they have to wait days for someone to review. That incident response plan's in place, created by us to work with them. So in case of the inevitable happens, we can help triage from there. Leanne Taylor: So, part of that, do you guys work with the customer to create the incident response playbooks? Kenny King: Yes. Leanne Taylor: Because that can be very different. you know, a council to a school, to a a retailer all have different playbooks. So, can you talk me through that? Kenny King: Yeah, so depending on the industry and vertical, what we'll do is we'll sit down with the customer and and that falls in with the uh security journey as well too. So it's if that's a main focus and they don't have an incident response plan in a place, and they said that's a part of what we want to present, the board wants to make sure that we're covered so that they don't get hit. Leanne Taylor: Fantastic. So, altogether, the four pillars in an Arctic Wolf solution and everyone, you know, the elephant in the room is always, how much does this cost me? So, can you sort of touch on your pricing and how that works? Kenny King: Yeah, yeah, so we mainly focus on the user and server uh count that's in there. Uh and then also break it down based off of their environment. So it can be, you know, how many data centres do you have? Uh what kind of SaaS platforms are you using? Um, and then also, is there a limited users as well? Uh and then from there we go, okay, well what resonated with you the most, right? So those types of platforms that we have the four pillars from managed detection and response, managed risk to managed security awareness training and incident response, depending on what they choose, we we can work with them and create a bundle for them. Leanne Taylor: Great. And I understand that that can be bolted on, I guess over time. So if they just want to choose one solution for now and in six months time sort of expand the platform, that's okay as well. Kenny King: Yeah, absolutely. So uh you'll be working with a customer success person along the way and also they'll say, hey, you know, you guys are maturing in this this side, we can be able to give them feedback and understand like, hey, do you want to uh upgrade and add on something else? Leanne Taylor: Fantastic. This has been amazing. I absolutely am looking forward to working with you guys this year and I know Arctic Wolf is making a big splash in the market with a bunch of customers at the moment. So, if you are interested in knowing more or uh heckling Kenny for a lunch, a corporate lunch or dinner, he's your man. So uh reach out to us and we'd love to have a chat and also maybe do a demo for you so you can see all the techy stuff and how it works under the hood. So, thank you so much for coming in today, Kenny. It's awesome to have you in the studio and uh thank you for your time. Kenny King: Of course, thanks Leanne. Appreciate your time today too. Leanne Taylor: Thank you for listening to Tech Talks with Taylor. I'm Leanne Taylor and here at Taylor Made Sales, our mission is to keep you, our valued customers up-to-date, informed about the latest technology innovations that can support and elevate your business. Stay curious, stay connected and we'll see you next time.  

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