Thought Leaders in Cyber Security: Appsian CEO Piyush Pandey (Part 3)

Sramana Mitra: Do you go to market at all with Oracle or SAP?

Piyush Pandey: No. We are not reselling through them or with them.

Sramana Mitra: The use cases that you’re talking about, are they not specific to their products?

Thought Leaders in Cyber Security: Appsian CEO Piyush Pandey (Part 2)

Sramana Mitra: How do you go to market? Do you sell directly?

Piyush Pandey: Yes, it has been a harder course. We sell directly to customers. We’re trying to build a channel strategy. Our solution is technical. It’s not a category solution, which is why we go direct.

Sramana Mitra: What kind of penetration are you getting? What kinds of companies are you seeing adoption in?

Thought Leaders in Cyber Security: Appsian CEO Piyush Pandey (Part 1)

Piyush talks about security for critical enterprise data.

Sramana Mitra: Let’s first introduce our audience to yourself as well as Appsian.

Piyush Pandey: I’m the CEO of Appsian, which is a security software company based in the Bay Area and Texas. We have an office in Bangalore as well. I have well over 20 years of experience. I started as an engineer. I have worked in development and design in a large company.

Thought Leaders in Cyber Security: Node International CEO Neil Gurnhill (Part 3)

Neil Gurnhill: Secondly, we bring in managed service providers to join us in the conversation. Depending on how that conversation goes, the insured would contract directly with the service provider. They would become better insured for us that leads to less losses. The insured is more cyber resilient in that approach.

Thought Leaders in Cyber Security: Node International CEO Neil Gurnhill (Part 2)

Neil Gurnhill: Our capacity is provided by a number of Lloyd’s of London syndicates. Lloyd’s of London is a very old and well-known institute for insurance. It’s conducted insurance for over 200 years. Within Lloyd’s, there are syndicates.

If a syndicate wants to participate in the cyber risk arena but doesn’t have the internal capabilities themselves, they will look for specialists like Node. They will grant us capacity to underwrite on their behalf.

Thought Leaders in Cyber Security: Node International CEO Neil Gurnhill (Part 1)

We haven’t really covered Cyber Insurance thus far. Well, here we go…

Sramana Mitra: Let’s start by introducing our audience to yourself and to the company.

Neil Gurnhill: I’m the Founder and CEO of Node International. It’s a company that has now been in existence for a little over two years. We’ve grown the business to over $5 million in revenue.

Thought Leaders in Cyber Security: Brett Williams, COO of IronNet (Part 3)

Sramana Mitra: If you look at your entire body of competitors, what is the degree of penetration of your kind of technology?

Brett Williams: I don’t have the number on it. Anecdotally, the penetration of this at the enterprise level, is probably 50% to 60%. In the SMB, it’s much smaller. There’s not an offering that can serve them.

Thought Leaders in Cyber Security: Brett Williams, COO of IronNet (Part 2)

Brett Williams: Attackers have increasingly become sophisticated. In Cyber Command, I saw that capabilities that were earlier exclusively only nation state capabilities are now readily available on the dark web and other places.

Companies need to move beyond simple firewall and signature detection systems. Our product is based on behaviors and being able to recognize when a common communications protocol or an application is being used in unusual ways.