Ep.131 Victory & Defeat: Real-Life Cases of Security and Cloud Transformation Pt.1/3 Trevor Burnside
Welcome to the podcast designed to fuel your success in selling technology solutions. I’m your host, Josh Lupresto SVP of Sales Engineering at Telarus and this is Next Level BizTech.
Everybody, welcome back to a new episode. Today we’re talking victory and defeat, real life cases around security and cloud transformation. Today on with us we have got Mr. Trevor Burnside, solution engineer extraordinaire fromTelarus Trev, man, welcome on, dude.
Hey, appreciate it. Thanks. Been a long time listener. So it’s kind of an honor to be out here. Love it. Love it. You got, you got a lot of good stuff. You got a good background, cool stuff. You’ve been in the program here quite a while. So excited to dive into this. And so let’s, let’s kick this off, man. So first of all, you’ve got a cool story. Tell us your story. How did you get into this field? You’ve had some awesome military service, which we’re super grateful for. Just tell us your path. Give us some some cool stuff there.
Yeah, I wouldn’t say you know, my story is that cool. But I think like most people kind of ran into the channel haphazardly, and just fell in love and stayed. So kind of a while ago, 10 years ago now, that I’ve been kind of in the channel, I was just talking to my neighbor, just kind of complaining about my job. Didn’t really like what I was doing at the time. I was I kind of found technology through a company called caption call, where I was taking phone calls for the deaf and hard of hearing with a captioned telephone. So you’re listening into a conversation and then essentially talking and translating it to a computer to understand it. I mean, nowadays, AI can do that. But you know, back then, you know, 15 years ago or so, you know, it just wasn’t possible. So you had a person that was kind of like doing that relay. It was just monotonous, I didn’t like it. And I was talking to Seth Ferguson. And he said, you know what, why don’t you just come over, see what I do and come to our office, check it out. Maybe you’ll like it. We’re always hiring. And I thought that was so strange. But yet I took him up on it. So I took a day off work, drove down to the Telairs headquarters, walked in, met Seth, and he just took me around, introduced me to people. And, and I got to meet a lot of people and kind of just see what the culture was like. They talked about what they did. And it just went, oh, like at the time, like I had no idea like channel partners, technology. Okay, yeah. Anyway,
I left there thinking, whatever they’re doing, I want to be a part of that because that was a cool company. Like everyone seemed to like their job. They’re happy. They were joking with each other. I wanted to be there. So I put in my application and showed up for the culture interview, you know, you do all these interviews, right. And I walked out of the culture interview thinking I probably blew it, right? I said stupid stuff. And just thinking like, man, like what a cool company. I hope they do well. Anyway, I got the job, obviously. And the day I started, I had no idea what I was going to do. Like I did not know what the job was. I just I know contracts, cable, blah, blah, blah, you scrub documents, you submit it to the back office, all these words I’d never heard before. And just ended up falling in love and staying with it. Love it. The while when I were out a couple years in working in the channel at Tilaris, I still kind of felt like I had to do something else for some reason, even though I had no problems. Culture was great. Still love the channel. It was just one of my one of my friends at the time said it’s like the feeling of like the calling, you know, that you’ve got you got to do something else, you got to do something.
And ever since I was a little kid, I wanted to I thought I was going to join the military and be an army ranger or whatever and, you know, jump out of helicopters and do the dangerous missions and stuff. And one day, someone, I saw that, hey, National Guard in Utah has special operations. And I was like, well, that’s, that’s interesting. I didn’t know that was a thing. Can I do that and and not be full time, you know, not be active duty for for 20 years, right? Because my wife was absolutely she’s not having that. And after some, you know, a long story short, met with recruiters and like, yeah, she can stay here, kids can stay here. I was 26. So married with kids, and ended up enlisting in the Army National Guard and was was pretty strange, right? Because I’m 26 years old in basic training with like 17, 18 year olds, like I was, I was the oldest person in existence to them, right? Like father time these guys like what are you doing here? You got a wife and kids like, and all to me too. I was like, what am I doing here? Like this is dumb. But getting out of basic training, I was a right enlisted as a human intelligence collection, technician or whatever, as a 35 mic, meaning you collect intelligence from human sources in different ways. Thought I was going to be James Bond, you know, or Jason Bourne, you know, do that whole thing. Ended up being way more report writing than it was anything else. That’s the side they don’t tell you, right? You don’t see a James Bond or Jason Bourne, you don’t see like the hours of report writing that he does. I’m where someone else writes his reports for him, right? But it was actually great, great experience. I learned a lot about how to talk to people, how to become likable, right? How to get people to want to talk to you. And then also the technical writing, which is, you know, the vast majority of that job. So I was able to do that for six years and still worked atTelarus and came back into my military service. And now I’m an engineer here on your team. Love it. Can we talk about where you’ve been deployed? Are we not allowed to talk about any of that?
No, absolutely. Now, I’ve been in different places, most notably, and the kind of the funnest one that people like to hear about is Africa. I was deployed in support of Operation Inherent Resolve, which is the operation against the Islamic State or ISIS. And so we were deployed there, or my unit was deployed there in Northwest Africa, to kind of combat that that threat of ISIS and other violent extremist organizations, quote unquote, that were operating in, in that area. So important mission. And it was a lot of good time. Wow, good stuff. Definitely got to be some parallels, I think that you picked up with some of those skills, and some of those trainings and things like that along the way. So we’re, we may have to dive into that a little more. Awesome stuff. Love the background. And appreciate everything that you’re doing that you didn’t and everything that you’re doing here. So it’s tough. Let’s, all right, let’s let’s jump in, right? Let’s talk about your role for anybody that has not worked with you from a from a solutions engineer perspective, right? We’re going to talk about, we’re gonna talk about some transformations here in a second. But, you know, help everybody understand, how do you help? How do you engage with the partners, some of the approaches maybe that you take that are a little bit different from others out there?
Yeah, I think, you know, from a different perspective, right, with our team is what we can, what we do is we can come in and act as a member of the trusted advisors team. So we can get in real deep in the weeds with customers with clients on those discussions, working through solutions, asking the questions. And then they’re aiming it up through implementation, right? Making sure things that we that we sold them on or that we talked about are going the way that we said it was going to go. Making sure that those deals close and that those clients are happy because oftentimes when we find, you know, our the benefit that we do and we get involved is we, we open up multiple opportunities, we’re asking different questions, we’re finding different opportunities. And while we may still stick with one, we’ve got two or three lined up that once this goes right, once we’ve got this foundation in place, now we can talk about the next thing. Now we can talk about the next thing. Because to your point, right, with transformations, sometimes we’re brought in at certain points in that transformation. And there’s a lot more that they’ve got to do or that they’ve got a roadmap ahead of them. So we’d like to be involved so we can stay with that and make sure, you know, we’re capturing that for for our advisors.
So let’s, let’s flash back here. So if you look back 10 plus years, give me give us an example, share with us a hard life lesson you’ve learned or maybe something you got from a great mentor along the way.
Yeah, something I, something I’ve learned personally, I think, you know, in the in the army, you have to show up and you have to be motivated, and you kind of learn that in the beginning, right, show up in the right uniform at the right time, and then with a be motivated. And they often say, false motivation is still motivation, right? They say that, right? Because, because your life sucks, you’re working late, you’re waking up early, you’re doing push up, you know, and, you know, it’s just a hard life, you’re sacrificing a lot of things. They say, but to, it’s important to be motivated, right, to show up to the team, because you’re getting your best effort. And they always say false motivation is still motivation. And I found for me that it wasn’t actually true, that I couldn’t falsely motivate myself and get the same performance out of myself, then when I’m actually motivated to do something. So I’ve had to flip the script a little bit instead of, you know, kind of fake it till you make it kind of thing is actually fine. Where’s my where’s my real motivation? And then make it part of whatever the task is at hand so that I don’t have to actually force anything. And then also part of that right in, in training for what I did as a, as a intelligence collector is if you are doing something or you,
you’re in a position where at you don’t like you have micro expressions that you can’t, you can’t hide micro expressions, you can show disgust, you can show impatience, you can show things like that, that even if you don’t intend to actually portray that in your body language, you’re going to, you know, without you even realizing it. So even having that kind of false motivation, some of your true intentions are still going to bleed through in what you’re doing. And so not necessarily tricking yourself, but actually finding what’s your true motivation. And making that part of what you’re you’re going after makes me happier than makes it, you know, me more effective. And so I try to find that and do that really in, in whatever I’m doing, or whatever, you know, opportunity I’m engaged in or task I’m doing is, you know, where’s my motivation? And, and let’s make that part of the objective here. Okay, so all right. So I’m gonna ask this, because I know the partners are going to be thinking about this. Okay, so if I’m with a customer, and I’m in an opportunity, and I’m, I’m, I’m watching body language, and I’m watching reading, are you saying am I supposed to be watching the big expressions? Or am I supposed to be watching the micro expressions? What do you what do they teach?
Well, it’s gonna be both things, right? Everything’s telling a story. And it depends on what are they trying to front to you about how they’re, they want them to be perceived? You know, what are, what are the things that they’re showing you that they know that they’re showing you? And then also, what are the things that’s, that are micro expressions that that might be showing with what’s actually happening? Or what are they thinking about? That’s why sometimes, you know, when you work with clients or something, they say, I just can’t get this guy, he’s hard to read, right? And I have those two where I’m talking to somebody, I’m like, I don’t know if he’s jiving with this, if he if he hates this, it’s usually people that that don’t have those micro expressions or don’t aren’t as
it’s not shown as easily, right? Where you can’t think, I know this guy’s not not jiving with what I’m asking, or he’s not liking my questions I’m asking, not because he’s not answering them, but I can see it in his eyes, right? I just, I can see it in his eyes, right? So it’s micro expressions. So it’s important to pay attention to both, because sometimes people want you to think certain things, but they’re actually thinking something else. And you can deduce that a little bit with some of the body language.
All right, we might have to have you back on for like full blown psychoanalysis of how to read customers like future episode noted. Love that. Well, I don’t know how much of an expert I am on that. But it would be fun to talk about. Yeah, I just don’t know if you’re lying to me right now. That’s that’s kind of what I’m trying to take what I just learned. But all right, I’ll take it that you’re not. But we’ll see. All right. So so let’s jump in. Let’s talk about some cloud stuff here. So you’ve gotten in, obviously, you’ve been in a lot of different discovery conversations, might be cloud might be security, I know you’ve got some passion and some depth around security. Maybe Tessie went, whatever. Walk us through a good example where maybe you felt customer was defeated. You helped on some of that transformation, you know, walk me through maybe what some of those problems, the tech stack, the business outcomes, all of that.
Yeah, you know, these are the fun opportunities, I think, right when you when people have problems and or feel like they’re in a corner. And they really just don’t realize how fast the solutions sets are out there, right? You look at how much how many providers we have in the portfolio atTelarus the amount of offerings that are out there, it’s it’s hard for CIO or CTO or IT director to just keep up with it. Nearly impossible, right? So that’s the fun part is I get to talk about solutions that they may not know exist. One more recently, and it’s kind of probably in line with what you’re you’re looking for, is this startup company, one guy, I he’s a software developer, he’s got like a team of like two other people, but he also works full time doing something else. He has a great idea for an application that does a really cool thing. I talked to him like that’s great idea. And he knows as software developer, he said, I know this should be built on containers, right? I need to go with containerization, I have the ideas for it. But I’m one guy, I’ve got some funding, I need more funding, but I need more, I need like a viable prototype type, I need more stuff, right? To get more funding. But I don’t have time. And I also don’t have the expertise. And I don’t know containers as well as I want to all this kind of stuff, right? So even though they’d known he came to us, like, I know I want to do Kubernetes, I know I want to do on AWS, I want to do EKS, right? But I don’t have how do I go from here. And the fun part is we can say, yes, that’s awesome. You’ve got a great idea. I want to help you. And we’ve got vendors that can help you do that, right? That can help you architect it, take your idea, help you with the building at
doing or sending up the, you know, whatever you need from the cloud perspective, but then also help with that journey as far as like the scalability goes, making sure that it’s built on the way that it should be for the scale that you intended it to be at. So that that’s, you know, kind of what you might be thinking. Another one that I see, oh, go ahead. No, no, no, go ahead. Go ahead. Yeah, you got another one.
Another one I see time and time again, is actually, you know, you might not think it necessarily as a cloud service, but networking as a service is something that I see all the time as a great solution for businesses that feel like they’re stuck or defeated, right? I need a point to point, I need it across the globe, I need it private, I need low latency, and I need a ton of bandwidth, right? And I need it tomorrow. And everyone’s telling me it’s going to take, you know, forever, like six months or something to build this and get it all set up. And I just don’t have time for that. And there’s, I mean, networking as a service has been around for a while, you know, we talked about packet fabric, Megaport, you know, Alkira, like these, these great companies that do great things. I still think that there’s a lot of businesses out there that haven’t seen what the problems that that can solve, and haven’t adopted it, right? So a lot of times, those are just great wins of people that just feel defeated, feel like there’s no way to get what they need. And boom, here’s a solution, you can turn it up two weeks, you’re ready to go, throttle up, throttle down, as needed. And here’s your, you know, SLA latency. Yeah, you know, it’s interesting, too. I mean, you think of those guys, there’s a slew of these, right? You think of those, you think of Lumen, you think of these others, I mean, sometimes these customers don’t even know the end customers don’t even know what’s already available to them if they’re on that if the buildings there because these providers have, have built products around them and modernized around them. And they just might think of what that carrier had four years ago, and they might not realize that I can go right in my portal, and I can spend that up right now, to your point. And so, you know, backing them out of a corner, relatively quickly. So yeah, great, great call out there. I mean, not only is it new entrants coming into the portfolio, but it’s the expansion of what the existing entrants offer, which is, I think, where, you know, you’re part of this is, hey, let me be your expert. Let me help you on that, right? Because we spend however many, you know, five plus hours a week, just in training, just in staying in tune, besides all the research that we have to do on on deals alone for the latest specific component of it. So
awesome. All right, let’s, let’s shift gears here. There’s a trying to keep in tune with our military theme here. One of these guys that’s out there, right? Big giant dude, Jaco willing. You know, he’s, he’s out there. He’s done a lot of incredible things with the Navy SEALs. I mean, not a guy that you look at, you would want to run into in an alley. So go check him up. He’s got some great books on, you know, extreme ownership, and he has some great principles of kind of how he’s been able to successfully lead the groups that he’s been able to lead from a military perspective. Anyway,
he’s got this phrase, he talks about cover and move, simplify, prioritize, and decentralized. So are there any parallels for you? You know, as you’re getting into all these kind of conversations and customers and moving through technology problems, do you draw any parallels to draw from that and kind of how you approach these things?
Yeah, yeah. And I’ve actually been a Jaco willing fan for a while. I’ve had, I had a copy of extreme ownership years ago. And so it’s kind of, it’s almost hard to kind of pull out what I do today. That hasn’t been affected by some of the stuff he’s written or some of his podcasts that I’ve listened to because it’s, it’s changed. And a lot of what I do, one of them specifically, is that prioritize and execute that he’s got, right? You think about some of the things you do every day. And I think a lot of times, you know, when you’re sitting at a desk job, and you think, you know, same baloney, different sandwich,
the prioritize and execute kind of methodology has helped me personally, when I look at what do I change day to day? What makes you know, how is what’s gonna be different today than it was yesterday. And the priorities are different. Every day is a different priority. There’s a different trusted advisor that needs something different. And when you change your mentality of, okay, I do my emails, and then I do this, and then I do my calls, and I do my reach outs. If you change it to a priority of what’s my priorities of work for right now, I need this to be done, this has to happen, this person needs, I need to get back to them, you change your priorities, so that you’re responding and you’re using your time more effectively. And then one, trusted advisors or your clients see you as more responsive. Because if you’ve got a problem, and you vocalize that as a problem, boom, now you are prioritized. And I’m going to take care of that real quick. It doesn’t matter what I did yesterday, what my schedule is yesterday. My priorities today are gonna be different than where yesterday, and they’re gonna be different for tomorrow. And so I use that methodology every single day. And I think about it in that form of prioritize, execute, send the emails you don’t want to send, have the conversation you want to have, if it’s a priority, it’s going to get executed on. And then everything else goes better. You don’t have those looming, you know, things over your shoulders, right of like, I really got to get to that project, I got to design that network, I got to create that Visio or whatever it is, right?
You just reduce your stress that way. Another thing, you know, in kind of Jocko’s kind of tenants, decentralized command, I think, personally has been a super great value ad forTelarusTelarus has always had the culture that kind of foster decentralized command. And what that is, you know, from the Jocko Willings perspective is, you don’t have to go all the way to the top to make a decision. The person who’s closest to the problem is the person that is the closest to the solution, right? So if I’m empowered as someone who’s working directly with the client to make decisions up to a certain point, I can do that and or I can rely on, you know, maybe one other person, we can come together and we can execute, prioritize and execute on those decisions without having to wait and go all the way up and wait for the response come all the way back down. That may not make sense, right? Because they’re not as close to the problem. I think that’s always been an advantage toTelarus Love it. Good stuff there. All right, let’s let’s go back to let’s talk about another transformation here. So let’s think about now from a security perspective. Same question is earlier. Walk us through what was the tech stack? What was the business problem? You know, did it ultimately end up being only what it maybe started out as? Walk us through maybe like a security transformation.
Yeah, yeah. So specifically, there’s a customer I’m working with currently an active account that came to us a while ago, over a year ago. And they were asking for data warehouse. Like, hey, we need someone to help us create a data warehouse. We’re like, great, we can help. Why? You know, what we do that, you know, the question that, you know, we always say people should ask and still people miss it. But why do you want to do that? Well, we have old systems, disparate systems that don’t talk to each other. Like an ERP, that’s end of life, unsupported, all this stuff, right? That it’s all just kind of data fragmented. Oh, by the way, we’ve also acquired a bunch of companies. They don’t talk to each other, right? We just have all this data. No, we want it all in one spot that we can start using. Like, okay, great, that’s a good idea. Let’s talk about, you know, what is that going to look like from a, what are you going to use that data for? What is it? What about modernization from like an ERP perspective? We started asking all these questions, and then really, they came down to and they said, Okay, you know, after we got, we built a really nice relationship with them. They said, we’re afraid of ransomware, we’re afraid we’re going to get locked out somewhere. And our data is just going to be locked out. And we don’t know what we’re going to do. Like, okay, well, do you have backups? Like what’s your, what’s your backup plan? We know we went through all these questions. They said, we’re doing a little bit, we back up on site, we don’t, you know, we don’t follow tenants as far as like cloud backup, we, you know, we know we need to work on that app, but we want to do data warehouse first. So then we went to like the 30,000 foot view of like, what is your security posture? Sure. Do you have a framework? What’s in place today? And it ended up being that that was the conversation we needed to have, because they didn’t have a framework, they’re not necessarily regulated, you know, to a degree of like HIPAA or, or CMMC or anything like that, right? So that it wasn’t didn’t initially appear to them that that was going to be a priority. But like, you have to choose a framework, you’ve got to build your foundation on something that’s going to be solid before you just start throwing stuff at, at, at a problem, right? So that’s what we ended up going with. And that’s what they went with first was a virtual CSO with us to help them. Let’s create policy. Let’s come up with let’s choose a framework. Let’s align with what you need to do. Let’s do a business impact analysis, right? Because they didn’t even know which, which applications were most critical, they didn’t know which data they had was most critical, or if they were to go offline, how long would it take to come back online, all that kind of stuff, right? So we’re like, let’s dial everything way back. Let’s build a foundation and let’s build you up from there. So at this point, that’s where we’re at as far as with this customer on their journey, with security is aligning them and so they can start plugging in, okay, now let’s do MDR, let’s do let’s get salt rock solid backup. So you’re not worried about running somewhere, let’s, let’s do security training, let’s do all these things that you guys need to do to align to, to best practices in the industry. I love that. Hey, I need data warehouse about virtual CSO. I feel about that. I love that. But think about that, though, sometimes that that that older mindset common approach would be like, Hey, my customer asked for this, I gotta go get him this data warehousing thing. Let’s who’s our best, you know, is it is it going to be a Databricks thing? Is it going to be an Azure thing, you know, blah, blah, blah, love that approach. And I think ultimately, the customer may not have known the value of that at the time. But think about how valuable that partner is to that customer of how they’ve opened their eyes and how you’ve helped open eyes as to helping them sleep at night and put a security strategy together. These guys were probably days away from a breach, who knows? Because they just weren’t thinking of things, right? To your point, how can how can one customer possibly stay in tune with all of these components out there? Because sometimes the IT folks are just asked, do more, do more, do more, do more. And, you know, all these things just get left in the dark until it’s time to tackle them. So I love love that story. Yeah. And to my point earlier, right, as far as like, when you when we get involved, and we can ask questions, we can make opportunities more than just one opportunity, we can make it multiple, multiple opportunities. And now this is a relationship, right? We built the foundation. And we can come back and say, I heard data warehouse, we that’s, that’s a priority. We need to do that. We need to get your data centralized, because you can do a lot more things, right? Once you have a data warehouse. Now we can talk about AI. Now we can talk about let’s, let’s add efficiency into your business. If we’ve got the data in one place that we can manipulate it. There’s a lot of things we can do that later, right? And we want to make sure we are reinforcing with that customer. We heard you, we know what your priorities are. Let’s start here. And we can always work on other things on at the same time or later as necessary. Yeah, love it. Love it. Worst case, you put it into the, you know, your reminder, your follow up in six months, let’s talk to these guys about data warehouse. Let’s revisit that when it makes sense. Right. Alright, so so final couple thoughts here. So some advice for partners. So if I’m a partner, now I want to get a little deeper into these kind of security and cloud transformation conversations, my customers, my prospects. What’s your advice to those partners as to how to stay in tune with that in tackling some of these areas? Maybe they haven’t yet.
Yeah, it’s a it’s a good question. And when we talk about all the time, recently, I’ve had a lot of people or several people asked me, how do I get into cybersecurity? Because I’ve recently started, well, I’m completing a master’s program at the University of Utah in cybersecurity management. And some people have asked, how do I start that? Like, do I just go to school? Do I just take certifications? Like, how do you just start doing that? Right. And one thing I’ve been telling people when I think I’ve realized and kind of studying and kind of the journey I’ve been on is it’s never a better time than right now, because everything is always changing and technology. While it’s, you know, for people that have been in the in the in the job for 20 30 years, right, been around a long enough, have seen a lot of things, it’s absolutely helpful. But after a while, knowledge becomes anecdotal, right, and it supports other knowledge that you’re bringing in. And you can get up to speed fairly quickly, or relatively quickly compared to other disciplines. Because what we’re doing now is not what we were doing 10 years ago, it’s not what we’re doing 20 years ago. And what we’re doing in five years is not what we’re doing right now, just with how accelerated everything is happening. So I like I just tell people, if you adopt kind of that constant learning mentality and culture, eventually, or pretty quickly, you can start telling people, hey, this is what’s going on in the industry. This is what’s around the corner. It doesn’t take too long if you were able to kind of adopt that constant learning process. That is the other side of that coin, right, is you’ve got to, you’ve got to really want to learn and be willing to consistently continually learn. Yeah, I love it. Good example. Just, just jump in. It’s seemingly so basic, but it’s phenomenal advice, because sometimes I think we over complicate these things to your point, right? Just, just start, come to an event, go to the LMS, go to the LMS University, talk to an engineer, start Googling, start reading, start watching. But I think to your point, though, the thought is just stay consistent with it. Mm hmm. Yeah. And once you start kind of getting in that culture, I think from a security perspective, specifically, you just start seeing risk. And then you can, when you look at it as risk, all you see is risk, right? And then all your conversations start turning into, but what about the security side? What about the risk side? What are we what risk are we adding to this? What are we mitigating here? What are we accepting, right? How are we transferring this risk to another company? Is that understood? Are we are we doing that knowingly? Are we doing that haphazardly, right? So once you kind of get into that and start seeing for it for what it is, it becomes easier and easier and almost second nature. Yeah. And one final thought to that, you know, maybe everybody has a different view of how the universe works and all of these good things. But I promise you, every time you start going down a road with this or learning about this new thing, I promise you, you will, we will walk yourself into opportunities where all of a sudden somebody’s asking about this new thing that I’m learning about. That is just always how it just seems to work. So it will never, it will never not benefit you to do these.
Okay, final final thought, Trev. So, Trev’s crystal ball here. So obviously, you talked about it, you know, we’re always talking about AI, you got the next couple years coming. Any transformations that you’re paying most attention to, or any innovations coming out and kind of, you know, what’s what’s all of our role in that?
Yeah, um, you know, so many people are talking about AI as far as the next big thing, and it certainly is. Because of that, I’ll probably go a different direction. I think about the future, you know, and where we’re at currently from like a
an economy, when it comes to cybersecurity, you know, you look at the cybercrime economy, you know, the trillions of dollars that it takes from the global economy every year. How much money goes into, you know, just crime, right? What if all of that was fostered back into global economy and used for other means, right? I personally, from like going back to like, you know, that motivation, what’s what’s a motivation for me, it’s securing a better virtual future for my kids, you know, where they can grow up and they’re not, they don’t have to have that fear of who’s reaching out to me, trying to take advantage of me online, who’s this message from? If I click the wrong link, do I lose everything, right? To me, that’s something that’s a motivation. What I what I think, hopefully, we can work towards, you know, from like a greater community of in cybersecurity of securing our future for our kids, and really changing the culture around doing business online, and not that piracy is just, you know, a cost of doing business, right?
I think to me, that’s the most exciting thing is if that if that narrative can be changed, and we can actually make, you know, greater headway towards that, that would be, to me,
impactful for the future for sure. Awesome. No better place to wrap it than there. Good stuff, man. Trevor, appreciate you coming on. Appreciate all your all your contributions to the team and certainly all your military service. So thanks for all you do, man. Thanks for coming on. Yeah, it’s an honor. Appreciate it. All right, everybody. Trevor Burnside, Solution Engineer atTelarus And as always, remember, these episodes drop every Wednesday. So wherever you’re listening, Spotify, Apple Music, go like go subscribe so you get these things as soon as they pop in. So that’s going to wrap us up for this week. I’m your host, Josh, Lupresto SVP of Sales Engineering at Telarus This has been Victory and Defeat Real Life Cases of Security and Cloud Transformation. Until next time.