Duo Security Sets BDRs up for Success with 6sense

The role of a Business Development Rep can be a daunting one. Knowing where to prioritize when you have over 1,000 accounts and knowing what content to reach out to them and engage them with can be an impossible task. But if you have the right intent data that can show you where the account is in their buying journey, what keywords they are searching, and what personas are engaging, well, that is a game changer. Laura Kar, Business Development Manager for Enterprise and Mid-market Accounts and Kat Mills, Account Manager at Duo Security, a Cisco business unit that provides two-factor authentication and trusted access to applications, walked us through what led them to 6sense and how they are using it to energize and create success for the BDR team.

Spotlight

Aryaka Networks

Aryaka’s global SD-WAN provides optimized, software-defined network connectivity and application acceleration to globally distributed enterprises. Aryaka’s services have over 10 million users across 7,000+ sites. Leading brands such as Skullcandy, Cigna, and ThoughtWorks, as well as partners such as Microsoft Azure, AWS, Intelisys, and SK Broadband, have all chosen Aryaka for their enterprise-grade networking needs.

OTHER ARTICLES
Hyper-Converged Infrastructure

Cartesi creates Linux infrastructure for blockchain DApps

Article | September 14, 2023

DApps (sometimes called Dapps) are from the blockchain universe and so, logically, the apps part stands for application (obviously) and the D part stands for decentralised (only obvious once you know that we’re talking distributed immutable language here). According to the guides section at blockgeeks, DApps are open source in terms of code base, incentivised (in terms of who validates it) and essentially decentralised so that all records of the application’s operation must be stored on a public and decentralised blockchain to avoid pitfalls of centralisation. So then, Cartesi is a DApp infrastructure that runs an operating system (OS) on top of blockchains. The company has now launched a more complete ‘platform-level’ offering, which is described as a layer-2 solution

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Hyper-Converged Infrastructure

Ensuring Compliance in IaaS: Addressing Regulatory Requirements in Cloud

Article | October 10, 2023

Stay ahead of the curve and navigate the complex landscape of regulatory obligations to safeguard data in cloud. Explores the challenges of maintaining compliance and strategies for risk mitigation. Contents 1. Introduction 2. 3 Essential Regulatory Requirements 2.1 Before migration 2.2. During migration 2.3. After migration 3. Challenges in Ensuring Compliance in Infrastructure as a Service in Cloud Computing 3.1. Shared Responsibility Model 3.2. Data Breach 3.3. Access Mismanagement 3.4. Audit and Monitoring Challenges 4. Strategies for Addressing Compliance Challenges in IaaS 4.1. Risk Management and Assessment 4.2. Encryption and Collaboration with Cloud Service Providers 4.3. Contractual Agreements 4.4. Compliance Monitoring and Reporting 5. Conclusion 1. Introduction Ensuring Infrastructure as a Service (IaaS) compliance in security is crucial for organizations to meet regulatory requirements and avoid potential legal and financial consequences. However, several challenges must be addressed before and after migration to the cloud. This article provides an overview of the regulatory requirements in cloud computing, explores the challenges faced in ensuring compliance in IaaS, a cloud implementation service and provides strategies for addressing these challenges to ensure a successful cloud migration. 2. 3 Essential Regulatory Requirements When adopting cloud infrastructure as a service, organizations must comply with regulatory requirements before, during, and after migration to the cloud. This ensures avoiding the challenges, firms may face later and suggest solutions if they do so. 2.1 Before migration: Organizations must identify the relevant regulations that apply to their industry and geographic location. This includes: Data Protection Laws, Industry-Specific Regulations, and International Laws. 2.2. During migration: Organizations must ensure that they meet regulatory requirements while transferring data and applications to the cloud. This involves: Ensuring proper access management, data encryption, and data residency requirements. 2.3. After migration: Organizations must continue to meet regulatory requirements through ongoing monitoring and reporting. This includes: Regularly reviewing and updating security measures, ensuring proper data protection, and complying with audit and reporting requirements. 3. Challenges in Ensuring Compliance in Infrastructureas a Service in Cloud Computing 3.1. Shared Responsibility Model The lack of control over the infrastructure in IaaS cloud computing is caused by the shared responsibility model of IaaS, where the cloud service provider is responsible for the IaaS security while the customer is responsible for securing the data and applications they store and run in the cloud. According to a survey, 22.8% of respondents cited the lack of control over infrastructure as a top concern for cloud security. (Source: Cloud Security Alliance) 3.2. Data Breach Data breaches have serious consequences for businesses, including legal and financial penalties, damage to their reputation, and the loss of customer trust. The location of data and the regulations governing its storage and processing create challenges for businesses operating in multiple jurisdictions. The global average total cost of a data breach increased by USD 0.11 million to USD 4.35 million in 2022, the highest it's been in the history of this report. The increase from USD 4.24 million in the 2021 report to USD 4.35 million in the 2022 report represents a 2.6% increase. (Source: IBM) 3.3. Access Mismanagement Insider threats, where authorized users abuse their access privileges, can be a significant challenge for access management in IaaS. This includes the intentional or accidental misuse of credentials or non-protected infrastructure and the theft or loss of devices containing sensitive data. The 2020 data breach investigations report found that over 80% of data breaches were caused by compromised credentials or human error, highlighting the importance of effective access management. (Source: Verizon) 3.4. Audit and Monitoring Challenges Large volumes of alerts overwhelm security teams, leading to fatigue and missed alerts, which result in non-compliance or security incidents going unnoticed. Limited resources may also make it challenging to effectively monitor and audit infrastructure as a service cloud environment, including the implementation and maintenance of monitoring tools. 4. Strategies for Addressing Compliance Challenges in IaaS 4.1. Risk Management and Assessment Risk Assessment and Management includes conducting a risk assessment, including assessing risks related to data security, access controls, and regulatory compliance. It also involves implementing risk mitigation measures to address identified risks, like additional security measures or access controls such as encryption or multi-factor authentication. 4.2. Encryption and Collaboration with Cloud Service Providers Encryption can be implemented at the application, database, or file system level, depending on the specific needs of the business. In addition, businesses should establish clear service level agreements with their cloud service provider related to data protection. This includes requirements for data security, access controls, and backup and recovery processes. 4.3. Contractual Agreements The agreement should also establish audit and compliance requirements, including regular assessments of access management controls and policies. Using contractual agreements, organizations help ensure that they are clearly defined and that the cloud service provider is held accountable for implementing effective access management controls and policies. 4.4. Compliance Monitoring and Reporting Monitoring and Reporting involves setting up automated monitoring and reporting mechanisms that track compliance with relevant regulations and standards and generate reports. They should also leverage technologies such as intrusion detection and prevention systems, security information and event management (SIEM) tools, and log analysis tools to collect, analyze, and report on security events in real time. 5. Conclusion In accordance with the increasing prevalence of data breaches and the growing complexity of regulatory requirements, maintaining a secure and compliant cloud environment will be crucial for businesses to build trust with customers and avoid legal and financial risks. Addressing these requirements, the cloud helps companies maintain data privacy, avoid legal risks, and build customer trust. Organizations create a secure and compliant cloud environment that meets their needs by overcoming challenges and implementing best practices, working closely with cloud service providers. Ultimately, by prioritizing compliance and investing in the necessary resources and expertise, businesses can navigate these challenges and unlock the full potential of the cloud with confidence.

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Hyper-Converged Infrastructure

The Drive with Direction: The Path of Enterprise IT Infrastructure

Article | July 13, 2023

Introduction It is hard to manage a modern firm without a convenient and adaptable IT infrastructure. When properly set up and networked, technology can improve back-office processes, increase efficiency, and simplify communication. IT infrastructure can be utilized to supply services or resources both within and outside of a company, as well as to its customers. IT infrastructure when adequately deployed aids organizations in achieving their objectives and increasing profits. IT infrastructure is made up of numerous components that must be integrated for your company's infrastructure to be coherent and functional. These components work in unison to guarantee that your systems and business as a whole run smoothly. Enterprise IT Infrastructure Trends Consumption-based pricing models are becoming more popular among enterprise purchasers, a trend that began with software and has now spread to hardware. This transition from capital to operational spending lowers risk, frees up capital, and improves flexibility. As a result, infrastructure as a service (IaaS) and platform as a service (PaaS) revenues increased by 53% from 2015 to 2016, making them the fastest-growing cloud and infrastructure services segments. The transition to as-a-service models is significant given that a unit of computing or storage in the cloud can be quite cheaper in terms of the total cost of ownership than a unit on-premises. While businesses have been migrating their workloads to the public cloud for years, there has been a new shift among large corporations. Many companies, including Capital One, GE, Netflix, Time Inc., and others, have downsized or removed their private data centers in favor of shifting their operations to the cloud. Cybersecurity remains a high priority for the C-suite and the board of directors. Attacks are increasing in number and complexity across all industries, with 80% of technology executives indicating that their companies are unable to construct a robust response. Due to lack of cybersecurity experts, many companies can’t get the skills they need on the inside, so they have to use managed security services. Future of Enterprise IT Infrastructure Companies can adopt the 'As-a-Service' model to lower entry barriers and begin testing future innovations on the cloud's basis. Domain specialists in areas like healthcare and manufacturing may harness AI's potential to solve some of their businesses' most pressing problems. Whether in a single cloud or across several clouds, businesses want an architecture that can expand to support the rapid evolution of their apps and industry for decades. For enterprise-class visibility and control across all clouds, the architecture must provide a common control plane that supports native cloud Application Programming Interfaces (APIs) as well as enhanced networking and security features. Conclusion The scale of disruption in the IT infrastructure sector is unparalleled, presenting enormous opportunities and hazards for industry stakeholders and their customers. Technology infrastructure executives must restructure their portfolios and rethink their go-to-market strategies to drive growth. They should also invest in the foundational competencies required for long-term success, such as digitization, analytics, and agile development. Data center companies that can solve the industry's challenges, as well as service providers that can scale quickly without limits and provide intelligent outcome-based models. This helps their clients achieve their business objectives through a portfolio of 'As-a-Service' models, will have a bright future.

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Application Infrastructure

How NSPs Prepare to Thrive in the 5G Era

Article | November 23, 2021

In my last blog in this series, we looked at the present state of 5G. Although it’s still early and it’s impossible to fully comprehend the potential impact of 5G use cases that haven’t been built yet, opportunities to monetize 5G with little additional investment are out there for network service providers (NSPs) who know where to look. Now, it’s time to look toward the future. Anyone who’s been paying attention knows that 5G technology will be revolutionary across many industry use cases, but I’m not sure everyone understands just how revolutionary, and how quickly it will go down. According to Gartner®, “While 10% of CSPs in 2020 provided commercializable 5G services, which could achieve multiregional availability, this number will increase to 60% by 2024”.[i] With so many recognizing the value of 5G and acting to capitalize on it, NSPs that fail to prepare for future 5G opportunities today are doing themselves and their enterprise customers a serious disservice. Preparing for a 5G future may seem daunting but working with a trusted interconnection partner like Equinix can help make it easier. 5G is so challenging for NSPs and their customers because it is so revolutionary. Mobile radio networks were built with consumer use cases in mind, which means the traffic from those networks is generally dumped straight to the internet. 5G is the first generation of wireless technology capable of supporting enterprise-class business applications, which means it’s also forcing many NSPs to consider alternatives to the public internet to support those applications. User plane function breakout helps put traffic near the app In my last article, I mentioned that one of the key steps mobile network operators (MNOs) could take to enable 5G monetization in the short term would be to bypass the public internet by enabling user traffic functions in the data center. This is certainly a step in the right direction, but to prepare themselves for future 5G and multicloud opportunities, they must go further by enabling user plane function (UPF) breakout. The 5G opportunities of tomorrow will rely on wireless traffic residing as close as possible to business applications, to reduce the distance data must travel and keep latency as low as possible. This is a similar challenge to the one NSPs faced in the past with their wireline networks. To address that challenge, they typically deployed virtual network functions (VNFs) on their own equipment. This helped them get the network capabilities they needed, when and where they needed them, but it also required them to buy colocation capacity and figure out how to interconnect their VNFs with the rest of their digital infrastructure. Instead, Equinix customers have the option to do UPF breakout with Equinix Metal®, our automated bare-metal-as-a-service offering, or Network Edge virtual network services on Platform Equinix®. Both options provide a simple, cost-effective way to get the edge infrastructure needed to support 5G business applications. Since both offerings are integrated with Equinix Fabric™, they allow NSPs to create secure software-defined interconnection with a rich ecosystem of partners. This streamlines the process of setting up hybrid deployments. Working with Equinix can help make UPF breakout less daunting. Instead of investing massive amounts of money to create 5G-ready infrastructure everywhere they need it, they can take advantage of more than 235 Equinix International Business Exchange™ (IBX®) data centers spread across 65 metros in 27 countries on five continents. This allows them to shift from a potentially debilitating up-front CAPEX investment to an OPEX investment spread over time, making the economics around 5G infrastructure much more manageable. Support MEC with a wide array of partners Multiaccess edge compute (MEC) will play a key role in enabling advanced 5G use cases, but first enterprises need a digital infrastructure capable of supporting it. This gets more complicated when they need to modernize their infrastructure while maintaining existing application-level partnerships. To put it simply, NSPs and their enterprise customers need an infrastructure provider that can not only partner with them, but also partner with their partners. With Equinix Metal, organizations can deploy the physical infrastructure they need to support MEC at software speed, while also supporting capabilities from a diverse array of partners. For instance, Equinix Metal provides support for Google Anthos, Amazon Elastic Container Service (ECS) Anywhere and Amazon Elastic Kubernetes Service (EKS) Anywhere. These are just a few examples of how Equinix interconnection offerings make it easier to collaborate with leading cloud providers to deploy MEC-driven applications. Provision reliable network slicing in a matter of minutes Network slicing is another important 5G capability that can help NSPs differentiate their offerings and unlock new business opportunities. On the surface, it sounds simple: slicing up network traffic into different classes of service, so that the most important traffic is optimized for factors such as high throughput, low latency and security. However, NSPs won’t always know exactly what slices their customers will want to send or where they’ll want to send them, making network slice mapping a serious challenge. Preparing for a 5G future may seem daunting but working with a trusted interconnection partner like Equinix can help make it easier.” Equinix Fabric offers a quicker, more cost-effective way to map network slices, with no need for cross connects to be set on the fly. With software-defined interconnection, the counterparty that receives the network slice essentially becomes an automated function that NSPs can easily control. This means NSPs can provision network slicing in a matter of minutes, not days, even when they don’t know who the counterparty is going to be. Service automation enabled by Equinix Fabric can be a critical element of an NSP’s multidomain orchestration architecture. 5G use case: Reimagining the live event experience As part of the MEF 3.0 Proof of Concept showcase, Equinix partnered with Spectrum Enterprise, Adva, and Juniper Networks to create a proof of concept (PoC) for a differentiated live event experience. The PoC showed how event promoters such as minor league sports teams could ingest multiple video feeds into an AI/ML-driven GPU farm that lives in an Equinix facility, and then process those feeds to present fans with custom content on demand. With the help of network slicing and high-performance MEC, fans can build their own unique experience of the event, looking at different camera angles or following a particular player throughout the game. Event promoters can offer this personalized experience even without access to the on-site data centers that are more common in major league sports venues. DISH taps Equinix for digital infrastructure services in support of 5G rollout As DISH looks to build out the first nationwide 5G network in the U.S., they will partner with Equinix to gain access to critical digital infrastructure services in our IBX data centers. This is a great example of how Equinix is equipped to help its NSP partners access the modern digital infrastructure needed to capitalize on 5G—today and into the future. DISH is taking the lead in delivering on the promise of 5G in the U.S., and our partnership with Equinix will enable us to secure critical interconnections for a nationwide 5G network. With proximity to large population centers, as well as network and cloud density, Equinix is the right partner to connect our cloud-native 5G network.” - Jeff McSchooler, DISH executive vice president of wireless network operations

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Spotlight

Aryaka Networks

Aryaka’s global SD-WAN provides optimized, software-defined network connectivity and application acceleration to globally distributed enterprises. Aryaka’s services have over 10 million users across 7,000+ sites. Leading brands such as Skullcandy, Cigna, and ThoughtWorks, as well as partners such as Microsoft Azure, AWS, Intelisys, and SK Broadband, have all chosen Aryaka for their enterprise-grade networking needs.

Related News

6sense Announces Salesforce Pardot Integration for Revenue Teams to Launch Comprehensive ABM Programs

6sense | March 14, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, extends its relationship with Salesforce to include an all-new integration with Pardot, Salesforce’s marketing automation solution. This integration combines marketing execution from Salesforce Pardot with the time-based predictions on prospect engagement from 6sense. Shared users can easily use 6sense to uncover demand and prioritize accounts with a high buying propensity while engaging buyers with personalized marketing campaigns through the Pardot platform. “Salesforce’s mission is to lessen the divide between sales and marketing through account-based alignment to help our customers grow their business,” said Liam Doyle, Senior Vice President, Product Management, Salesforce Pardot. “Targeting the right accounts is at the root of an integrated marketing campaign, and the 6sense platform makes it easier than ever to identify who those targets should be.” Uncover accounts demonstrating known or anonymous buying signals, and create unified account profiles across this data.Prioritize and segment accounts showing buying signals such as competitive research, predictive in-market scores, website visits, campaign engagement and more.

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6sense Secures $27 Million to Advance Bold Vision in B2B and ABM

6sense | April 16, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs.” Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

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6sense Expands Integration with HubSpot for Heightened Account Based Orchestration

6sense | April 25, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs. Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

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6sense Announces Salesforce Pardot Integration for Revenue Teams to Launch Comprehensive ABM Programs

6sense | March 14, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, extends its relationship with Salesforce to include an all-new integration with Pardot, Salesforce’s marketing automation solution. This integration combines marketing execution from Salesforce Pardot with the time-based predictions on prospect engagement from 6sense. Shared users can easily use 6sense to uncover demand and prioritize accounts with a high buying propensity while engaging buyers with personalized marketing campaigns through the Pardot platform. “Salesforce’s mission is to lessen the divide between sales and marketing through account-based alignment to help our customers grow their business,” said Liam Doyle, Senior Vice President, Product Management, Salesforce Pardot. “Targeting the right accounts is at the root of an integrated marketing campaign, and the 6sense platform makes it easier than ever to identify who those targets should be.” Uncover accounts demonstrating known or anonymous buying signals, and create unified account profiles across this data.Prioritize and segment accounts showing buying signals such as competitive research, predictive in-market scores, website visits, campaign engagement and more.

Read More

6sense Secures $27 Million to Advance Bold Vision in B2B and ABM

6sense | April 16, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs.” Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

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6sense Expands Integration with HubSpot for Heightened Account Based Orchestration

6sense | April 25, 2019

6sense, a leading Account Based Orchestration Platform, powered by AI, announced $27 million in funding. The round was led by Industry Ventures and included participation from existing investors Bain Capital Ventures, Battery Ventures, Costanoa Ventures, Salesforce Ventures, and Venrock. “We believe AI insights and orchestration are the future of B2B sales and marketing. I’m humbled by the overwhelming support from our customers and team as we execute on our bold vision,” said Jason Zintak, CEO of 6sense. “This new round of funding will allow us to expand our product, including transforming the traditional email nurture track into multi-channel next-best-action suggestions that adjust in real-time based on buyers’ behavior. This, coupled with our existing capabilities, will allow 6sense customers to infinitely scale their account based marketing programs. Closing of the funding follows a record-breaking 2018, with 6sense delivering 100 percent revenue growth, expanding its leadership team, doubling headcount, expanding offices to New York and India, growing customer adoption by 10x and acquiring ZenIQ. 6sense shows no signs of slowing based on first quarter 2019 results, closing Q1 by posting the largest revenue, bookings and customer retention numbers in company history, all while being named a leader in The Forrester Wave™: B2B customer analytics, Q1 2019.

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Events