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On the show
From 15 epsHosts
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Recent episodes
The EDR Was Running. The Ransomware Still Won.
Jun 23, 2026
1h 40m 33s
Playbook: AI Layoffs
Jun 16, 2026
9m 06s
AI Agents Are Already Inside Your Company. Nobody’s Watching Them.
Jun 9, 2026
1h 18m 41s
You Bought the Stack. You're Using Half of It.
Jun 2, 2026
1h 32m 36s
Playbook: MSPs
May 26, 2026
9m 07s
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| Date | Episode | Topics | Guests | Brands | Places | Keywords | Sponsor | Length | |
|---|---|---|---|---|---|---|---|---|---|
| 6/23/26 | ![]() The EDR Was Running. The Ransomware Still Won. | Dave Chronister has been doing penetration testing and incident response since 2007 — back when Fortune 500 CIOs called it a novel concept.In the years since, he's walked into breached environments where the EDR was running, the MDR was installed, the SOC 2 audit had passed, and none of it mattered.This conversation covers the gap between what companies think they bought and what they actually have why tools become the program by default, why compliance audits and security programs are two different things, what AI is actually doing to enterprise risk profiles right now, and what the organizations that survived a ransomware encryption event had that the ones who didn't were missing.If you're responsible for a security decision, this is the conversation to have before the next one.Is your security program real, or is it just theater? The gap between a real security program and a collection of tools doesn't show up in an audit. It shows up during an incident — when it's too late to fix cheaply.These eight questions come straight out of this conversation with Dave Chronister, founder of Parameter Security. Each one maps to something he's actually walked into. Answer them against what you know to be true right now — not what your vendor told you at signing.1. Do you know which findings from your last security assessment are still open? Dave has had a Fortune 100 client for four straight years. He pulled the year-one report and the year-four report side by side. Almost identical findings. Tools were bought, renewed, and re-certified the whole time — and the actual exposure never moved. If your remediation list looks the same as it did a few cycles ago, the program isn't the problem. The follow-through is.2. When did your EDR last fire — and who responded? Not whether it's installed. Whether it's being acted on. In recent insurance data, more than 60% of ransomware encryption events happened at organizations running a leading EDR. Detection without response doesn't stop an attack. If you can't say when it last fired and what happened next, you don't know if your coverage is real.3. Is your MDR running in active response mode, or monitored mode? These are not the same thing. Monitored means alerts get logged. Active response means someone acts on them. Dave has walked into environments where MDR sat in monitored mode for years while the client believed they had full coverage. Ask your vendor directly which one you're paying for, and get it in writing.4. What does your SOC 2 certification actually cover — and what does it say nothing about? SOC 2 audits whether your processes are documented and followed. It does not evaluate whether those processes protect you. A company can pass SOC 2 every year and carry the same critical vulnerability the whole time. If SOC 2 is your primary answer to "are we secure," that's the gap.5. Do you know which AI tools are already running in your environment — and what data they have access to? Shadow AI is already inside most organizations. A tool that entered your environment as a productivity assistant may now have access to email, internal documents, customer records, and approval workflows. If you don't have a current inventory of what's running and what it touches, you don't have an AI policy. You have AI usage.6. Who actually owns the risk when something goes wrong — IT, the CISO, or the board? IT holds the tools. The CISO advises. The board carries the fiduciary responsibility. Dave's seen the scapegoating pattern up close: a CISO with no real authority gets blamed for a decision the board never seriously evaluated. If your C-suite treats security as an IT line item, nobody with budget authority is actually deciding what risk is acceptable.7. Have you defined what a win looks like before your next renewal? Most companies don't know what "fixed" means before they buy. They implement, assume it worked, and move on. What specific risk reduction is this renewal supposed to buy, and how will you know if you got it? Walking into a renewal without that answer means negotiating blind.8. What is your responsibility in this — specifically, in your seat? This is the question Dave wishes every client asked before the engagement even starts. Not "what's the vendor's responsibility" or "what's IT's responsibility" — yours. Most people outsource the answer to a vendor or a department and never come back to it. If you can't state your own responsibility precisely, that's the gap an incident will find for you.If two or more of these stung, that's the program talking, not the tools.Tools get bought in response to a checklist or a renewal deadline. Programs get built in response to a defined risk. The full conversation goes deep on where that gap actually comes from and what it costs the companies that don't close it.Chapters 00:00 — Why security awareness campaigns don't change buyer behavior08:14 — Theater clients versus clients who actually want help14:00 — What the pen test findings look like four years later19:30 — Why tools become the security program by default26:35 — What SOC 2 actually audits and what it ignores entirely37:20 — Why 60% of ransomware victims had a leading EDR installed44:50 — MDR in monitored mode versus active response — and why it matters52:00 — The real risk of AI inside your organization1:01:00 — Why the vendor selling the control shouldn't validate it1:09:00 — Who actually owns the risk when something goes wrong1:45:00 — The one question Dave wishes every company asked before buying anythingWhat We MentionedNIST Cybersecurity Framework (CSF) — nist.gov/cyberframeworkNIST 800 series — csrc.nist.govNIST AI Risk Management Framework — nist.gov/system/files/documents/2023/01/26/AIREF1.0.pdfSOC 2 / AICPA — aicpa-cima.comCMMC — dodcmmc.usPCI DSS — pcisecuritystandards.orgHIPAA / HITECHQualys — qualys.comTenable — tenable.comMicrosoft E5 / E7 security stack — microsoft.comYubiKey — yubico.comParameter Security — parametersecurity.comAbout Dave ChronisterDave Chronister is the founder of Parameter Security. He started doing penetration testing in 2007 when most companies hadn't heard the term and has spent nearly 20 years walking into environments after the breach to find the things the audit missed. He's unusually direct about what tools actually do and what they don't, and he's seen every version of the gap between what companies think they bought and what they actually have.LinkedIn: https://www.linkedin.com/in/davechronisterCompany: https://www.parametersecurity.com About Signed The IT market is built for sellers, not buyers.Signed is the podcast for the buyers. Host Max Clark, CEO of ITBroker.com, sits down with CIOs, CFOs, operators, and founders who’ve lived inside real enterprise tech deals — the ones who can tell you what actually determined whether the deal worked, not what the deck promised.New episodes weekly. An ITBroker.com podcast.Full Transcript Click here to view... | 1h 40m 33s | ||||||
| 6/16/26 | ![]() Playbook: AI Layoffs | You've read the post. A CEO goes on LinkedIn. Hard decision. I own this. Because of AI, we'll come out leaner, faster, stronger.Max Clark has written one of these. He's also been on the receiving end of one.In this Playbook, he breaks down what that post actually says — and what it's designed to leave out. Not to indict the people who write them, but to hand you one question: whenever a company or a vendor tells you why they're doing something, who was that explanation written for?It's the same question whether you're reading a layoff announcement or a renewal proposal. You're about to start asking it everywhere.What This Episode AnswersHow do I tell whether "AI" is the real reason behind a decision?Why do so many strategic announcements sound exactly the same?What other decisions get announced one way but are really doing something else?How does this apply to vendor decisions — pricing changes, AI upgrades, licensing restructures?What's the one question to ask before accepting any explanation?What We Get Into 00:00 — The post you've read a hundred times01:10 — Why the four-part format is worth taking apart03:30 — Why headcount is always the first thing cut04:15 — Why "AI" works as an explanation — and when it's actually true05:47 — RTO, unlimited PTO, keep your laptop — same move, different wrapper08:00 — What to do if you're on the receiving end09:20 — The one question that changes how you read any explanation10:20 — Why this is the same skill as reading a vendor pitchRelated ReadingLayoff Announcements and Vendor Price Increases Are Built the Same Way. Here's How to Read Both.The Vendor's Policy Change Is Solving Their Problem, Not YoursAbout Signed The IT market is built for sellers, not buyers.Signed is the podcast for the buyers. Host Max Clark, CEO of ITBroker.com, sits down with CIOs, CFOs, operators, and founders who’ve lived inside real enterprise tech deals — the ones who can tell you what actually determined whether the deal worked, not what the deck promised.New episodes weekly. An ITBroker.com podcast.Full Transcript Click here to view the episode transcript. | 9m 06s | ||||||
| 6/9/26 | ![]() AI Agents Are Already Inside Your Company. Nobody’s Watching Them.✨ | AI agentssecurity risks+4 | Craig Patterson | Microsoft E5Sentinel+4 | — | AI agentssecurity breaches+5 | — | 1h 18m 41s | |
| 6/2/26 | ![]() You Bought the Stack. You're Using Half of It.✨ | Microsoft stack utilizationenterprise technology+4 | Denis O'Shea | Mobile MentorMicrosoft+1 | — | Microsoft stackenterprise devices+5 | — | 1h 32m 36s | |
| 5/26/26 | ![]() Playbook: MSPs✨ | Managed Service ProvidersIT decision-making+3 | — | IntuneMSPs+1 | — | MSPsIT outsourcing+3 | — | 9m 07s | |
| 5/19/26 | ![]() Nobody Owns Your Cloud Bill✨ | cloud spendingcontract issues+4 | Robby Gulri | RapidScaleITBroker.com | — | cloud billEDP+7 | — | 2h 10m 18s | |
| 5/12/26 | ![]() You’re Scaling on Infrastructure You Don’t Control✨ | infrastructure decisionscloud strategy+4 | TS Narayanan | EXA Infrastructure | — | infrastructurecloud strategy+4 | — | 52m 34s | |
| 5/7/26 | ![]() Playbook: Be Careful With Your SOC2 Controls✨ | SOC 2 certificationsecurity controls+3 | Max Clark | ITBroker.com | — | SOC 2security+5 | — | 4m 11s | |
| 5/5/26 | ![]() You’re Paying for the Same Network Twice✨ | network costscloud infrastructure+4 | Doug Houghton | Alkira | — | network spendcloud egress pricing+3 | — | 2h 11m 57s | |
| 4/30/26 | ![]() AI Is Exposing Bad Network Decisions✨ | network decisionsAI impact+4 | Scott Nicols | Aurelion | — | network performanceSD-WAN+5 | — | 1h 36m 47s | |
Want analysis for the episodes below?Free for Pro Submit a request, we'll have your selected episodes analyzed within an hour. Free, at no cost to you, for Pro users. | |||||||||
| 4/27/26 | ![]() The Market Is Built For Sellers✨ | enterprise technology procurementvendor selection+5 | — | ITBroker.com | — | IT markettechnology decisions+5 | — | 2m 19s | |
| 2/26/26 | ![]() Why Companies Spend Millions on Data (And Still Get No Value)✨ | data strategydata collection+4 | Ed Bailey | CriblITBroker.com | — | data strategydata collection+5 | — | 1h 10m 40s | |
| 2/12/26 | ![]() From 400 Calls in Queue to Zero Hold Time✨ | contact centerVoice AI+4 | Michael Cibelli | PolyAI | — | contact centerVoice AI+7 | — | 1h 06m 25s | |
| 1/8/26 | ![]() Why Contact Center AI Projects Fail After the Demo✨ | Contact Center AIProject Failure+5 | Jim K. Tennant | Observe.AI | — | Contact Center AIProject Failure+6 | — | 1h 13m 27s | |
| 12/11/25 | ![]() The Azure Bill That Ended Cloud✨ | cloud migrationcost management+5 | William Sellers | DartPointsAzure+2 | energy sector | Azurecloud bill+8 | — | 51m 45s | |
| 11/20/25 | ![]() DSPM vs DLP: The Data Blind Spots Killing Your Cloud Security✨ | cloud securitydata visibility+4 | Sirena Ong | Secuvvy | — | cloud securityDSPM+7 | — | 1h 06m 03s | |
| 11/6/25 | ![]() Inside the Network That Prevented Prison Riots✨ | prison networktechnology+3 | Oliver Maxwell | APX Net, Inc | — | prison riotsnetwork outage+3 | — | 1h 05m 00s | |
| 10/23/25 | ![]() Why This School Ditched Cisco and Saved $250K | Ever feel trapped in the endless cycle of network refreshes, license renewals, and “surprise” upgrade costs?You’re not alone. One school faced the same uphill battle and decided to break free. The result? A $250K turnaround and a totally new way of thinking about IT infrastructure.In this episode, Max Clark sits down with Francisco Tello, Senior Sales Engineer at Meter, to unpack how a forward-thinking school ditched legacy networking gear and discovered a utility-style model that just works. They dive deep into why the traditional CapEx approach to networking is broken, what “network-as-a-service” really means, and how simplifying infrastructure can transform budgets, uptime, and sanity.If you’ve ever asked yourself, “There has to be a better way to do this,”—this is that conversation.Watch now and see how this shift could change how your organization builds and runs its network. | 1h 10m 39s | ||||||
| 10/9/25 | ![]() How Do You Convince the Board to Fund Security? | You know the risks. The board knows the budget. So how do you bridge the gap? For most IT and security leaders, convincing executives to prioritize security is the toughest job they face.In this episode, Max Clark sits down with Alejandro Ziegenhirt, Sr. Manager of InfoSec & DevOps at OfferUp, to unpack the real-world struggle of funding security. From cloud myths to phishing to why ROI arguments usually fall flat, Alejandro shares battle-tested ways to communicate risk in dollars and keep leadership listening.Don’t wait for a breach to prove your point. Hit play and find out how to frame security in a way that executives can’t ignore. | 1h 20m 02s | ||||||
| 9/25/25 | ![]() Is Your IT System Killing Your Leads? | Every minute you wait to respond, another lead dies. Missed calls, ignored forms, slow follow-ups, your IT system might be the silent killer behind your pipeline collapse.In this episode, Max Clark sits down with Kaitlynn Crossno, Sales Engineering Manager at Capacity, to uncover the hidden IT gaps that kill pipeline in minutes. From speed-to-lead failures to dealer bottlenecks and weekend coverage gaps, they reveal why customers disappear faster than you can respond and how AI-powered solutions are rewriting the rules of engagement.Every day you wait, more deals die in silence. Don’t let yours be next. Watch now! | 1h 06m 36s | ||||||
| 9/11/25 | ![]() The IT Gap That Can Shut You Down | Imagine signing the lease, hiring the staff, setting the date and then realizing you can’t even open your doors.That’s exactly what happened to a fast-growing healthcare provider.In this episode, Max Clark and Darcy Guidry, Regional Channel Director at Epic iO, expose the hidden IT gap that can shut a business down: months-long fiber delays, shocking $1,000 copper POTS lines, and overlooked connectivity risks that stall growth. They explain how fixed wireless has gone from a last-resort backup to a proven growth enabler that IT leaders now depend on to launch faster, cut costs, and protect operations.If you think your expansion plans are safe, think again. Watch now and learn how to make sure this gap never shuts you down. | 1h 01m 05s | ||||||
| 8/28/25 | ![]() AI That Saves Agents: Not Replaces Them | Imagine your call volume doubles overnight, but your hiring budget is stuck at zero.Most contact centers would collapse. Heritage Federal Credit Union didn’t.In this episode, Max Clark sits down with Brent Wilford and Patrick Russell from Glia to unpack how Heritage:Navigated a messy merger without adding agentsReimagined customer engagement with true omnichannel done rightUsed AI to empower agents instead of replacing themUnlike JPMorgan’s massive AI rollouts, Heritage shows what “AI done right” looks like in a mid-sized credit union. It is a blueprint any contact center can follow.👉 Heritage doubled call volume without a single new hire. Watch how, and learn what your team can take from their playbook before you face the same challenge. | 1h 28m 48s | ||||||
| 7/31/25 | ![]() Backups Don’t Equal Recovery | They had backups. The storm didn’t care.When a major client demanded proof of uptime and recovery, a Florida-based marketing company realized their DR plan was just a plan, not a solution.In this episode, Max Clark sits down with Keith Lukes from UbiStor to break down how backup confidence can quickly turn into recovery chaos. From untested runbooks to budget-busting HA demands, they dive into what actually works and what blows up when disaster hits. This is a real conversation about recovery time, immutable storage, cloud myths, and the human pressure of getting it all back online.This one’s not about tech. It’s about survival. Hit play. | 1h 25m 26s | ||||||
| 7/10/25 | ![]() Your Fleet Is a Lawsuit Waiting to Happen | How many moving lawsuits are driving around with your logo on them right now?Fleet liability is no longer just a risk—it’s a ticking time bomb for your business. Accidents, claims, inflated insurance premiums, distracted drivers… the dangers are real, and they’re hiding in plain sight.In this episode, Max Clark sits down with Chris Johnson, VP of Business Development at Azuga, to break down how video telematics and real-time fleet data are transforming driver safety, insurance costs, and operational control. From gamifying driver performance to eliminating third-party claims, this episode exposes what your current GPS tracker isn't doing—and how top fleets are fixing it.Before the next claim hits your desk, hit play. The risk is real—but so is the solution. | 54m 12s | ||||||
| 6/26/25 | ![]() No Cyber Insurance. Still Got Paid. | What if you had no cyber insurance… and still walked away with the money?Most companies wouldn’t be so lucky. But one small manufacturer found themselves in the middle of a cybercrime event—and somehow, a loophole in the system worked in their favor.In this episode, Max Clark sits down with Joseph Cook of Arizona Group to unpack a real-world breach that started with a spoofed invoice and ended in a surprising insurance payout. They break down how cyber insurance policies really work, the hidden clauses that could make or break a claim, and what most business owners overlook when it comes to risk, protection, and coverage. From business email compromise to ransomware to evolving policy underwriting, this is a no-fluff crash course on what’s actually at stake—and what your policy probably doesn’t say.Think you're safe because you're small or “not a tech company”? Watch this episode before it costs you. | 1h 21m 59s | ||||||
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