Episode 186 of the Data Center Go-to-Market Podcast features an interview with Jose Seara, Founder & CEO at DeNexus.
- Identify why operational technology (OT) risk differs from traditional IT cyber risk
- Understand how AI is accelerating attacker capabilities and defender responses
- Differentiate data center, power generation, and oil & gas risk interdependencies
- Quantify the financial impact of OT cyber events and how insurers view that exposure
- Assess procurement and energy-supply challenges facing high-density data centers
- Navigate complex enterprise procurement committees and stakeholder ecosystems
- Prioritize which personas to engage early to avoid wasted POC effort
- Structure your go-to-market playbook to move beyond founder-led sales
- Scale sales and marketing processes without over-relying on technical deep dives
- Avoid common Series A-to-B mistakes that drain runway and slow growth
- Leverage cyber data partners and security telemetry to feed OT risk models
Host:
Joshua Feinberg, CEO
DCSMI
Special Guest:
Jose Seara, Founder & CEO
DeNexus
Overview
Jose Seara, Founder and CEO of DeNexus, discussed the evolving cybersecurity risks in industrial environments, emphasizing the rapid advancements in AI tools used by attackers. DeNexus, a risk quantification platform, serves industries like power generation, manufacturing, and data centers. Seara highlighted the challenges in managing OT cybersecurity risks, the need for better education, and the importance of aligning with C-suite executives. He also noted the complexities in procurement processes and the necessity of understanding diverse stakeholders. Seara plans to release a learning portal to enhance market education on cyber risk management.
Outline
Dynamic Risk and AI Tools in Cybersecurity
- Jose Seara discusses the dynamic and evolving nature of risk in cybersecurity, emphasizing the rapid pace of change driven by AI tools.
- He highlights the growing exposure of industrial customers to cyber risks, particularly in operational technology (OT).
- Jose contrasts OT and IT, noting the unique challenges in managing cyber risks in industrial environments.
- He mentions the exponential growth in the surface of exposure to these risks, suggesting a significant challenge and opportunity.
Introduction of Jose Seara and DeNexus
- Joshua Feinberg introduces Jose Seara, Founder and CEO of DeNexus, and explains his background in the power generation space.
- Jose shares his journey from Spain to the US, including building a renewable energy company and selling it to a fund.
- He explains the lack of OT cybersecurity solutions and the launch of Dinexus to address these gaps.
- Jose describes DeNexus as a risk quantification platform serving various industrial sectors, including power generation, manufacturing, data centers, and transportation.
Integration of Data Centers with Power Generation and Oil and Gas
- Joshua and Jose discuss the convergence of data centers, power generation, and oil and gas industries.
- Jose emphasizes the unique challenges and opportunities presented by data centers as massive industrial facilities and power generation plants.
- He highlights the massive power requirements of data centers and the challenges in procuring and managing power generation facilities.
- Jose notes the growing importance of AI in managing these complex infrastructures and the need for better risk management solutions.
Challenges in Procuring Power and Energy Needs
- Joshua and Jose discuss the challenges in procuring power for data centers, including the long lead times for building power generation facilities.
- Jose mentions the backlog in gas turbines and the impact of geopolitical factors on natural gas prices.
- They explore the potential of small modular reactors as a solution but acknowledge the lack of experience in building these for data centers in the US.
- Jose expresses concern about the market's ability to meet the growing energy demands of data centers.
Impact of AI on Cybersecurity and Risk Management
- Jose explains how AI tools are changing the landscape of cybersecurity and risk management.
- He discusses the increased speed and sophistication of attacks enabled by AI, as well as the ability of defenders to leverage these tools.
- Jose highlights the regulatory and compliance challenges in adopting AI-driven solutions in heavily regulated industries like insurance.
- He notes the ongoing evolution of DeNexus' technology to incorporate AI and the impact on their risk modeling and go-to-market strategy.
Buyer Education and Market Adoption
- Joshua and Jose discuss the importance of buyer education in the adoption of AI-driven solutions.
- Jose identifies the need for education on the differences between OT and IT, and the unique challenges in managing OT cybersecurity risks.
- He emphasizes the role of DeNexus in educating both risk owners and the insurance industry on these risks.
- Jose highlights the challenges in scaling AI-driven solutions from pilot projects to full enterprise adoption.
Go-to-Market Lessons and Mistakes
- Jose shares lessons learned in the go-to-market strategy for DeNexus, including the importance of qualifying opportunities and identifying key stakeholders.
- He discusses the challenges in managing proof-of-concept (POC) projects and the need for better alignment with customer needs.
- Jose highlights the importance of understanding the ecosystem of personas involved in complex procurement processes.
- He emphasizes the need for a balanced approach in building technical content and focusing on customer problems and pain points.
Navigating Stakeholder Complexity
- Joshua and Jose discuss the challenges of navigating the complex stakeholder landscape in large enterprise deals.
- Jose explains the importance of founder-led sales in the early stages and the need to build a team that can operate independently.
- He highlights the challenges in moving from founder-led sales to a scalable go-to-market strategy.
- Jose emphasizes the need for a clear value proposition that resonates with C-suite executives and the importance of educating them on the risks and solutions.
Future Challenges and Opportunities
- Jose discusses the future challenges and opportunities for DeNexus, including the need to raise additional capital and achieve profitability.
- He emphasizes the importance of managing the evolving risk landscape and the need for continuous education and awareness.
- Jose highlights the potential impact of uninsurable risks on the market and the need for better risk management mechanisms.
- He expresses optimism about the long-term potential of DeNexus and the importance of staying ahead of the evolving cybersecurity landscape.
Guest Resources
Resources
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