Beyond the Bid: Cybersecurity

Hello. Hello. Welcome. Welcome. Let's get this party started. Welcome. Welcome. We are gonna go over, behind the bid or beyond the bid. Beyond the bid. Today, we're gonna be going over beyond the bid, more specifically in the cybersecurity industry. We're gonna cover a lot of subcategories within cybersecurity to make sure we touch upon, you know, the audience that we have and the clients that we have and ways that we can leverage GovSpend to go beyond the bid and write compelling proposals or just simply be more knowledgeable in GovSpend, how to create action items out of those amazing lead lists and reports that our team has curated for you and your company. Lots of various tips and tricks and peeks behind the curtain of some new AI tools that we're gonna be going over today. Let me go ahead and share my screen and get into our slides for today. Let's get the party started. First and foremost, my name is Paige Mokler. I've been with GovSpend for many, many years here. If you've attended any of the other previous webinars, you might be familiar. One of my favorite topics is gov spend and AI. Data strategy. How can we turn the information into actionable wins? How can I help all of these companies that are leveraging this tool turn it into bite sizes of step by step how to whether it's writing a compelling proposal, how to build a lead list and action that lead list, curate a report that really hones in on a beautiful hot lead list that we can target and many other tips and tricks? And, you know, each and every one of you attending the webinar today, I guarantee you, is gonna be ten percent better in gov spend at minimum as an outcome of this conversation. Yes. As an attendee, this is going to be recorded. You can share with all of your friends, the searches, the AI, everything is going to be recorded and sent out in an email next week. Whether you are able to attend live or register to receive the recording, that information will be available to you. It'll also be available on the GovSpend website, GovSpend dot com backslash webinars. You can look at any of my other previous webinars, but I'm super excited to be talking about cybersecurity today. Awesome. And thank you, Kevin, for using the chat. That brings up another topic. Go ahead and use the chat icon for questions along the way. I want this to be interactive. I wanna make sure that you're getting the most out of today's session. So we have a jam packed agenda for you all today, and welcome to Beyond the Bid. I appreciate you spending your lunch hour with me. I appreciate it. So what we're gonna be going over today? Cybersecurity. What does that even mean? That that covers data protection, hardware, data centers, ransomware, network security infrastructure. All of those topics are gonna be covered today. So if you fall into any of those subcategories, I promise there's gonna be some awesome gold nuggets for you to take away today. So let's get started. Cybersecurity prospect problems. Each and every one of you, I guarantee you, has come across an opportunity in your pipeline or a potential opportunity and as we're prospecting, have succumb to one of these issues. And this is what we hope to solve today. However, we wanna know where we're starting from, and that's what are the problems that we are experiencing today, and how can GovSpend help you overcome these problems. First and foremost, I hear this all the time. We're we're a very reactive company. We we don't have an outbound sales team or a marketing team. We just when we see a bid, we respond to it. But if we're reactive and we just wait for that opportunity to come knocking, sometimes it's already specced for the competition. I'm sure you you all have experienced that in some way, shape, or form. Sometimes the you know, it's too early to determine, hey. Is this truly an opportunity? Is there enough employees at that agency? Is the population, what we're looking for? Is the scope and size of the project worth it to me? Is the juice worth the squeeze? Maybe we only handle a certain threshold of opportunities, or maybe we don't have enough, you know, capital to handle that large of an opportunity. We need to pull in some partners. It's too early. Or maybe it's the opposite. It's too late. That that agency is just putting that bid out for a formality, and they've already chosen somebody or have made that purchase by the time that RFI has been posted. The number one hot topic lately for prospecting problems is, you know, the clients that we're targeting or agencies that we're targeting, budget has been set or the funding has been cut. How can we navigate that? How can we get ahead of that with the use of GovSpend? When we're looking at an opportunity, maybe that agency didn't put the scope of work or technical requirements needed to provide an accurate price or understand if this is something that I'm gonna go ahead and go compete on. We need to do a little bit more discovery. What are some other information or areas that we can research in GovSpend, to help us identify this this potential agency as a prospect or this opportunity as a go or no go. Sometimes it's just not viable or compatible. AI I'm sure in your onboarding and training sessions when you first launch GovSpend setting up your alerts, when you're going through that list of opportunities, there are probably some, you know, gray area opportunities that were AI, anytime that that keyword or phrase is mentioned on there or an opportunity is asking for that specific technical AI, that's not what we do. Let's go ahead and cut that out. Or maybe we're just not compatible with the current tools that they have in place. We lack the certifications to require or the requirements for that scope of work. And then, of course, my favorite at the very last, my point of contact just goes, Sydney. What do we do in those situations, and what are some ways that we can overcome them? Who wants to break that cycle? I wanna know who on the call today, like, who wants to break that cycle? Who's tired of hearing those same excuses or experiencing those same prospecting problems? Because I know I am. And I'm excited to show each and every one of you step by step, and I mean it, step by step on how to overcome a lot of these objections. So for today, we are going to, of course, start with bid opportunities. We're gonna start at the bid because we need to have some groundwork to to identify, hey. Step by step, how do I go beyond the bid with the use of GovSpend? We're gonna learn how to create value driven proposals, how to make sure that we're addressing that agency's specific needs and making sure that we're highlighting our value proposition. What makes us stand out amongst the competition and why that agency should choose me? Because at the end of the day, they're just procurement professionals. Their sole job is to make sure that they're choosing the right vendors at the right price points that are gonna deliver the goods and services on time and as expected. And when things don't go as expected, who's at fault? Who's in trouble? It's not that company, I tell you. It's that procurement professional that's in trouble. So that's why it's very important to make sure that we're drafting and submitting compelling proposals so that you stand out amongst the group. We're also going to dive into the spending and purchase orders module and allow the filters to do the prospecting for you. If you have specific criteria of what makes a great lead, hey. I wanna know agencies that have this very specific software or this very specific hardware because I sell products and services that are complimentary to it, wow. That's a AI opportunity. If you if that makes it an opportunity to you, I can show you all the agencies that currently have that. Or maybe it's the opposite. Maybe it's identifying agencies that have software renewals coming up, and maybe there's a certain hardware or certain software that is being phased out. How do I take advantage of that? Then we're gonna dive into how to use the data and analytics and trends, understand spending patterns. How do I how do I time my pipeline? I don't wanna call and send a marketing campaign or cold call a list of agencies that are locked into multiyear agreements. That's a waste of my time. That's a waste of my our resources. We wanna make sure that we're working smarter, not harder on those opportunities. Lastly, we're gonna round it out with enhancing our follow-up strategies. What are some tactics to follow-up on those opportunities or kind of, you know, build that lasting trust with that agency? Again, it comes down to that procurement professional or having a champion at that agency. So when they're meeting and voting and discussing which quote they're gonna move forward with, you definitely wanna have a bunch of people when they're reviewing your quote or your opportunity say, oh, I know a guy or girl at that company. Oh, that's a that's an awesome company. We should go with them. That's that's how we have influence. That's how we have power of that opportunity. And then lastly, and most importantly, how do I get ahead? What what are things that gov spend clients are doing that nobody else is doing to get ahead of that bid in RFP even before that agency has a sparkle in their eye to submit a bid in RFP for that opportunity. For example, what agencies, if anybody follows me on LinkedIn I posted recently, there are over six thousand agencies talking about data breaches and ransomware and hacks that they're experiencing today. Today. In the last thirty days, last sixty days, there are over six thousand agencies that are frightened, scared, or experiencing day of data hacks and ransomware. That is a early buying signal, and we'll dive deep into how to translate that specific strategy to the other areas, whether you're in network security, cloud security, all the other different infrastructures. So that's our agenda for today. I hope you're excited. Strap in because we're gonna go for an awesome AI. Because my goal for today is to leave you with an an with the intelligence of elevating and enhancing your current pipeline with the use of GovSpend. Fuel and maintain your pipeline using data strategy. Again, our RRMs, our relationship managers, our support persons are really intelligent within the GovSpend platform. If there are any lead list or reports that you want curated for you, that's what our team is here for. You don't have to spend time or waste time trying to build that report. Allow us to do that for you so that you can take the tips and tricks that you learned today and use that list and start actioning out those opportunities. We also hope to save you time, save you money, save you resources while making you money on how to effectively and quickly action, respond, and win with these government agencies. And, again, becomes just ten percent better. If you can, you know, have at least one takeaway that helps you move on to the next step or next pedal or next ladder to success with GovSpend, then I did my job today. So let's dive into it. What does that mean? And if you have any questions, I have it on my little background phone, email support. If you're going through here, through this session and you're like, oh my gosh. I would love that report in my account, or I would love something similar built out for me, go ahead and shoot our team an email. They're on standby. They know I have this webinar going on today. They're waiting for your requests. So let's dive into it. So first and foremost, AI again, I wanna make sure that I'm touching upon all various facets of cybersecurity. So before we dive into it, go ahead and use the chat icon down at the bottom of the webinar and insert, you know, what type of cybersecurity are you calling in from? Is it network, cloud, domain? What type of cybersecurity subcategory are you joining us from today? I'd love to know. Oh, crisis response. I've got some good stuff for you. Who else? Don't be shy. I told you this was gonna be a collaborative. OT. I'm waiting for a couple more responses. I wanna make sure that I I highlight some of these, specific examples. Penetration testing, consulting. Great. We got a good combination here. Lots of lots of variety here. Oh, compliance. Great. So I use kind of some of the general cybersecurity subcategories, and I inputted, for this bid, general cybersecurity bids, some of these keywords and phrases. Also, some of the big players in the space in cybersecurity that a lot of the agencies, some big names that are familiar, just again to use as a frame of reference, whether that's endpoint response, critical response, network access control, protection, multifactor authentication security, a lot of variety here. And what I'm searching for are these keywords and phrases in the titles and the descriptions of the bid. Again, wanted to make sure that I'm I'm making it a little bit relevant towards everybody on the call today. So right here, you can see it's it's very highlighted. There's over seven hundred bids in this space based off of the keywords. I could expand forever and uncover more, but there's a lot of opportunities out there in this space. So lots of money to be spent in cybersecurity. Tons of funding is going towards agencies to improve their systems because we're we live in a time of technology, and there's nothing more than having safe and secure systems and software in place, especially when working at a public entity, school districts with student information. There's a lot of security that goes around it. And that's what you guys are here for. That's why you guys are at these amazing companies solving today's problems for these agencies. But that's not the purpose of this report. I wanna highlight specifically one area of how to write a compelling proposal. So I'm just gonna pick a random bid. Let's find an agency that isn't commonly clicked on. Oh, I haven't done this one yet. So Lubbock Independent School District, manage detection response MDR service. So if I click on here, it's gonna show me the title of the bid, the details, the files, any historical changes, and I can also view the bid on the agency site. So you can see where that agency's preferred procurement portal is. If it's a third party that they're using, a state procurement site or county, you can see directly where that bid is posted. But rather than going through all of those documents and all of this information, I actually have this cute little snowflake. And if you haven't played around with it, this is gonna be a total game changer for you guys. I promise. If you click on that snowflake, you're gonna be prompted with how to answer some very quick and basic questions surrounding this opportunity. What this allows you to do is to determine an action quickly. Is this the bid for me? Is this something that I can respond to? You can see, hey. I just want an overview of this bid. Please give me a a quick synopsis. You know, what are the cliff notes? Who who remembers back in grade school cliff notes? What are the cliff notes? What are the technical requirements? Where what are some specific requirements for this bid? Hey. Here's some eligibility. Here are the, you know, specific FCC requirements that they're looking for. What does this entail? What are all of the services and products that we need to supply? And it looks like they're asking for a lot in this opportunity. When you find yourself working on a bid that's asking for multiple services and maybe you only service a portion of it, I can simply ask, hey. Is this open? I'm gonna ask our little AI tool, GovSpend AI, or GovSpend Intelligence agents, whatever name you wanna give it. I like to call her Gia. I like to give her a little name. Is this opportunity subject to multiple award? Maybe I can pull in a partner. Maybe I can service just a portion of it. And, wow, I just found out that, you know what? I actually can submit a bid for the portion of the requirements that I am able to fulfill. Maybe there's some compatibility requirements as well. You know? What tools does Lubbock currently use or have in place? Oops. I'm not typing. It's always when I'm screen sharing. Alright. What tools does Lubbock AI I spelling it right? Have in place that have compatibility requirements. I'm not the best speller, but you can see that it understands what I'm asking. Oh, and it looks like alright. They have Microsoft Defender XDR, so it's a comprehensive or security platform. I need to be able to integrate with those other areas with endpoint defender, Office three six five, and other defender cloud apps, also firewalls such as IPS and SIEM systems. So I can even go on to say, hey. Write an email for me introducing myself to the contact saying I am diligently working on their proposal. In the meantime, please look at my capability statement Attached. And now it just wrote an email for me. So many cool new AI tips and tricks that you can leverage to save you time, save you money, save you resources. If this is something that you need to, escalate to a technical writer before you respond to that bid, if you are sifting for these opportunities and then escalating it to a team member, I can say, summarize the technical requirements so that I can escalate the summary to my technical writer. So many different ways to quickly action this opportunity. Imagine all of the time that you're gonna save triaging this opportunity, reviewing it quickly, and actioning it quickly, how many more opportunities or how many more bid responses are you gonna be able to read through, tackle within a timely manner and escalate within a timely manner to your teams to quickly action. The more bids that you get out there, the higher the wins, and we just want you to be successful here at GovSpend. And this has been a highly sought after tool. I know there's, like, an AI race here, within the bid and procurement portals, but this is gonna be a game changer. If you're not using this, I highly recommend that you start taking advantage of it today. So based off of this tool right here, what do you guys think that you're gonna you know, what are some other questions that we might wanna ask it to help you triage an opportunity? Do we think that that type of tool is gonna save you a ton of time? I wanna get some quick feedback. If you have some, go ahead and throw it in the chat. If you think that that feature is pretty cool. But wanted to definitely highlight that if you're not taking advantage of it. You do have to open a bid in order to access it right here. So now that I have my bid, I have my technical AI. I've escalated it. Now if I wanna write a compelling proposal, I need to know who did they use in the past, what other tools are they using, what have they spent, and with whom, and how often. Like, where can I get the who, what, when, where, and why? And there's no better area to do that than to go ahead and look at our spending and purchase orders. I don't know if you knew this, but there's an advanced little feature over here on the right hand side. It's a little small. I'll go ahead and zoom in a little bit for you. I can click on these three dots. And when I click on those three dots, it gives me the option to open in contracts. So open all of my keywords into the contracts module or open all of my keywords into the spending module. So I'm gonna go ahead and open in the spending module, and I can see all of the different various items that these agencies are spending on. I'm gonna change it to any field because I did have some company names in there. And now that I have my criteria, I'm gonna quickly go over to agencies. Oh, anything to do with storage tanks, anything to save time. Awesome. So over here under the agencies tab, rather than scrolling purchase order by purchase order by purchase order for Lubbock, I'm just gonna come over here and type in under the agencies. Hopefully, I'm spelling it right. There we go. Lubbock. Oh, o c k. That's where I was going wrong. So Lubbock Independent School District is spending a lot with HP. I'm actually gonna make sure I'm looking at true cybersecurity transactions. So I'm gonna come over to my total price, and I wanna see transactions of five thousand dollars and above. You can pick another random number if you'd like, but that's one way to clean up the history in the report. So right here, I'm gonna look at Lubbock Independent School District. Who Who are they using previously? When is that up for renewal? How long have they been with that vendor? And so I AI see a myriad of various cybersecurity transactions. They're purchasing no before for this specific so this one actually just expired on the eighteenth. So this contract expired on the eighteenth. This was an annual renewal. They finally probably made their last payment. Here are some other AI. They're working with solid border with Palo Alto Networks for one year. Here are some other, you know, core security subscription bundles that they are using. So if I wanted to as I'm writing that bid proposal, I can see who is this agency working with, and what are the price points and the various modules or various accessories that this is included. And I can also see that solid border, they're purchasing a lot from them. Maybe that's a competitor that I need to do a little bit more research or a potential partner. If let's see. So Dell Marketing, they're purchasing Defender directly from Dell. But if I look at Solid Border, it looks like they're getting a lot of various products from Solid Border. If I'm not familiar with that company or I'm not familiar with maybe a potential partner and I wanna partner with them on that opportunity, I can actually open their vendor profile and learn a little bit more. I haven't heard of Solid Border. So if I click open and click on the company profile, it's gonna show me what other items do they sell and what agencies are they working with that we have on record in GovSpend. So right here, we have contacts at solid border, but my favorite piece is right here, the analytics. If I wanted to partner with this company, is this a company that's trending up, meaning that they're gaining more clients and more business over AI, or are they trending down? Maybe somebody that's getting a lot of refunds, maybe somebody who's kind of fizzling out of the market. They're not able to adapt or change with the current environment and would not be a potential fruitful partnership. And this one looks like it could be if I was determining, hey. Is this somebody I might wanna tag team an opportunity with? If I scroll farther down, I can see that schools and universities tend to be within the state of Texas, it looks like, their biggest market. This is how much spending that Texas A and M has spent with them, Texas health and human services, Austin, and all of those other items. And, again, I can just look at what was recently sold and what other items have they done with Lubbock. I can add, I can filter, and it's o c k this time. And I can see just their transactions. What are all of the work that Solid Border is doing with this agency? What are some other things that we can partner with? And that's really how you come full circle from the bid to then looking at who are they purchasing it, with whom, from, when, where, why. You obviously would wanna make sure that whatever the bid was for, you would tie in those products and services in the search. This is just a generic or general cybersecurity search, but that is exactly how our clients are making sure that they're coming at a competitive price. One of my favorite stories to share is that I was working with a client a few years ago, which and they're still a client today. They were able to not only win the bid, but they were able to increase their prices while still maintaining lower than their competitor. So what a win win. They were able to increase their profits, increase their margins, and also be able to win that bid and still be the lowest bidder on that opportunity. How crazy. Just all with the use of looking at who that agency has historically purchased from, what are some other vendors in the area that they may be competing against, and so on and so forth. So now that we've gone over the bid and how to write a compelling proposal, let's let's figure out how we can go beyond the bid. How can we get ahead of it? What are some tips and tricks with GovSpend to identify those buying signals or how to get ahead? Another area that we can go into is looking at software or a term. If you're working on a product or service that has a shelf life or a warranty, let me go ahead and add warranty. Here are some keywords and phrases that you may want to include in your search criteria. What this does is it allows you to identify a lifetime, like a timeline of when that agency is renewing. So for an example, city of Murfreesboro, Tennessee purchased from Waypoint Solutions on the eighteenth, an eighteenth month renewal. So from May to November for their police department, and this one is for the city. I can see the price breakdown, and this is also for water. So we can see that there are three separate transactions that are all part of one contract with Waypoint Solutions, and I can see that the police is spending this much, the city is spending that much, and water is spending that much. I now know how to develop a timeline. I'm not gonna market to them right now. They're locked into that agreement. But I might wanna reach out to them in September of twenty twenty six, right, when they're coming up for renewal. You can do the same thing with warranties or insurance when those policies are expiring, whether you're in AppleCare or have certain data center warranties, any of that. And if you need assistance in building that report or want something similar, just give us a call or shoot us an email. We can build that for you. We just need your collaboration on kind of what that criteria is, and we can save it directly into your account as well as your territories if you're territory or regional based. Another area that you may find kind of things that are coming up for expiration, again, signaling a timing in our pipeline of when we should be reaching out. And the question that I always like to ask, and I carried the same keywords, the general cybersecurity, keywords under contracts coming up for expiration. But right here, co ops and contracts, here's our keyword. Contracts end date, what is the contract entailing, the agency, and the vendor. Now when I look at this information and I think to myself, the typical sales AI, You wanna ask yourself this question, and this is what I ask every time with anybody that I'm working on contracts with. When you think of your sales cycle from the very first phone call to the, let's say, the the meeting to then building that value proposition to then closing that business, if you have a six month sales cycle or a twelve month sales cycle, that's kind of the the timeline of which you wanna use for contract end date. So if I come over here, I can select not the last a hundred and eighty days. I don't wanna look at things that just expired. They probably already renewed or chose another vendor. But if I scroll farther down to maybe the next twelve months, what are things that are coming up in the next twelve months? This is how I can build a pipeline. I can know that in July, the sorry. I need more coffee. Texas Department of Information has a contract coming up for expiration with AI, and this is all that is entailed in this managed security, incident response, product fulfillment services, brand provided under this contract are, Armis, AI. So a lot of different collaboration happening right here. And I can look at those files. I can look at the exact amendments, the license agreements, the execution of the contract. Look at all those PDFs. Now I don't wanna go through all of the various pages. You can quickly fast forward to the scope of work or maybe some signatures on here. And I see that Herschel Becker, who is the chief procurement officer on this specific project, that may be a contact that I wanna reach out to. That might be my person to build that relationship and build that bridge as they come up for expiration. Another area that we can, you know, really take advantage of that is most commonly missed in GovSpend is, let's say that you're either a field sales rep, a manager of a sales team, and it's part of your role to develop a lead list for your team to quickly call, smile and dial, and get through the list. What better way than to, again, allow the filters to do the prospecting for you? These are ones that have either contracts coming up for expiration in twenty six, twenty eight, and twenty seven. Here are the agencies that match my criteria for the various products and services. When I click on this tab right here under spending and purchase orders in my results, I can actually filter to the titles that I care about. Now titles that I care about may not be procurement. They may not be any of those. It might be chief technology officer. When I click on contacts, it's actually gonna pull open this title filter. I personally like to change it to text, and this is where I can type in CTO, CIO, chief technology. And now I'm looking at high up individuals at that agency that have procurement power, that have buying power and decision making. I don't wanna talk to gatekeepers. I wanna talk to the people that are directly involved with these types of transactions and communicate with them. Even if it may be the executive assistant of the CAO, at least they have access to their calendar, and I can work through that. And if I wanna expand to information technology of all sorts or just put director of IT, I can mix and match and play around with all of my keywords. And now I have ten thousand contacts across these eight thousand agencies that I can export, I can email, but I really wanna make sure that I set myself apart. And we sometimes we forget that these contacts are public. We don't wanna spam them with catalogs. We don't wanna spam them with marketing materials. We wanna have meaningful connection and conversations with them because that's how you're gonna make your company memorable. So if I were to if I were working at your company, what that may look like is I would pick a random purchase order. So let's take city of Murfreesboro. I have purchase order ending in three five seven. Hey, Susan. I know you're the CTO over at sir City of Murfreesboro. Looking at a purchase order, for IT managed security. It's an eighteen month renewal. I see it's coming up for expiration in twenty twenty six. It's for three five seven, five hundred and twenty thousand dollars. Are you the best person to have this conversation with? Or you can put it in an email. What that sounds like is you're actually giving a frame of reference. It's no different than when you're calling Amazon and trying to make a return. You can't have a conversation with anybody without an order number or without a frame of reference. And this is how you are gonna set yourself apart as a sales rep, set your team apart from all the other spray and pray marketing campaigns or cold calling, scripts that are out there. Because when you have something very specific, a contract number, a purchase order number, a dollar amount, a contact, the specific name of the product that they're using that you know that they currently have, It it makes them for a a really powerful conversation. Hopefully, this is resonating, and I'm giving some tips and tricks that are some things that you can, replicate, rinse and repeat, and find success on your own for the clients that have been with us the longest, and even us at GovSpend. This is the exact process how we use GovSpend to sell to government agencies and vendors alike for our GovSpend and FedMind products. So wink, wink. It's it's tried and true success tip. Alright. Now for the the last hurrah, the final countdown, what everybody's been waiting for, meeting intelligence. If you saw my LinkedIn post, you you I'm sure you saw that there were over six thousand agencies talking about data breaches, incidents, things that require action. Maybe your company can service their needs and solve the problems that they are experiencing. So we're gonna navigate over into meeting intelligence. There is no better way to identify buying signals than through the use of meeting intelligence and hearing and listening in on those conversations that are happening. These are all conversations. Let me go ahead and type data breach. I accidentally added a character there. So right here, I can see that there are over six thousand Hold on. Let me hit search one more time. There are over wow. Even more. There are almost eight thousand agency meetings that are talking about updated protection with their AI, zero trust, network intrusion, a phishing breach, emergency cybersecurity services, data breach recovery, a ransomware attack, all things that require products and services that you all supply to or may supply to. Now if I wanna catch something in the last thirty days, I'm gonna go ahead and see like, use this as, like, a hot lead list. As soon as an agency is talking about a data breach that they are experiencing or planning or voting or budgeting to overcome or set out a bid in RFP, this is the way to do it. I'm gonna sort it by relevance, and I can quickly go over my little highlight of keywords. Hey. Is this one? In response to cybersecurity incidents, ransomware attack in the lead up to their election, so there's not only you. That's not as relevant. I wanna take some time to talk a little bit about our cyber incident. They experienced they had a ransomware attack last fall. They're being impacted through cyber incident phishing. So Highland Public Schools of Washington is definitely one that you want to reach out to. I can go ahead and click open this meeting, and, oh, look. There's my handy dandy snowflake friend. Gia is what I like to call her. What are or let's ask it some people. Who are some people that we're talking about? Let me move this over. Who were some of the speakers discussing the ransomware attack and cybersecurity needs? So doctor Duran spoke about ransomware attack that Highland Public Schools encountered last fall. Jackie AI also mentioned cybersecurity. I didn't even have to sit there and watch all two hours of the meeting. I just quickly asked who were the individuals talking about cybersecurity and ransomware. And now I can go ahead and pick up the phone. I can come back over here and see, does GovSpin have any contacts for them on file in this little business card or look at the purchased items and see who have they used in the past, what systems failed them, and how can I write a value proposition or a compelling proposal of why they should have a conversation with me? How powerful. Let's pick another example. Data breach and incident responses, those are a little bit easier, but the more nuanced ones could be something along the lines of maybe upgrading their cybersecurity framework, enhancing cybersecurity posture. Here are some other keywords and phrases that you could take advantage of if you're more on, like, the hardware or services side and not so much AI the security of penetration testing and vulnerability. Maybe you provide MFA or SSO, access management, data loss prevention, and data storage. Here are some quick tip ways to take advantage. So we're gonna go ahead and go back to relevance. I'm gonna select my meeting date, and I'm gonna do last thirty days. And in the last thirty days, we have six. Highland Charter Township, Grakon suggested we replace our firewall, a new firewall replacement, and that was the cost part. So they're talking about cost. They're talking about replacements. They're talking about a need to go away from their current provider. And if Highland Charter Township is one of your clients, great. Now you're aware that they're experiencing a problem or dissatisfaction that you may not have been aware of. Let's take a look at city of Madison Heights. This includes firewall replacement, replacing computer. I'm gonna go ahead and click on this one, city of Georgetown. I'm gonna use my handy dandy AI friend and say, summarize the conversation surrounding firewall replacement. So they have a managed service contract with Netgain, which includes computer hardware and software, and the IT liaison has requested the creation of additional AI items for better tracking. A hundred and twenty two thousand has been allocated for the budget for hardware, including replacing AI firewalls, switches, and computers. Well, just by asking a simple question, I now knew the provider, their liaison. The budget is a hundred and twenty two thousand to be allocated towards firewall switches and computers. Now I know, hey. Is this a project of the size that I wanna reach out to, or is this a project of the size that maybe I wanna pass? It's not that large of a project. Who knows? But, again, saving you tons of time, saving you tons of resources by just simply asking the AI tools, hey. Can you answer these questions for me? Is this worth my time? How do I reach out? Who's talking about those items? And, again, having meaningful conversations. So that's all that, we're going to be going over today. Again, if you have any requests or would like any of these types of searches and strategy replicated in your own account, please go ahead and email or hold on. This side. Email or call us, letting us know that there's an interest in replicating some of the searches and alerts that have been set up on this webinar. I wanna thank you guys so much for your participation and engagement and taking time to review this webinar with us today focusing on cybersecurity within GovSpend. The recording and the slides and searches will be sent out to you next week. Please feel free to share amongst your company internally. Please use this as an internal resource for yourself as well. And to look at any of our other recordings, such as top five ways to boost sales with GovSpend or top five ways to build a better pipeline with GovSpend. I hosted those two workshops as well. Go ahead and take a look at those recordings. Thank you so much, and have a great weekend, everybody.