Software Development: How ISV Acquisitions Speed Things Up

ABOUT THIS EPISODE

Software development takes time and resources. One way to bypass that and achieve speed, scale, and savings quickly is to acquire pieces of architecture that have already been used and tested and integrate it into what you’re creating.

In this episode, Martin Randolph , Chief Executive Officer at Osmond , shares how acquisitions have transformed the way in which his company develops software.

We discuss:

- How Osmond helps companies keep track of all existing security investments

- Leveraging technology acquisitions in the software development phase

- Why flexibility is important when building a tech product

Want to hear more stories from high growth software companies? Subscribe to Application Modernization on Apple Podcasts, Spotify, or check out our website .

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You are listening to applicationmodernization, a show that spotlights the forward thinking, leaders of HighGros software companies from scaling applications and accelerating time tomarket, to avoiding expensive license and costs. we discuss how you caninnovate with new technology and forward thinking processes and savesome cash in the process. Let's get into it. Thanks for listening toshadoofs application, modernization podcast, I'm your host Nick Mark Orellithe goal. This podcast is to focus on speed, scale and savings related to thestories of Higo software companies. Today, I'm speaking to Martin Randolph,CEO and founder of Osman, which provides a platform that combinesphysical and cyber security needs the small and medium sized organizations,thanks to red hat for its continued support of the application,modernization, podcast, Hey Martin. How are you doing today? Good? How are youdoing how's everybody doing very good here, happy to have you on the podcasttoday for a listening audience, we've Got Martin Randolph with Osmond he'sgonna tell us a little bit about his organizations journey using moderntechniques with technology, and we're really excited to talk to him so Martin.Why don't we just kick it off? Why don't you give us your one minute advertisement around yourcompany and what you guys do for your customers, sure so everybody out thereas a mix said of a Martin and I'm the Founder and see your of Osmond, whereOsmond is the only security in depth that marries both sibera physicalsecurity and creates a protection barrier to help. You protect everythingimportant, and so you know basically there's already existing siren physicalsolutions. They don't communicate a learn from each other, and so we kindof make them learn from on each other. laborating, artificial intelligence ofmachine learning, pre defined rules or so, but this way we're able to helppredict a possible cyber threat and detect a possible physical threat andautomate various responses to that threat, and so this is how we keepbusinesses ahead of the curve that mitigate damages got it. That's. Thatwould be important to a whole host of organization. So I imagine what's atypical customer for you look like today. A typical customer for us is ais in me a retail space right, so that's going to be sand, bs right andthat's going to be the retail area, and so what we kind of do for overcustomers, as we can provide the simple pain of blast for all things, securityrelated, it's easy to administer for them. They don't need to be a securityexpert, but rather just need to know how to run a business was, is a wonderful to choke. You know from a venda management standpoint, and so you knowthat's basically kind of how we were able to willy provide of value to ourcustomers. It's really very easy for them to understand. It helps got you sois made me walk me through that part of...

...the journey. So I like to make biscuitselect to cook that's kind of every Saturday I get up. I make biscuits withmy kids they're, pretty good biscuits spent two thousand and twenty learninghow to do that. Well, as sitting at all, we make us some grave with thosebiscuits. Oh absolutely take some gravy, I'm I'm a Oro. I like to cook. That'sawesome me too. I got a big family, so he's got to eat and what yeah?Absolutely so? If I was going to you know open up my my biscuit shop tell meabout how Osmond you know is going to you walk in. I just opened up. I justcut the ribbons I've got. You know these great biskets everywhere. Tell metell me how I'm going to apply that to my business, let's be clear: listen,there's hundreds and thousands of SBS in the US that can afford to employdedicated experts on physical or sipar security, but they could turn tooutside service providers, but quickly realize that means one to two forphysical security and three or more for Siva security, engaging multipleservice providers. It's not only a pain, but none of those solutions talk toeach other and that leaves the company more vulnerable. I E your biscuit shopsomebody's going to come in they're, going to find out the ship load throughgate breaches and they got a t they're going to get all the biscuits right,you're going to take some loss and that's somthin going to happen. Osmondwe built an integrated suite of physical Sivasri ty solutions that arepurpose built for SBS. I, your biscuit shop or a chicken or chicken waffleshop. What have you right right or simple, Dash, boarded automated alerts,enable business owners to concentrate on running their business with minimaldistraction or concern for security threats, and that's why we provideprovide automatic response. That's say you have your biscuit shot open and youwent to another at commercial for your security cameras and censors and you'rein the contract with them, but they're, just not providing the advance doubtthat you need to have a head start on possible. Thirstto choose that made.The net worry, maybe keep you up at night right and so what we can come anddo is integrate with your existing security as well sit on top of that andstill provide this security in depth and these alerts of modifications andautomated response to that, and this is the way we were able to truly keep yousafe. So if there is a data, breage underway of your biscuit shot, that'sto be a pretty sophisticated criminal to they want my recipe right reallywant the recipe right. Well, I want that he want the Tiscreet it, so wewould come and be able to detect that sort of breakish happening throughsocial engineering and things of that nature. Password Breaches Til. We canme but months ahead of time, because that's how the behavior and folds andbe able to counter that before actually happens. That's the important part,most security, these days, that you would usually get for your biscuit shopis passive. We are predictive and responsive and that's the DifferenceBetween Osmond and many other different security companies and also were costeffective for the business start up for...

...the biscuit start up: Gotcha, okay, sokind of a single pan of glass. Over top my existing security investments,whether they're, physical or or Sibert, then you take all the information andaggregation of that data. Put it in your platform and provide uniqueinsights and help me focus on making biscuits and make it easy for me tomanage my my security posture, correct and stoop a little bit better at night.Everybody needs that so, okay, very good. Thank you for explaining that. Sotell me about how you arrived at this point. Usually, when you know anentrepreneur starts a business, they see something in the market place orthey come across a use case that Nigga nobody's solving for this. What was theinflection point for your organization a go. This is what small, medium businessesdeed to aggregate. This was there a specific time, maybe in your pastcareer, where you were like. Oh nobody solving for this. It had nothing to dowith businesses at all had to deal with the gun abon and in the case of theNUNAVAK. In order to catch him, they had to get a hold of this data troveright surrounding that incident and go through that data trove for, howeverlong it with through it. I can't quite remember how long is this took and thenput the a bunch of moving parts by the way and then put the pieces of thepuzzle together to find out that this is where it stems from the wholeproblem about that is that that whole process was, after the fact, passivetype of thing. That was already you know, past tents, and I realized thatyou know we realized that just me, my team and Irealized that this can be being done up into that point, since they went into review something that was already done, that they could have beenmonitoring. This whole thing live. We realize that, with this technology ofmodern, to monitoring things in real time that we could help prevent a lotof different things, we could probably help prevent possibly the next. Youknow the next man shooting, or you know that that sort of you know mass attackthat is considered catastrophic because it doesn't happen every day, but ithappens much too often for us to thus the fathom, and so it started with that.And then we realized that we can help many more people with this sort oftechnology and that we can actually be the ones to help provide value bybridging the gap between cyber and physical security and if we could brishthe gap between Siren Physical Security and put it in the cost effect ofpackage. How would we do that? The first step, the doing that would be tointegrate ones without trying to rebuild the will right. We couldintegrate with these existing hardware and software systems and bring themtogether and build on top of that, and that on that, that on top benefit,would be that security in that would be...

...that leveraging ai l to to possiblypredict by the pre defined rules. We program of the system would and growwith it, and so we got to this point after a two year, rd phase of realizing.What's missing in the market of security, we want to help people feel safe or wewant to help mitigate damages for businesses, especially after what wesee in the Paradenia, so many businesses sink and they're stillpaying for this expensive security. You know two different sections forphysical, maybe three for cyber bringing that together and who knowswhat you know, really what they're paying him off an I do know it becomesexpensive, and so we said you know: How can we truly provide value? Simplicity,complex simplicity? The complexity is the security of that the simplicity is.Is he the similar pain of glass that the fled Assessment Dashboard Tad, thatwe call it Osmond's Tad right? The assessment as porters? So this wouldmake things so much easier for businesses, especially as o bes thatsuffer the most, because I don't have the big, the Big Bang, the big Bok, toget what these larger organizations have and larger organizations can ospinmillions to break apart every single section security and have the expertise,professions and even insectual steel. Larger organizations could possibly useour help as well, because well, large organizations struggle with that aswell. Yeah, the the struggle was security, postures, yeah, complicatedright. It struggle with it on a mush, larger scale which hurts reputationjust it hurts many things down the line right, causing a business to move alittle bit closer towards to failure eventually, a long term after so manyof these things happen and people don't want to have their sensitiveinformation being help with you. That becomes a problem right, so you epolaright ye o like that social engineer. In fact, if you bring that network adot, a protection account cloud protection together with the physicalaspect of what we have is we have the perfect counter against a high bridmultifacted thread, which has been on the rise for the past decade. It's notit's not what it used to be. Where that's would happen a single hand meonly in a physical round, or only in the CYBARA, now they're doing, bringingboth together to make one or both things happen, and it all ends in thebusiness. Taking the loss, got it okay, so shifting to the technology side ofwhat you guys are building over there. What are some of the key components,things that you guys made investments around that would be considered. Youknow a part of a modern application, so you know going cloud native or you know,maybe the way you develop your software. What are some interesting things aroundyour technology that would be different than how we're doing it twenty yearsago. Well, definitely, in the way that we are, you know the agile way that weare actually we go Gelgia we develop our software and you know without goingtoo deep in today, you know we're able,...

...to kind of you know, cause careers withcertain types of partners that have certain pieces of this architecturedeveloped already. That has been used, testing and kind of integrate, withkind of what we're doing with which a thing in would come to the agreementthat it becomes. It becomes our Ip and we kind of are able to acquire thatportion of that of that architecture. That building so that's somethingdifferent that we can do today that we didn't do things it's much like beingable to go after a network security, a thatwill security company. That has a certain portion of what you want you,what you're going to develop, already developed and make me some sort ofacquisition and then developing a building on top of that everything elsethat you want to see done with that, and so what you? What you've done isthat you haven't cut quarters, but you acquired something where a certaincompany has an expert Tisin and brought that into your company and, of course,with with a great agreement where both parties feel like they been win, butthat all tramples down to the development and and what that lookslike and how that comes together and what we've built, and so that is anamazing thing. An we're able to make these sorts of types of of partnershipsin the development phase, like not later on in the mergin acquisition, butvery early long when building the actual software got it Surovey for you,you're looking you know, we have a theme on the podcast, it's around speed,skill and savings. You got it so for you, you really you really looking atspeed and scale and savings in the way that you approach partnerships withother other isps and the security space and making that kind of integrationpoint with with your platform yeah. You know I would absolutely, and I wouldhope that you know any one leader or entrepreneur o. You know foute INTACTAsoftware is able to do that same thing, right,reputability, es UN statable skill ability when those are in the forefrontof of what you're doing. Hopefully, of course, you know with adding a customervalue at for first and foremost thing and so right, product wise, absolutelysave as scale ability, yeah absolutely but quality very important. You know Ido. No, no quality is a course absolutely so maybe you can share a quick story about.You know something that your organization had to overcome, maybe inthe early days right e, all right so a wall. So in the Early Days Osmondwasn't wasn't Osmond Right, Osmond became what we are, because we pivotedreally realized the real value that we could provide to customers and thecustomers helped us make that Pivo, because it was their paying points forsolving early on. We thought that we were only solving the pin points ofbusinesses and I government...

...establishments and facilities thatmight suffer from a possible massive tacks of we were strictly weapon anddone. Detection related and I've built quite a few different teams along thisjourney. Just within this organization, I'd like to say, seven different teams:okay, Matene, seven- maybe five different teams. Of course- There'sbeen one person- that's been there with me my entire time and that's that's myco, founder Victor Victim, Lazaro and he's been assist the beginning with methrough all these different teams. But there wasn't. Even there was even ateam before him and so overcoming the challenge, which he truly helped meovercome, and my c t mark Johnson now who is who was just you know an amazingtechnologies. But you know these guys really overcoming the hurdle of transferring from which what we was wasfifty percent hardware. Fifty percent software, because to help the problemof undetected, guns and weapons and areas that they should not be at thatmoment, led us to believe we needed to incorporate centers of hardware aroundthe columns of doorways and in order to use and a wave radar and way rat aris,a technology that was going to be used to see concealed becons. It comes tosurveillance and and heat waves, and you could be able to detect if someonehas a concealed weapon, but the technology wasn't really developedenough and the stages, and so that pipit and realizing that listen guyswere not going to be able to detect concealed referens, nor its only beingable to do that. Do I see is big enough. Now you look around. You can see quitea few companies that detect only weapons. Zero eyes is another company,that's one that only detect Lapid so and there were far ahead of us, and sowe looked at several. These guys are very far ahead of us that doesn't stopanything, but that's truly what they, what they mastered and what they do. Sowe had a decision to make, which was the hard thing you speak about, was togo after the same thing and will be the other company that helps or realizethat this technology can do so much more and if we incorporate network Icyber into this, then we're really talking, because when we speak to theaverage customer their business, their first thought isn't afraid thatsomebody is going to coming to my building today and with asemi automatic weapon. Their biggest problem is wondering if we're going tobe attacked by Siberia, we're going to have our passwords compromise. If our,if our dad is going to be safe and Oh, you know- we hope nobody evercomes in here. That wants to cause this physical harm as well. So we realizedthat that those two things were still a...

...concern, but one one over led the other,and so we had to make that pivot. That thought process those long hours ofbanging that out and bringing this together sitting with the team andgoing through many different team members who, just that shared thevision, didn't see it or didn't, have the patience to do it. There were stillall great great people who contributed in some late, shaping form that cameand it came and going still in good terms with all of these people to day,but it wasn't a fitting, and so we was able to get to this point, but itwasn't easy and anybody who may have had every sensitive skin would have hadto say I have to take a step back and go do something different. So this isby far one of the toughest problems today, especially in the compans thatI've been involved in, and I've started to a fall so really remaining flexible.You know, that's that seems to be the key takeaway is that you know whenyou're, when you're doing something new or you're doing something on your own,with a collection of people that flexibility to be able to. You knowscratch the customers itch with your offering is really the most importantpart. Building teams is hard. I mean I build teams here. It shot us off, it'snot for the fan art time this it'sa. You really have hit the nail on aheadwith that, because what minute you think that it's going? Well, you thinkthat it's going good. You know you could think that you know somebodyfirst even get in to the point. I come across a lot of entrepreneurs who can'teven find a co founder. They don't even know how to find a co found. You know,and so i will help them for your charge to find a co founder just just to helpand that's a good fit for them. They don't even know how to do that, and soi like to provide that help it. So because i say you know: building a goodteam, a great team, it's going to start with two things. First, that you mustlook for so the first questions that you should ask. Really it's notsurrounding the skill set or the talent it's surrounding the the fabric of theperson right. I ask questions and my hiring process like how long have youbeen married if you're married? How long have you been? How long have youhad your longest friend? Can you tell me about a situation where thingsdidn't work out, but you walked away or you picked up the pieces and try to putit back together. I want to you know: i want to hear a little bit more aboutthose types of stories, because it helps me to understand the person thati'm dealing with in and i'll go pretty deftly and then saw all all his acts,personal, the other, and he or she and say, listen. If i'm going to you know abit too deep. Just let me know, but there's a message in my madness and thetrue message in the madness want to ask these questions is if they will answerthem. If they will answer those questions and those that answer thosequestions turn out to me to be the ones that will take things all the way tothe end, which you honestly and open me, and they will never attempt toundermine you yeah, i mean there's a level of courage of having the answerright. Everybody's answer could be...

...different and that's a a but are prettywilling to represent what that looks like, and you know i think that thateven applies to technology companies right, but it's not being forward aboutwhat you're trying to accomplish from your customers and how you're going tohelp them achieve. You know it's not just about selling them the nextcontract. It's about. How do you impact their business in a positive way,because it's not about us yeah? I think it's a great it's a great message. Youknow we're actually here to guide, that's right because you go tocustomers. You know i've seen business go to customs as that. Come to me. Theytell me everything about them and everything about what they can do andeverything about. You know how awesome they are, and they haven't asked manyquestions about the customer and about where they are in their journey and waywhere they see themselves being and what may be stopping in anything anstopping them or what could be better? You know and will to try to get down tothe pain points, because customers can can really provide you with a greatdeal of insight. It doesn't mean that you should go and adjust your productof service according to every feature they want to see because you that canget crazy ye t s. That's absolutely true. Customers are usually right. Ye,especially, is their paying point. You trying to help heal for good right yeah,because you have to you have to put a put an offering out there then ill. Youknow meet your you know the core of your customers right everybody's, goingto have his specific use case. You know that's and that always can't be taylorto, but you know if you can solve for eighty percent of someone's challengeprobably got a winner there. So i agree if you can see if you can solve for atleast eight percent and be working on the rest possibility yeah. I agree yeah.So as we start to wrap up here, you know i always like to ask or guess youknow, what's one piece of advice you give to someone else who's you know.Maybe, starting to you know starting a business, you know and technology. Youknow we kind of hit on some of those core principles that you went throughin your journey with your organization. But if you give someone a tag line, youknow to take with them something they could write and on a piece of paper andput in the wallet. What would that be? Let me give it to- and this is this isone of our family sames and didn't only deride for me, but i kind of twicked inis this. Being lost, is so close to being found so her up and go get lost.That's it! That's deep! I like that. That's it because, in your journey offind me what it is you're you seek you're going to find so much more. Sodon't be afraid when you're lost, because you're very close to beingfound, so why you go get lost yeah. That'sgood advice like that. Martin. I really appreciate your time today. Yourinsight around your organization and what you're doing for customersappreciate you haven't. You know having you on the podcast yeah. I appreciateyou happen. It's definitely definitely a pleasure of an onita. Have thisconversation.

I was not very good well. Thank you,sir talk to you soon. Thank you. Application. Modernization is sponsoredby red hat the world's leading provider of enterprise, open source solutions,including high performing linux cloud container and cubantes technologies. Thanks for listening to application,modernization, a podcast for high growth software companies, don't forgetto subscribe to the show on your favorite podcast player, so you nevermiss an episode and if you use apple podcast, do us a favor and leave aquick rating by tapping the stars join us on the next episode to learn moreabout modernizing your infrastructure and applications for growth until nexttime. I.

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