Be Sure to Change Your Passwords!
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[Music]
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[Applause]
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forever
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what's up everybody mike ham here with
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another episode of greetings from the
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garden state we are here in mawa new
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jersey the most north that we've been as
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part of this show so far i don't think
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we can get more north than this but we
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are at delaney computer services in
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malwa new jersey like i said with rich
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delaney rich welcome to the show thanks
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mike
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good to be here yeah it's good to have
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you here
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we could go about another three and a
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half miles by the way three and a half
00:39
miles that's all we got and then we're
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done and then we're in new york right
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and we don't we don't do new york
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because this is obviously a new jersey
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focused podcast so um so this like i was
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we were kind of talking about before
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this is going to be a little unique as
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far as like the guests that we've had on
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so we've obviously had on you know food
00:54
service industries we've had on uh you
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know a lot a lot of different kinds of
00:58
businesses and people on this show but
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today we're at a computer services
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company um so let's kind of talk about
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what you guys do so we can kind of
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define it right out of the gate and then
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we can kind of expand on that as we
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progress through this episode okay uh
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so we are what's known as an msp which
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stands for managed i.t service provider
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uh so we're an i.t company that
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provides uh an outsourced i.t service
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for small through mid-market-sized
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businesses throughout the metro new york
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new jersey
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region
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there are a lot of small businesses in
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this area as you know that
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maybe have under 100 employees or uh and
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it really
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financially doesn't make sense for them
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to employ uh internal
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i.t resources right
01:51
so they outsource it uh i guess in the
01:53
old days it was like
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you would just get an i.t guy and it was
01:57
kind of like uh
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some nerdy tech guy that kind of drove
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around his car and you know showed up
02:03
when things were broken and fixed it and
02:05
whatnot but obviously technology's
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evolved uh massively sure especially in
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the last 10 years to the point of you
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know
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the cloud and its pervasiveness in in in
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our everyday life so
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uh
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the need for technology management has
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even
02:23
you know gone beyond being able to get
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let's say a contractor to help you on
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occasion with stuff if you run a
02:29
business especially if you have you know
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uh 10 employees 20 employees
02:35
your needs are exponential but still
02:37
doesn't really
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kind of warrant hiring a staff of people
02:42
because you would need
02:43
people with a lot of different
02:45
technology disciplines to be able to
02:47
service the technology stack that even
02:49
the simplest of businesses use these
02:52
today right um
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so
02:55
you'd have to have five six different
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people
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to do
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what we can do right because of our our
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abilities to bring different technology
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cyber security
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uh all that uh so that's what we do you
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know we we do that at kind of a six a
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fixed
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rate
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that uh we would contract with a company
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to do and we you know we're
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fully on the proactive side and the
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managing side making sure that things
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aren't slipping through the cracks
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everything from
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software licensing to day-to-day help
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desk stuff and all that that's that's in
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a nutshell what we do yeah and so um are
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there a specific i mean i know you said
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small businesses um are there specific
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industries that you find yourselves
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working in more so than others
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yeah well so because we focus on uh
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compliance in cyber security i would say
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as as a specialty
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we've gravitated towards the finance and
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insurance
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vertical market so we service small
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insurance companies you know providers
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cooperative insurers
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insurance adjusting firms
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people related to that
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partly due to
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sweeping
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regulations that were enacted about four
04:12
or five years ago
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that is kind of essentially becoming the
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gold standard for all states so it
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started in new york with the new york
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state department of bank finance and
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insurance they implemented something
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called cyber security rule 500 which
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is extraordinarily complex
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especially for smaller insurers and
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cooperative insurers to understand
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compliance
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but that has become the model for
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every state for the most part they've
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all basically
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taken new york's law and
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slowly adopted it and now it's in
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something like
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like 27 states new jersey is short to
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follow
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so we've focused on that vertical
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because we're very good at uh providing
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managed compliance
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right yeah so hipaa also for some of our
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medical clients uh
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could be um
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you know as simple as uh nist 800 or
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some other compliance standards but
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that's that's where we tend to wind up
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although
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we have clients because we've been
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around for
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uh we started this thing kind of started
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over 20 uh where we're at 95 is what we
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saw so
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um we have clients that uh
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you know are surveyors and engineering
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firms and small construction firms but
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you know our major focus is around that
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insurance vertical at this point yeah
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is it tough keeping up with all those
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different compliance things or is it
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something where kind of like maybe they
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don't roll out fast like too fast i mean
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how do you keep yourself so restful
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it's a lot of
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it's a lot of research it's a it's a lot
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of staying on top listening to things
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like this right yes it's podcasts or
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industry focused podcasts staying on top
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of you know
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a lot of continuing education
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professional education now the good
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thing
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that the the way it's manageable because
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there are new standards all the time new
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laws new york new jersey they all have
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implemented um
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things like
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the shield act
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for new york which is a
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you know a law that that protects
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consumer privacy right
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so the good thing about what we do is
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when we work with a client to begin with
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we're designing an architecture of the
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technology
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around a compliance standard that's
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going to get
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90
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of
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most every compliance standard that's
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out there yeah so whether i'm working
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for a company that
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produces art or anything else we're
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still going to treat them as if they're
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handling you know secret information and
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if we build that framework around
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the technology design yeah
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then
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getting them into an individual
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compliance standard
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is not that challenging because it might
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be tweaking this or it might be
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different
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um
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administrative templates for for for
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different things but yeah essentially if
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you can get to the core
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then each
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add-on
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compliance standard is generally not too
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far
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out right so you focus on what's
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different between the between them yeah
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so you mentioned also in that answer
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that you know you've been doing this uh
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here at delaney computer services since
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95
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right start well it was around that it
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was on my kitchen table okay yeah when i
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started the business uh um
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you know and back in the mid 90s you
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know if you remember computers were like
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four thousand dollars if you wanted like
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a uh a gateway 2000 right right yeah i
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mean the screens were like
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the ones that i had in school were like
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this big yeah except oregon trail on
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them and stuff
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exactly so
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at that point
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the computers were out of reach for a
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lot of folks
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uh and that's how my whole business
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started actually i was at a need
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uh because i was broke and i couldn't
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even afford a computer which was a major
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interest to my because i grew up with
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them right they evolved and the
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internet's hitting yeah so now there's
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this
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renewed interest in technology so i went
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out and
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bought the parts
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to build a computer and i built a
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computer okay and it put it together and
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at the time
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a girlfriend of mine was working for a
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doctor's office in town
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and they were like hey uh she's like
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yeah my boyfriend knows a lot about
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computers and
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um
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you know and he you know he just built a
08:36
computer and they were like oh can you
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have them come here and look at us we we
08:39
need to get some computers and uh and
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they literally i sold them that computer
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that i just built and with the proceeds
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i built another one right and i built
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another one and then i made some money
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because you could
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build a computer for let's say half the
08:53
price right and you know what are you
08:55
like picking them up from like you know
08:57
circuit city just parts no you would buy
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the parts you in those days you like
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kind of like the gamers do now yeah yeah
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buy a motherboard a power supply so we
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would build the the computers we and and
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i because i had a mechanical background
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i knew about you know so we were using
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quality components in fact some of these
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computers that we built
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are probably still floating around in
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some instance somewhere i've seen them
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every once in a while because back in
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the day i was uh
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i was that computer guy and i was in
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everybody's house
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probably in bergen county in rockland
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county and
09:31
every business
09:33
and i was known as like the computer guy
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back then right uh but that's not a
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sustainable
09:38
growth business sure it's you know being
09:40
a handyman essentially is not a computer
09:42
handyman yeah yeah it doesn't grow it
09:45
doesn't allow you to
09:46
um provide sustainable income something
09:50
like that yeah you know and and but
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that's how it started right so literally
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on my kitchen table right and then at
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one point i mean like you said it's not
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necessarily a sustainable thing so then
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do you have to kind of like immerse
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yourself more into that world and learn
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more about all these systems and well
10:04
you know it is most people that start
10:05
these businesses entrepreneurs or
10:07
whatever uh have a full-time gig right
10:09
and they're working and somewhere in
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between um
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you are
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you're balancing
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this thing that's a passion project yeah
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and
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what's bringing in your your income and
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somewhere you get to the point where you
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can't do both
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and you you jump off and you did make a
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decision to
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basically and i may i left a really nice
10:33
job where i was very comfortable to you
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know cut my salary in in half or more
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yeah actually even more than that it was
10:41
you know and and really um take a chance
10:46
to do something you know um but that's
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what you do and then then you decide
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well this is my thing and now and i
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worked in technology so i always had a
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um
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i always had a background in it um
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and you know so i just had to immerse
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myself more in it the compliance thing
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is a relatively new
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if you hear that yeah that's my dog he's
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just being an ambassador this is
11:10
shooting on location we are definitely
11:12
live we have a dog friendly official you
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could
11:15
you could see him in it yeah if you're
11:17
watching us on youtube right now you can
11:18
see cooper right that's cool cooper at
11:20
the door and he's actually the ceo yeah
11:22
he's the ceo and he's
11:24
he needs the room for a meeting
11:28
what's up coop how you doing welcome to
11:30
the show
11:31
he took your chair yeah no seriously you
11:34
can't sit in my chair get yeah
11:36
so we so for real we do have a dog
11:38
friendly company yes
11:40
yeah four and six dogs on any given day
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here
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um
11:45
and it's it's interesting it lightens
11:47
the mood yeah uh they can be a pain in
11:49
the butt and they know to bark when
11:51
we're doing things of course we need to
11:52
be quiet yeah
11:54
um
11:55
but uh
11:56
yeah so anyway i forgot where we were
11:59
before no that was yeah we're just kind
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of talking about like you know kind of
12:01
adapting to going from just building
12:03
computers to the kind of the service end
12:05
right right so it's it's it's immersing
12:07
right so and and and really to talk
12:09
about that
12:11
you have to kind of understand this
12:12
whole evolution of technology so it went
12:14
from if i if you roll a clock back to 95
12:17
96
12:18
98 yeah businesses had computers but
12:21
the the interesting thing is like your
12:24
stack of knowledge to be an i.t
12:26
professional was about this wide right
12:28
you need to know how to like build a
12:30
computer fix the computer install
12:32
operating systems
12:34
basic security put an antivirus on set
12:36
up a server uh install maybe quickbooks
12:40
on it right and that was kind of the
12:41
limit and or you know maybe they had
12:43
email and you set up email
12:45
and it was what it was so that stack was
12:48
about this
12:49
bike actually like this by comparison to
12:53
the breadth of knowledge that to
12:57
do the same job today requires this yeah
13:00
it could be the size of this room right
13:02
the pervasiveness of technology
13:05
has grown so exponentially and and and
13:09
infiltrated your business
13:10
without you even knowing it so the the
13:12
the stack of knowledge is we have to
13:15
understand applications security
13:17
especially cyber security compliance now
13:20
to be in compliance as the legal
13:22
system's catching up to understanding
13:25
how the technology is being used you
13:26
hear about all these things being
13:27
breached and
13:29
computer systems and people's identities
13:31
coming out and all that yeah and that
13:33
that's a real thing so like
13:35
as this was evolving we were always on
13:38
the forefront of it though we saw we're
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i'm i'm just part of my
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wiring is is i'm good at picking up
13:45
patterns and seeing things that are
13:48
occurring in the wild so
13:50
we were always planning
13:53
for um
13:55
for these type of evolutionary changes
13:57
and doing things that was really that
13:59
that only enterprise companies were
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doing at it service desks um
14:06
in fact the word wasn't even i.t that's
14:08
a relatively new term mis service desks
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were doing
14:12
to
14:13
you know stay ahead of problems and uh
14:16
you know
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so we've always tried to evolve with
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stay on
14:22
like slightly ahead of the curve
14:24
so we're looking at trends so we can
14:26
evolve our business models to stay ahead
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and and that's why you know fast forward
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to now we're still in business and we're
14:32
we're just growing and and and we've
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survived every storm that there is and
14:37
and you know
14:39
and emerge a little stronger each time
14:41
we've hit a challenge right yeah which i
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think is great all right so we're gonna
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take our first break of this episode
14:46
because it's a good segue into our
14:47
second segment i think um cooper
14:49
anything to add in this segment no okay
14:52
he's done he's good he's good he made
14:53
his mark um but uh all right so we are
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here in mawa new jersey at delaney
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computer services with rich delaney this
14:59
is the greetings from the gardens today
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podcast i'm mike hamm we'll be right
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back
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it is time for today in new jersey
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history on january 3rd 1846 franklin
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murphy was born in jersey city new
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jersey he enlisted in the union army at
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only 16 years of age and was mustered in
15:14
as a private in company a 13th new
15:17
jersey volunteer infantry he rose and
15:19
ranked during his field service to first
15:20
lieutenant and after the civil war he
15:22
became the founder of the murphy varnish
15:24
company in newark new jersey and was the
15:26
31st governor of new jersey serving from
15:28
1902 to 1905 and that is today in new
15:32
jersey history
15:34
and we're back this is the greensboro
15:36
garden state podcast i'm mike cam we are
15:38
here at delaney computer services in
15:39
mawa new jersey with rich delaney so
15:41
rich in the first part of this we kind
15:42
of talked a little bit about your
15:43
background the background of the
15:44
business and we found a perfect place so
15:46
you're like a pro you were kind of force
15:48
as you were saying that you were kind of
15:50
looking ahead and could put the patterns
15:51
together so you saw what the second
15:53
segment was going to be it's almost as
15:54
if we kind of discussed it before um so
15:56
we're going to kind of talk about every
15:58
business particularly over the last year
16:00
and a half and there's been obviously
16:01
plenty of times where businesses and
16:03
people and everything have faced
16:05
challenges so obviously this industry
16:07
presents its own unique challenges that
16:09
maybe like the pizza places we've had on
16:11
the show or the bakeries or the gyms or
16:14
the whatever um so maybe let's kind of
16:17
talk about some challenges today that
16:19
maybe present themselves we kind of
16:21
talked about the the breadth of
16:22
knowledge that you need to have compared
16:24
to maybe 1995 or 96 when you first
16:26
started um but kind of let's talk about
16:28
more specific things maybe to like today
16:30
you know things that you never even
16:32
dreamed that you would have to be
16:32
dealing with today
16:34
all right uh i think that our challenges
16:37
here
16:38
are really going to be probably very
16:40
similar to even the pizza shop or
16:42
restaurants or
16:44
any other variety of small businesses
16:46
moving companies and everything else
16:48
that's that's uh
16:50
you know makes up the small business um
16:53
you know stew
16:54
for lack of a better term right uh
16:58
our um
17:00
our challenges have really been probably
17:02
primarily is around
17:06
i don't know that i want to call it a
17:07
labor shortage
17:10
it's it's around the ability to attract
17:15
so prior to the covid thing i'll just
17:17
preface it i think that there's always
17:19
been a challenge evolving over the last
17:22
let's say 10 years of
17:24
uh
17:26
where technology and social media has
17:27
left its mark on everyday life so you
17:30
you've
17:32
created
17:34
a generation of folks coming up
17:37
that
17:40
really have higher expectations
17:44
than are probably feasible
17:47
for life so what's happening is your
17:49
your pool of available resources for the
17:52
last
17:53
10 11 you know has been shrinking
17:55
because
17:56
there is maybe just some
17:59
philosophical shifts in
18:01
in
18:02
people where they come up thinking maybe
18:04
that there's a higher paying job for
18:06
them or what they're going to do is
18:07
super important or whatever so
18:11
we've suffered from that challenge for a
18:13
long time it's been magnified though
18:16
tenfold sure in the last year and a half
18:18
oh yeah kovid in that situation has
18:21
created a
18:23
uh
18:24
a bizarre situation
18:25
where um most small businesses cannot
18:29
survive without
18:32
folks that are on the let's say
18:34
relatively entry-level
18:37
side of the workforce
18:39
uh and we've found that that that some
18:42
of our best people have come from the
18:44
entry level because we get folks with
18:46
the raw talent and and impart our
18:50
knowledge and and and craft
18:53
a workforce around um
18:55
what we feel is the right way to do it
18:57
right
18:58
um because every in technology you'll
19:00
find what's especially with small i.t
19:03
companies or whatever everybody's kind
19:04
of got their way of doing it right
19:07
it's not like being an architect
19:09
building a building where there's
19:10
building codes you know you have
19:11
guidelines and framework but a lot of it
19:14
comes down to
19:16
uh
19:17
the experience of that technologist and
19:20
how they design technology
19:21
infrastructures or whatever so we've
19:23
always
19:25
had to kind of work with
19:27
more entry-level folks or people that
19:29
are on second careers because
19:31
we can't we just don't have the payroll
19:33
to compete with google right or any of
19:36
these these massive companies that
19:39
you know honestly probably don't care
19:41
whether we live or die yeah so um
19:44
you know that's probably the biggest
19:45
challenge so now our biggest challenge
19:47
is getting somebody
19:48
that
19:50
uh is willing to work and pay dues to
19:53
learn the other side of it too is
19:55
people's expectations are real short
19:56
we're seeing that you know like maybe
19:59
somebody coming to the workforce now
20:01
thinks spending a year at a company is
20:04
like a lifetime yeah and they're not
20:06
willing to put that time in or pay that
20:08
dues or or whatever you know um
20:12
and and that's part of the challenge you
20:14
know um we've been lucky we have a
20:16
fantastic staff here but we're very
20:18
selective about who we bring to the
20:20
organization we're looking for
20:22
for people that fit you know a mold or
20:25
aren't looking at at maybe jumping ship
20:27
real quick and creating it and
20:30
whatever we've done has worked we have
20:32
we have a very consistent staff we have
20:34
people who have been here for
20:35
since the beginning yeah you know um but
20:39
that's a challenge for anybody i mean
20:41
everywhere you go you go to a restaurant
20:42
they can't get waiters and waitresses of
20:44
course yeah
20:45
how do you attribute that that's
20:47
somebody's you know if you live in a
20:49
wealthier area people have that
20:50
expectation that maybe they don't have
20:53
to roll their sleeves up
20:54
and get dirty right uh or they they they
20:57
deserve to do a job that's
21:00
of a higher significant and the end of
21:01
the day those jobs are the most
21:02
significant yeah right there's nobody to
21:05
make the food or bring the food out or
21:07
make the coffee or bring the coffee out
21:08
even the whole world's going to stop
21:10
yeah right no coffee there's yeah i
21:12
imagine that if nobody showed up at
21:14
dunkin donuts right during the pandemic
21:17
or wherever to get
21:19
to bring out and serve coffee
21:21
you know if it was bad without the
21:23
coffee imagine i mean i mean
21:26
it was bad with the coffee yeah imagine
21:27
i mean
21:29
we wouldn't even be here by then exactly
21:30
yeah so i mean you know that's the
21:32
challenge right that and now you have to
21:34
add again
21:36
thanks kovid sure uh supply chain issues
21:39
so especially in technology it's hitting
21:41
technology automotive
21:43
you've heard all about this but this is
21:45
a real thing so we're we're in
21:47
situations now where we have uh
21:49
uh clients that are ready for equipment
21:52
refreshes right one of the things that
21:53
we do is something called
21:56
uh a
21:58
device as a service or it is a service
22:01
where we can not only provide that i.t
22:03
support and systems and cloud stuff but
22:07
we also provide
22:08
the devices that are necessary so we can
22:10
bring computers and servers and
22:13
network gear to
22:15
our clients where they don't necessarily
22:18
have to outright purchase it right so
22:19
they can kind of consume
22:21
those devices as part of a monthly
22:23
service so um
22:26
we're in a position now where we have
22:27
clients that are on these
22:29
uh 48-month uh recycle uh you know time
22:32
to cycle up and replace gear that's
22:34
becoming end of life or you know
22:36
inefficient
22:37
and we're seeing prices that are 20 30
22:41
above market value you can't even get um
22:46
four
22:47
of any kind of computer yeah so like if
22:49
you know i got to replace 50
22:51
workstations i don't want to i don't
22:53
want 50 different models of leftover
22:56
computers right so we're hit with that
22:58
challenge so not only would people be be
23:00
paying an artificially high price in the
23:02
you know to try to
23:03
do this you know so we're trying to find
23:05
ways now to to kind of push that off
23:08
a little bit and extend the life of some
23:11
of these devices
23:13
until let's say this uh the market sells
23:15
down and sure and
23:17
what i'm hoping is
23:19
right now let's say an artificial
23:21
inflation bubble
23:23
maybe it settles down a little bit i
23:24
don't ever see it coming back down
23:26
to normal but i but i i think that
23:29
there's this
23:30
artificial
23:32
demand or a high demand which is
23:34
bringing up an artificially high price
23:36
on technology yeah this is it does it
23:38
accelerate i'm sorry to cut you off but
23:39
does it accelerate that with the need
23:41
for more people to be working remote or
23:44
all that kind of stuff so where what
23:45
we've seen is obviously
23:48
so if you go back to two years ago there
23:50
are so many businesses that might be in
23:53
a business park right and you go in
23:55
there and there's 40 people that work
23:57
inside that company whatever they do
23:58
maybe they make something solar panels
24:01
or
24:02
whatever it is and there's 40
24:04
workstations and 40 desks and you kind
24:06
of are
24:08
managing
24:09
this kind of relatively neat box if you
24:11
got to go you got all 40 right there
24:13
yeah whereas now it's like wow
24:15
everybody's had to rethink their
24:16
disaster or business continuity plans
24:20
uh so there's this high demand for
24:22
laptops portable computers right um
24:25
and that's kind of put a demand on you
24:28
know the the
24:30
devices that are available uh we're
24:32
actually seeing a resurgence in let's
24:34
say secondary market uh devices you know
24:37
refurbished uh equipment or stuff that's
24:39
off lease that maybe has two or three
24:42
more years of life if it's
24:44
maybe upgraded or whatever so we're
24:46
starting to see that as a temporary
24:49
holdover but you know
24:50
these are the challenges it's staffing
24:53
uh
24:54
thankfully it hasn't been business
24:56
because the you know the economy's still
24:58
in a building state and people you know
25:01
that
25:03
things are are happening if anything
25:05
it's there's just too much demand and we
25:06
can't get folks to work the jobs uh
25:09
there's an artificial i think draw on
25:12
salary as well so
25:14
there's just like the price for things
25:16
are up
25:17
um
25:19
you know and and you know i could be
25:21
getting detention on
25:23
economics and basically what happens
25:25
with uh inflation and things like that
25:28
right you create demand and you're
25:29
creating a a draw on salary but yet
25:33
the market won't bear the inflation
25:36
price so if if our salary
25:40
uh requirements go up 30
25:42
there's no way that we can raise prices
25:45
consumer with that draw so we're going
25:46
to be in a you know so these are things
25:48
right now that we're we're trying to
25:50
balance like what what do we do right
25:52
right how do we retain good people
25:54
how do we incentivize those people that
25:56
are
25:57
braving it and being here because we
25:58
have a business that while because we're
26:00
in technology we can work remotely
26:02
uh we need to have people here to turn
26:05
on the lights and press buttons and go
26:08
on site and keep keep this technology
26:10
running in the background
26:12
um
26:13
and you know kind of that's the other
26:15
challenge is most people that are
26:16
looking for a job are like oh i'm
26:17
looking for this cool comfy job where i
26:19
can kind of remote from my bedroom sit
26:21
on my couch and yeah and nobody really
26:23
knows what i'm doing during the day
26:25
and that's a real challenge we've seen
26:27
it we've seen a lot of people doing
26:28
nothing right
26:29
yeah
26:30
of course and that's you know and and
26:32
one thing i guess if we learn from this
26:34
pandemic is this
26:35
it's uh that slackers slack and workers
26:39
work oh yeah and it and it just
26:41
accentuated
26:42
that fact so people that were like
26:44
marginal before
26:45
just found a whole new world in in
26:48
working remotely and those people that
26:50
you have and you guys know them you have
26:51
these people in your organization
26:53
they're just almost workaholics they're
26:55
just passionate about what they do
26:57
they wound up working probably a hundred
26:59
percent more yeah
27:01
uh and and that was us our our jobs got
27:05
exponentially harder
27:07
the day they announced that there was
27:09
going to be
27:09
a temporary lockdown so like we
27:13
we went into
27:15
like overdrive because everybody was
27:17
calling up like oh my god my employees
27:18
are gonna have to work from home what do
27:19
we do yeah so because we had always
27:21
built those business continuity plans
27:23
into every one of our clients okay yeah
27:25
it was time to enact these plans that
27:27
they never practiced for
27:29
uh put a lot of load on the system
27:31
people at home learning was putting load
27:33
on internet draw even from you know
27:35
local providers but
27:36
everybody eventually caught up but we
27:38
worked almost around the clock yeah for
27:42
the first month
27:43
and really worked because of our
27:45
business model we weren't going to take
27:47
advantage of of any of our clients and
27:49
this what was going to be temporary yeah
27:51
we wound up just going from one managing
27:54
one office in one location to managing
27:57
40 different locations for one company
27:59
right because you were dealing with the
28:00
internet not working at home i'm trying
28:03
to remote into my computer at work and
28:05
and it's not working and it's like well
28:07
you got to reboot your cable it's making
28:08
a dialing sound and the dial whatever it
28:10
is it's like all of a sudden he became
28:12
responsible for 40 homes is personal
28:15
internet connection yes where nobody
28:17
ever really put any thought into what
28:19
kind of router they had what's wireless
28:21
does it matter if i'm sitting in my
28:22
attic
28:24
uh but my wireless router is in the
28:25
basement and i'm and i can't get into my
28:27
work computer well
28:29
that's kind of stuff we were dealing
28:30
with was was you know trying to you know
28:32
deal with those kind of things so those
28:34
are challenges that have finally settled
28:36
down people are back to work in offices
28:38
i think there's this percentage of folks
28:40
working remotely but the demand is still
28:43
there for
28:44
you know laptops and portable computers
28:46
and stuff like that
28:48
webcams headsets we couldn't get any of
28:50
that stuff you know we're and we're
28:52
we're authorized um you know uh partners
28:55
with all these like hp dell lenovo
28:59
um
29:00
cisco
29:02
and
29:04
the distribution channels are just dry
29:06
there's just nothing out there
29:08
and
29:09
you know if you notice you know people
29:12
are even if you go to the retail stores
29:14
there's a big difference between
29:16
well it looks the same between
29:18
commercial grade computer systems and
29:20
like what would be available to you and
29:21
home and things like that so we've hit
29:23
those kind of challenges you know yeah
29:26
yeah
29:26
yeah which is crazy too i mean like i
29:28
think that all of that you know because
29:30
that's one of the things i think that
29:31
we're going to kind of get into a little
29:32
bit um here in our last segment but
29:34
talking about things that like cyber
29:36
security things like that it's not
29:37
something that people actually see right
29:39
you know what i mean it's you see it i
29:41
mean you work on it all the time but
29:42
it's some things that people don't
29:44
necessarily see and then obviously you
29:45
know somebody can look at you know a
29:47
sandwich place and be like well they
29:49
have three employees they're just trying
29:50
to get sandwiches out and like they're
29:52
you know short on help but they don't
29:54
know what's going on back here like why
29:55
can't you just click a couple buttons
29:56
and figure it out and get me the
29:58
computer that i need but obviously it's
30:00
this is a whole thing that's kind of
30:01
trickled down to
30:03
everybody you know in a variety of ways
30:06
and it's just i think it's very cool
30:07
also about how you
30:08
it's not cool that they did not
30:10
necessarily practice these things but
30:12
maybe some things that you had
30:13
implemented them into their business
30:14
continuity plans to kind of look ahead
30:16
do you think that do you think that
30:17
that's something that they're better off
30:19
now that like they saw that it was there
30:21
oh my god
30:22
and now i i i have some really cool
30:25
testimonials from customers that
30:28
were like
30:29
you know they didn't even realize what
30:31
we were doing for them right until that
30:33
point and they were i had
30:35
small businesses calling me up that had
30:37
contracted with us for years and they
30:39
knew that we've always had their back
30:40
and seemed to manage everything doing
30:43
the job seamlessly their networks have
30:45
been up for 20 years somehow you know
30:48
and i remember getting calls and saying
30:49
listen we have that's built right into
30:51
your solution we we use some remote
30:53
software that allows you to remote into
30:55
your workstation at work and you know
30:57
you can even if you were sitting on an
30:59
ipad you could remote into your
31:00
workstation if you had to right uh you
31:03
know in some cases we had to we we were
31:06
digging up loner computers for people
31:08
that didn't have home computers yeah
31:09
employees key employees we were able to
31:12
salvage you know because you don't need
31:14
much resources
31:16
if you're remoting into something and
31:17
you're just essentially looking at
31:18
screenshots right but it was there
31:20
the whole time and it really did make
31:23
them appreciate
31:24
us
31:25
uh
31:26
at that time where i was like oh my god
31:28
we didn't even know we had this you know
31:29
yeah so
31:31
you know in that aspect i think it's
31:32
strengthened the relationships
31:35
that said uh
31:36
one of the things about our industry is
31:38
it's uh it's not what have you you know
31:40
done for me
31:42
what have you done for me lately exactly
31:43
people do have short memories sometimes
31:45
but
31:46
your good clients don't they have very
31:48
long memories and um
31:50
you know the room we're sitting in is it
31:52
doubles as our business continuity suite
31:54
so we've had various companies
31:57
uh in here over the years that really do
31:59
know when they were hit by
32:01
hurricane floods
32:03
where we had to get their core staff
32:06
off site and and running
32:08
you know
32:09
one company
32:10
very transactional business where
32:13
if they couldn't
32:14
process things
32:17
they would have had about three or four
32:18
days before somebody went to another
32:20
company
32:21
you know to get that services because
32:23
they're necessary business services to
32:25
keep their business running yeah and you
32:28
know we've been able to
32:29
over the years
32:31
save some companies bacon um
32:34
by by putting their core staff up
32:37
in our operations area yeah you know
32:40
awesome yeah no that's great all right
32:42
so we're gonna take our second break our
32:44
last break of this episode uh so again
32:46
we're here at delaney computer services
32:48
in mahwah new jersey with rich delaney
32:49
this is the greetings from the garden
32:50
state podcast i'm mike hamm we'll be
32:52
right back
32:55
it is time for new jersey fun fact of
32:56
the day did you know that new jersey has
32:58
the most shopping malls in one area in
33:00
the world with seven malls in a 25
33:03
square mile radius and that is your new
33:05
jersey fun fact of the day
33:08
all right we're back with our last
33:09
segment here at delaney computer
33:11
services in mawa new jersey with rich
33:13
delaney i'm mike hamm this is the greens
33:14
from the garden state podcast so in the
33:16
first segment we talked about the
33:17
background of the business we talked
33:18
about a little bit about your background
33:19
we just kind of went through some
33:20
challenges that you're facing today and
33:22
kind of how you've navigated that here
33:24
at your own business and then also with
33:26
your clients um which is just definitely
33:28
something that you know uh requires a
33:30
lot of tlc i would imagine um and hard
33:33
work for sure um in our last segment of
33:36
this of this show we normally like to
33:38
try to tie it back to the community in
33:40
some way right so what we're going to do
33:42
here is kind of do like a little
33:44
psa for cyber security
33:47
concept the concepts of msp what that is
33:51
um and how that maybe can help people
33:52
that are listening to this episode they
33:54
listen to you talk obviously you know
33:55
what you're doing i mean the guy built
33:57
computers um
33:59
i'm sure not everybody listen has built
34:01
a computer i know i haven't um but uh
34:03
let's talk a little bit about that so
34:04
let's do some you know some educational
34:06
stuff for our listeners um on like what
34:09
they should be
34:10
some basics maybe so i'd like to maybe
34:13
just preface that with saying one thing
34:15
so technology is this kind of really
34:17
wide umbrella of of skill sets so
34:21
it's kind of funny you would think that
34:22
maybe like hey
34:23
building a computer is actually a pretty
34:25
minor
34:27
uh
34:28
siloed
34:29
thing right it's not as hard as one
34:31
would think okay the hardest part of
34:34
technology is what you can't see it is
34:37
the stack of technology that surrounds
34:40
these physical assets like a workstation
34:42
or laptop it's the infrastructure behind
34:45
it it's the design of that
34:46
infrastructure it's the design of these
34:49
cloud tools and the way that these cloud
34:51
things fit together and how they're
34:53
secured you know
34:55
[Music]
34:56
there is
34:58
this push to have technology become
35:01
more and more pervasive in our lives
35:03
that means that
35:05
mom and dad
35:06
grandma and grandpa are using computers
35:08
now
35:10
and with that
35:12
there is obviously a massive increase
35:15
in the amount of cyber crime that's
35:17
happening
35:19
the the interesting thing
35:22
about cyber crime
35:23
is it's really the same as regular crime
35:26
the old school it's some of it is scams
35:28
that have been around for 6 000 years
35:31
just being executed using technology
35:34
the the the
35:36
the stuff that's happening
35:38
though is getting worse and worse
35:41
and a lot of this stuff obviously
35:43
emanating from outside the u.s in places
35:45
where it's extraordinarily poor and
35:47
there's highly educated people yeah
35:50
right um you know there are call centers
35:52
in pakistan
35:54
where um
35:56
it's real business they're operated like
35:58
real call centers where they do nothing
36:00
but
36:01
try to scam people into car warranties
36:03
and things like that on the mild side
36:05
yeah
36:06
to calling you up and saying they're
36:08
calling from the irs or they're calling
36:10
from the fbi and you're under
36:13
investigation and
36:15
get you to go to the store to buy a
36:16
walmart gift card yeah to you know put
36:19
people do it fall for that yeah so we've
36:21
seen
36:22
this
36:24
play out in the business world and there
36:26
is a wide
36:28
set of skill sets out there
36:31
the problem with the older generations i
36:33
don't mean to be ageist or anything
36:35
because i'm
36:36
not a kid but
36:38
there is a an awful lot of apathy and
36:41
ignorance that is driving and fueling
36:45
this
36:46
extremely lucrative industry of cyber
36:49
crime
36:50
uh it's
36:51
when i say apathy it's who cares what my
36:54
identity is worth
36:56
right who cares
36:58
uh if somebody buys my identity or my
37:00
social security number off of the dark
37:02
web and uses it to
37:05
let's say
37:07
uh get enough information to to scam
37:10
somebody out of their house maybe um
37:13
take out loans right yeah um
37:16
the this is you know it can have
37:18
devastating consequences or you might be
37:20
an unwilling victim
37:23
in
37:24
a
37:25
cyber attack
37:27
hey
37:28
shush
37:29
he's very passionate about cyber
37:31
security i know
37:32
he is well he heard the magic term
37:34
because we're so passionate about this
37:36
the problem is that people don't know
37:37
where they're being affected right so
37:38
like your computer gets compromised as
37:40
an example because you've clicked on a
37:42
phishing email yep haven't even seen
37:44
anything you don't know anything's
37:45
happening but somebody's leveraging your
37:46
email account and attacking everybody
37:49
else that's in your address book you
37:51
don't know what's happening because
37:52
they've built rules to suppress
37:54
the bounce back emails or people
37:57
replying to you
37:58
and you don't know anything's going on
38:00
meanwhile emails are being sent like
38:03
uh because they know you they're opening
38:05
them up and there's probably a link that
38:07
carries a malicious payload
38:09
that may
38:10
uh implement some some ransomware or
38:13
[Music]
38:14
just propagate that even further right
38:17
so this apathy aspect of like why should
38:19
i care about this right so we're
38:22
part of
38:23
the risk and the and that kind of uh
38:26
wide skill set we have to have
38:28
really you know the cyber security thing
38:30
ramped up over the last five six years
38:32
to the point where
38:34
we've had to be like um
38:37
extraordinarily vigilant and and and and
38:40
really like you know almost um
38:43
uh
38:44
proselytizing like you know uh
38:47
uh with people to get them to care
38:50
right so we as as a rule all of our
38:52
clients uh engage in ongoing cyber
38:55
security awareness training so we've had
38:57
to like almost like your insurance wants
38:59
to do safe driver things to give you a
39:01
lower so we've said look you know part
39:03
of the discounts we're building into
39:05
your agreements
39:07
are contingent on your staff taking
39:09
ongoing cybersecurity awareness training
39:11
and we have video
39:12
led
39:13
training with
39:14
uh very short training videos of
39:18
scam the juror right so if there's a new
39:21
scam out like right now there's a
39:22
facebook scam out that's really nasty
39:25
it's caught a few people off guard where
39:27
a lot of folks are using facebook
39:28
marketplace okay right and you're
39:31
selling something let's say you're going
39:32
to sell this podcast mike on facebook
39:34
marketplace yeah somebody says hey i i'm
39:37
interested is that uh pod mic still
39:40
available but just to ensure that you're
39:42
not a scammer
39:44
um
39:45
i need you to send me a code because
39:47
we're used to doing some of these
39:48
security things we don't understand like
39:49
multi-factor authentication and they
39:51
send you a link to something in google
39:54
and you unwillingly click it and you
39:56
give them the code and really what
39:58
they're doing is they're trying to
40:01
hack let's say your google account yeah
40:03
so they can use that
40:05
and set up
40:07
in a lot of cases a google voice
40:09
telephone account so they can use it to
40:11
scam people and those irs scams or those
40:14
uh other
40:16
you know uh car warranty scams this is
40:18
how it's happening but they found just
40:20
another
40:22
threat service another avenue to trick
40:23
unwilling people that aren't educated in
40:25
cybersecurity awareness so we found that
40:28
the human firewall
40:30
is
40:31
more powerful than any ai driven
40:34
firewall any technology device we can
40:37
put in a customer to protect them we
40:39
found that just even on the the
40:41
education side the security awareness
40:44
not only
40:45
uh
40:46
and we do it a special way too we
40:47
incentivize
40:49
users uh to compete for scores and have
40:52
our clients advise our clients to
40:54
uh compensate their employees for
40:56
keeping a high security score almost
40:59
like a fico score it's a employee secure
41:01
score
41:02
and that and and and that drives a
41:04
competition it almost gamifies it and
41:07
drives competition in staff that slowly
41:11
starts to change the cyber security
41:12
culture of a company so on that side
41:16
we are so passionate about the proactive
41:18
aspect of it because it's hard to
41:20
explain to somebody i could do a three
41:21
hour podcast on every type of cyber
41:23
security trick there is what you can do
41:25
but i can tell you if anything just as a
41:27
psa here
41:29
if you do anything today
41:31
after listening to podcast change your
41:33
passwords and get a password manager
41:35
yeah to generate complex passwords
41:39
for each site never reuse passwords from
41:43
service to service site to site because
41:46
once i got the key to one there's a high
41:48
likelihood i can get the other and this
41:50
is how these things happen from having
41:52
your
41:53
cell phone hijacked from you to
41:55
everything else guessing your pin
41:56
numbers is the last
41:58
four stop answering stupid
42:01
polls on facebook about the street you
42:03
grew up on as a kid or the last four
42:05
digits of your home phone number when
42:07
you were a kid right it is amazing to me
42:09
that people do these things and don't
42:11
realize they're literally being scammed
42:13
for the next being set up for the next
42:15
scam and people are building an online
42:17
dossier of you because your identity is
42:20
worth more than your life is yeah and uh
42:23
it can be parted out and wholesaled and
42:25
sold on the internet um
42:28
things like that uh you know so we're
42:30
very passionate about it but that
42:32
translates into risk for us because in
42:34
the end of the day our customers going
42:35
to say hey look you're rit guys yeah
42:37
we got hacked how did that happen and
42:39
thankfully has never happened to our
42:41
clients right uh we have always
42:44
implemented since before the term cyber
42:46
security which is also another new term
42:49
three years ago that wasn't it was a
42:51
term nobody really knew what that was
42:52
now they know what cyber security is
42:54
we're a cyber security service uh we're
42:56
a managed cyber security company all
42:59
wrapped into
43:00
uh
43:01
into one
43:03
whole it company and it used to be that
43:06
you had an i.t company and then you had
43:07
a managed then you had a security
43:09
company right
43:11
and that expectation has been drilled
43:13
further down into having one company
43:14
that does everything because
43:16
how can one
43:18
not yeah you gotta connect to the other
43:20
commission into each other right yep so
43:23
long story short there is cyber security
43:26
is everything to you
43:27
whether you know it or not your
43:30
not caring about it
43:32
affects other people
43:34
and
43:35
is responsible for the breaching of
43:37
people's personal
43:38
information uh identities credits
43:42
houses
43:43
being taken out from underneath them
43:46
you have a responsibility
43:49
to understand this stuff you cannot
43:51
stick your head in the sand say i don't
43:52
get technology these days so you know we
43:56
are passionate about cyber security
43:58
awareness in all of our clients forget
44:00
about all the cool high-tech things we
44:02
do like you know sock and sim services
44:05
and you know
44:07
you know around the clock 24-hour day
44:09
monitoring you know through ai looking
44:11
for
44:12
sneaky weird things that could be
44:14
something right yeah and you know i'm
44:16
just talking about the basics like your
44:18
human firewall is our
44:21
number one priority with our clients is
44:23
educating yeah no i love that all right
44:25
so if people are listening to this
44:27
episode and they're like you know
44:29
because we have a lot of small
44:30
businesses that we've had on the show uh
44:31
we've had you know people that own small
44:33
businesses work for small businesses you
44:35
know a lot of different types of
44:36
businesses on this show if they're
44:38
listening to this and be like hey rich
44:40
clearly knows what he's talking about
44:41
he's passionate about this stuff what
44:43
are some ways that they can reach out
44:45
and maybe start the process of getting
44:46
you involved in their
44:48
cyber security and their you know tech
44:50
stuff right so that's pretty easy we're
44:53
easy to find yeah um we love that we
44:55
love easy to find yeah on the web
44:57
dcsny.com
45:00
uh it's easy to get in touch with
45:02
somebody here uh
45:04
telephone
45:05
it's simple toll free 844 techies
45:09
is it
45:10
t-e-c-h-i-e-s yep love it 844 techies
45:13
and uh you know and
45:15
ask somebody you know um uh
45:18
we can talk to you find out if there's a
45:20
fit to be able to help you but um it
45:23
starts with that i mean if you're kind
45:25
of you know a lot of our clients come to
45:26
us because they've had kind of like a
45:28
one-man show managing things that the
45:31
i.t handyman
45:32
and they realize this isn't cutting it
45:35
as evidenced by this growth of cyber
45:37
security and all these other things
45:39
that's what we're gonna like like we're
45:41
good for companies that have lost
45:43
productivity they don't understand
45:46
they're spending so much time
45:48
on
45:49
on
45:50
losing productivity
45:52
that they just oh my gosh
45:55
we're live baby yeah
45:58
how sad is it that i can't get my phone
45:59
to stop ringing
46:01
this is at the end
46:02
we'll edit that
46:04
yeah i'm just going to turn it off um
46:07
but uh
46:08
now you know our clients have
46:11
kind of been through the ringer right so
46:13
if you're looking for a company like
46:14
ours what we're great for is we're tired
46:17
of doing things incorrectly yeah we're
46:19
tired of shoestring budgets and putting
46:21
it together and just kind of having this
46:22
patchwork of technology sure we're a
46:24
company that you would contact
46:26
and our service mark is actually assess
46:29
design
46:31
build secure maintain assess
46:34
right it starts with assessing right
46:36
look at the business how does business
46:37
operate
46:38
get in touch with us we can see if
46:40
there's a fit we can look at how your
46:41
business operates look at what
46:43
technology has been implemented
46:45
and see what that gap is between where
46:48
it really should be
46:50
to create a sustainable
46:52
technology environment that allows you
46:54
to do what you need to do which is make
46:56
money run a business and not
46:58
mess around with computers and worry
47:00
about stay up at night worrying about
47:02
whether your stuff is secure
47:04
you know you're a click away from
47:05
breaching all your
47:06
clients data or whatever that's kind of
47:08
what we we do so easy dcsny.com
47:12
or 844 techies or find us on facebook or
47:15
linkedin or any of the other usual
47:18
places yeah love that i love that and
47:20
how pumped were you when you got 844
47:22
techies i think that's that's such a
47:23
great telephone number
47:25
uh
47:26
i got that i might just call it just so
47:28
that i could type in 844 texas there was
47:30
a lot of debate about that whether it
47:31
sounded too consumery yeah it wasn't but
47:34
now i think it's uh i think it's one
47:36
easy to remember it's on our trucks it's
47:38
on our cars you can see it you know but
47:41
it's i think it's easy to remember um
47:43
our clients seem to remember it yeah i
47:45
love that i love that um all right so
47:47
i'll make sure that i put dcsny.com
47:50
in the show notes along with 844 techies
47:52
so if you do want to reach out to rich
47:54
about delaney computer services please
47:56
do obviously he has a wealth of
47:58
knowledge he's been doing it for you
47:59
said the uh oldest right
48:02
i think i tracked it back to like kind
48:04
of like when it became a business was 94
48:07
yeah it was literally like like i said i
48:09
was assembling appears on my kitchen
48:10
table right uh we've been
48:14
at it where we've had you know like you
48:15
know businesses is a lot of your
48:17
listeners know like you know small
48:18
businesses have different iterations
48:20
it's you yourself back at one point you
48:22
add your first employee you know we're
48:24
up to about 223 folks that are part of
48:26
our core staff
48:28
uh
48:29
and that's growing over we really kicked
48:31
it into high gear really around 2010 i
48:34
would say is when you know we started
48:36
becoming an i.t provider for business
48:39
and and and you know and then you know
48:42
really
48:43
heading off the entire managed i.t space
48:45
is about 10 11 12 years it's a newer
48:47
concept of managed services yeah you
48:49
know it's it's you know
48:51
it's typically based on fixed flat fee
48:54
and and proactiveness versus kind of the
48:56
reactive kind of style like you know pay
48:59
by the hour type of stuff like where you
49:01
just lose lose lose because
49:04
you know your pain is somebody's profit
49:06
in that model exactly it doesn't work
49:07
right right so which is great and i
49:09
think that that is a great way to kind
49:11
of make sure that people know like what
49:12
they're getting when they work here and
49:14
i think what you said before the
49:15
assessed side of it to make sure that
49:16
you guys are good fits and i think
49:17
that's somebody let me give you some if
49:19
if there is an i.t company out there
49:21
that is willing to jump into your stuff
49:23
and say yeah no problem and
49:26
they're not sitting there saying hey
49:28
listen before we get engaged we need to
49:30
assess what you have going on
49:32
red flag yeah because
49:34
you're going to pay for it by death by a
49:37
thousand paper cuts right right and with
49:39
us we are we're sometimes a little bit
49:41
hard to swallow for some folks you don't
49:43
want to kind of engage with somebody to
49:46
do a proper assessment because they're
49:48
in a rush or whatever but it always
49:50
works it it we never fail when we do it
49:53
this way we know exactly how to design
49:55
the right
49:57
and technology seeing and unseen is all
49:59
stuff that we have to put together
50:00
whether it's virtual yep
50:02
or
50:03
it's physical right that design is
50:06
what's usually lacking in 99 of the
50:08
clients we look at is it's just stuff
50:10
that's been strung together so again we
50:12
focus on that assess and then design
50:15
right right and then we build it and
50:18
then we lock it down yep and then we
50:20
maintain it and that cycle starts over
50:22
and over again
50:24
on a period you know three to four years
50:26
right but
50:28
the concept is to create well running
50:30
secure technology
50:32
that allows you to run your business not
50:34
every day there's an i.t emergency right
50:36
and that's kind of that managed service
50:38
concept right yeah i love it um all
50:41
right so that is going to wrap up our
50:42
show rich thank you so much for having
50:44
me here today and thank you for coming
50:45
on the show we really appreciate it uh
50:47
so
50:48
dcsny.com is the website 844 techies is
50:51
the phone number uh we were here today
50:53
in mawa new jersey at delaney computer
50:55
services with rich delaney i'm mike ham
50:57
this is the greetings from the garden
50:58
state podcast thank you for listening to
51:00
this episode and we'll see you next week
51:10
[Music]
51:10
[Applause]
51:13
[Music]
51:20
yeah talk about
51:23
[Music]
51:37
you
