Mr. Alan Guibord reports

INTEGRATED CYBER INTRODUCES A NEW HORIZON FOR CYBERSECURITY SOLUTIONS CATERING TO UNDERSERVED SMB AND SME SECTORS

Integrated Cyber Solutions Inc. has introduced its comprehensive cybersecurity solutions services and products, tailored to protect the small-to-medium-business (SMB) and small-to-medium enterprise (SME) sectors. Recognizing the unique needs of vulnerable SMBs and SMEs, which have become the principal targets of cybercrime in recent years due to their often basic security tools, Integrated Cyber's business is centred around a horizontally integrated set of solutions aimed at strengthening these organizations, with a focus on the United States and Canada.

Pioneering cybersecurity for SMBs and SMEs -- market overview:

• Predicted damages from cyberattacks are set to reach $10.5-trillion annually by 2025, marking a 300-per-cent surge since 2015.
• Global cybersecurity spending reached $150-billion in 2021, witnessing a 12.4-per-cent annual growth.
• The current cybersecurity market has a substantial gap, with only about 10-per-cent penetration, suggesting a potential addressable market of $1.5-trillion to $2-trillion.
• SMBs and SMEs usually have fewer resources and expertise to invest in cybersecurity than larger enterprises, making them vulnerable to advanced threats.
• The increase in ransomware targeting SMBs and SMEs signifies a pressing need for those without a dedicated cyber team to take action.

Filling a market gap

Cybersecurity has become a critical issue for companies of all sizes in the digital age. Large corporations with valuable data have traditionally been a prime target for cyberattacks -- evidenced by high-profile breaches such as the recent MGM Resorts hack. However, the threat landscape is shifting. Due to their often less-robust security measures, SMBs and SMEs increasingly find themselves in the crosshairs of cybercriminals.

As SMBs and SMEs represent a vastly underserved market in the cybersecurity space, innovative solutions that address these organizations' unique challenges offer significant opportunities for investment. Alan Guibord, chief executive officer of Integrated Cyber Solutions, highlighted: "While the cybersecurity companies targeting SMBs and SMEs are nascent, they already represent billions in revenue. With hundreds of thousands of targeted businesses in just the U.S. and Canada, this market yearns for premium services -- akin to those enjoyed by large corporations -- but at cost-effective prices."

Why Integrated Cyber?

Integrated Cyber is in the business of reducing, preventing and responding to cyberrisks and attacks, focusing on the integration and humanization of cybersecurity. As an MSSP (managed security service provider), the company utilizes internal resources and partnerships with third party service providers to offer outsourced monitoring, and management of security devices and systems. While the cyber industry includes hundreds of point solutions addressing different threats, environments and approaches, Integrated Cyber is focused on prioritizing resources and market differentiation around three core pillars:

1. Vulnerability assessments remediation: Pro-actively finding areas in systems where cybercriminals can attack and helping to secure them before they can be exploited.
2. Cyber training awareness: Educating, training and testing SMB and SME employees to be the strongest defence against cyberattacks (85 per cent of cyber issues start internally).
3. Managed detection response: Assessing and responding to cyberattack events with immediate and effective security measures when a company does get hit.

Integrated Cyber primarily operates under a managed services model, whereby the company becomes a trusted member of each customer's team and expands its services over time to best suit individual needs. Its business is built around predictability, with annual and multiyear subscription contracts providing managed cybersecurity services. Mr. Guibord elaborated: "Our approach addresses current market needs. Instead of mere software solutions, we present an environment where clients can adeptly manage their cyberrisks." The company is not dependent on any single third party software, but instead leverages a network of partnerships with premier providers to address the multiple demands within the cyberstack.

Integrated Cyber's strategic partnerships

The company's formidable service suite is bolstered by key partnerships:

• Managed detection and response (MDR):
  • Vijilan XDR: Vijilan provides MDR services for SMBs and SMEs. On Aug. 7, 2017, Integrated Cyber entered into a master services agreement with Vijilan, whereby Vijilan agreed to make its services and products available to Integrated Cyber and its customers, in accordance with generally accepted industry standards. Pursuant to the Vijilan agreement, Integrated Cyber is not allowed to sublicence or otherwise transfer or assign Vijilan's services, and Integrated Cyber is required to pay Vijilan for its services on a per-device basis, in accordance with subsequent service order forms entered into between Vijilan and Integrated Cyber. Integrated Cyber is required to pay Vijilan within 10 business days of receiving an invoice for services rendered. In addition to the services offered by Vijilan, Integrated Cyber will also engage other EDR (end point detection and response) providers on a case-by-case basis in order to satisfy customer preferences.
  • Talion XDR: Talion offers an MDR service aimed at providing cybersecurity solutions for larger companies. Integrated Cyber has not yet entered a master services agreement with Talion, however, Integrated Cyber may use Talion in the future depending on its clients', or future clients', needs for Talion's services, including its turnkey extended detection and response (XDR) platform and its security information and event management log data platform.
  • SentinelOne EDR: Sentinel offers end point detection and response for users' smart phones and computers. Integrated Cyber has not yet entered a master services agreement with Sentinel, however, Integrated Cyber may use Sentinel in the future depending on its clients', or future clients', needs.
• Vulnerability management:
  • Kaseya RapidFire: The company runs vulnerability software from Kaseya, a tool that helps the company identify, prioritize and mitigate hardware and software vulnerabilities in its customers' end points, devices and all computer systems. It aims to reduce the risk of cyberattacks by keeping systems up-to-date and properly configured. The Kaseya vulnerability software is part of the Kaseya VSA platform, which is a remote monitoring and management (RMM) software that allows Integrated Cyber to remotely manage and secure its customers' networks, servers, applications and end points. Integrated Cyber can use the Kaseya VSA platform to perform various tasks, such as deploying patches and updates to fix vulnerabilities, and improve performance, monitoring and alerting on the health and status of devices and systems, automating routine maintenance and troubleshooting processes, enforcing security policies and compliance standards, providing backup and disaster recovery solutions, and delivering remote support and assistance to end users.
  • Vulnera: Furtim Inc. (otherwise known as Vulnera) offers vulnerability assessment and penetration testing for Integrated Cyber's customers. On Oct. 27, 2021, Integrated Cyber entered into a master subscription agreement with Vulnera, which sets out the general terms and conditions upon which Vulnera will provide its services to Integrated Cyber. Particularly, the Vulnera agreement states that the services to be provided to Integrated Cyber, and the payment for such services, will be governed by the terms and conditions of each statement of work entered into between Vulnera and Integrated Cyber, with payments to be made on a monthly basis.
  • Rapid7: Rapid7 offers advanced vulnerability management for Integrated Cyber's larger customers. On Sept. 14, 2022, Integrated Cyber entered into a master managed security agreement with Rapid7, which provides Integrated Cyber with a non-exclusive and non-sublicencable right to use and access Rapid7's host of services relating to vulnerability management and assessment. Integrated Cyber is required to pay Rapid7 for use of its services pursuant to the Rapid7 agreement, in accordance with the applicable order form submitted by Integrated Cyber.
  • In addition to the services offered by Integrated Cyber through its partnerships with Vulnera and Rapid7, Integrated Cyber utilizes its business relationship with DarkWebID to provide affordable dark web scanning services to Integrated Cyber's clients, and Integrated Cyber also offers a vulnerability remediation office program aimed at continuous prioritization, remediation execution and tracking of a company's vulnerability remediation efforts.
• Employee awareness and engagement:
  • Proofpoint security awareness: Integrated Cyber has partnered with Proofpoint to provide security awareness and training for its customers' employees. Integrated Cyber has not yet entered into a master services agreement with Proofpoint, however, Integrated Cyber may use Proofpoint in the future depending on its clients', or future clients', needs for Proofpoint's services, including training to improve employees' skills and awareness as it relates to phishing and other common cybersecurity attacks and schemes. The company also provides a service where it executes and manages a customer's ProofPoint software for a monthly fee.
  • KnowBe4: KnowBe4 provides security awareness and training to Integrated Cyber's customers. On June 9, 2021, Integrated Cyber entered into a managed service provider agreement with KnowBe4, whereby KnowBe4 granted Integrated Cyber a non-exclusive worldwide licence to use its products, subject to timely payment of fees and compliance with the KnowBe4 agreement. The company also provides a service where it executes and manages a customer's KnowBe4 software for a monthly fee.
• Cyber insurance:
  • Cysurance: Cysurance LLC offers cybersecurity insurance to clients in the unfortunate event of a cybersecurity breach. Cysurance is a licensed insurance broker and offers multiple insurance offerings with varying liability limits based on industry. Integrated Cyber has entered into an agreement with Cysurance to sponsor Cysurance's insurance offerings for the benefit of Integrated Cyber's customers. Integrated Cyber is not licensed to sell insurance, so it brokers cyber insurance to interested companies in exchange for a small sales commission.

Building software intellectual property (IP)

Integrated Cyber is building its own proprietary IC360 platform that leverages generative artificial intelligence (AI) technology to integrate a slew of cybersecurity services, including managed detection and response, vulnerability assessment, e-mail/collaboration, active directory, end point protection, and employee awareness and engagement results. The platform will enable the integration of vast amounts of information from third party software platforms into a machine learning (ML) engine that analyzes data generated from multiple sources into AI-driven algorithms, identifying cyber weaknesses and improving clients' security levels.

Integrated Cyber's IC360 platform will help businesses secure its cyber technology stack by cross-correlating information across multiple siloed software and hardware solutions, allowing for customers to identify potential threats. IC360's use of AI and machine learning will also pinpoint trends and patterns that could indicate a security risk or breach, and translate those cyberrisks into user-friendly, non-technical insights. Integrated Cyber aims to make cybersecurity understandable and actionable through this innovative platform in a world of fragmented solutions, jargon and overwhelming noise.

Distribution methods (business development strategies)

Integrated Cyber has developed different distribution strategies across markets by using the following multichannel sales and marketing approach:

• The company executes a direct account-based marketing (ABM) strategy that optimizes resources on a set of target accounts within a market based on measurable user intent targeted toward Integrated Cyber's services. ABM executes targeted campaigns designed for active market buyers by establishing the marketing message, channel and outreach on the specific attributes and needs of the account.
• Outbound lead generation and appointment setting leveraging intent data from Integrated Cyber's ABM data insights.
• Direct sales used for outbound prospecting and managing qualified inbound opportunities generated through the ABM and lead generation company.
• Strategic partnerships with industry partners which do not compete directly with Integrated Cyber.
• Referrals by existing clients, as well as personal networks of principals.
• Selected events -- both on-line and in person.

Integrated Cyber's team

Technology development and delivery:

• Computer engineers are at the core of Integrated Cyber's technical group, each with over 25 years of technology, cyber, IT (information technology), education and program management experience. The company's team of expert engineers maintains the IC360 platform, in which they are responsible for development, prototyping, testing and production.
• Integrated Cyber's software development and service delivery are led by Pete Karolczak, an IT industry veteran with previous experience as a senior vice-president with Hewlett-Packard. Mr. Karolczak has worked extensively in managed services, service operations and software development in both enterprises and start-ups, and brings a proven network of high-quality software engineering partners and talent to Integrated Cyber. One such partner is Silicon Valley-based Xenovus, which provides engineering support to the company and specializes in outsourced product development, with a focus on integration.

Management, marketing and sales:

• Integrated Cyber's management team is helmed by seasoned executives Mr. Guibord, chief executive officer, and Robert Consaga, chief financial officer, responsible for prioritizing financing and compliance requirements. The company's marketing and sales functions are led by Kevin Thomas, chief marketing officer, with 36 years of experience in IT and services marketing, including executive experience with Hewlett-Packard.

Forging ahead

Integrated Cyber is dedicated to providing SMB and SME companies the same level of cyberprotection afforded to large enterprise organizations.

The company is doubling down on product development as part of its immediate objectives. Enhancements to the IC360 platform, transitioning to scalable software solutions, and broadening its marketing and sales endeavours -- particularly with a planned expansion into Canada -- remain top priorities. The imminent addition of a cyber specialist salesperson to the team underscores the company's commitment to expertise and client centricity.

With its fingers firmly on the pulse of the evolving cybersecurity landscape, Integrated Cyber is poised to redefine how SMBs and SMEs navigate the complex space of cybersecurity.

About Integrated Cyber Solutions Inc.

Integrated Cyber is a managed security service provider (MSSP) that humanizes cybersecurity managed services to the small-to-medium business (SMB) and small-to-medium enterprise (SME) sectors. The company integrates capabilities from third party cybersecurity providers, allowing companies to continuously adapt their services to evolving technologies and providers -- ensuring customers have access to the latest cybersecurity solutions. Apart from providing essential cybersecurity services, Integrated Cyber's managed services and IC360 technology platform consolidate vast amounts of information to generate actionable intelligence from the numerous software point solutions within its customers' environments. The results enable simple, understandable and actionable insights to help customers comprehend and better secure their organization. Integrated Cyber greatly emphasizes the human aspect of cybersecurity management, simplifying complex concepts, and highlighting the crucial role that employee behaviour plays in a company's cyber defences.