A word from the editor
The new year has brought with it new threats, risks, and opportunities. The war in Ukraine and other tensions in other regions all over the globe, create an arms race and money is invested in the force build up. For the defense and security industry, this brings many business opportunities.
Many of the business opportunities are present at conferences and shows, such as last week in Tel Aviv – The cyber tech. A conference that presents Israeli best high-tech solutions for cyber security, a domain that brings huge threat to organizations. In the conference, future cyber threats, cyber terrorism, cybercrime, and cyber security issues were presented.
The ISBU welcomes you to join the organization, enjoy the privileges as a partner, and be updated on the latest news and opportunities in the defense, security, and cyber industry.
Best regards
Kasriel Kay
Editor
Included in this issue:
News from the union
Upcoming events
HLS and Defense news
Cyber & Tech news
Forensics section
Company spotlight
Sales corner
Services for members
News from the union.
ISBU visited the Cybertech Global TLV 2023 and what an event it was!
Cybertech Global, the international cyber industry’s summit, is a 3-day event consisting of a conference featuring top speakers and a sweeping exhibition hall. Each year, this event attracts leading companies, senior government officials, world-renowned speakers, innovative startups, and investors across all sectors.
With cyber leaders from over 80 countries coming together, visitors and participants can enjoy the B2B platform and use it to pre-schedule onsite business meetings. Conference sessions cover a wide range of topics and touch upon different sectors - from security to logistics, through finance, education, and health. The conference will also feature sector-specific special events, designed to explore some of their unique challenges and opportunities.
We highly recommend stopping by the conference.
Upcoming events
ISBU Pavilion at ISC
After an absence of about two years, on March 21, the "Israel Security Conference 2023" will be held. The fifth conference, which will take place at the D-one Drom HaSharon, is intended to preserve a professional security community and a creative thinking forum for industry executives in Israel. The Israel Security Conference is attended by senior members of the Israeli security world and all the guiding bodies of the state and civilian security systems. Alongside the conference, there will be an exhibition of means and services from leading technology companies.
The Israel Security Conference 2023 will be attended by about 700 senior members of Israel's security system, including over 100 officers and instructors from the regulatory bodies (the Ministry of Public Security, the Israel Police, the IPS, the Lutheran Headquarters, the National Security Council and the IDF). Senior security managers and over 200 consultants, integrators, manufacturers, importers and exporters.
This year, the conference focuses on changes in the world of civil security in light of the severe crisis in manpower, changes in attribution of threats and the increasing use of advanced technologies which replace or reduce the use of manpower.
ISBU had secured a pavilion at the conference in order for our members to exhibit their products at a reduced price.
For more information, please contact kasriel@isbunion.com
כנס האבטחה של ישראל יתקיים בתאריך 21.03.2033
הכנס המתקיים בשת"פ עם חטיבת האבטחה של משטרת ישראל, יארח את 500 בכירי עולם האבטחה ובראשם מעל 100 קציני אבטחה ורישוי , מעל 250 מנהלי אבטחה בכירים מנכ"לי חברות האבטחה והמוקד הגדולות.
כנס האבטחה והתערוכה הנלווית יתמקדו השנה בשינויים בעולם הביטחון האזרחי לאור משבר כוח האדם החמור, שינויים באיומי הייחוס והשימוש הגובר בטכנולוגיות מתקדמות המחליפות או מצמצמות את השימוש בכוח אדם.
האיגוד קיבל פביליון בו יוכלו חברי האיגוד להציג את מוצריהם.
חברי האיגוד המעוניינים להציג בפביליון ובעלות מופחתת מתבקשים לפנות לגלעד כהן מנכ"ל איגוד ISBU לכתריאל קיי - מנהל חברי קהילת ISBU למייל: info@isbunion.
Defense and Homeland Security News
Iran Embassy Killing Shakes Region (cepa.org)
The attack is the latest in a series of events that have destabilized relations between Azerbaijan and Iran since 2020, when Azerbaijan defeated Armenia in the Second Nagorno-Karabakh War. The Islamic Republic held two massive military drills along the border with Azerbaijan in 2021 and 2022 and has openly sided with Armenia. Iran and Azerbaijan have meanwhile been engaged in a media war, exchanging accusations of separatism and internal destabilization.
Photo: A view shows bullet holes on a door after an attack at the Embassy of the Republic of Azerbaijan, in Tehran, Iran, January 27, 2023. Credit: Majid Asgaripour/WANA West Asia News Agency
North Korean UAVs: small intruders, big ambitions? (iis.org)
Pyongyang’s renewal of UAV flights into South Korea flags its continuing ambition to further develop its inventory, and the challenges of detecting and deterring such activity.
Pyongyang’s latest violation of South Korean territory is a reminder of the challenge of countering small uninhabited aerial vehicles (UAVs). Irrespective of their effectiveness, however, North Korea almost certainly harbors greater goals for its evolving and as yet largely unseen UAV force.
Gulf maritime security: testing waters for an uncrewed future? (iis.org)
The US Navy is aiming to use up to 100 uninhabited systems to bolster Gulf region maritime security, demonstrate the wider value of uninhabited systems in the maritime domain, and encourage the participation of regional navies.
Opportunities and challenges.
For Gulf navies, the uninhabited systems approach appears to be a potentially attractive option to deliver some of the sustained patrolling and surveillance capacity that they have perhaps struggled to maintain in the past using crewed platforms
INTO THE PICKLE BARREL: HOW THINKING ABOUT PRECISION AS A SYSTEM CAN EXPAND THE MUNITION STOCKPILE (warontherocks.com)
The problem with precision munitions today is that they are highly manufactured, require advanced chips and materials, and therefore are harder to replenish when stocks are depleted than unguided or “dumb” munition
s. Countermeasures like camouflage, decoys, and electronic warfare help adversaries deplete precision munition stocks. Ukraine is showing the world that cheap, commercial drones combined with “dumb” unguided munitions can reliably achieve the same effects as much more expensive, precision-guided munitions.
Israel’s Future in Multinational Coalitions (besacenter.org)
Washington will likely call upon Israel to participate in future multinational coalitions, which will entail IDF forces deploying to foreign countries as part of US-led operations. Israel has not participated in past coalitions due to regional threats and Washington’s desire to avoid complications with allied majority Muslim states. These two concerns were significantly diminished by the Abraham Accords, increasing the likelihood that Washington will seek Israel’s direct support in future campaigns.
Cyber & Tech News
Cyber Week in Review: January 27, 2023 (cfr.org)
Meta announces Trump can return to its apps; international ransomware task force launches; Justice Department files lawsuit against Google; FBI and DOJ take down ransomware family; China is supplying Russia with technology.
Ukraine Hit with New Golang-based 'SwiftSlicer' Wiper Malware in Latest Cyber Attack (thehackernews.com)
Ukraine has come under a fresh cyber onslaught from Russia that involved the deployment of a previously undocumented Golang-based data wiper dubbed SwiftSlicer.
SOFTWARE DEFINES TACTICS (warontherocks.com)
Currently, military-technical competitive advantage is driven more by software, data, and artificial intelligence and the new tactics they enable than by bent metal and physics. New analytics tools and processing algorithms can make nearly real-time sense of data from thousands of sensors scattered across domains. Automated control systems manage vehicle guidance, sensor tasking, and occasionally introduce unexpected failure modes.
Spotlight on 2023 DevSecOps Trends
Solutions that provide more actionable results — remediation that frees up engineers, processes which integrate security into software development from its design, along with automation, IAC, and tool consolidation — are among the DevSecOps strategies that will prevail this year.
KELA Unveils Revolutionary Cyber Intelligence Platform at CyberTech Tel Aviv, Empowering Proactive Digital Crime Prevention with Real, Actionable Intelligence (prnewswire.com)
KELA, the leading provider of actionable cyber threat intelligence, announced the launch of its revolutionary new and consolidated cyber intelligence platform, consisting of a new intuitive, sleek, and easy-to-navigate user interface and four complementary modules: Threat Landscape, Monitor, Hunt, and Tactical Intelligence, providing real, actionable intelligence to support various security teams across an organization in their efforts to uncover threats and proactively prevent Digital Crimes. The platform's innovative approach positions KELA as the go-to solution for organizations seeking to stay ahead of cyber threats.
Tech Workers Will Find New Jobs But Layoffs Signal Growing Tensions (forbes.com)
Recent layoffs by major tech companies have dominated recent industry reports. But the numbers can cloud longer-term job trends. Overall tech work is still growing and spreading through the economy, although workplace tensions and conflict in the tech sector also may be growing.
New Cybersecurity Regulation Poised to Reshape Business Priorities(totalsecurityadvisor.blr)
The new U.S. Securities and Exchange Commission (SEC) rules set to come into play in the spring of 2023 will force listed companies to report their cyberattacks to core stakeholders, such as investors, customers, and regulators. The 2011 interpretive guidance released by the Division of Corporation Finance was reinforced and expanded on by the SEC in 2018.
Forensic insights
We are please to provide our readers with an investigative forensic report provided by IPSC. The IPSC (Intelligence Police & Security Consultants) is an industry- leading security consultancy firm. www.i-psc.com
Founded by Chief Superintendent (ret.) Asher Ben Artzi, IPSC provides strategic security advice to police and intelligence agencies around the world, specializing in video forgery detection and forensic investigations.
Company Spotlight
Francisco Ventures® is a company committed to developing state-of-the-art platforms which push the limits of cyber security, engineering, small form factor and low power consumption. In addition to development of secure platforms and engineering expertise, Francisco Ventures® develops innovative products that run on these platforms for both commercial and government applications.
For more information contact kasriel@isbunion.com
A word from our sales expert.
A former teacher who took his enthusiasm & passion for educating and developing people into Cyber Security Sales and Sales Leadership, Elisha Levy is an expert sales development and strategy in the world of cyber and defense.
Here is Elisha's sales tip for this month.
4 Ways To Promote Faster As An SDR
I will start by saying I am blessed that my current team has the qualities below in abundance and the way I actually started to notice these trends were from people whom I had promoted.
The reason for addressing this topic is because this question came up at a couple of events of the SDRs of Israel: "How do I stand out to be considered for a leadership role or a promotion?"
So I have thought of a few out-of-the-box tips that I practiced myself and have witnessed in current and promoted team members.
Provide market intelligence: As an SDR, you have a unique perspective on the market and your customers, you are the "feet on the ground". Regularly share this information with your manager/marketing to help them better understand the market and make informed decisions. This can include competitor activity & customer reactions to terminology.
2. Maintain accurate records: There is nothing more satisfying than a rep who knows their numbers. Not just their KPIs but their pipeline inside out and their plan to maintain that pipeline. Ensure that you document all your notes, including customer interactions, and follow-up efforts you never know, if you're having a tough month you can lean into the data and revive one lead from the dead. There is no need to repeat your plans and status at all times but be ready so that when asked you can pull up any record.
3. Offer creative solutions: SDRs are often faced with challenges, such as objections from potential customers or obstacles in the sales process. Be proactive in bringing new ideas and creative solutions to overcome these challenges. This could involve developing new sales strategies, proposing new products (budget providing) or service offerings, or finding innovative ways to build relationships with customers. Your manager will appreciate your ability to think outside the box and help drive sales success.
4. You must build strong relationships, internally & externally: Internal is pretty self-explanatory, there is no better source of information than those building the product you sell. External is as important, if not more. You will not be an SDR forever, which means that your only currency moving up into your next role is experience and your network. Think about it, if you stay at the same company, having these strong external relationships can help you leverage referrals and potentially be in a very good spot for upselling if you are given a set of accounts. This is a big plus when a manager is evaluating promotions. If you move on from company x then you own your network and can leverage it wherever you go.
Every company has many factors that go into promotions and role changes, and it is tough out there, no doubt! But if you have these 4 areas down you will up your chances of being considered for a promotion/pay rise dramatically.
Hope this helps
Until next time :-)
Services for our members
AVL - Business Law Mediation, is a boutique law firm that focuses on its business clients while providing personal and professional service, with an emphasis on providing practical and creative solutions. The firm's goal is to lead its clients to the fulfillment of their business goals while broadly protecting all legal aspects. The firm's clients enjoy the extensive experience of Adv. Aviel Lemesh, including in the world of entrepreneurship and Municipal taxation law. The main area of the firm is Alternative Dispute Resolution and municipal taxation