Is compliance a cost center, or a growth strategy? In this episode of Next Level BizTech, Josh Lupresto sits down with Telarus Security Solution Architect Trevor Burnside to explore why compliance should be viewed as a revenue driver, not just a regulatory burden. They break down how frameworks like SOC 2, HIPAA, PCI, ISO 27001, and CMMC can help businesses win opportunities, build trust, and reduce third-party risk. The conversation also covers GRC, audit readiness, AI risk, and how advisors can position cybersecurity as a true business enabler.

Brett Smith of Intellus shares his journey, insights on relentless execution, building trust, relationship selling, and long-term success in the tech sales industry.

Key topics

• Relentless execution habits
• Building trust quickly with clients
• Storytelling in sales to build rapport
• Leveraging resources and partnerships
• Long-term relationship mindset in sales

In this episode of 'Inside the Win,' Telarus solution architects Trevor Burnside and Jason Kaufman discuss a recent client engagement that demonstrates the power of strategic questioning and comprehensive solutions. The case study involves a manufacturing company with 50 employees who initially requested FedRAMP-compliant VDI infrastructure in Azure GovCloud but actually needed CMMC level 2 certification to retain a $23 million government contract renewal. Through strategic questioning, the team discovered that only 10 employees actually needed access to sensitive government data, allowing them to recommend a more targeted enclave solution rather than enterprise-wide compliance. The discussion highlights how asking 'why' can uncover broader business objectives and lead to better outcomes, transforming a point solution request into a comprehensive service that provides a faster path to certification within 90 days instead of the typical 12-18 month timeline.