 And how are you doing? How are you doing? And how are you doing? You guys have thrown me off already. Here we go. Gordo, the texts are here. And I am here on Hibachi Talk. And I'm here with my good old buddy, Rick, the fun Meister Maurer. Hey, Gordo. Nice, R-I-X. Just for those. I'll say it over and over again. And my good old buddy, Hualagrivi. Man, good to see you, man. It's always fun. It's always fun. Huala's got a great story to tell, so please grab yourself a libation, pull up a chair, sit down, and we'll spend a little time here. On Hibachi Talk, I know Wednesday afternoon at two, our new time and our new day. So this is our first one, which is kind of interesting because just to give you a little background on you is that you were on one of my first shows. Yes. Which was Fridays at one. So welcome to, we're going to catch up a little bit. Sounds great. Like we always do, I have a little segment, I have to rant for a little bit, OK? So just bear with me one second. So I was at the airport last week, and Rich, if you can throw up this picture. And there's been a lot of stuff in the news at the airport. Well, I was at gate 60 getting ready to get on the McPlain and there was more rain in the airport than there was outside the airport. It was coming down in buckets. So we had to, there was no buckets either. So we had to duck through the gate 60 to get into the plane. Passengers were having a great deal of fun with it. The employees of Hawaiian Airlines were not. And the state was sitting and counting as usual. Anyway, my rant of the week. So, Wallach, great to have you on the show. Same here. Your ultimate entrepreneur started many, he got through many phases. And when he came on the show last time you were talking about this new idea you had called Pow Box. So first I just tell like, where did you go to school? Because you're not one hi mucka mucka poonahoo type guy. Poonahoo. Poonahoo. Whatever it's called. Yeah. Well, I'm a problem, Kimmy Grad. Went to college in Oregon. Came back home in 2001. Started Hawaii's first spam and virus filter called Pow Spam. You and I were a part of that. That was a great time. Yeah, it was fun. That was great. And then... Didn't make a lot of money, but it was fun. Yeah, well now it's 2.0 and Pow Box is the next iteration. And Pow Box provides seamless encryption for HIPAA compliant email. And we thought we were onto a big idea. So as soon as we got some customers under our belt I moved the show to San Francisco. So you took it out of here. So you started Pow Box which is HIPAA compliant encrypted email. Yeah. Very simple to deploy. There's not a lot of things that the buyer or the consumer has to do. That's correct. Now, but you started it here. So why would you not just stay in beautiful Hawaii where the entrepreneur is king? Man. So we'd have these prospects on the phone saying, hey, this is a great product you have. Why doesn't Microsoft and Google have this approach? This is clearly the way encrypted email should be. And further into the phone call they'd figure out that we were in Hawaii and they'd just be like, yo, I think this is a gimmick. Click. I think you surf all day. Gimmick. And it drove me nuts. So we went to San Francisco and we're not trying to be a part of any other city, but San Francisco, I believe that's part of our brand. I believe we're onto a big idea and we just need a big market to execute the plan. So how many clients did you have when you left here? Five. You had five. So you had five when you left here and when did you leave? What year was that? January 2015. Okay. January 2015. So that's just, you know, April 2017. That's little over two years. Little over two years. Wow. So I'm thinking you would hit a compliant email, man. You would have drove me crazy. He loves this stuff, you know. Well, in my former life, I was actually the first compliance officer for a local hospital. Yeah. And so I have, you know, a background on that and how things have, you know, have evolved over the time of back in, I think it was probably the, you know, the early to mid-90s when it first came out. 96, Bill Clinton. Yeah. And, you know, if we had had these kinds of tools back then, things would have been a lot easier, would have been a lot better, I think, as well. I would really encourage people to look at this product that you have. Thanks, Rick. Because the emails, I mean, those are so easy to push out and so hard to remember, wait a minute, this could be a compliant email. I've got to have it encrypted. Yeah. To stay, if I'm in an organization that's, you know, required to encrypt those kinds of, or to keep those things safe. Rick, that's a great point. Yeah. And to keep it so that it's going to happen behind. And I don't always have to have it, you know, just right in front of my, but the product. So we take a different approach to encrypted email and what we provide for our customers is we encrypt all emails for all users, all devices, without asking the customer to change their behavior. So we take the approach that everything should be encrypted. And if we don't ask them to change their behavior, then we can provide them with seamless encryption. And that's the big idea. And that's the big thing. So if I'm using this, or if I'm using this, I don't have to change anything that I'm doing. Yes. I'm just sending the email and I'm receiving the email. I don't have to go to a website and create up a portal and all that stuff. And remember it, I just continue to send my email. Yeah. That's the big idea is, hey, give the customer the benefit without asking them to change their behavior. Okay. And I think that's the future of encrypted email. Okay. So now you said... Oh, the internet, actually. That's the future of the internet. So you... And we won't get into the technical aspects of it, but I'm starting with five clients... Yeah. ...when you left here in 2015. Yes. Okay. How many clients you got now? So we ended that first year with 100. We ended the next year with approaching 500. And now we're pushing 650 customers in all 50 states. We're in India, China, Australia, but primarily in the United... We're in all 50 states. So I was going to ask you, are you in any other countries? I remember one point you were talking to Mexico at some point in time. Yeah. We had some language issues. Yeah. Well, and a few other things, I'm sure. The cartel wanted to use encrypted email. Yeah. There was some... They actually did come up. They did it? Yeah. Some reporters reached out to us and we chose to stay away. Yeah. The reporters were getting assassinated, basically, by the cartel. By the cartel. And they wanted a way to... And click their email. Yeah. That's not our laser focus. We're in healthcare. Yeah. But not that kind. Yeah, U.S. healthcare. Yeah. So you can't be a one-man show anymore than if you've got 650 clients and you're in all 50 states. Yeah. What's your employee count now? So right now we're at 11. Okay. Fiverr and sales. We want to keep a ratio of 40 to 50% of the company in sales. Okay. We have sales quotas that we've put into place this year. Right. And we've exceeded sales quotas each month of the year. So that's been great. And then the rest of our teams filled in with management, well, to management, marketing, and customer success. So can you... Do I break hip-a-lof? I say, can you name some of your clients? No, sure. Sure. Make-A-Wish was our... Make-A-Wish, Hawaii, was our first customer. Okay. And of the 62 national chapters, they grant the most wishes. Last year they did 1,200. Okay. And so there's a lot of information flying around. So that's... So there's something people don't think of, right? You think a hip-a-compliant email, I'm thinking hospitals, doctors, clinicians and such. Yeah. But wait, this is Make-A-Wish. The market is vast. And look at that. Make-A-Wish, they're dealing with healthcare records? Yes, big time. Children? Yeah. And we even have a chapter of voice counts using our products. Wow. Revenue cycle management, billing collectors, they love our product because they can use a form letter via Microsoft Mail Merge, hit send, and now they've saved postage on those 300 letters they need to send out to collect bills. And so they... It's a perfect fit. And it's incredible. Yes. Yeah. Regardless of the recipient. And it's a hip-a-compliant. Yes. So that's been a nice fit. Sleep age... Man, the market's vast. And we believe... We've identified 22 million American employees that face hip-a-compliance, which is larger than... Every... Wow. That's larger than the U.S. healthcare definition. I spent eight hours researching and writing a blog post on it. So U.S. healthcare, they exclude pharmaceutical and health insurance companies from their definition of U.S. healthcare. So the market is larger than you'd think. Than what it is to find it. Yeah, well, pharmaceutical. I mean, pharmaceuticals, you've got all the same patient information. Yes. They know what meds you're taking. It's a vast market. And if you're on some kind of psychology-related medication, I mean, all that stuff is there. Just mental health-related. Yeah. Yeah. You really don't want to break hip-a-mental health-related. Yeah, that'd be... Oh, that'd be incredible. Now, what about hospitals, obviously? Yeah, we've got one hospital under our belt that sells cycles a little longer. So a little bit more work involved. But now that we've got a healthy base of SMB businesses, and we're getting the medium ones, we're just starting to move with the chain and take longer shots. So what is it with hospitals? I mean, you know, you've been in the healthcare industry 40 years or something like that. Yeah, a number of years. I got 10-plus or whatever. What is it about hospitals not adopting these technologies when they're, to me, like, they should be the leader? Well, Rick, you could probably help me out on this. From what I hear is the procurement cycle just to buy a toilet seat alone. That's why they charge 500 bucks for a toilet seat, because it takes two years to buy the damn thing. So that's what I hear in the market. That might be more on the government side. So I think a lot of it's procurement, overly cautious. I mean, there really are someone who could die. So that's what we've been seeing. But man, they get hacked a lot. Yeah. I mean, they're constantly getting bombarded. Well, because, you know, and certainly for healthcare, I think there are two big things that people, you know, are pieces of information that hackers love. One is, you know, they get financial information about them as the bills are going back and forth. And, you know, their bills are going back to insurers, payments coming back, those kinds of things. So that's there. But then also a lot of information about people. Yeah. And as well. So those are kind of, you know, why HIPAA first got started, I believe, is to put some, you know, some, get your arms around this information and keep it. But I really like, you know, what your product does is it takes it away from, you know, having to be always thinking about, you know, is there something HIPAA here? Yeah. This will have, it will just, your product makes it happen automatically. Yes. I mean, we even had to make sure that when we were in the elevator, if we were talking about a patient, that we weren't saying what the patient's name, what room they were, I mean, you really couldn't have a conversation about it. Yeah. And that's how. We've been in an elevator. Yeah. And, you know, how many of us, you know, think about, you know, things that we shouldn't be talking about when we're in the elevator, talking to, you know, people that we work with. And how do you talk encrypted? Yeah. Yeah. I mean, only Angus can talk encrypted. They can only go so far. Yeah. Angus can talk encrypted. You can do that on the main line. But that, Yeah. You can figure out how we can talk encrypted on elevators. That'd be great. That'd be great. So, but that's, I think, the message that we need to, we need to convey in this show. I mean, talk about your product is one thing, is this fact that, you know, healthcare information, your personal information, that is your health record, is something that should be kept to you and not something that is spread all around. And I talked to you the other day there, or just, hey, I guess, you walk into a doctor's office and they got the sign-in sheet. Right. And here's the list of all the people who've been in there since seven o'clock in the morning. Right. So, with a good memory, I can look down there and go, Oh, look. I take my phone. You go, boom. I just got a list of all the people that came into this particular service provider. Yeah. And based on that particular service provider, you know what they're in there for. Yeah. Back to your point, Rick, we've done some research and blog posts. The average price on the black market for a person's healthcare information is 20x that of a person's credit card. Yeah. Because you can completely assume the identity. You've got birthday, social security, elements. I mean... Parents' names. Yeah. You know, mother's last name. Right. How many times is that? Mother's maiden name. Right. The secret questions. Yeah, all that secret question is all in there. Yeah, it's huge. We've done like a record... If... Credit card's five cents and now healthcare records are $45 or more for a healthcare record. Yeah. Why do you think the hospitals and such? What about insurance companies, though? Getting them to jump on the bandwagon. Yeah, we have a few from smaller insurance agencies, but that's definitely in the cards. There's large segments of that business that are dedicated solely to health insurance and other privacy... Because there's two ways you can get that help, that hip insurance. One is from the provider. Yeah. The other is from the payer. From the payer. The insurer. Okay, we've got to pause. Believe it or not, we've done the first half of the show already. I told you this goes fast, so we've got to go to the... get Angus off the beach. I don't know what he's got today. Put that trick out of his hands. And then I've got to go to the Lua. So we'll be back in just a minute here and he'll talk. First of Hawaii is my mainland every Friday at 3 p.m. on Think Tech Hawaii. We talk about things of interest to those of us who live here, and my past blogs can be found at kawelukas.com. Okay, I didn't listen. My name is Steven Phillip Katz. I'm a licensed marriage and family therapist, and I'm the host of Shrink Rap Hawaii, where I talk to other shrinks. Did you ever want to get your head shrunk? Well, this is the best place to come to pick one. I've been doing this. We must have 60 shows with a whole bunch of shrinks that you can look at. I'm here on Tuesdays at 3 o'clock every other Tuesday. I hope you are too. Aloha. Great content for Hawaii from Think Tech. Welcome back. We've got Angus here today, and Angus is going to talk to us about, hey, you don't got one tech job. Angus! How you doing there, lad? Mr. Funmeister, it's great to see you. I'm excited to go. It's great to see you. I got a wee suggestion for you, though. What would that be? Spin some of that money in your haircut. It's looking pretty bad at the back. You better do something. What do you think about Mr. Grievi? Mr. Grievi, you had no comment. It's about time I seen you speechless. I'm stumped. You're stumped. You're encrypted. You didn't understand how to score this. This is encryption. That's compliant. This is compliant. Right there, lad. Maybe you'll take it all off, and I'll look just like you. There you go. Very nice. Very nice. Anyway, anyway, we got a wee, no gadget this week, because he's the gadget. But the gadget, the thing this week is that you don't got one tech job. So I saw this the other day there when I was thinking about HIPAA compliance. And Rich, I know you have that picture you can throw up there of this guy with the saw. Can you see it? Because I saw it earlier on. Maybe. Oh, anyway, oh, like that it is. How's that? How'd you like that job? You got the saw, and he's getting the boarder down. The guy's back. Okay, this guy going to be in a hospital. Are you going to need HIPAA compliant email for sure? Guaranteed. Anyway, that's my no gadget, but my you-know-got-one-tech job of the week. And like I say at the end of every live a segment, let your wing gang free. We're area B. Aloha! Well, thanks. Thanks very much, and thanks for that great tech, no tech job on that. But again, welcome back and we'll continue our conversation with Ho Ho Agrivi. Hey, that guy's got to go viral one of these days. Yeah, right. We can only hope. I think he has gone viral. Up here. So anyway, we talked about at the beginning of the show we talked about encrypted email. Now you've gone beyond encrypted email. Now you've taken it to a new level. Digital DLP, digital loss prevention. Yes. I call it I know it's industry standard name, but I call it digital leakage prevention because to me it has a different kind of connotation than just loss prevention. But tell us about what that piece is now with the encrypted email. Yeah. So at Powbox our theory is we use customer feedback as a roadmap of what to build and when to build it and our larger customers and prospects were all asking for the same thing and they were saying to us hey, we love that you encrypt all our outbound email but we're a larger group and certain segments of our users shouldn't be sending certain things regardless if it's encrypted or not. So can you scan this group of users for certain datasets and if you find it quarantine it and send alerts to the relevant parties. So it's about risk mitigation kind of a CYA play for large organizations. So we turned around we gave them what they want and we also coupled in inbound and outbound email archiving because that's also another risk mitigation feature for these people. HR, disaster recovery, e-discovery, things like that. Yeah, Hillary Clinton. Great. Yeah. So so we built that and our longer term play is to build a better mousetrap with DLP and we'd like to integrate the Amazon Web Services machine learning API once we get a big enough dataset going for our customers and so we want to use machine learning to even make better results on our outbound DLP scanning and then down the road there might be a chance we build the same concept for inbound email DLP. We're still waiting to talk to more customers to see if that's a thing but if it is a thing that could be a quite a differentiator for us because in the marketplace now all the DLP players focus on outbound DLP. Right. And we've got a step further in our encryption service as it is today where we're encrypting inbound and outbound email from the get go. Right. So it wouldn't be a logical jump knock on wood to turn around and provide this inbound DLP provided we hear enough customer feedback to support the need. To support the need. Why build it and they will come kind of thing might not work in this particular case. No, I don't believe that at all. But give us an example of a DLP that you would want to stop going out. Sure. So this is the thing so the viewer can say, well what would I possibly want to stop going out from a particular group? Sure. So we're going to retirement home in Kala. Okay. And so they have an on-premise exchange server and our service wraps around their product or their on-site server. And so they approached us and said hey we'd like this outbound DLP and we have certain segments of our user base that just have no business sending things like social security numbers Medicaid numbers Medicare numbers or even they have three corporate credit cards on file. Okay. And they wouldn't want those to be sent by this segment of users who it's not in their job function anyway to be doing these services. So that's what we initially turned around and gave them on a fast release cycle. So I get reports that I can see you give me notifications that you prevented this from happening but then if you got a report and you see that some particular individual is sending out a lot you can alert the manager and say we're not sure why this person is doing this. So we the DLP admin Okay. Yeah we're building out functionality for that particular job function and again we can use machine learning where the API is already built for us in Amazon Web Services and we can say hey look here's a pattern I think this is an extra special kind of occurrence going here this might not be accidental maybe pay special attention. Yeah it's an alert. So it becomes a proactive it's proactive in a number of ways. Yes. You're proactive in encrypting everything proactive in doing the DLP but you're also proactive in giving someone a heads up that something doesn't seem quite right. Yeah and I think that's one of the main reasons we put our infrastructure in AWS is because we want to leverage the resources available in their infrastructure to have a competitive advantage over the marketplace. Right. And so you know we get rid of physical servers we take advantage but now hey they got this ML stuff let's not try and rewrite the freaking you know it's already there it's already there so I was just going to say you're using you're using the big names and the tools so you're helping Google to be better email you're helping Office 365 and Microsoft to be better email you're helping all of the different the ahus or whatever people are using to pay large dollar amounts to these organizations or if you've got a free one then you've got other issues you've got to deal with and maybe it's learning something you shouldn't be using these free emails it needs to be more of a managed kind of situation especially on the HIPAA side I mean that often times is breaking the law yeah yeah so yeah Google comes around and says oh I'm HIPAA compliant what's your response to that or Microsoft it can be but you need to do certain things yep and our service can complement that by wrapping around it so we have a lot of customers that stay on G Suite but they use Powerbox to encapsulate their inbound and outbound email and transient it's a seamless deployment relatively it takes 30 minutes for the entire enterprise and there's no client configuration to set on each device and you don't have to do any training that's correct and in an enterprise that can be significant employees and then you announce you don't even have to announce that you're encrypting everybody's email you just do it yeah and it just happens and it's already an administration and your compliance people are very happy that this stuff has been put in place and taken care of so so now DLP's not new I mean there's other players in that space so but I don't know many that's got to wrapped around email so there's a few most of them are doing pattern matching which we've already built that's pretty much the standard but to incorporate the new tools available specifically AWS machine learning yeah that's new and that's going to keep us ahead of the game one of our measures of success is copycats so we know that there will be people that copy us but if we continue to stay razor focused on the customer demand and focus on the customer I think we're going to continue to innovate and represent an existential threat to a large incumbent within five or six years so I want to digress just a little bit because you've got a lot in the community also in San Francisco area so I think it's good to let people know not only have you gotten over there you're growing this company you're the ultimate entrepreneur you're looking for funding by the way so go to www.palbox.com right I can say that right so you can okay I think I just did Angus did yeah someone might be looking for some money but you've done some stuff in the community some kind of unique things that are kind of neat so give us I'm not going to steal your signature so I noticed you know the successful business people in Hawaii present company included the way to demonstrate business leadership is giving back to the community and here in Hawaii especially amplified because it's an island location so I just thought I'd do something to give back to California and San Francisco so when we hit 100 customers we gave away 100 Spamusubis and 100 pairs of socks down on the street in the mission district mission in 16 and then we got into an accelerator called 500 startups last summer we went and gave away 500 Spamusubis on the market street okay and that got picked up by the governor and KITV here so that was neat and then when we hit 500 customers last winter we got 200 bowls of Kulopig in the mission district so a lot of times most of the people there that was the first time having that kind of Hawaiian food so I just thought it would be something nice to do and you know I know my parents really like when we do it yeah it's one of the cultural things that you've brought there yeah you've got and so we only got a little over a minute so give us your website and any Facebook sites pox.com really easiest way to send and receive HIPAA compliant email we're very easy to find online we do that on purpose p-a-u-b-o-x.com okay and we're just doing it and then follow up so anyway no one goes oh you're using it good thing I didn't tip this thing outside now anyway this is your autographs oh look up number 116 in the series I don't think we were giving them out the first time you were on the show I'll make sure I bring it back from when you give me a Spam Usubis red solo cups in red solo cups yeah anyway this is Gorda the Tech Sour here with Rick's The Fun Meister Wednesdays at two now a clock two now a clock we got Rich and Ray are helping us so please come and watch us again live on Think Tech thank everybody for helping us pull this together and like we say at the end of every show one, two, three how you doing thanks Rich you're welcome