Sramana Mitra: What kinds of customers are particularly resonating with your value proposition?
Tim Prendergast: The unique thing about us is, coming from being practitioners first, we are able to understand the problems that anyone going to use the cloud is going to have. In fact, the beauty of a standardized API platform like an Amazon or Azure is that whether you’re a two-person startup or you’re a company with 20,000 engineers, you can do the same things to the platform. This means that you have the same opportunity, for the first time in history, to have the same kind of security that the big cloud success stories and the big enterprises have.
We have a very broad mix of customers that we’re very successful with. They range from people who have not raised money yet but are working on a prototype to venture-backed startups, to successful SMB’s, and all the way to the Fortune 250 where you have global teams working in parallel on different projects. We see a different view of our product for many people but we, universally, deliver value across the core concepts of automating the visibility, the identification of issues, the compliance and security risk assessment of those issues as well as the remediation and work flow that can happen. That’s a universal value proposition that these customers are taking away.
Sramana Mitra: What sized customers typically buy from you?
Tim Prendergast: I would say a lot of our customers are large enterprises with thousands of employees and significant revenue streams that are often public market or regulated companies. We also have a significant portion of our customer base that is the small and medium businesses of the world delivering a lot of the consumer Internet services on a day-to-day basis.
Sramana Mitra: Let’s switch to the broad industry trend question. Given your area of expertise, where do you see open problems that a new company should be focusing on today?
Tim Prendergast: The one thing that’s probably not new but is something we should be very aware of is that in addition to the security data and telemetry about new attacks and malware, we also have tons of data coming in, such as user behavior data, application monitoring data, metrics and KPIs that we’re measuring across global infrastructures including human capital.