Sramana Mitra: What stage are you at? How many customers? What kind of adoption are you seeing and what are you hearing from the customers?
Amos Stern: We have north of 70 enterprise customers. We have raised $58 million in four rounds. Today, we have a very mature solution and market. Customers are saying that it’s a very big improvement in efficiency.
They can respond in orders of magnitude faster when there’s automation involved. They get more value out of their security systems that they already bought because they just have more processes to use those tools.
They get more out of the people that they have. The people can be focusing on the more high-level investigation rather than the triage of noise. They don’t have to deal with data collection. They have better attention as well. They also have visibility into the operation that they didn’t have before.
Many times, I would ask customers before we start deployment, “What is the time that it takes to respond to phishing or ransomware?” It was really hard to get this data, because it wasn’t managed in one place. It was people doing work on different systems. It wasn’t captured in one workbench.
It also gives managers a lot of visibility into what’s working and what doesn’t. They can work on improving because they know what’s not working well.
Sramana Mitra: How do you quantify that they are getting more value out of existing systems? You must have thought this through since you have so many customers. You had to make this case. How did you do that?
Amos Stern: It’s a little bit more tangible than the others, but you can still measure it by the amount of time they are using the system. If a customer has an EDR platform and they’re using it to do detection, they’re also using it in investigation response. Typically that would be done manually.
Sometimes you would be reaching back to these systems to bring more information. That would be done manually. With automation applied, you can use that EDR platform every time there’s an alert. The usage of a particular system is 10x or 100x more.
Sramana Mitra: In the work that you’re doing, what systems are least used and that you are unlocking value from?
Amos Stern: A lot of the different flavors of security analytics like network security systems have a lot of data or different data lakes. Many organizations collect data, but they don’t necessarily use it because it’s hard to build it in real-time.
I feel like where there’s more data, we can help unlock more value. We can help you access this data in a process instead of manually. You can define when you want this data to be accessed. You can say, “I want to be fetching more data from my vulnerability system.” Sometimes you can make a decision based on that. Sometimes, you can just present it in a very clear way.