Sramana Mitra: How did you fund the company? Assaf Rappaport: The company started with an investment from Sequoia Capital. Sramana Mitra: So you raised concept financing from Sequoia? Assaf Rappaport: Yes. Sramana Mitra: That’s very unusual. How did you manage to do that? That’s happening very rarely nowadays in the industry.
Sramana Mitra: Where do you see services like Shutterfly going? Matthew Dornquast: People who focus on everything will ultimately win over the specialization. There is always some new temporal period where a new format will get off, but then the large platforms absorb them. Sramana Mitra: If you were to ask entrepreneurs to look at opportunities in
Sramana Mitra: If you look at the security budgets, security has always been an active area. Part of it is because there are all sorts of creative ways in which hackers tend to find ways to penetrate organizations. Also, there’s the constantly changing architectural issues. The whole cloud thing is relatively new. There is a
Sramana Mitra: There’s another question on something that I asked you earlier about. Google has an incredible P&L. They have a business model that just throws out cash. They don’t want to pay that cash as taxes so they’re doing all sorts of things for the consumers and small business to benefit them. They certainly
Sramana Mitra: The enterprise that is a customer of Salesforce, when it decides to access Salesforce.com, would access it through the Adallom network. Assaf Rappaport: Exactly. Bank of America or EMC who are using Salesforce, or Box, or whatever software applications they’re using; it’s their data that we are protecting. Of course, we are collaborating with
Matthew Dornquast: That’s not enough. You have a database of consumers and you want to remind them that you have a business offering. You want to encourage them to participate in that. You need the connective tissue between your marketing systems and your enterprise sales force systems so that you will be able to recognize and
Assaf Rappaport: Let’s take an example. I’m accessing the application from my home from an unmanaged device. So end point security is not going to be relevant. I could be accessing it through a public network, Internet café, or my own private network. All your perimeters, firewall, IDS, and other good stuff that you invested in
Sramana Mitra: I can understand why Google is doing that, but as a private company that has to make money to survive and build business value, what is the justification of being in that business of offering something for free? Matthew Dornquast: There’re a lot of benefits for the business if you know how to harness