Sramana Mitra: What is your strategy vis-a-vis the players like Qualys and Palo Alto Networks? Are there opportunities for partnerships? If they’re not your direct competitors, do they have anything in their portfolio that you compete with? That would then open you up to large enterprises.

Aimei Wei: We have integrations with Palo Alto’s firewall. We also have integrations with other Palo Alto products. When customers have those products, we are able to support them. We do have the integration. We do have integration with Qualys.

Vulnerabilities is an important source of data. We have the integration with other top providers like Qualys and Tenable. We also have integrations with other top firewall providers – Checkpoint, Fortinet, and Cisco. There is definitely synergy there. On the other hand, we have quite a different customer base at this point. Palo Alto services larger enterprises. Their XDR is more close to systems. Their XDR is mainly integrated among their own product.

We call ourselves open XDR. We integrate with almost all of the security tools. One principle we have is to help people preserve their existing investments. We don’t see much overlap between us. In the future when we get to the bigger enterprise, there could be some synergy there.

Sramana Mitra: When I look at companies in our portfolio and I’m talking to investors investing in cyber security, there is a lot of concern about accessing the large customers directly. You go to RSA and see 2,000 vendors. It’s impossible for the customers to keep track of all of these things. If Palo Alto brings you to the party as part of their solution, that is a much better way of getting into the enterprises.

Aimei Wei: I totally agree with you. We need a partner that has access to the larger enterprise to bring us in. We are developing in that direction. Our focus is on the outcome – to prove the value. What people are looking for is a solution that can help them sleep better at night.

Sramana Mitra: The other portion of your customer base, are they mid-market customers?

Aimei Wei: Yes. One of our customers is a $3 billion company. We have another example. They provide bottles for water. Gulfstream is another example. They manufacture jets. We also have good traction in universities. It’s very effective for their environment.

Sramana Mitra: Interesting. I’m going to switch to open problems in your space. Cyber security is extremely crowded. There are so many segments, providers, and startups. If you look at the landscape, what do you see as open problems that need solutions that you’re not working on?

Aimei Wei: If you go to RSA this year, XDR is a big topic. More than a hundred companies have XDR. This validates the vision. We all converge to the idea. We need a platform that can connect all the attack surfaces together. How much of that has been really implemented? How many of the solutions work effectively towards the goal? In the next 5 to 10 years, this will still be a major thing in my view.