Prowler's Toni De La Fuente plans in weeks, not months

Ten years ago, Toni De La Fuente needed a way to check whether his cloud environments were secure. He was working across AWS, Azure, and Google Cloud, and nothing on the market did what he wanted. So he wrote it himself. "I wanted to learn by doing," he told the CEO.com Podcast. "I wanted to understand cloud security at a deeper level, and writing the tool seemed like the best way to do that."

He named it Prowler after the first song on Iron Maiden's first album, and kept the habit as the project grew. Version 3 was Piece of Mind. Version 4 was The Trooper. Today Prowler is the most widely used open-source cloud security platform in the world, and De La Fuente says downloads are approaching 50 million.

For years it was a second job. He worked as a senior security engineer at AWS by day and maintained Prowler at night and on weekends, reviewing issues, answering feature requests, and supporting a community that kept growing whether he had time for it or not. Investors started calling before he had a pitch. "When you build a successful open-source project in a market with huge opportunities, like cloud security, investors start paying attention," he said. "Eventually I realized I needed to choose one path, so I decided to go all-in on Prowler." The company raised $6 million in seed funding led by Decibel in early 2024, then extended the round to $12.5 million.

His argument on the show starts with a shift in how software gets described. "Years ago people would say, 'I'm building an application for Windows' or 'I'm building for Linux,'" he said. "Now people say, 'I'm building for the cloud.' The cloud providers have effectively become the new operating systems." Every application is now a pile of components, databases, APIs, storage, and increasingly AI models, and each one has its own security requirements. Secure code on a misconfigured cloud is not a secure system. "At the end of the day, AI security is increasingly becoming cloud security."

Humans are no longer Prowler's only users. The company now calls itself the Agentic Cloud Defender because AI agents run it too. "Cloud security contains a lot of deterministic information," De La Fuente said. "You can't simply ask an AI model, 'What's wrong with my cloud?' The AI needs context." That context lives in Prowler Hub, a public library of security checks, compliance frameworks, and attack path queries. He compares it to Terraform Registry or Docker Hub. Much of what fills it now comes from outside the company: community members have contributed support for Microsoft 365, Google Cloud, Cloudflare, GitHub, and other services the original tool never touched.

The community that built Prowler does not pay for it, and cloud infrastructure is not free. So the open-source core stays free while the company charges for alerts, bulk provisioning, centralized findings management, single sign-on, and advanced AI features. "People understand that if they want the project to continue growing, the company needs a way to generate revenue," he said.

After 27 years in cybersecurity, De La Fuente calls running the company the hardest thing he has ever done. Prowler is fully remote, with more than 20 people across five time zones, a structure nobody designed. The first engineer he hired was already remote. The second lived in another city. "At this point, I don't think we could change it even if we wanted to." Planning horizons have collapsed along the way. "The other day someone suggested planning a feature rollout over the next two months. I said, 'Two months? Let's plan for two weeks.' The pace of change is just too fast."

He grew up in a small town in southern Spain, and he tells his own story as a series of yeses. A chance to work with computers at 19, yes. Madrid, yes. The United States, yes. He is saying yes again, moving to San Francisco to be near the partners and customers concentrated there. "Being a CEO means constantly making decisions without immediately knowing whether they're right or wrong," he said. "Moving to San Francisco is one of those decisions."

The one he seems surest about is the size of the market. "Ultimately, we want Prowler to be used by every organization operating in the cloud," he said. "Which is basically every organization."

00:00:00 Introduction and Background of Toni
00:00:20 Founding of Prowler
00:01:25 Transition from Open Source Project to Company
00:02:52 Importance of Security in the Age of AI
00:05:21 Opportunities in Cloud Security
00:07:24 Concerns about Security Vulnerabilities in Old Code
00:10:01 Growth and Adoption of Prowler
00:12:02 A Day in the Life of a CEO
00:13:41 Decision to Go Fully Remote
00:15:02 Moving to San Francisco
00:16:41 Reading Recommendations for CEOs
00:19:44 Leadership Lessons and Challenges
00:21:07 Macroeconomic Environment and Planning
00:23:52 Funding and Venture Capital
00:26:10 Balancing Community and Company Needs
00:28:33 Community Reaction to Paid Features
00:30:03 Future Growth Potential of Prowler
00:31:28 Competitors in the Cloud Security Space
00:34:39 Thoughts on Quantum Computing
00:35:31 Reflecting on Opportunities and Support
00:37:12 Closing Remarks and Gratitude

WEBVTT

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Or<00:03:51.400> I'm<00:03:51.560> building<00:03:51.880> my<00:03:52.000> application<00:03:52.480> for<00:03:53.240> Unix<00:03:53.920> or<00:03:54.160> Linux.

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Now<00:03:55.160> people<00:03:55.440> says<00:03:55.760> I'm<00:03:55.960> building<00:03:56.200> my<00:03:56.320> application<00:03:56.840> for<00:03:57.720> the<00:03:57.920> cloud,<00:03:58.600> right?

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For<00:03:59.440> internet.<00:04:00.400> Or<00:04:00.680> the<00:04:00.880> you<00:04:00.960> know,<00:04:01.080> they<00:04:01.320> they<00:04:01.760> the<00:04:02.080> the<00:04:02.200> cloud<00:04:02.480> providers<00:04:03.040> are<00:04:03.200> the<00:04:03.320> new<00:04:03.480> operating<00:04:03.880> systems<00:04:04.600> somehow.

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So<00:04:05.520> when<00:04:05.720> you<00:04:05.840> build<00:04:06.080> that<00:04:06.280> application<00:04:07.760> um<00:04:08.280> with<00:04:08.480> different<00:04:08.840> components,<00:04:09.560> right?

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You<00:04:10.200> you<00:04:10.280> know,<00:04:10.400> you<00:04:10.600> have<00:04:10.760> your<00:04:10.920> database<00:04:11.760> for<00:04:12.000> for<00:04:12.320> a<00:04:12.360> persistent<00:04:12.920> storage<00:04:13.920> or<00:04:14.520> your<00:04:14.959> your<00:04:15.600> web<00:04:15.840> UI,<00:04:16.440> whatever.

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All<00:04:17.600> those<00:04:17.840> components<00:04:18.799> they<00:04:19.079> require<00:04:19.920> security.

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They<00:04:21.015> require<00:04:21.550> their<00:04:22.085> own<00:04:22.620> specific<00:04:23.155> security<00:04:23.690> um<00:04:24.225> measure,<00:04:24.760> right?

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So<00:04:25.840> what<00:04:26.040> we<00:04:26.200> want<00:04:26.560> to<00:04:26.919> to<00:04:27.400> we<00:04:27.520> want<00:04:27.800> to<00:04:27.880> make<00:04:28.160> sure<00:04:28.880> all<00:04:29.080> those<00:04:29.320> components<00:04:30.280> in<00:04:30.480> their<00:04:30.760> place<00:04:31.960> whatever<00:04:32.320> it<00:04:32.520> is<00:04:33.000> Vercel<00:04:33.600> or<00:04:33.840> is

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Azure,<00:04:35.160> is<00:04:35.400> Google<00:04:35.680> Cloud,<00:04:36.600> and<00:04:37.280> the<00:04:37.440> components<00:04:38.200> at<00:04:38.360> the<00:04:38.440> same<00:04:38.720> time<00:04:38.960> that<00:04:39.480> they<00:04:39.640> are<00:04:39.800> using<00:04:40.280> those<00:04:40.600> clouds<00:04:41.120> like<00:04:42.040> their<00:04:42.240> own<00:04:42.840> AI

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like<00:04:44.200> Bedrock<00:04:44.680> for<00:04:44.840> AWS<00:04:45.400> or<00:04:45.640> any<00:04:45.880> other<00:04:46.840> uh<00:04:46.960> for<00:04:47.280> other<00:04:47.520> clouds<00:04:48.440> are<00:04:48.680> secure<00:04:49.160> as<00:04:49.360> well.

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So<00:04:50.360> that<00:04:50.600> way<00:04:50.800> the<00:04:50.960> application<00:04:51.480> is<00:04:51.600> secure.

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Of<00:04:52.520> course,<00:04:52.760> the<00:04:52.880> whole<00:04:53.080> infrastructure<00:04:53.720> is<00:04:53.840> secure<00:04:54.600> and<00:04:55.120> the<00:04:55.360> AI<00:04:56.040> around<00:04:56.480> those<00:04:56.760> tools<00:04:57.160> is<00:04:57.320> secure<00:04:57.680> because<00:04:58.480> it's<00:04:58.640> not<00:04:58.840> only<00:04:59.040> about<00:04:59.640> building<00:04:59.960> an<00:05:00.080> application.

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Nowadays<00:05:01.560> uh<00:05:01.720> pretty<00:05:02.000> much<00:05:02.240> any<00:05:02.440> workload<00:05:03.200> has<00:05:03.880> an<00:05:04.120> AI<00:05:04.400> component<00:05:05.200> that<00:05:05.360> is<00:05:05.520> using<00:05:05.880> an<00:05:06.120> AI<00:05:06.480> infrastructure,<00:05:07.640> right?

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A-<00:05:08.840> APIs,<00:05:09.800> data<00:05:11.320> um<00:05:12.080> you<00:05:12.200> know,<00:05:12.360> and<00:05:12.560> everything<00:05:12.919> around<00:05:13.360> that.

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So<00:05:14.840> to<00:05:14.960> secure<00:05:15.440> all<00:05:15.640> those<00:05:15.880> components<00:05:16.600> are<00:05:17.520> every-<00:05:18.160> at<00:05:18.280> the<00:05:18.360> end<00:05:18.480> of<00:05:18.560> the<00:05:18.600> day<00:05:18.760> cloud<00:05:19.080> security,<00:05:19.720> right?

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because<00:05:21.040> uh<00:05:21.080> AI<00:05:21.400> is<00:05:21.560> in<00:05:21.640> the<00:05:21.720> cloud.<00:05:21.960> Of<00:05:22.080> course,<00:05:22.280> you<00:05:22.360> can<00:05:22.560> buy<00:05:22.840> AI<00:05:23.080> locally<00:05:23.480> for<00:05:23.680> in<00:05:23.800> many<00:05:24.080> cases<00:05:25.000> is<00:05:25.200> needed.

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But<00:05:26.360> also<00:05:26.680> for<00:05:26.880> that<00:05:27.360> we<00:05:27.919> have<00:05:28.320> a<00:05:28.400> solution<00:05:29.040> to<00:05:29.200> run<00:05:29.560> Prowler<00:05:29.960> locally,<00:05:30.560> also<00:05:30.840> for<00:05:31.040> private<00:05:31.360> clouds.

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So<00:05:34.560> where<00:05:34.760> are<00:05:34.840> you<00:05:34.960> seeing<00:05:35.200> the<00:05:35.280> most<00:05:35.520> opportunity<00:05:36.160> right<00:05:36.400> now?

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Like<00:05:36.840> who's<00:05:37.040> coming<00:05:37.400> to<00:05:37.560> you<00:05:38.120> and<00:05:38.320> how<00:05:38.480> are<00:05:38.640> you<00:05:39.400> uh<00:05:39.560> thinking<00:05:39.960> about<00:05:40.320> it<00:05:40.440> in<00:05:40.520> terms<00:05:40.800> of<00:05:40.919> it?

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What<00:05:41.160> advice<00:05:41.480> are<00:05:41.600> you<00:05:41.680> giving<00:05:41.919> companies?<00:05:43.680> So<00:05:44.240> what<00:05:44.600> the<00:05:44.760> the<00:05:44.919> big<00:05:45.320> opportunity<00:05:46.000> here<00:05:46.360> is<00:05:46.680> to<00:05:46.840> be<00:05:47.000> able<00:05:47.480> to<00:05:48.560> be<00:05:49.120> helpful

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as<00:05:50.480> for<00:05:50.760> agents.<00:05:51.560> So,<00:05:51.680> that<00:05:51.840> is<00:05:51.960> why<00:05:52.160> we<00:05:52.280> call<00:05:53.000> ourselves<00:05:53.600> now<00:05:53.960> like<00:05:54.280> the<00:05:54.680> agentic<00:05:56.160> cloud<00:05:56.440> defender<00:05:57.480> because<00:05:57.840> it's<00:05:58.000> not<00:05:58.240> only

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humans<00:05:59.320> using<00:05:59.680> Prowler,<00:06:00.440> and<00:06:00.600> also<00:06:00.920> agents<00:06:01.600> using<00:06:01.920> Prowler.

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What<00:06:04.360> is<00:06:04.520> the<00:06:05.600> the<00:06:05.760> key<00:06:06.000> part<00:06:06.360> here<00:06:06.720> is<00:06:08.040> the<00:06:08.160> deterministic<00:06:08.960> part<00:06:09.520> of<00:06:09.720> cloud<00:06:09.960> security.

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So,<00:06:10.920> there<00:06:11.040> is<00:06:11.160> no<00:06:11.360> such<00:06:11.600> a<00:06:11.640> thing<00:06:11.880> like,<00:06:12.240> "Okay,<00:06:12.600> give<00:06:12.880> me<00:06:13.200> what<00:06:13.360> is<00:06:13.520> wrong<00:06:13.760> with<00:06:13.840> my<00:06:13.960> cloud?"

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to<00:06:14.800> AI.<00:06:16.360> There's<00:06:16.560> no<00:06:16.760> way<00:06:17.000> to<00:06:17.120> know<00:06:17.360> that.

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You<00:06:17.880> have<00:06:18.040> to<00:06:18.120> go<00:06:18.280> somewhere<00:06:19.400> to<00:06:19.560> see<00:06:20.440> what<00:06:20.720> can<00:06:21.120> go<00:06:21.320> wrong,<00:06:22.080> right?

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If<00:06:22.800> I'm<00:06:22.960> securing<00:06:23.440> my<00:06:24.560> Vercel,<00:06:25.120> my<00:06:25.320> Cloudflare,<00:06:26.040> my<00:06:26.600> Microsoft<00:06:27.080> 365,<00:06:27.760> or<00:06:27.919> my<00:06:28.520> Azure,<00:06:29.680> what<00:06:30.000> are<00:06:30.120> the<00:06:30.280> data<00:06:30.560> points,

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what<00:06:31.160> are<00:06:31.280> the<00:06:31.880> the<00:06:32.040> misconfigurations<00:06:33.160> or<00:06:33.360> the<00:06:33.480> vulnerabilities<00:06:34.240> that<00:06:34.440> can<00:06:34.640> be<00:06:34.880> in<00:06:35.080> those<00:06:35.320> clouds?

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So,<00:06:37.880> Prowler<00:06:38.440> is<00:06:38.640> giving<00:06:38.919> you<00:06:39.040> that.

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It's<00:06:40.600> giving<00:06:40.919> you<00:06:41.280> to<00:06:41.440> your<00:06:41.720> agents,<00:06:42.120> "Hey,<00:06:42.360> I<00:06:42.480> I<00:06:42.560> have<00:06:42.800> to<00:06:42.919> do<00:06:43.080> this<00:06:43.400> to<00:06:43.520> know<00:06:43.800> that."

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You<00:06:44.600> know,<00:06:45.440> if<00:06:45.600> this<00:06:45.760> is<00:06:45.880> a<00:06:45.960> fail<00:06:46.360> because<00:06:46.600> this<00:06:46.800> is<00:06:46.840> a<00:06:46.880> not<00:06:47.080> recommended<00:06:47.800> configuration,<00:06:48.640> and<00:06:49.520> this<00:06:49.720> configuration<00:06:50.360> plus<00:06:50.960> this<00:06:51.240> status<00:06:51.800> plus<00:06:52.360> that<00:06:53.560> generates

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an<00:06:54.160> attack<00:06:54.480> path.<00:06:55.600> So,<00:06:55.919> all<00:06:56.160> that<00:06:56.360> stuff<00:06:56.760> is<00:06:57.000> not<00:06:57.320> magic.

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So,<00:06:58.680> you<00:06:58.840> can<00:06:59.040> you<00:06:59.160> cannot<00:06:59.520> tell<00:06:59.840> an<00:07:00.600> AI,<00:07:01.160> "Hey,<00:07:01.960> go<00:07:02.200> to<00:07:02.360> my<00:07:03.160> AWS<00:07:03.840> and<00:07:04.040> tell<00:07:04.200> me<00:07:04.360> what's<00:07:04.560> wrong."

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AI<00:07:06.240> needs<00:07:06.760> to<00:07:06.880> know<00:07:08.040> the<00:07:08.200> goods<00:07:09.160> and<00:07:09.360> the<00:07:09.520> and<00:07:09.680> the<00:07:09.760> bads<00:07:10.280> of<00:07:11.320> those<00:07:12.160> those<00:07:12.400> those<00:07:12.640> clouds,<00:07:13.160> and<00:07:13.360> that<00:07:13.520> is<00:07:13.640> what<00:07:13.840> we

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are<00:07:14.480> we<00:07:14.640> have.<00:07:15.120> It's<00:07:15.440> called<00:07:15.800> Prowler<00:07:16.240> Hub.

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It's<00:07:17.360> like<00:07:18.200> the<00:07:18.720> Terraform<00:07:19.160> Registry<00:07:19.640> or<00:07:19.760> Docker<00:07:20.080> Hub,<00:07:20.880> but<00:07:21.200> for<00:07:21.640> cloud<00:07:21.960> security<00:07:22.520> artifacts.

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How<00:07:24.760> worried<00:07:25.040> are<00:07:25.200> you<00:07:25.440> about<00:07:25.919> like<00:07:26.200> like<00:07:26.400> Cloud<00:07:27.480> they<00:07:27.640> haven't<00:07:27.880> released<00:07:28.280> it<00:07:28.360> yet,<00:07:28.520> but<00:07:28.640> they<00:07:29.000> announced<00:07:29.520> Mythos<00:07:30.240> that<00:07:30.360> was<00:07:30.520> finding<00:07:30.919> all<00:07:31.080> of<00:07:31.200> these<00:07:31.640> security<00:07:32.240> errors,

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and<00:07:33.200> you<00:07:33.280> know,<00:07:33.520> like<00:07:33.760> major<00:07:34.120> security<00:07:34.560> errors.

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How<00:07:35.480> worried<00:07:35.720> are<00:07:35.840> you<00:07:36.120> that<00:07:36.560> we<00:07:36.720> have<00:07:36.880> to<00:07:37.000> rewrite<00:07:37.440> a<00:07:37.520> lot<00:07:37.919> of<00:07:38.200> old<00:07:38.560> code<00:07:39.080> that<00:07:39.200> has<00:07:39.440> a<00:07:39.480> lot<00:07:39.800> of<00:07:39.960> security<00:07:40.600> vulnerabilities<00:07:41.600> throughout<00:07:42.040> industries?

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I<00:07:44.200> think<00:07:44.440> that<00:07:44.680> that<00:07:44.880> is<00:07:45.240> of<00:07:45.400> course<00:07:45.680> is<00:07:46.080> somehow<00:07:46.600> can<00:07:46.800> be<00:07:46.920> a<00:07:47.000> problem<00:07:47.440> that<00:07:47.640> I<00:07:47.680> think<00:07:47.920> they<00:07:48.040> are<00:07:48.160> doing<00:07:48.520> some<00:07:48.760> sort<00:07:49.000> of<00:07:49.200> responsible<00:07:50.560> release<00:07:51.920> of

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Mythos.<00:07:54.480> And<00:07:54.640> that<00:07:54.800> is<00:07:54.920> going<00:07:55.120> to<00:07:55.280> make<00:07:55.680> us<00:07:56.920> if<00:07:57.480> if<00:07:57.640> we<00:07:57.760> control<00:07:58.480> the<00:07:59.000> you<00:07:59.120> know<00:07:59.400> the<00:08:00.560> um

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the<00:08:03.560> explosion<00:08:04.240> of<00:08:04.400> that.

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Yeah.<00:08:05.560> Um<00:08:06.120> we<00:08:07.720> we<00:08:08.000> are<00:08:08.160> going<00:08:08.440> to<00:08:08.720> have<00:08:09.080> a<00:08:09.120> better<00:08:09.480> software<00:08:10.440> and<00:08:11.320> from<00:08:11.560> a<00:08:11.600> scratch.

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But<00:08:13.440> at<00:08:13.520> the<00:08:13.600> end<00:08:13.760> of<00:08:13.880> the<00:08:13.960> day,<00:08:14.400> so<00:08:14.720> I<00:08:14.800> mean<00:08:15.000> everybody<00:08:15.400> is<00:08:15.640> is<00:08:15.960> is<00:08:16.080> talking<00:08:16.400> about<00:08:16.640> yeah,<00:08:16.840> the<00:08:17.040> end<00:08:17.320> of<00:08:17.720> of<00:08:18.080> the<00:08:18.200> security<00:08:18.800> as<00:08:19.080> we<00:08:19.200> know.

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And<00:08:19.880> kind<00:08:20.280> of,<00:08:20.880> but<00:08:21.560> first<00:08:21.800> of<00:08:21.919> all,<00:08:22.080> not<00:08:22.280> everybody<00:08:22.640> is<00:08:22.720> using<00:08:23.320> unfortunately<00:08:24.240> AI.

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Not<00:08:25.360> everybody<00:08:25.760> can<00:08:26.000> afford<00:08:26.520> it.<00:08:27.040> Of<00:08:27.240> course,<00:08:27.520> if<00:08:27.640> we<00:08:27.760> go<00:08:27.960> to<00:08:28.080> Silicon<00:08:28.440> Valley,<00:08:28.760> we<00:08:28.919> go<00:08:29.080> to<00:08:29.600> to<00:08:29.720> the<00:08:30.640> first<00:08:30.880> world,<00:08:31.160> you<00:08:31.400> know,<00:08:31.640> Europe,<00:08:32.719> many<00:08:32.960> places<00:08:33.360> in

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in<00:08:33.760> Asia,<00:08:34.400> and<00:08:34.560> of<00:08:34.680> course<00:08:35.400> US.

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Everybody<00:08:37.880> has<00:08:38.200> changed<00:08:38.520> the<00:08:38.640> ways<00:08:39.400> of<00:08:39.760> developing<00:08:40.800> software.

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So<00:08:41.599> and<00:08:41.719> the<00:08:41.800> software<00:08:42.200> is<00:08:42.440> supposed<00:08:42.919> to<00:08:43.000> be<00:08:43.120> more<00:08:43.760> more<00:08:44.000> secure.

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But<00:08:45.040> it<00:08:45.120> is<00:08:45.280> not.<00:08:46.800> It<00:08:46.960> is<00:08:47.120> not<00:08:47.320> always<00:08:47.560> the<00:08:47.680> case<00:08:47.960> because<00:08:48.280> it's<00:08:48.440> not<00:08:48.640> just<00:08:49.160> okay,<00:08:49.760> you<00:08:50.360> write<00:08:50.880> in<00:08:51.120> Rust<00:08:52.160> how<00:08:52.320> to<00:08:52.480> do,<00:08:53.000> you

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know,<00:08:53.280> whatever<00:08:53.600> application.<00:08:54.400> Oh,<00:08:55.040> okay.

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One<00:08:56.440> shot,<00:08:57.200> if<00:08:57.360> you<00:08:57.640> have<00:08:58.160> the<00:08:58.280> proper<00:08:58.640> prompt,<00:08:59.440> you<00:08:59.600> are<00:08:59.720> going<00:08:59.880> to<00:09:00.000> have<00:09:00.200> a<00:09:00.320> something<00:09:00.680> secure.

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Kind<00:09:01.640> of<00:09:01.720> secure,<00:09:02.080> right?<00:09:02.720> But<00:09:02.839> it's<00:09:03.200> software<00:09:03.560> is<00:09:03.760> way<00:09:04.280> more<00:09:04.560> than<00:09:04.800> just<00:09:05.360> the<00:09:05.440> software.

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It's<00:09:07.200> is<00:09:07.320> the<00:09:07.400> integration,<00:09:08.040> is<00:09:08.160> the<00:09:08.240> deployment,<00:09:08.839> is<00:09:08.920> the<00:09:09.480> is<00:09:09.600> the<00:09:10.600> QA,<00:09:11.120> is<00:09:11.280> the<00:09:11.400> test.

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Is<00:09:12.720> is<00:09:12.880> the<00:09:13.040> is<00:09:13.360> is<00:09:13.480> running<00:09:13.800> in<00:09:13.920> production<00:09:14.680> with<00:09:14.839> everything<00:09:15.160> around.

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Probably<00:09:15.960> your<00:09:16.120> software<00:09:16.440> is<00:09:16.560> perfect,<00:09:17.280> but<00:09:17.440> it's<00:09:17.640> running<00:09:17.920> on<00:09:18.080> top<00:09:18.320> of<00:09:18.560> a<00:09:19.360> vulnerable<00:09:20.280> firewall.

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Right.<00:09:22.040> Right?<00:09:22.800> So<00:09:24.200> it's<00:09:24.480> not<00:09:24.800> only<00:09:25.040> about<00:09:25.320> delivering<00:09:25.760> secure<00:09:26.120> software.

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It's<00:09:26.920> beyond<00:09:27.240> that.<00:09:27.880> Um<00:09:28.400> and<00:09:29.000> connecting<00:09:29.440> the<00:09:29.520> dots.

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So<00:09:31.200> we<00:09:31.320> will<00:09:31.480> see<00:09:31.600> we<00:09:31.760> will<00:09:31.920> see<00:09:32.240> how<00:09:32.839> powerful<00:09:33.560> those<00:09:33.920> models<00:09:34.480> are<00:09:35.040> when<00:09:35.200> it<00:09:35.320> comes<00:09:35.640> to<00:09:35.840> real<00:09:36.280> security<00:09:38.200> beyond<00:09:39.080> software

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security.<00:09:40.880> But<00:09:41.240> but<00:09:41.360> again,<00:09:41.960> to<00:09:42.080> detect<00:09:42.640> vulnerabilities<00:09:43.920> of<00:09:44.240> existing<00:09:44.720> software,<00:09:45.800> moreover,<00:09:46.360> if<00:09:46.520> it's<00:09:46.760> open<00:09:47.240> open<00:09:47.440> source<00:09:47.800> and

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a<00:09:48.040> lot<00:09:48.240> of<00:09:48.320> people<00:09:48.600> is<00:09:48.720> using<00:09:49.000> it,<00:09:49.840> this<00:09:50.240> is<00:09:50.440> is<00:09:50.640> a<00:09:50.680> good<00:09:50.880> thing.

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If<00:09:51.960> if<00:09:52.160> it<00:09:52.320> is<00:09:53.080> following<00:09:53.560> the<00:09:53.640> best<00:09:53.840> practices,<00:09:54.400> which<00:09:54.640> is<00:09:55.360> always<00:09:55.760> in<00:09:55.880> the<00:09:56.000> good<00:09:56.240> people<00:09:56.560> is<00:09:56.680> doing<00:09:56.960> that,<00:09:57.200> the<00:09:57.280> bad<00:09:57.520> guys<00:09:57.880> are<00:09:58.000> not.

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But<00:09:59.480> yeah,<00:09:59.760> let's<00:10:00.080> let's<00:10:00.280> see.<00:10:01.800> Are<00:10:01.960> you<00:10:02.120> seeing<00:10:02.440> a<00:10:02.480> lot<00:10:02.680> of<00:10:02.760> growth<00:10:03.120> in<00:10:03.200> your<00:10:03.320> company<00:10:03.760> ever<00:10:03.960> since<00:10:04.320> kind<00:10:04.480> of<00:10:04.560> these<00:10:04.760> like<00:10:05.000> open<00:10:05.280> source,<00:10:06.080> like<00:10:06.320> open<00:10:06.560> cloud<00:10:06.960> type

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AI<00:10:08.800> things<00:10:09.320> have<00:10:09.880> exploded?

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I<00:10:11.200> mean,<00:10:11.360> open<00:10:11.600> cloud<00:10:11.800> I<00:10:11.880> think<00:10:12.080> is<00:10:12.200> like<00:10:12.360> the<00:10:12.920> most<00:10:13.280> used<00:10:13.560> GitHub<00:10:13.960> thing<00:10:14.200> of<00:10:14.320> all<00:10:14.480> time<00:10:14.840> or<00:10:15.000> or<00:10:15.200> however<00:10:15.440> that's<00:10:15.680> categorized.

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Like<00:10:16.760> Like<00:10:16.960> are<00:10:17.080> you<00:10:17.240> seeing<00:10:17.600> like<00:10:18.240> boon<00:10:18.680> in<00:10:18.800> your<00:10:19.000> business<00:10:19.440> as<00:10:19.600> people<00:10:19.840> begin<00:10:20.160> to<00:10:20.280> think<00:10:20.560> about<00:10:20.840> security?

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Uh<00:10:22.960> what<00:10:23.280> we<00:10:23.440> see<00:10:23.800> is<00:10:24.000> a<00:10:24.040> lot<00:10:24.240> of<00:10:24.360> adoption.

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Yeah,<00:10:25.040> we<00:10:25.200> have<00:10:25.440> pass<00:10:26.160> we<00:10:26.280> have<00:10:26.560> now<00:10:26.880> close<00:10:27.280> to<00:10:27.440> 50<00:10:27.920> million<00:10:28.400> of<00:10:28.560> downloads<00:10:29.240> of<00:10:29.520> Prowler<00:10:30.280> open<00:10:30.520> source.

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Uh<00:10:32.480> 50<00:10:33.200> millions.

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That's<00:10:34.320> incredible.<00:10:35.480> That's<00:10:35.720> actually<00:10:36.120> Yeah,<00:10:36.360> uh<00:10:37.520> and<00:10:38.000> and<00:10:38.160> because<00:10:38.520> people<00:10:38.920> needs<00:10:39.520> open<00:10:39.920> source<00:10:40.600> and<00:10:41.200> trust<00:10:42.520> open

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source<00:10:43.280> and<00:10:43.520> and<00:10:43.760> and<00:10:44.040> important<00:10:44.480> projects<00:10:45.000> with<00:10:45.320> a<00:10:45.400> company<00:10:45.760> behind<00:10:46.520> with<00:10:46.680> a<00:10:47.240> big<00:10:47.880> big<00:10:48.080> community<00:10:48.480> behind.

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They<00:10:50.000> people<00:10:50.280> needs<00:10:50.640> that.<00:10:51.480> Um<00:10:52.040> our<00:10:52.320> job<00:10:52.640> is<00:10:52.839> of<00:10:53.080> course<00:10:53.360> to<00:10:53.440> monetize<00:10:54.040> that<00:10:54.320> as<00:10:54.480> well.

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But<00:10:55.280> to<00:10:55.360> give<00:10:55.520> you<00:10:55.600> an<00:10:55.720> idea,<00:10:56.240> the<00:10:56.440> release<00:10:56.760> that<00:10:56.960> we<00:10:57.120> have<00:10:58.960> last<00:10:59.240> week<00:10:59.600> and<00:10:59.760> the<00:10:59.880> one<00:11:00.080> that<00:11:00.240> we<00:11:00.400> are<00:11:00.520> going<00:11:00.680> to<00:11:00.800> release<00:11:01.040> this<00:11:01.240> week<00:11:02.280> has<00:11:04.040> all

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the<00:11:04.400> new<00:11:04.600> controls<00:11:05.600> that<00:11:05.800> we<00:11:06.000> are<00:11:06.160> adding<00:11:07.080> and<00:11:07.320> releasing<00:11:08.320> uh<00:11:09.000> are<00:11:09.360> written<00:11:10.280> uh<00:11:10.320> have<00:11:10.440> been<00:11:10.640> written<00:11:10.960> by<00:11:11.160> the<00:11:11.280> community.

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By<00:11:13.160> our<00:11:13.400> community.<00:11:14.120> People<00:11:14.440> that<00:11:14.680> ask<00:11:15.080> new<00:11:15.320> controls<00:11:15.839> to<00:11:16.240> our<00:11:16.520> support<00:11:17.000> to<00:11:17.080> Microsoft<00:11:18.200> 365<00:11:19.680> or<00:11:19.960> to<00:11:20.160> Google<00:11:20.520> Cloud<00:11:21.080> or

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to<00:11:21.600> Cloudflare<00:11:22.320> or<00:11:22.440> even<00:11:22.640> GitHub<00:11:23.240> because<00:11:23.560> we<00:11:23.960> also<00:11:24.320> assess<00:11:25.200> GitHub<00:11:25.960> beyond<00:11:26.800> the<00:11:26.920> code<00:11:27.520> that<00:11:27.720> we<00:11:27.839> can<00:11:28.200> assess<00:11:28.520> the<00:11:28.640> code<00:11:29.400> of

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that<00:11:30.800> is<00:11:30.920> in<00:11:31.040> a<00:11:31.120> repo<00:11:31.600> for<00:11:31.960> your<00:11:32.720> cloud<00:11:33.080> infrastructure,<00:11:34.280> but<00:11:34.440> also<00:11:34.680> the<00:11:34.880> GitHub<00:11:35.360> configuration.

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So,<00:11:36.200> to<00:11:36.320> close<00:11:36.560> the<00:11:36.760> whole<00:11:37.040> circle<00:11:37.480> of<00:11:38.280> not<00:11:38.520> only<00:11:39.120> cloud<00:11:39.360> infrastructure<00:11:40.080> as<00:11:40.440> we<00:11:40.560> know,<00:11:41.200> like<00:11:41.720> AWS,<00:11:42.480> you<00:11:42.600> know,<00:11:42.760> the<00:11:43.000> usual<00:11:43.640> suspects,<00:11:44.640> but

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also<00:11:46.080> everything<00:11:46.480> that<00:11:46.720> can<00:11:46.920> become<00:11:47.800> important<00:11:48.440> key<00:11:48.760> in<00:11:48.960> your<00:11:49.160> infrastructure<00:11:50.680> for<00:11:50.880> the<00:11:51.000> cloud,<00:11:51.320> like<00:11:51.600> can<00:11:51.800> be<00:11:51.920> GitHub<00:11:52.440> or<00:11:52.560> can<00:11:52.720> be<00:11:52.840> Cloudflare,<00:11:53.680> can

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be<00:11:54.160> even<00:11:54.480> Google<00:11:54.880> Workspace.

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Give<00:11:57.600> me<00:11:57.720> a<00:11:57.760> sense<00:11:58.000> for<00:11:58.120> what<00:11:58.280> a<00:11:58.320> typical<00:11:58.760> day<00:11:58.920> looks<00:11:59.160> like<00:11:59.360> for<00:11:59.520> you<00:11:59.800> as<00:12:00.040> the<00:12:00.120> CEO.

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Well,<00:12:02.480> it's<00:12:02.720> a<00:12:03.800> it's<00:12:03.920> a<00:12:03.960> challenge.

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Every<00:12:05.040> day<00:12:05.200> is<00:12:05.360> a<00:12:05.400> big<00:12:05.640> challenge.<00:12:06.400> So,<00:12:06.560> I<00:12:06.640> try<00:12:07.360> to<00:12:07.520> wake<00:12:07.840> up<00:12:08.680> uh,<00:12:08.760> and<00:12:09.000> do<00:12:09.200> sport.

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I<00:12:10.800> I<00:12:11.200> I<00:12:11.360> do<00:12:11.640> running,<00:12:12.480> mostly<00:12:12.880> trail<00:12:13.200> running,<00:12:14.160> or<00:12:14.520> I<00:12:14.640> go<00:12:14.840> to<00:12:14.960> the<00:12:15.080> gym.

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Uh,<00:12:16.480> the<00:12:16.600> perfect<00:12:17.000> day<00:12:17.200> I'm<00:12:17.360> going<00:12:17.520> to<00:12:17.640> draw<00:12:17.880> the<00:12:18.000> perfect<00:12:18.400> the<00:12:18.480> perfect<00:12:18.840> day,<00:12:19.200> which<00:12:19.480> is<00:12:20.200> unlikely<00:12:20.720> to<00:12:20.880> happen,<00:12:21.280> but<00:12:21.480> it<00:12:21.600> may<00:12:21.760> happen.

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Um,<00:12:24.440> I<00:12:24.520> go<00:12:24.680> to<00:12:24.800> the<00:12:24.880> gym<00:12:25.160> early<00:12:25.400> morning,<00:12:26.160> then<00:12:26.480> get<00:12:26.720> a<00:12:26.800> good<00:12:27.000> breakfast,<00:12:28.000> and<00:12:28.240> I<00:12:28.640> sit<00:12:28.960> on<00:12:29.080> my<00:12:29.240> desk<00:12:29.760> to<00:12:30.360> because<00:12:30.640> we<00:12:30.760> are<00:12:30.880> working<00:12:31.480> the

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whole<00:12:31.800> company<00:12:32.120> is<00:12:32.200> working<00:12:32.560> wrong.<00:12:33.480> And<00:12:33.920> um,<00:12:35.240> and<00:12:35.480> I<00:12:35.640> review<00:12:36.200> my<00:12:36.600> messages,<00:12:37.440> I<00:12:37.600> plan<00:12:37.960> the<00:12:38.040> day,<00:12:38.760> pretty<00:12:39.040> much.

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Uh,<00:12:40.480> depending<00:12:40.920> on<00:12:41.240> how<00:12:41.440> the<00:12:41.560> day<00:12:41.680> is<00:12:41.800> going<00:12:42.000> to<00:12:42.080> be,<00:12:43.960> like<00:12:45.240> 50%<00:12:45.880> of<00:12:45.960> the<00:12:46.080> time<00:12:47.080> is<00:12:48.040> outside

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job,<00:12:49.200> right?<00:12:49.520> Like<00:12:49.839> like<00:12:50.120> looking<00:12:50.520> to<00:12:51.080> cast<00:12:51.360> existing<00:12:51.839> customers,<00:12:52.440> new<00:12:52.640> opportunities,<00:12:53.839> partners,<00:12:54.920> or<00:12:55.600> doing<00:12:55.920> something<00:12:56.400> in<00:12:56.600> social

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media.<00:12:58.200> And<00:12:58.360> then<00:12:58.880> internally,<00:12:59.720> to<00:13:00.080> make<00:13:00.280> sure<00:13:00.680> we<00:13:00.960> are<00:13:01.160> all<00:13:01.320> aligned,<00:13:01.960> engineering<00:13:02.720> with<00:13:03.280> with<00:13:03.440> product<00:13:03.720> management,<00:13:04.920> uh,<00:13:05.200> and

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marketing,<00:13:06.080> we<00:13:06.200> are<00:13:06.320> all<00:13:06.560> aligned.<00:13:07.480> Uh,<00:13:07.800> internal<00:13:08.360> sales<00:13:09.040> corporate<00:13:09.280> sales<00:13:09.760> uh,<00:13:10.000> conversations<00:13:10.920> and<00:13:11.200> and<00:13:11.360> meetings.

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But,<00:13:12.360> basically<00:13:12.920> is<00:13:13.320> half<00:13:13.600> time<00:13:14.080> looking<00:13:14.360> outside<00:13:15.600> and<00:13:15.839> half<00:13:16.080> time<00:13:16.760> looking<00:13:17.080> inside,<00:13:18.160> which<00:13:18.400> is<00:13:19.400> not<00:13:19.720> a<00:13:19.800> good<00:13:20.080> balance,<00:13:20.480> I

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think.<00:13:20.880> I<00:13:20.920> have<00:13:21.160> to<00:13:21.320> look<00:13:21.600> more<00:13:21.920> outside,<00:13:22.480> but<00:13:23.240> as<00:13:23.480> we<00:13:23.680> are<00:13:23.839> a<00:13:23.920> very<00:13:24.200> young<00:13:24.480> company,<00:13:25.000> we<00:13:25.480> are<00:13:25.800> a<00:13:25.880> lot<00:13:26.080> of<00:13:26.400> moving<00:13:26.720> parts,<00:13:27.800> and<00:13:28.200> and<00:13:28.360> growing<00:13:29.360> has

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has,<00:13:30.720> you<00:13:30.840> know,<00:13:31.880> required<00:13:32.320> my<00:13:32.480> attention<00:13:32.960> many<00:13:33.200> times<00:13:33.480> internally.

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<00:13:35.560> Yeah,<00:13:35.760> for<00:13:35.960> sure.<00:13:36.160> Give<00:13:36.360> me<00:13:36.560> a<00:13:36.760> sense<00:13:36.960> for<00:13:37.160> why<00:13:37.360> you<00:13:37.560> decided<00:13:37.760> to<00:13:37.960> go<00:13:38.160> all<00:13:38.360> virtual<00:13:38.560> as<00:13:38.760> a<00:13:38.960> company.

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<00:13:41.539> Well,<00:13:42.037> it<00:13:42.536> was<00:13:43.035> I<00:13:43.533> didn't<00:13:44.032> even<00:13:44.531> thought<00:13:45.029> about<00:13:45.528> that<00:13:46.027> because<00:13:46.525> it<00:13:47.024> was<00:13:47.523> like<00:13:48.021> very<00:13:48.520> natural.

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I<00:13:49.600> was<00:13:49.840> working<00:13:50.120> from<00:13:50.280> home<00:13:50.760> before<00:13:51.800> it<00:13:51.920> was<00:13:52.160> right<00:13:52.440> after<00:13:52.800> COVID<00:13:53.280> or<00:13:53.440> kind<00:13:53.640> of<00:13:53.760> a<00:13:54.120> couple<00:13:54.320> of<00:13:54.440> years<00:13:55.080> after<00:13:55.360> COVID.

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And<00:13:57.560> um<00:13:58.360> the<00:13:58.520> first<00:13:58.840> engineer<00:13:59.440> that<00:13:59.680> I<00:13:59.800> hired<00:14:00.520> was<00:14:00.760> Pepe,<00:14:02.520> we<00:14:02.640> were<00:14:02.840> talking<00:14:03.280> in<00:14:03.360> the<00:14:03.440> internet<00:14:03.880> because<00:14:04.160> he<00:14:04.280> was<00:14:04.640> part<00:14:04.920> of

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the<00:14:05.360> Prowler<00:14:05.720> community,<00:14:07.240> and<00:14:07.320> he<00:14:07.520> said,<00:14:07.840> "Well,<00:14:08.200> I<00:14:09.160> I<00:14:09.240> didn't<00:14:09.560> know<00:14:09.840> where<00:14:10.080> he<00:14:10.200> was."

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And<00:14:10.720> he<00:14:10.840> was<00:14:11.000> in<00:14:11.080> Madrid.<00:14:12.440> And<00:14:13.040> he<00:14:13.120> was<00:14:13.320> he<00:14:13.440> was<00:14:13.640> like,<00:14:13.840> "Okay,<00:14:14.160> can<00:14:14.360> I<00:14:14.440> work<00:14:14.680> from<00:14:14.840> home?"

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I<00:14:15.360> said,<00:14:16.120> "Yeah,<00:14:16.320> why<00:14:16.480> not?<00:14:17.360> Unless<00:14:17.640> you<00:14:17.720> want<00:14:17.920> to<00:14:18.000> come<00:14:18.240> to<00:14:18.400> Granada.

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I<00:14:19.200> live<00:14:19.440> in<00:14:19.520> the<00:14:19.600> south<00:14:19.880> of<00:14:20.000> Spain."<00:14:22.080> And<00:14:22.600> I'm<00:14:22.760> moving<00:14:23.000> to<00:14:23.120> San<00:14:23.240> Francisco,<00:14:23.720> but<00:14:24.080> but<00:14:24.280> now<00:14:24.560> is<00:14:25.000> is<00:14:25.480> where<00:14:25.720> where<00:14:25.880> I<00:14:25.960> live.

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Um<00:14:27.520> And<00:14:28.040> then<00:14:28.400> the<00:14:28.520> second<00:14:28.800> guy<00:14:29.160> was<00:14:29.760> somewhere<00:14:30.160> else,<00:14:30.680> the<00:14:30.800> third<00:14:31.200> person<00:14:31.640> also<00:14:31.920> somewhere<00:14:32.320> else,<00:14:32.880> and<00:14:33.600> we<00:14:33.760> became<00:14:34.720> a

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full<00:14:35.000> remote<00:14:35.360> company<00:14:35.960> without<00:14:36.600> even<00:14:37.720> thinking<00:14:38.080> about<00:14:38.440> that.

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But<00:14:39.920> it's<00:14:40.440> Now<00:14:40.880> we<00:14:40.960> cannot<00:14:41.240> change<00:14:41.560> that.

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It's<00:14:42.240> like<00:14:42.720> now<00:14:42.920> we<00:14:43.080> have<00:14:43.200> 20<00:14:44.080> something<00:14:44.520> employees,<00:14:45.600> and<00:14:45.760> everybody<00:14:46.160> is<00:14:46.280> super<00:14:46.560> happy<00:14:46.839> working<00:14:47.120> from<00:14:47.280> home.

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We<00:14:47.760> do<00:14:47.920> a<00:14:48.000> couple<00:14:48.320> of<00:14:48.720> offsites<00:14:49.360> a<00:14:49.400> year.

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<00:14:51.993> You<00:14:52.185> mentioned<00:14:52.378> you're<00:14:52.571> moving<00:14:52.764> to<00:14:52.956> San<00:14:53.149> Francisco.<00:14:53.342> Why<00:14:53.535> is<00:14:53.727> that<00:14:53.920> important?

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Obviously<00:14:54.760> that's<00:14:55.000> the<00:14:55.200> mecca<00:14:55.640> of<00:14:55.800> tech<00:14:56.200> and<00:14:56.320> AI<00:14:56.720> and<00:14:56.839> all<00:14:57.000> of<00:14:57.080> that<00:14:57.280> type<00:14:57.440> of<00:14:57.520> stuff<00:14:57.680> right<00:14:57.839> now.

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So<00:14:58.320> So<00:14:58.480> that<00:14:58.640> could<00:14:58.760> be<00:14:58.880> the<00:14:59.080> obvious<00:14:59.440> reason,<00:14:59.760> but<00:14:59.880> give<00:15:00.000> us<00:15:00.120> a<00:15:00.160> sense<00:15:00.440> for<00:15:01.839> why<00:15:02.040> you're<00:15:02.200> deciding,<00:15:02.720> "Hey,<00:15:02.960> I'm<00:15:03.080> going<00:15:03.200> to<00:15:03.240> move<00:15:03.480> there."

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<00:15:04.746> Yeah,<00:15:05.052> when<00:15:05.358> when<00:15:05.664> you<00:15:05.969> are<00:15:06.275> a<00:15:06.581> CEO,<00:15:06.887> there's<00:15:07.193> a<00:15:07.499> lot<00:15:07.805> of<00:15:08.111> things<00:15:08.416> happening<00:15:08.722> all<00:15:09.028> the<00:15:09.334> time,<00:15:09.640> right?

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And<00:15:12.320> making<00:15:13.280> decisions<00:15:14.000> all<00:15:14.160> the<00:15:14.280> time,<00:15:14.720> and<00:15:14.839> you<00:15:14.960> don't<00:15:15.160> know<00:15:15.800> if<00:15:16.000> those<00:15:16.200> decisions<00:15:16.720> are<00:15:17.000> right<00:15:17.320> or<00:15:17.520> wrong.

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When<00:15:18.480> you<00:15:18.600> are<00:15:18.680> an<00:15:18.800> engineer,<00:15:19.880> you<00:15:20.000> are<00:15:20.080> making<00:15:20.320> decisions<00:15:21.000> all<00:15:21.160> the<00:15:21.280> time,<00:15:22.120> and<00:15:22.440> you<00:15:22.560> know<00:15:22.960> if<00:15:23.120> they<00:15:23.280> are<00:15:23.440> right<00:15:23.760> or<00:15:23.920> wrong<00:15:24.280> because<00:15:24.920> you're<00:15:25.120> compiling<00:15:25.640> something<00:15:26.000> or

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you're<00:15:26.320> hacking<00:15:26.640> something<00:15:26.960> and<00:15:27.080> you<00:15:27.160> know<00:15:28.520> the<00:15:28.760> the<00:15:29.440> the<00:15:29.640> result<00:15:30.080> of<00:15:30.200> that.

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As<00:15:30.960> a<00:15:31.040> CEO<00:15:32.880> you<00:15:32.960> make<00:15:33.200> some<00:15:33.400> decisions<00:15:33.880> and<00:15:34.000> you<00:15:34.080> don't<00:15:34.240> know<00:15:35.480> after<00:15:36.000> months,<00:15:36.760> right?

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Moving<00:15:38.720> to<00:15:38.840> San<00:15:39.000> Francisco<00:15:39.720> is<00:15:40.000> part<00:15:40.360> of<00:15:40.480> those<00:15:40.720> decisions,<00:15:41.280> but<00:15:41.480> I<00:15:41.560> think<00:15:42.000> it's<00:15:42.280> needed<00:15:42.760> because<00:15:43.640> if<00:15:43.880> you<00:15:44.000> have<00:15:44.200> seen<00:15:44.440> San<00:15:44.600> Francisco<00:15:45.040> in<00:15:45.120> the<00:15:45.200> last<00:15:45.440> 5<00:15:45.720> years,<00:15:46.040> now<00:15:46.320> it's

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probably<00:15:46.800> the<00:15:47.520> best<00:15:48.000> time.

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It<00:15:49.520> that<00:15:50.040> it<00:15:50.200> has<00:15:50.360> improved<00:15:51.120> as<00:15:51.320> a<00:15:51.640> as<00:15:51.840> a<00:15:51.920> city<00:15:52.640> also<00:15:54.120> Anthropic<00:15:55.520> moved<00:15:55.960> over<00:15:56.160> there,<00:15:56.520> many<00:15:56.760> other<00:15:56.960> companies,<00:15:58.680> of

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course,<00:16:00.200> the<00:16:00.560> Salesforce,<00:16:01.400> Octas,<00:16:02.200> and<00:16:02.440> many<00:16:02.680> many<00:16:02.920> other<00:16:03.160> big<00:16:03.400> names<00:16:04.200> that<00:16:04.440> are<00:16:05.000> or<00:16:05.200> potentially<00:16:06.120> can<00:16:06.360> can<00:16:06.600> be<00:16:06.720> our<00:16:06.960> partners

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as<00:16:07.560> well.<00:16:08.200> So<00:16:09.240> for<00:16:09.360> me<00:16:09.560> as<00:16:09.720> a<00:16:09.800> CEO<00:16:10.200> to<00:16:10.320> being<00:16:10.800> there<00:16:12.120> uh<00:16:12.600> it's<00:16:12.760> going<00:16:12.920> to<00:16:13.000> be<00:16:13.120> key<00:16:13.400> also<00:16:13.760> for<00:16:14.000> us<00:16:14.360> to<00:16:14.600> close<00:16:15.080> a<00:16:15.240> good<00:16:16.200> partnerships,

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agreements<00:16:18.520> to<00:16:20.120> not<00:16:20.360> only<00:16:20.520> networking,<00:16:21.080> but<00:16:21.680> to<00:16:22.120> close<00:16:22.360> deals<00:16:22.880> at<00:16:23.000> the<00:16:23.080> end<00:16:23.200> of<00:16:23.280> the<00:16:23.320> day,<00:16:23.520> right?

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Um<00:16:24.839> that<00:16:25.000> is<00:16:25.120> one<00:16:25.240> of<00:16:25.320> the<00:16:25.440> reasons<00:16:26.240> one<00:16:26.400> of<00:16:26.440> the<00:16:26.560> reasons.

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I<00:16:27.000> mean,<00:16:27.200> I've<00:16:27.320> been<00:16:27.600> living<00:16:27.920> in<00:16:28.040> the<00:16:28.160> US<00:16:28.760> many<00:16:29.080> years,<00:16:29.560> but<00:16:30.040> not<00:16:30.240> in<00:16:30.400> San<00:16:30.560> Francisco,<00:16:31.320> in<00:16:31.640> in<00:16:31.839> Atlanta<00:16:33.360> for<00:16:33.760> for<00:16:33.960> 7<00:16:34.240> years.

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Um<00:16:35.880> it's<00:16:36.040> a<00:16:36.080> country<00:16:36.400> that<00:16:36.600> I<00:16:36.680> like<00:16:37.080> is<00:16:37.720> and<00:16:37.920> it's<00:16:38.040> an<00:16:38.120> opportunity<00:16:38.560> that<00:16:38.720> we<00:16:38.880> have<00:16:39.160> to<00:16:39.480> embrace,<00:16:40.200> right?

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<00:16:41.490> Yeah.<00:16:41.741> What<00:16:41.991> do<00:16:42.242> you<00:16:42.492> read?<00:16:42.743> Like<00:16:42.993> give<00:16:43.243> us<00:16:43.494> a<00:16:43.744> sense<00:16:43.995> for<00:16:44.245> what<00:16:44.496> you<00:16:44.746> read,<00:16:44.997> what<00:16:45.247> reading<00:16:45.497> recommendations<00:16:45.748> would<00:16:45.998> you<00:16:46.249> have<00:16:46.499> for<00:16:46.750> other<00:16:47.000> CEOs?

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<00:16:48.994> I'm<00:16:49.389> an<00:16:49.783> avid<00:16:50.177> reader<00:16:50.571> and<00:16:50.966> podcast<00:16:51.360> listener.

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I<00:16:53.720> I<00:16:53.839> listen<00:16:54.240> to<00:16:55.040> mostly<00:16:56.520> startups,<00:16:57.280> cybersecurity<00:16:57.920> podcasts<00:16:59.200> and<00:16:59.480> I<00:16:59.720> read<00:17:00.839> I<00:17:00.960> try<00:17:01.200> to

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balance<00:17:02.600> to<00:17:02.960> between<00:17:03.480> reading<00:17:04.120> like<00:17:04.920> regular<00:17:05.319> novels,<00:17:06.079> I<00:17:06.160> like<00:17:06.400> thrillers<00:17:07.839> and<00:17:09.319> like<00:17:11.199> company-wise

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or<00:17:14.640> economics<00:17:15.439> and<00:17:15.959> um<00:17:16.520> management<00:17:17.560> type<00:17:17.839> of<00:17:18.000> books.

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Uh<00:17:19.760> now<00:17:20.680> I<00:17:21.120> I'm<00:17:21.439> reading<00:17:22.079> this<00:17:22.560> this<00:17:22.720> book<00:17:23.160> like<00:17:24.040> uh<00:17:24.120> I<00:17:24.199> in<00:17:24.720> it's<00:17:24.880> in<00:17:25.160> it's<00:17:25.319> in<00:17:25.720> in<00:17:25.800> Spanish<00:17:26.280> but<00:17:26.520> it's<00:17:26.720> coming<00:17:27.079> from

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this<00:17:28.439> book<00:17:28.920> called<00:17:29.480> Can't<00:17:29.960> Hurt<00:17:30.320> Me.

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<00:17:31.485> Oh,<00:17:31.690> you<00:17:31.895> know<00:17:32.100> David<00:17:32.305> Goggins?<00:17:32.510> Yeah,<00:17:32.715> yeah,<00:17:32.920> yeah.

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<00:17:33.452> Yeah,<00:17:33.704> yeah,<00:17:33.955> this<00:17:34.207> one.<00:17:34.459> Uh<00:17:34.711> because<00:17:34.962> I<00:17:35.214> have<00:17:35.466> this<00:17:35.718> was<00:17:35.969> a<00:17:36.221> present<00:17:36.473> from<00:17:36.725> a<00:17:36.976> friend<00:17:37.228> of<00:17:37.480> mine.

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Um<00:17:38.880> I<00:17:38.960> started<00:17:39.360> I<00:17:39.400> started<00:17:39.720> reading<00:17:40.000> this<00:17:40.360> this<00:17:40.520> book<00:17:41.240> but<00:17:41.680> um<00:17:42.360> I<00:17:42.480> have<00:17:43.080> a<00:17:43.120> book<00:17:43.320> that<00:17:43.520> I<00:17:43.600> loved<00:17:44.080> it<00:17:44.560> when<00:17:44.760> I<00:17:45.120> when<00:17:45.280> I<00:17:45.320> started<00:17:45.680> the<00:17:45.760> company<00:17:46.280> and<00:17:46.520> became

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CEO.<00:17:47.880> I<00:17:48.080> it<00:17:48.240> was<00:17:48.440> like<00:17:49.200> asking<00:17:49.600> Google<00:17:50.520> what<00:17:50.680> is<00:17:51.360> what<00:17:51.480> is<00:17:52.400> like<00:17:52.840> being<00:17:53.120> a<00:17:53.200> CEO,<00:17:53.880> right?

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And<00:17:54.640> a<00:17:54.720> friend<00:17:55.000> of<00:17:55.080> mine<00:17:55.520> which<00:17:56.080> who<00:17:56.240> is<00:17:56.800> one<00:17:57.000> of<00:17:57.120> my<00:17:58.080> my<00:17:58.240> good<00:17:58.520> friends<00:17:59.720> uh<00:17:59.760> and<00:17:59.920> also<00:18:00.240> former<00:18:01.480> um<00:18:01.920> founder<00:18:02.400> of<00:18:02.600> Bitnami,

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Daniel<00:18:03.520> Lopez,<00:18:04.080> he<00:18:04.400> he<00:18:04.600> recommended<00:18:05.120> me<00:18:05.280> a<00:18:05.400> book.

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Where<00:18:06.000> is<00:18:06.120> that<00:18:06.360> the<00:18:06.440> book?<00:18:07.440> I<00:18:07.600> have<00:18:07.800> it<00:18:07.920> always<00:18:08.360> over<00:18:08.560> here.

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It's<00:18:10.000> the<00:18:11.760> the<00:18:11.920> great<00:18:12.480> CEO<00:18:13.200> within.

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I<00:18:14.600> don't<00:18:14.800> know<00:18:15.000> if<00:18:15.200> you're<00:18:15.400> familiar<00:18:15.600> with<00:18:15.800> that.<00:18:16.000> <00:18:16.200> yeah.<00:18:16.400> Yeah,<00:18:16.600> for<00:18:16.800> sure.

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<00:18:17.458> It's<00:18:17.757> a<00:18:18.055> it's<00:18:18.354> like<00:18:18.652> a<00:18:18.951> thin<00:18:19.249> book<00:18:19.548> but<00:18:19.846> it<00:18:20.145> has<00:18:20.443> super<00:18:20.742> very<00:18:21.040> good<00:18:21.338> quick<00:18:21.637> and<00:18:21.935> practice<00:18:22.234> advice<00:18:22.532> about<00:18:22.831> many<00:18:23.129> different<00:18:23.428> things<00:18:23.726> that<00:18:24.025> are<00:18:24.323> happening<00:18:24.622> every<00:18:24.920> day

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in<00:18:25.720> a<00:18:25.840> CEO's<00:18:26.240> life.<00:18:26.960> That<00:18:27.200> is<00:18:28.120> one<00:18:28.320> of<00:18:28.400> my<00:18:28.560> favorites<00:18:29.080> when<00:18:29.200> it<00:18:29.320> comes<00:18:29.680> to<00:18:30.760> to<00:18:30.880> be<00:18:31.160> a<00:18:31.280> CEO.

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Uh<00:18:33.000> but<00:18:33.200> there<00:18:33.320> are<00:18:33.400> other<00:18:34.000> very<00:18:34.280> very<00:18:34.520> good<00:18:34.760> ones.

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So,<00:18:35.280> the<00:18:35.440> founder's<00:18:36.000> dilemmas<00:18:37.200> is<00:18:37.800> another<00:18:38.080> book<00:18:38.360> that<00:18:38.560> I<00:18:38.680> have<00:18:39.560> read<00:18:40.120> and<00:18:40.720> and<00:18:40.840> learned<00:18:41.160> a<00:18:41.240> lot<00:18:41.840> because<00:18:42.720> yeah,<00:18:43.240> there

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are<00:18:43.600> dilemmas<00:18:44.440> all<00:18:44.800> the<00:18:44.960> time<00:18:45.760> all<00:18:45.880> the<00:18:46.000> time<00:18:46.440> hard<00:18:46.720> ones<00:18:47.560> and<00:18:48.360> you<00:18:48.480> know,<00:18:48.680> good<00:18:49.000> ones<00:18:49.360> and<00:18:49.560> very<00:18:49.800> bad<00:18:50.040> ones<00:18:50.320> as<00:18:50.440> well.

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And<00:18:51.720> the<00:18:52.800> of<00:18:52.960> course<00:18:53.240> the<00:18:53.640> Ben<00:18:53.920> Horowitz<00:18:55.240> the<00:18:55.720> two<00:18:55.880> books<00:18:56.400> that<00:18:56.640> he<00:18:56.960> he<00:18:57.120> has.

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At<00:18:57.877> least<00:18:58.114> I<00:18:58.351> think<00:18:58.589> it<00:18:58.826> has<00:18:59.063> two<00:18:59.300> books.<00:18:59.537> <00:18:59.774> Yeah,<00:19:00.011> the<00:19:00.249> Hard<00:19:00.486> Thing<00:19:00.723> About<00:19:00.960> Things.

00:19:01.920 --> 00:19:07.520
<00:19:02.158> Yeah.<00:19:02.397> And<00:19:02.635> what<00:19:02.873> you<00:19:03.111> do<00:19:03.350> is<00:19:03.588> what<00:19:03.826> you<00:19:04.064> what<00:19:04.303> you<00:19:04.541> you<00:19:04.779> who<00:19:05.017> you<00:19:05.256> are<00:19:05.494> is<00:19:05.732> what<00:19:05.970> you<00:19:06.209> do<00:19:06.447> or<00:19:06.685> something<00:19:06.923> like<00:19:07.162> that,<00:19:07.400> right?

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<00:19:07.795> yeah.<00:19:08.070> Yeah,<00:19:08.345> yeah.<00:19:08.620> <00:19:08.895> Um<00:19:09.170> very<00:19:09.445> good<00:19:09.720> books.

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All<00:19:10.800> also<00:19:11.280> very<00:19:12.200> you<00:19:12.360> know<00:19:13.560> um<00:19:14.320> set<00:19:14.760> to<00:19:16.240> to<00:19:16.360> the<00:19:16.520> reality.

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And<00:19:18.200> so<00:19:18.480> I<00:19:18.600> enjoy<00:19:18.920> a<00:19:19.000> lot<00:19:19.320> reading<00:19:19.600> that<00:19:19.840> because<00:19:20.120> it's<00:19:20.280> like<00:19:20.760> okay,<00:19:21.200> I<00:19:21.280> should<00:19:21.520> have<00:19:21.720> known<00:19:21.960> this<00:19:22.160> before.

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Yeah,<00:19:25.240> that<00:19:25.480> is<00:19:26.000> I<00:19:26.080> would<00:19:26.320> take<00:19:26.640> those<00:19:27.680> like<00:19:28.040> my<00:19:28.200> favorites<00:19:29.240> in<00:19:29.400> the<00:19:29.520> last<00:19:30.720> year<00:19:31.400> more<00:19:31.600> or<00:19:31.680> less.

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<00:19:33.990> What<00:19:34.260> have<00:19:34.530> you<00:19:34.800> learned<00:19:35.070> about<00:19:35.340> leadership<00:19:35.610> that<00:19:35.880> has<00:19:36.150> surprised<00:19:36.420> you<00:19:36.690> or<00:19:36.960> what<00:19:37.230> are<00:19:37.500> like<00:19:37.770> some<00:19:38.040> traits<00:19:38.310> that<00:19:38.580> you<00:19:38.850> think<00:19:39.120> all<00:19:39.390> leaders<00:19:39.660> need<00:19:39.930> to<00:19:40.200> have?

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<00:19:44.206> It's<00:19:44.571> super<00:19:44.937> hard<00:19:45.303> to<00:19:45.669> be<00:19:46.034> a<00:19:46.400> CEO.

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Super<00:19:47.680> hard.<00:19:48.000> It's<00:19:48.240> probably<00:19:49.280> after<00:19:49.640> 27<00:19:50.280> years<00:19:51.000> working<00:19:51.360> on<00:19:51.520> cybersecurity<00:19:52.440> and<00:19:52.600> computers<00:19:53.280> and<00:19:53.480> you<00:19:53.560> know<00:19:53.680> networks<00:19:54.360> and<00:19:54.480> all<00:19:54.560> that<00:19:54.720> stuff.

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This<00:19:55.720> is<00:19:55.880> probably<00:19:56.240> the<00:19:56.400> hardest<00:19:56.920> part<00:19:57.520> of<00:19:57.720> my<00:19:57.920> life<00:19:58.320> in<00:19:58.520> terms<00:19:58.880> of<00:20:00.160> difficulty,<00:20:01.040> right?

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In<00:20:01.560> terms<00:20:01.840> of<00:20:02.120> learning,<00:20:02.840> understanding<00:20:03.760> and<00:20:04.000> knowing<00:20:04.560> what<00:20:04.760> you<00:20:04.880> are<00:20:05.080> doing<00:20:05.720> to<00:20:05.840> make<00:20:06.040> sure<00:20:06.240> you<00:20:06.360> are<00:20:06.480> doing<00:20:06.680> it<00:20:06.840> right.

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Um<00:20:10.000> Something<00:20:10.600> that<00:20:10.960> I<00:20:11.760> want<00:20:12.440> or<00:20:12.640> try<00:20:12.880> to<00:20:13.000> do<00:20:13.320> is<00:20:14.200> to<00:20:15.560> work<00:20:16.040> as

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harder<00:20:17.120> as<00:20:17.360> possible<00:20:18.360> to<00:20:18.440> not<00:20:18.640> to<00:20:18.760> regret<00:20:19.240> myself<00:20:19.760> or<00:20:19.920> any<00:20:20.120> of<00:20:20.320> my<00:20:21.520> investors<00:20:22.280> and<00:20:22.400> employees<00:20:22.880> to<00:20:22.960> say<00:20:23.120> no,<00:20:23.280> Tony<00:20:23.600> is<00:20:23.720> not<00:20:23.880> doing<00:20:24.160> his<00:20:24.320> job.

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At<00:20:25.360> least<00:20:25.600> Tony<00:20:25.800> is<00:20:25.920> trying<00:20:26.360> all<00:20:26.520> the<00:20:26.640> time<00:20:27.320> in<00:20:27.480> many<00:20:27.680> different<00:20:28.040> ways,<00:20:28.400> right?

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So<00:20:29.160> effort<00:20:30.360> is<00:20:32.000> key.

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Obsession<00:20:33.640> is<00:20:33.880> key.<00:20:34.800> But<00:20:35.400> if<00:20:35.680> I<00:20:35.800> have<00:20:36.080> to<00:20:36.520> mention<00:20:37.040> something<00:20:37.400> important<00:20:37.840> that<00:20:38.000> I<00:20:38.480> I'm<00:20:38.680> learning,<00:20:39.080> still<00:20:39.360> learning<00:20:39.720> is<00:20:40.000> to<00:20:40.160> listen<00:20:40.520> to<00:20:40.680> everybody<00:20:41.680> and

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to<00:20:42.000> be<00:20:42.280> available<00:20:43.120> all<00:20:43.280> the<00:20:43.400> time.

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We<00:20:45.360> have<00:20:45.720> people<00:20:46.000> in<00:20:46.160> five<00:20:47.160> time<00:20:47.400> zones.

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It's<00:20:48.600> hard<00:20:49.080> because<00:20:49.400> you<00:20:49.480> can<00:20:49.720> start<00:20:50.040> at<00:20:50.240> 7:00<00:20:50.520> in<00:20:50.600> the<00:20:50.680> morning<00:20:51.440> and<00:20:51.640> finish<00:20:52.200> at<00:20:53.320> 7:00<00:20:53.640> in<00:20:53.720> the<00:20:53.800> morning<00:20:54.240> if<00:20:54.400> you<00:20:54.560> want<00:20:54.880> to,<00:20:55.560> right?

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So<00:20:57.480> to<00:20:57.600> be<00:20:57.800> always<00:20:58.160> available<00:20:58.960> and<00:20:59.160> to<00:20:59.240> listen<00:20:59.600> to<00:21:00.000> everybody<00:21:00.880> is<00:21:01.200> hard<00:21:01.520> but<00:21:01.680> is<00:21:02.320> is<00:21:02.600> key<00:21:02.840> part<00:21:03.240> of<00:21:03.680> what<00:21:03.840> a<00:21:03.920> CEO<00:21:04.600> has

00:21:04.840 --> 00:21:09.920
to<00:21:05.154> do,<00:21:05.469> right?<00:21:05.783> <00:21:06.097> How<00:21:06.411> are<00:21:06.726> you<00:21:07.040> feeling<00:21:07.354> about<00:21:07.669> like<00:21:07.983> kind<00:21:08.297> of<00:21:08.611> the<00:21:08.926> macroeconomic<00:21:09.240> environment?

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How<00:21:10.040> are<00:21:10.160> you<00:21:10.320> thinking<00:21:10.680> about<00:21:11.600> you<00:21:11.720> know,<00:21:12.040> we're<00:21:13.560> going<00:21:13.840> into<00:21:14.040> this<00:21:14.280> year,<00:21:14.720> a<00:21:14.800> lot<00:21:15.000> of<00:21:15.120> turmoil<00:21:15.760> kind<00:21:16.000> of<00:21:16.440> internationally<00:21:17.080> and<00:21:17.160> globally.

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How<00:21:18.280> is<00:21:18.440> it<00:21:18.520> affecting<00:21:19.000> you?<00:21:19.520> How<00:21:19.680> are<00:21:19.840> you<00:21:20.160> thinking<00:21:20.600> about<00:21:21.240> I<00:21:21.280> mean,<00:21:21.520> nobody<00:21:21.800> really<00:21:22.000> knows<00:21:22.240> the<00:21:22.360> future<00:21:22.640> of<00:21:22.760> AI<00:21:23.080> even<00:21:23.320> 6<00:21:23.560> months<00:21:23.800> from<00:21:23.960> now,<00:21:24.280> but<00:21:24.760> how<00:21:24.880> are<00:21:24.960> you<00:21:25.080> planning

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for<00:21:25.821> the<00:21:26.202> rest<00:21:26.583> of<00:21:26.964> the<00:21:27.345> year?<00:21:27.726> <00:21:28.107> I<00:21:28.488> mean,<00:21:28.869> we<00:21:29.250> have<00:21:29.630> some<00:21:30.011> some<00:21:30.392> goals<00:21:30.773> like<00:21:31.154> long-term<00:21:31.535> goals<00:21:31.916> that<00:21:32.297> for<00:21:32.678> example<00:21:33.059> today<00:21:33.440> uh

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to<00:21:33.880> give<00:21:34.040> you<00:21:34.080> an<00:21:34.200> idea<00:21:34.480> about<00:21:35.840> thought<00:21:36.040> process<00:21:36.480> now<00:21:37.080> is<00:21:37.280> like<00:21:37.720> we<00:21:37.920> we<00:21:38.080> are<00:21:38.200> building<00:21:38.560> a<00:21:39.040> a<00:21:39.120> functionality<00:21:39.760> for<00:21:39.920> our<00:21:40.120> partners<00:21:40.920> and<00:21:42.040> um

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somebody<00:21:43.440> said,<00:21:43.800> "Yeah,<00:21:44.040> well,<00:21:44.280> let's<00:21:44.600> plan<00:21:44.920> for<00:21:45.080> the<00:21:45.200> next<00:21:45.480> 2<00:21:45.600> months."

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And<00:21:46.280> I<00:21:46.320> said,<00:21:48.480> "2<00:21:48.680> months?

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Come<00:21:49.880> on,<00:21:50.040> with<00:21:50.240> AI,<00:21:50.920> let's<00:21:51.240> plan<00:21:51.560> for<00:21:51.800> 2<00:21:52.040> weeks.

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2<00:21:53.440> weeks,<00:21:53.840> 10<00:21:54.040> features,<00:21:54.840> whatever,<00:21:55.400> right?

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So,<00:21:56.760> mm<00:21:57.560> with<00:21:57.800> AI<00:21:58.360> and<00:21:58.640> with<00:21:58.840> uncertainty<00:21:59.480> of<00:21:59.640> the<00:21:59.760> future,<00:22:00.280> we<00:22:00.440> cannot<00:22:01.200> we<00:22:01.320> cannot<00:22:01.640> plan<00:22:01.880> at<00:22:02.000> least<00:22:02.240> not<00:22:02.440> at<00:22:02.800> at<00:22:03.320> product<00:22:03.680> level.

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It's<00:22:04.240> like,<00:22:04.440> "Okay,<00:22:04.760> we<00:22:05.080> need<00:22:05.400> to<00:22:05.520> do<00:22:05.640> this.

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Let's<00:22:06.120> do<00:22:06.240> it<00:22:06.320> now.<00:22:06.960> Let's<00:22:07.120> release<00:22:07.440> it<00:22:07.560> next<00:22:07.840> week."

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Of<00:22:08.680> course,<00:22:09.320> sometimes<00:22:09.800> it's<00:22:09.960> not<00:22:10.160> that<00:22:10.920> quick<00:22:11.320> because<00:22:11.560> you<00:22:11.680> have<00:22:11.840> to<00:22:11.960> do<00:22:12.080> a<00:22:12.120> lot<00:22:12.280> of<00:22:12.360> things,<00:22:12.680> test,<00:22:13.080> etc.

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Or<00:22:14.920> roll<00:22:15.200> out<00:22:15.680> the<00:22:15.920> the<00:22:16.040> functionalities,<00:22:17.080> but<00:22:18.920> it<00:22:19.080> is<00:22:19.200> about<00:22:20.040> very<00:22:20.400> very<00:22:21.600> short-term<00:22:22.280> now.

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It's<00:22:22.960> not<00:22:23.120> like,<00:22:23.440> "Okay,<00:22:24.200> to<00:22:24.320> plan<00:22:24.720> a<00:22:24.800> product<00:22:25.280> in<00:22:25.400> 2<00:22:25.560> weeks."

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No,<00:22:26.000> no.<00:22:26.520> We<00:22:26.720> need<00:22:27.480> We<00:22:27.640> have<00:22:27.800> a<00:22:27.880> customer<00:22:28.280> that<00:22:28.480> wants<00:22:28.960> this<00:22:29.160> feature,<00:22:30.280> let's<00:22:30.520> do<00:22:30.640> it.

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I<00:22:32.200> mean,<00:22:32.400> we<00:22:32.560> we<00:22:32.680> try<00:22:32.880> to<00:22:33.000> do<00:22:33.120> like<00:22:33.400> 80%<00:22:33.920> what<00:22:34.200> what<00:22:34.400> I<00:22:34.680> what<00:22:35.040> our<00:22:35.360> customers<00:22:35.880> want<00:22:36.560> and<00:22:37.080> 20%<00:22:37.680> what<00:22:37.880> we<00:22:38.040> think<00:22:38.480> is<00:22:38.600> going<00:22:38.800> to<00:22:39.000> be<00:22:39.880> key<00:22:40.640> to

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differentiate<00:22:41.520> ourselves,<00:22:42.120> right?<00:22:42.800> So,<00:22:43.920> and<00:22:44.120> sometimes<00:22:44.600> it's<00:22:44.880> 80/20,<00:22:45.960> 70/30,<00:22:47.200> it<00:22:47.280> depends,<00:22:48.280> but<00:22:50.280> and

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of<00:22:50.760> course,<00:22:50.960> we<00:22:51.080> have<00:22:51.200> a<00:22:51.280> road<00:22:51.480> map<00:22:52.400> uh<00:22:52.840> in<00:22:53.240> for<00:22:53.520> 6<00:22:53.800> months,<00:22:54.200> a<00:22:54.360> year<00:22:54.640> in<00:22:54.720> terms<00:22:54.960> of<00:22:55.120> product.

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In<00:22:55.760> terms<00:22:56.000> of<00:22:56.120> company,<00:22:56.880> yeah,<00:22:57.200> you<00:22:57.400> have<00:22:57.600> to<00:22:57.920> to<00:22:58.280> to<00:22:58.440> set<00:22:59.560> uh<00:22:59.720> numbers<00:23:01.000> to<00:23:01.760> to<00:23:01.920> tell<00:23:02.200> our<00:23:02.480> investors,<00:23:03.080> hey,<00:23:03.320> we<00:23:03.440> are<00:23:04.360> our

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goals<00:23:05.000> are<00:23:05.280> ABC<00:23:06.440> in<00:23:07.080> in<00:23:07.240> this<00:23:07.440> regard.

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But<00:23:09.840> honestly,<00:23:10.360> when<00:23:10.520> it<00:23:10.640> comes<00:23:10.920> to<00:23:11.040> looking<00:23:11.520> at<00:23:12.600> what<00:23:12.760> is<00:23:12.840> going<00:23:13.120> on<00:23:13.240> in<00:23:13.360> the<00:23:13.440> world<00:23:14.040> with<00:23:14.360> the,<00:23:14.720> you<00:23:14.800> know,<00:23:16.200> um<00:23:16.480> the<00:23:17.160> the<00:23:18.200> anytime

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war<00:23:19.680> yeah<00:23:19.920> that<00:23:20.120> we<00:23:20.440> we<00:23:20.520> can<00:23:20.720> see,<00:23:21.720> I<00:23:21.800> don't<00:23:22.040> pay<00:23:22.160> much<00:23:22.400> attention<00:23:22.840> on<00:23:22.960> that<00:23:23.200> because<00:23:24.200> uh<00:23:24.320> life<00:23:25.000> itself<00:23:25.600> is<00:23:26.120> very<00:23:27.240> uh

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uncertainty<00:23:29.160> has<00:23:29.400> it<00:23:29.600> enough<00:23:29.960> uncertainty<00:23:30.920> to<00:23:32.200> add<00:23:32.440> ingredients<00:23:33.360> from<00:23:33.600> outside.

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I<00:23:34.640> don't<00:23:34.960> I<00:23:35.240> I<00:23:35.280> mean,<00:23:35.720> the<00:23:35.840> world<00:23:36.120> is<00:23:36.400> is<00:23:36.560> crazy,<00:23:37.000> but<00:23:37.760> is<00:23:37.880> not<00:23:38.120> from<00:23:38.320> today.

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It<00:23:39.160> was<00:23:39.600> forever,<00:23:40.920> it<00:23:41.000> was<00:23:41.200> always<00:23:41.720> kind<00:23:41.960> of<00:23:42.480> a<00:23:42.520> weird<00:23:42.840> place.

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So,<00:23:44.080> I<00:23:44.160> don't<00:23:44.440> do<00:23:44.600> politics.<00:23:45.160> I<00:23:45.200> don't<00:23:45.400> like<00:23:45.800> to<00:23:46.000> think<00:23:46.360> much<00:23:46.840> about<00:23:47.080> that.

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So,<00:23:47.920> I<00:23:48.960> I<00:23:49.200> I<00:23:49.640> we<00:23:49.840> we<00:23:50.000> are<00:23:50.080> very<00:23:50.280> focused<00:23:50.640> on<00:23:50.920> what<00:23:51.040> we<00:23:51.120> do.

00:23:52.360 --> 00:23:55.720
<00:23:52.573> Yeah,<00:23:52.787> which<00:23:53.000> which<00:23:53.213> I<00:23:53.427> think<00:23:53.640> is<00:23:53.853> super<00:23:54.067> smart<00:23:54.280> cuz<00:23:54.493> you've<00:23:54.707> got<00:23:54.920> to<00:23:55.133> be<00:23:55.347> focused,<00:23:55.560> right?

00:23:55.720 --> 00:23:58.480
You<00:23:55.800> can't<00:23:56.120> spend<00:23:56.400> all<00:23:56.520> your<00:23:56.640> time<00:23:56.880> worried<00:23:57.080> about<00:23:57.320> things<00:23:57.560> you<00:23:57.680> can't<00:23:57.880> control.

00:23:58.480 --> 00:24:01.360
That<00:23:58.640> makes<00:23:58.840> a<00:23:58.880> lot<00:23:59.040> of<00:23:59.120> sense.<00:24:00.160> How<00:24:00.240> have<00:24:00.360> you<00:24:00.520> funded<00:24:00.880> the<00:24:00.960> business?

00:24:01.360 --> 00:24:07.040
Give<00:24:01.480> us<00:24:01.600> a<00:24:01.640> sense<00:24:01.960> for<00:24:02.400> money<00:24:02.720> you've<00:24:02.960> raised,<00:24:03.440> venture<00:24:03.720> capital,<00:24:04.200> how<00:24:04.320> you<00:24:04.600> how<00:24:04.760> you've<00:24:04.920> gone<00:24:05.080> about<00:24:05.320> funding<00:24:05.600> it.

00:24:07.040 --> 00:24:16.320
<00:24:07.318> Yeah,<00:24:07.597> well<00:24:07.875> well<00:24:08.154> when<00:24:08.432> I<00:24:08.710> started<00:24:08.989> the<00:24:09.267> company,<00:24:09.546> it<00:24:09.824> was<00:24:10.102> because,<00:24:10.381> yeah,<00:24:10.659> I<00:24:10.938> saw<00:24:11.216> a<00:24:11.494> lot<00:24:11.773> of<00:24:12.051> interest<00:24:12.330> from<00:24:12.608> disease<00:24:12.886> and<00:24:13.165> um<00:24:13.443> knocking<00:24:13.722> some<00:24:14.000> doors.

00:24:16.320 --> 00:24:25.040
Um<00:24:16.600> we<00:24:16.840> we<00:24:17.080> raised<00:24:18.200> uh<00:24:18.360> in<00:24:18.560> total<00:24:18.920> 12<00:24:19.400> 12<00:24:19.680> millions,<00:24:20.640> 12.5<00:24:21.320> millions<00:24:22.360> um<00:24:23.240> from<00:24:23.840> Decibel<00:24:24.320> Ventures

00:24:25.040 --> 00:24:33.800
and<00:24:25.360> some<00:24:25.560> additional<00:24:26.640> disease<00:24:27.280> and<00:24:27.400> also<00:24:27.680> angel<00:24:28.000> investors<00:24:29.160> um<00:24:30.680> That<00:24:30.760> was<00:24:30.920> in<00:24:31.040> 2023<00:24:32.240> uh<00:24:32.880> between<00:24:33.200> 2023

00:24:33.800 --> 00:24:43.920
and<00:24:33.920> 2024.<00:24:35.520> Um<00:24:36.880> we<00:24:37.000> are<00:24:37.120> planning<00:24:37.680> to<00:24:37.840> raise<00:24:38.040> more<00:24:38.200> money<00:24:38.920> uh<00:24:39.240> to<00:24:39.440> keep<00:24:40.040> uh<00:24:40.120> growing<00:24:40.720> our<00:24:41.200> sales<00:24:41.680> go-to-market<00:24:43.160> team

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and<00:24:44.200> marketing,<00:24:45.080> dev<00:24:45.360> rel<00:24:46.480> um<00:24:47.400> because<00:24:47.840> everything<00:24:48.320> that<00:24:48.440> we<00:24:48.560> have<00:24:48.720> done<00:24:48.960> so<00:24:49.120> far,<00:24:49.560> which<00:24:49.840> is<00:24:50.480> it's<00:24:50.560> kind<00:24:50.720> of<00:24:50.840> good,<00:24:51.360> but<00:24:51.720> but<00:24:52.200> it

00:24:52.320 --> 00:25:00.880
has<00:24:52.520> to<00:24:52.640> be<00:24:52.800> better.<00:24:53.880> Um<00:24:54.840> I've<00:24:54.880> been<00:24:55.560> pretty<00:24:55.760> much<00:24:56.000> inbound<00:24:57.200> and<00:24:57.360> pretty<00:24:57.600> much<00:24:58.160> from<00:24:59.280> two<00:24:59.400> guys<00:25:00.520> reading

00:25:00.880 --> 00:25:03.920
the<00:25:01.400> contact<00:25:01.800> us<00:25:02.520> email,<00:25:02.960> right?

00:25:03.920 --> 00:25:07.280
Um,<00:25:04.160> now<00:25:04.440> we<00:25:04.560> are<00:25:04.680> adding<00:25:04.880> more<00:25:05.040> intelligence<00:25:05.720> in<00:25:05.920> everything<00:25:06.240> that<00:25:06.360> we<00:25:06.480> do.

00:25:07.280 --> 00:25:14.560
Um,<00:25:08.720> trying<00:25:09.040> to<00:25:09.240> learn<00:25:09.760> better<00:25:10.240> from<00:25:10.880> the<00:25:11.000> way<00:25:11.440> our<00:25:11.680> users,<00:25:12.160> our<00:25:12.360> customers<00:25:12.880> are<00:25:13.040> using<00:25:13.320> the<00:25:13.400> platform.

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Um,<00:25:15.960> and<00:25:16.120> understanding<00:25:16.640> our<00:25:16.840> community.

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So,<00:25:17.920> we<00:25:18.240> are<00:25:18.880> the<00:25:19.080> world's<00:25:19.480> most<00:25:20.880> um<00:25:20.960> used<00:25:21.400> cloud<00:25:21.640> security<00:25:21.960> platform,<00:25:22.440> open<00:25:22.680> source<00:25:22.960> cloud<00:25:23.120> security<00:25:23.400> platform.

00:25:24.480 --> 00:25:29.480
Um,<00:25:25.280> we<00:25:25.400> have<00:25:25.560> a<00:25:25.640> huge<00:25:26.160> community<00:25:26.640> with<00:25:26.920> beautiful<00:25:27.480> logos<00:25:28.280> in<00:25:28.400> our<00:25:28.600> community.

00:25:29.480 --> 00:25:34.560
And<00:25:29.640> every<00:25:29.880> day<00:25:30.160> we<00:25:30.320> see<00:25:30.680> a<00:25:30.760> new<00:25:31.480> huge<00:25:31.920> company<00:25:33.040> using<00:25:33.400> Prowler.

00:25:34.560 --> 00:25:43.280
And<00:25:34.720> they<00:25:34.840> use<00:25:35.080> Prowler<00:25:35.480> and<00:25:35.760> also<00:25:36.040> they<00:25:36.200> use<00:25:36.440> our<00:25:36.760> our<00:25:36.960> competitors<00:25:37.840> because<00:25:38.520> in<00:25:38.640> some<00:25:38.880> cases<00:25:39.400> they<00:25:39.600> use<00:25:39.960> Prowler<00:25:40.640> to<00:25:40.800> scan<00:25:41.360> our<00:25:41.600> competitors<00:25:42.920> for

00:25:43.280 --> 00:25:49.600
security<00:25:43.920> misconfigurations.<00:25:45.400> So,<00:25:45.600> we<00:25:45.760> are<00:25:45.840> becoming<00:25:46.280> kind<00:25:46.520> of<00:25:46.640> a<00:25:46.680> unique<00:25:47.760> uh<00:25:48.000> in<00:25:48.280> in<00:25:48.520> that<00:25:48.720> regard.

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So,<00:25:50.200> to<00:25:50.320> monetize<00:25:51.080> that,<00:25:51.800> I<00:25:51.840> mean,<00:25:52.080> to<00:25:52.240> get<00:25:52.480> more<00:25:53.240> uh<00:25:53.320> money<00:25:54.160> um<00:25:54.840> I'm<00:25:55.200> to<00:25:55.280> monetize<00:25:56.400> that<00:25:57.240> um<00:25:57.760> huge

00:25:58.360 --> 00:26:04.880
land<00:25:59.040> that<00:25:59.160> we<00:25:59.320> have<00:26:00.600> uh<00:26:00.840> and<00:26:01.040> harvest,<00:26:01.720> you<00:26:01.840> know,<00:26:01.960> the<00:26:02.120> best<00:26:02.560> of<00:26:02.680> those<00:26:03.120> that<00:26:03.280> they<00:26:03.680> they<00:26:03.800> need<00:26:04.040> our<00:26:04.280> help.

00:26:04.880 --> 00:26:09.080
And<00:26:05.040> you<00:26:05.080> tell<00:26:05.280> them,<00:26:05.640> "Hey,<00:26:05.880> we<00:26:06.080> have<00:26:06.480> additional<00:26:06.920> features<00:26:08.080> for<00:26:08.240> you."

00:26:09.080 --> 00:26:12.480
Um,<00:26:09.680> that<00:26:10.040> that<00:26:10.240> is<00:26:10.360> the<00:26:10.480> next<00:26:10.720> step<00:26:11.000> for<00:26:11.160> us.

00:26:12.480 --> 00:26:17.120
Yeah,<00:26:12.600> you<00:26:12.800> have<00:26:13.000> this<00:26:13.200> incredible<00:26:14.040> community<00:26:15.040> that's<00:26:15.400> been<00:26:15.640> built<00:26:15.920> around<00:26:16.280> this<00:26:16.440> thing.

00:26:17.120 --> 00:26:23.080
How<00:26:17.240> do<00:26:17.400> you<00:26:17.600> manage<00:26:18.040> the<00:26:18.200> needs<00:26:18.640> of<00:26:18.720> the<00:26:19.000> community<00:26:19.680> versus<00:26:20.080> the<00:26:20.200> needs<00:26:20.560> of<00:26:20.640> the<00:26:20.760> company?

00:26:23.080 --> 00:26:25.680
Huh,<00:26:23.840> that<00:26:24.040> is<00:26:24.160> a<00:26:24.600> big<00:26:24.840> challenge.

00:26:25.680 --> 00:26:31.880
That<00:26:25.840> is<00:26:25.960> a<00:26:26.040> big<00:26:26.240> challenge<00:26:26.600> because<00:26:27.680> um<00:26:29.280> we<00:26:29.560> are<00:26:29.720> who<00:26:29.960> we<00:26:30.160> are<00:26:30.280> thanks<00:26:30.600> to<00:26:30.680> the<00:26:30.800> community.

00:26:31.880 --> 00:26:35.160
But<00:26:32.080> also<00:26:32.360> thanks<00:26:32.840> to<00:26:34.200> building<00:26:34.560> the<00:26:34.680> product.

00:26:35.160 --> 00:26:40.760
I<00:26:35.240> mean,<00:26:35.480> this<00:26:35.720> is<00:26:35.840> not<00:26:36.920> we<00:26:37.080> are<00:26:37.160> open<00:26:37.440> source<00:26:37.960> in<00:26:38.160> a<00:26:38.240> world<00:26:38.880> of<00:26:39.400> cloud.

00:26:40.760 --> 00:26:43.440
Mhm.<00:26:41.000> Not<00:26:41.160> necessarily<00:26:42.440> free.

00:26:43.440 --> 00:26:48.920
I<00:26:43.480> mean,<00:26:43.640> the<00:26:43.760> cloud<00:26:44.000> is<00:26:44.120> not<00:26:44.280> free.<00:26:45.080> So,<00:26:45.360> you<00:26:45.640> are<00:26:45.760> using<00:26:46.080> Prowler<00:26:46.440> for<00:26:46.640> free,<00:26:47.040> but<00:26:47.200> you<00:26:47.320> are<00:26:47.480> paying<00:26:47.880> somebody.

00:26:48.920 --> 00:26:57.760
Not<00:26:49.120> Prowler,<00:26:49.760> but<00:26:49.920> somebody.<00:26:50.600> You<00:26:50.720> are<00:26:50.840> paying<00:26:51.240> a<00:26:52.000> um<00:26:52.760> decent<00:26:53.360> bill,<00:26:53.840> I'm<00:26:54.080> sure,<00:26:54.520> to<00:26:54.720> AWS,<00:26:55.880> to<00:26:56.040> Microsoft<00:26:56.520> 365,<00:26:57.360> to

00:26:57.760 --> 00:26:59.920
Google<00:26:58.120> Cloud,<00:26:58.600> to<00:26:59.080> you<00:26:59.240> name<00:26:59.520> it.

00:26:59.920 --> 00:27:03.840
But<00:27:00.080> you<00:27:00.200> are<00:27:00.360> paying<00:27:00.760> because<00:27:01.040> those<00:27:01.680> services<00:27:02.160> are<00:27:02.280> not<00:27:02.480> free.

00:27:03.840 --> 00:27:12.320
So,<00:27:04.160> to<00:27:04.520> harvest<00:27:05.920> that<00:27:06.200> people,<00:27:06.560> the<00:27:06.680> people<00:27:06.920> that<00:27:07.120> is<00:27:07.440> paying<00:27:07.800> a<00:27:07.880> decent<00:27:08.320> amount<00:27:08.720> of<00:27:08.840> money<00:27:09.160> to<00:27:09.360> their<00:27:09.640> cloud<00:27:10.120> or<00:27:10.280> clouds,<00:27:11.520> to<00:27:11.600> say,<00:27:11.880> "Hey,

00:27:12.320 --> 00:27:16.640
I<00:27:12.480> give<00:27:12.720> you<00:27:12.800> something<00:27:13.160> extra<00:27:13.800> if<00:27:14.000> you<00:27:14.120> give<00:27:14.360> me<00:27:14.480> the<00:27:15.520> the<00:27:15.640> money."

00:27:16.640 --> 00:27:19.240
is<00:27:17.360> part<00:27:17.640> of<00:27:17.720> the<00:27:17.800> community<00:27:18.240> as<00:27:18.400> well.

00:27:19.240 --> 00:27:29.040
So,<00:27:19.360> that<00:27:19.640> is<00:27:19.760> the<00:27:20.280> the<00:27:20.440> challenge,<00:27:20.840> but<00:27:21.040> at<00:27:21.120> the<00:27:21.200> same<00:27:21.440> time<00:27:21.680> the<00:27:21.760> opportunity<00:27:23.120> is<00:27:23.400> to<00:27:24.320> to<00:27:24.480> tell<00:27:24.720> our<00:27:24.960> community,<00:27:25.440> "Hey,<00:27:26.560> this<00:27:26.800> is<00:27:26.880> the<00:27:26.960> money<00:27:27.600> game.

00:27:29.040 --> 00:27:36.480
Let's<00:27:29.560> see<00:27:30.080> if<00:27:30.400> what<00:27:30.600> we<00:27:30.760> have<00:27:31.720> on<00:27:31.920> top<00:27:32.200> of<00:27:32.400> Prowler<00:27:32.760> open<00:27:33.040> source<00:27:33.600> is<00:27:33.800> something<00:27:34.120> that<00:27:34.280> you<00:27:34.480> want<00:27:34.840> to<00:27:34.960> pay."

00:27:36.480 --> 00:27:42.280
For<00:27:36.640> sure,<00:27:37.080> what<00:27:37.320> what<00:27:37.720> where<00:27:37.920> the<00:27:38.040> money<00:27:38.280> is<00:27:38.560> not<00:27:39.000> is<00:27:39.520> if<00:27:39.680> we<00:27:39.840> give<00:27:40.160> you<00:27:40.520> everything<00:27:40.880> for<00:27:41.000> free.

00:27:42.280 --> 00:27:47.760
Mhm.<00:27:42.600> Right?<00:27:42.840> That<00:27:43.040> which<00:27:43.240> is<00:27:43.320> something<00:27:43.560> that<00:27:43.720> we<00:27:43.840> have<00:27:44.000> been<00:27:44.200> doing,<00:27:44.880> growing<00:27:45.720> the<00:27:46.160> the<00:27:46.280> open<00:27:46.480> source<00:27:46.760> project.

00:27:47.760 --> 00:27:51.960
But<00:27:47.960> from<00:27:48.440> 2<00:27:48.600> months<00:27:48.960> ago,<00:27:49.280> we<00:27:49.480> started<00:27:49.920> adding<00:27:50.640> paid-only<00:27:51.120> features.

00:27:51.960 --> 00:27:55.440
And<00:27:52.080> that<00:27:52.200> is<00:27:52.320> key<00:27:52.560> as<00:27:52.720> well<00:27:52.920> because<00:27:53.280> it's<00:27:53.440> like<00:27:53.600> not<00:27:53.800> everybody<00:27:54.160> needs<00:27:54.560> alerts.

00:27:55.440 --> 00:27:58.840
And<00:27:55.560> if<00:27:55.720> you<00:27:55.880> want<00:27:56.160> alerts,<00:27:57.160> you<00:27:57.280> have<00:27:57.400> to<00:27:57.520> pay<00:27:57.720> for<00:27:57.920> Prowler.

00:27:58.840 --> 00:28:02.680
If<00:27:59.000> you<00:27:59.200> want<00:28:00.320> bulk<00:28:00.640> provisioning,<00:28:01.520> you<00:28:01.640> have<00:28:01.760> to<00:28:01.880> pay<00:28:02.040> for<00:28:02.240> Prowler.

00:28:02.680 --> 00:28:08.080
If<00:28:02.840> you<00:28:02.960> want<00:28:03.200> to<00:28:03.320> import<00:28:04.360> findings<00:28:05.000> to<00:28:05.160> the<00:28:05.240> central<00:28:06.480> location,<00:28:07.200> you<00:28:07.320> have<00:28:07.480> to<00:28:07.600> pay.

00:28:08.080 --> 00:28:14.960
Or<00:28:08.360> even<00:28:08.800> single<00:28:09.120> sign-on,<00:28:10.000> all<00:28:10.280> our<00:28:10.640> AI<00:28:10.960> capabilities<00:28:11.760> are<00:28:12.000> pre-configured<00:28:13.160> if<00:28:13.360> you<00:28:13.480> pay.

00:28:14.960 --> 00:28:23.400
All<00:28:15.120> that<00:28:15.280> stuff<00:28:16.160> is<00:28:16.640> is<00:28:16.960> paid-only<00:28:17.680> and<00:28:17.800> makes<00:28:18.040> sense<00:28:18.480> because<00:28:18.880> we<00:28:19.040> are<00:28:19.120> adding<00:28:19.400> a<00:28:19.480> lot<00:28:19.760> of<00:28:19.920> value<00:28:20.920> with<00:28:21.120> the<00:28:21.400> with<00:28:21.600> with<00:28:21.800> the<00:28:22.080> with<00:28:22.240> the<00:28:22.280> foundation,<00:28:23.160> but

00:28:23.400 --> 00:28:27.400
if<00:28:23.720> beyond<00:28:24.120> the<00:28:24.200> foundation<00:28:24.680> even<00:28:25.000> even<00:28:25.240> more.

00:28:27.400 --> 00:28:32.720
How<00:28:27.480> did<00:28:27.640> the<00:28:27.720> community<00:28:28.200> react<00:28:28.640> when<00:28:28.760> you<00:28:28.880> started<00:28:29.720> adding<00:28:30.040> these<00:28:30.360> paid<00:28:30.680> features<00:28:31.080> onto<00:28:31.400> it?

00:28:32.720 --> 00:28:35.080
Uh,<00:28:33.000> we<00:28:33.120> didn't<00:28:33.400> have<00:28:33.600> any<00:28:33.800> pushback,<00:28:34.320> honestly.

00:28:35.080 --> 00:28:40.320
Actually,<00:28:35.680> we<00:28:36.000> have<00:28:36.400> people<00:28:36.760> starting<00:28:37.200> looking<00:28:37.520> at,<00:28:37.880> "Okay,<00:28:38.200> what<00:28:38.360> is<00:28:38.480> your<00:28:38.640> pricing<00:28:38.960> model?"

00:28:40.320 --> 00:28:47.800
So,<00:28:41.440> um<00:28:42.520> we<00:28:43.040> we<00:28:43.200> are<00:28:43.320> adding<00:28:43.840> This<00:28:44.000> isn't<00:28:45.080> We<00:28:45.200> didn't<00:28:45.560> make<00:28:45.840> this<00:28:46.160> in<00:28:46.440> like<00:28:46.960> black<00:28:47.200> and<00:28:47.320> white.

00:28:47.800 --> 00:28:50.360
It's<00:28:47.960> like,<00:28:48.200> okay,<00:28:48.400> from<00:28:48.640> now<00:28:48.880> on<00:28:49.280> everything<00:28:49.600> is<00:28:49.680> going<00:28:49.840> to<00:28:49.880> be<00:28:50.000> paid.

00:28:50.360 --> 00:28:56.920
No,<00:28:50.480> no.<00:28:50.840> So,<00:28:51.120> we<00:28:51.240> said<00:28:51.440> we<00:28:51.560> have<00:28:51.720> a<00:28:51.800> very<00:28:52.080> very<00:28:52.480> solid<00:28:52.920> foundation<00:28:53.960> and<00:28:54.240> there<00:28:54.360> is<00:28:54.480> solid<00:28:54.920> platform<00:28:55.360> that<00:28:55.520> is<00:28:55.640> open<00:28:55.840> source.

00:28:56.920 --> 00:29:04.680
And<00:28:57.320> now<00:28:57.560> we<00:28:57.720> are<00:28:57.800> adding<00:28:58.200> very<00:28:58.640> good<00:28:59.560> and<00:28:59.880> helpful<00:29:00.520> features<00:29:01.080> that<00:29:01.480> paid<00:29:01.720> only<00:29:02.360> if<00:29:02.560> you<00:29:02.720> come<00:29:03.000> to<00:29:03.360> our<00:29:03.600> SaaS.

00:29:04.680 --> 00:29:09.560
Or<00:29:04.840> if<00:29:05.000> you<00:29:05.200> use<00:29:05.400> the<00:29:05.520> CLI,<00:29:06.040> but<00:29:06.200> you<00:29:06.360> want<00:29:06.600> to<00:29:06.680> do<00:29:06.800> something<00:29:07.160> else,<00:29:08.360> uh<00:29:08.880> you<00:29:09.000> pay.

00:29:09.560 --> 00:29:13.200
So,<00:29:09.680> I<00:29:09.840> we<00:29:10.040> didn't<00:29:10.360> get,<00:29:10.640> honestly,<00:29:11.120> any<00:29:11.600> pushback<00:29:12.440> from<00:29:12.600> the<00:29:12.680> community.

00:29:13.200 --> 00:29:21.800
I<00:29:13.280> think<00:29:13.600> everybody<00:29:14.000> understands<00:29:14.720> that<00:29:15.800> if<00:29:16.480> we<00:29:16.760> want<00:29:17.360> to<00:29:18.040> they<00:29:18.200> want<00:29:18.520> to<00:29:18.640> keep<00:29:19.040> enjoying<00:29:19.920> and<00:29:20.280> using<00:29:20.640> Prowler,<00:29:21.600> they

00:29:21.800 --> 00:29:24.800
have<00:29:22.040> to<00:29:22.200> support<00:29:22.800> us<00:29:23.320> in<00:29:23.520> those<00:29:23.760> decisions.

00:29:24.800 --> 00:29:31.520
We<00:29:24.960> are<00:29:25.280> Yeah,<00:29:25.480> as<00:29:25.600> I<00:29:25.640> said,<00:29:25.920> there<00:29:26.080> is<00:29:26.200> nothing<00:29:26.840> super<00:29:28.040> um<00:29:29.160> critical<00:29:29.600> that<00:29:29.800> we<00:29:29.920> are<00:29:30.040> changing<00:29:30.520> around.

00:29:31.520 --> 00:29:40.440
Actually,<00:29:32.680> um<00:29:34.520> we<00:29:34.760> used<00:29:35.280> 8<00:29:35.640> million<00:29:36.280> of<00:29:36.480> dollars<00:29:37.480> to<00:29:37.680> make<00:29:38.720> Prowler<00:29:39.040> open<00:29:39.280> source<00:29:39.960> the

00:29:40.440 --> 00:29:44.120
the<00:29:40.600> best<00:29:41.040> platform<00:29:41.520> ever.<00:29:42.360> So,<00:29:43.120> and<00:29:43.280> that<00:29:43.440> is<00:29:43.520> for<00:29:43.680> open<00:29:43.880> source.

00:29:44.120 --> 00:29:49.080
Now,<00:29:44.640> okay,<00:29:45.200> let's<00:29:45.440> get<00:29:45.840> the<00:29:45.920> other<00:29:46.120> 4<00:29:46.360> millions<00:29:47.560> to<00:29:47.640> try<00:29:47.800> to<00:29:47.920> make<00:29:48.080> money,<00:29:48.600> right?

00:29:49.080 --> 00:29:52.400
I<00:29:49.120> mean,<00:29:50.160> at<00:29:50.320> least<00:29:50.760> I<00:29:50.840> think<00:29:51.000> it's<00:29:51.160> fair<00:29:51.400> for<00:29:51.560> everybody.

00:29:52.400 --> 00:29:55.640
For<00:29:52.560> sure.<00:29:53.120> Yeah,<00:29:53.600> of<00:29:53.680> course.<00:29:53.760> And<00:29:53.840> the<00:29:53.920> community<00:29:54.280> understands.

00:29:55.640 --> 00:29:58.560
Yeah,<00:29:55.880> of<00:29:56.040> course.<00:29:56.720> How<00:29:56.840> big<00:29:57.080> do<00:29:57.160> you<00:29:57.240> think<00:29:57.440> Prowler<00:29:57.800> can<00:29:58.000> get?

00:29:58.560 --> 00:30:03.400
I<00:29:58.600> mean,<00:29:58.800> it<00:29:58.920> is<00:29:59.080> remarkable<00:30:00.400> the<00:30:00.520> community<00:30:01.040> that<00:30:01.200> already<00:30:01.520> exists.

00:30:03.400 --> 00:30:06.880
I<00:30:03.560> think<00:30:04.000> we<00:30:04.440> I<00:30:04.480> don't<00:30:04.680> think<00:30:04.800> it's<00:30:05.120> I<00:30:05.160> think<00:30:05.360> it's<00:30:05.720> I<00:30:05.840> think<00:30:06.360> it's<00:30:06.480> right.

00:30:06.880 --> 00:30:15.160
So,<00:30:07.720> the<00:30:07.840> let<00:30:08.080> let's<00:30:08.320> see<00:30:08.560> how<00:30:08.880> much<00:30:09.280> money<00:30:09.560> can<00:30:09.800> we<00:30:10.040> make<00:30:10.600> with<00:30:11.360> um<00:30:12.160> the<00:30:12.240> community<00:30:12.640> we<00:30:12.800> have,<00:30:13.400> all<00:30:13.560> the<00:30:13.720> inbound<00:30:14.360> traffic<00:30:14.840> that<00:30:15.000> we

00:30:15.160 --> 00:30:25.520
have.<00:30:16.040> So,<00:30:16.160> to<00:30:16.240> give<00:30:16.400> you<00:30:16.640> give<00:30:16.840> you<00:30:16.920> an<00:30:17.040> idea,<00:30:18.080> uh<00:30:18.160> month<00:30:18.480> over<00:30:18.640> month<00:30:18.960> we<00:30:19.040> are<00:30:19.160> growing<00:30:19.520> the<00:30:19.760> traffic<00:30:20.800> uh<00:30:21.360> in<00:30:21.560> our<00:30:21.760> website<00:30:22.920> uh<00:30:23.320> 75%.

00:30:25.520 --> 00:30:33.760
Um<00:30:26.560> so,<00:30:26.920> if<00:30:27.200> we<00:30:27.840> are<00:30:28.240> smart<00:30:28.640> enough<00:30:29.240> um<00:30:30.280> um<00:30:30.760> responsive<00:30:31.360> enough<00:30:32.280> to<00:30:32.960> monetize<00:30:33.680> a

00:30:33.760 --> 00:30:42.640
percentage<00:30:34.360> of<00:30:34.480> that,<00:30:36.160> I<00:30:36.280> think<00:30:36.560> we<00:30:36.800> are<00:30:37.000> going<00:30:37.240> to<00:30:37.320> be<00:30:37.440> in<00:30:37.560> a<00:30:37.640> very<00:30:37.880> good<00:30:38.040> position<00:30:38.920> as<00:30:39.080> a<00:30:39.120> company<00:30:39.800> and<00:30:40.000> as<00:30:40.160> a<00:30:40.200> product<00:30:41.320> to<00:30:42.440> uh

00:30:42.640 --> 00:30:51.240
to<00:30:42.760> the<00:30:42.920> next<00:30:43.200> step.<00:30:43.640> That<00:30:43.840> is,<00:30:44.240> of<00:30:44.520> course,<00:30:45.080> keep<00:30:45.240> growing<00:30:45.560> the<00:30:45.680> sales<00:30:46.120> team,<00:30:46.440> keep<00:30:46.640> growing<00:30:47.120> the<00:30:47.360> the<00:30:47.440> engineering<00:30:47.960> team<00:30:49.600> to<00:30:49.960> become<00:30:51.000> not

00:30:51.240 --> 00:30:54.680
only<00:30:51.480> the<00:30:51.640> factor<00:30:52.120> for<00:30:52.320> humans,<00:30:52.760> but<00:30:52.960> also<00:30:53.200> the<00:30:53.320> factor<00:30:53.720> for<00:30:54.120> agents.

00:30:54.680 --> 00:31:02.960
And<00:30:54.880> that<00:30:55.000> is<00:30:55.120> what<00:30:55.280> we<00:30:55.400> are<00:30:55.520> building.<00:30:55.880> You<00:30:56.000> know,<00:30:56.200> the<00:30:56.520> also<00:30:56.800> the<00:30:56.920> autonomous<00:30:57.880> cloud<00:30:58.080> security<00:30:58.480> engineer,<00:30:59.600> which<00:30:59.800> is<00:31:00.000> partially<00:31:00.520> built<00:31:00.920> already,<00:31:02.720> more

00:31:02.960 --> 00:31:09.160
features<00:31:03.400> that<00:31:03.560> we<00:31:03.720> are<00:31:04.320> adding<00:31:04.720> to<00:31:04.880> help<00:31:05.560> any<00:31:05.760> organization,<00:31:06.840> which<00:31:07.120> is<00:31:07.240> that<00:31:07.480> is<00:31:07.600> the<00:31:07.720> great<00:31:07.960> thing<00:31:08.160> of<00:31:08.320> open<00:31:08.560> source.

00:31:09.160 --> 00:31:19.440
It's<00:31:09.360> like<00:31:10.160> you're<00:31:10.320> not<00:31:12.040> only<00:31:12.640> I<00:31:12.720> mean,<00:31:12.880> of<00:31:13.000> course,<00:31:13.200> we<00:31:13.320> target<00:31:13.800> SMBs,<00:31:14.840> but<00:31:15.120> we<00:31:15.280> have<00:31:15.440> huge<00:31:15.760> companies<00:31:16.160> using<00:31:16.400> product<00:31:16.720> as<00:31:16.840> well,<00:31:17.720> right?

00:31:19.440 --> 00:31:25.920
So,<00:31:19.560> but<00:31:19.920> to<00:31:20.040> use<00:31:21.320> to<00:31:21.400> make<00:31:21.600> sure<00:31:21.920> product<00:31:22.280> is<00:31:22.480> on<00:31:22.680> every<00:31:23.000> single<00:31:23.360> organization<00:31:24.040> that<00:31:24.200> has<00:31:24.560> something<00:31:25.160> in<00:31:25.280> the<00:31:25.360> cloud.

00:31:25.920 --> 00:31:28.800
And<00:31:26.040> that<00:31:26.160> is<00:31:26.280> pretty<00:31:26.480> much<00:31:26.640> any<00:31:26.760> company.<00:31:28.360> Yes.

00:31:28.800 --> 00:31:31.480
Yes,<00:31:29.120> I<00:31:29.360> I<00:31:29.440> think<00:31:29.680> the<00:31:29.840> sky<00:31:30.160> is<00:31:30.360> the<00:31:30.480> limit,<00:31:30.760> you're<00:31:30.880> right.

00:31:31.480 --> 00:31:38.640
How<00:31:31.560> do<00:31:31.640> you<00:31:31.720> think<00:31:31.880> about<00:31:32.120> competitors?<00:31:32.720> I<00:31:32.760> mean,<00:31:32.880> this<00:31:33.080> is<00:31:33.200> becoming<00:31:33.640> a<00:31:33.680> pretty<00:31:33.920> competitive<00:31:34.400> space,<00:31:34.720> given<00:31:34.960> that<00:31:35.120> this<00:31:35.360> is<00:31:36.080> such<00:31:36.480> an<00:31:36.560> important<00:31:38.040> I<00:31:38.080> mean,<00:31:38.320> again,

00:31:38.640 --> 00:31:44.480
it's<00:31:38.760> always<00:31:38.960> been<00:31:39.080> important,<00:31:39.440> but<00:31:39.560> even<00:31:39.760> more<00:31:39.960> so<00:31:40.160> in<00:31:40.240> the<00:31:40.360> age<00:31:40.520> of<00:31:40.640> AI,<00:31:41.360> and<00:31:41.440> you<00:31:41.520> don't<00:31:41.640> really<00:31:41.840> know<00:31:42.000> what<00:31:42.120> these<00:31:42.320> agents<00:31:42.640> are<00:31:42.720> doing<00:31:43.000> or<00:31:43.080> not<00:31:43.320> doing.

00:31:44.480 --> 00:31:49.920
The<00:31:44.600> importance<00:31:45.000> of<00:31:45.080> security<00:31:45.800> just<00:31:46.000> becomes<00:31:46.520> so<00:31:46.760> much<00:31:47.840> more<00:31:48.120> important<00:31:48.560> than<00:31:48.680> it<00:31:48.760> already<00:31:49.000> was.

00:31:49.920 --> 00:31:53.960
Give<00:31:50.080> me<00:31:50.160> a<00:31:50.240> sense<00:31:50.480> for<00:31:50.600> how<00:31:50.720> you<00:31:50.880> think<00:31:51.080> about<00:31:51.400> competitors<00:31:52.000> or<00:31:52.080> if<00:31:52.200> you<00:31:52.280> think<00:31:52.480> about<00:31:52.680> them<00:31:52.840> at<00:31:52.960> all.

00:31:53.960 --> 00:32:01.600
Yeah,<00:31:54.840> there<00:31:55.440> I<00:31:55.480> mean,<00:31:56.920> major<00:31:57.360> competitors<00:31:58.160> are<00:31:58.920> for<00:31:59.160> us<00:31:59.560> are<00:31:59.920> the<00:32:00.080> black<00:32:00.320> boxes,<00:32:00.800> right?

00:32:01.600 --> 00:32:09.680
Mhm.<00:32:02.000> Because<00:32:02.480> they<00:32:02.960> I<00:32:03.040> mean,<00:32:03.280> they<00:32:03.480> are<00:32:03.840> huge<00:32:04.360> SaaS<00:32:05.120> huge<00:32:05.440> companies<00:32:06.440> targeting<00:32:07.080> Fortune<00:32:07.440> 2000,<00:32:07.960> Fortune<00:32:08.320> 5000,<00:32:09.400> right?

00:32:09.680 --> 00:32:17.880
But<00:32:09.840> the<00:32:09.920> world<00:32:10.360> is<00:32:10.560> beyond<00:32:10.920> that.<00:32:11.960> And<00:32:13.640> and<00:32:13.840> in<00:32:13.960> many<00:32:14.160> cases,<00:32:14.640> we<00:32:14.800> have<00:32:14.960> we<00:32:15.280> we<00:32:15.600> are<00:32:16.480> we<00:32:16.720> have<00:32:16.960> customers<00:32:17.440> coming<00:32:17.680> from

00:32:17.880 --> 00:32:26.000
them<00:32:18.640> because<00:32:18.960> probably<00:32:19.280> they<00:32:19.400> don't<00:32:19.640> want<00:32:19.880> to<00:32:20.000> pay<00:32:20.360> that<00:32:20.960> huge<00:32:21.400> bill<00:32:21.880> or<00:32:22.120> they<00:32:22.240> don't<00:32:22.520> want<00:32:22.880> to<00:32:23.320> or<00:32:23.440> they<00:32:23.720> don't<00:32:24.000> need<00:32:24.720> all<00:32:24.920> the<00:32:25.080> whole<00:32:25.520> set<00:32:25.880> of

00:32:26.000 --> 00:32:32.720
features<00:32:26.520> that<00:32:26.680> they<00:32:26.920> they<00:32:27.160> are<00:32:27.280> bringing.<00:32:28.360> And<00:32:28.680> we<00:32:28.760> are<00:32:28.840> talking<00:32:29.160> about<00:32:29.440> huge<00:32:30.160> platforms<00:32:30.800> and<00:32:31.000> very<00:32:31.200> good<00:32:31.480> platforms,<00:32:32.440> right?

00:32:32.720 --> 00:32:36.560
Over<00:32:32.960> the<00:32:33.080> last<00:32:33.800> that<00:32:33.920> they<00:32:34.040> have<00:32:34.280> they<00:32:34.480> have<00:32:34.680> been<00:32:34.880> building<00:32:35.200> over<00:32:35.400> the<00:32:35.520> last<00:32:35.880> many<00:32:36.160> years.

00:32:36.560 --> 00:32:44.280
But<00:32:37.400> Prowler<00:32:37.680> is<00:32:37.880> a<00:32:37.960> 10-year-old<00:32:38.960> project,<00:32:39.520> but<00:32:39.680> the<00:32:40.120> the<00:32:40.240> company<00:32:40.920> and<00:32:41.040> the<00:32:41.120> product<00:32:41.600> itself<00:32:42.640> is<00:32:42.960> like<00:32:43.160> 3<00:32:43.400> years.

00:32:44.280 --> 00:32:48.960
Mhm.<00:32:44.520> Right?<00:32:44.760> We<00:32:44.880> because<00:32:45.160> we<00:32:45.320> rewrote<00:32:45.760> everything<00:32:46.080> in<00:32:46.160> Python<00:32:46.560> 3<00:32:46.800> years<00:32:47.000> ago<00:32:47.560> or<00:32:47.880> less.

00:32:48.960 --> 00:32:55.880
Uh<00:32:49.160> and<00:32:49.280> we<00:32:49.400> are<00:32:49.600> adding<00:32:50.000> controls<00:32:50.560> all<00:32:50.720> the<00:32:50.840> time<00:32:51.360> and<00:32:51.960> is<00:32:52.120> very<00:32:52.720> very<00:32:53.240> new<00:32:53.600> and<00:32:53.880> modern<00:32:54.920> code.

00:32:55.880 --> 00:33:04.640
Um<00:32:56.280> so<00:32:57.320> in<00:32:57.880> So,<00:32:58.040> for<00:32:58.200> the<00:32:58.320> big<00:32:58.560> ones,<00:32:59.960> our<00:33:00.240> this<00:33:00.440> main<00:33:00.640> differentiation<00:33:01.440> is<00:33:01.640> of<00:33:01.840> course<00:33:02.120> openness<00:33:02.720> and<00:33:03.000> and<00:33:03.200> the<00:33:03.320> depth<00:33:04.280> and

00:33:04.640 --> 00:33:11.760
and<00:33:05.040> coverage<00:33:05.720> of<00:33:06.320> cloud<00:33:07.000> providers<00:33:07.680> and<00:33:07.960> controls<00:33:08.840> and<00:33:09.040> and<00:33:09.320> controls<00:33:10.000> and<00:33:10.160> compliance<00:33:10.600> frameworks.

00:33:11.760 --> 00:33:20.520
Right?<00:33:12.440> The<00:33:12.680> the<00:33:12.840> public<00:33:13.240> registry,<00:33:14.320> the<00:33:14.960> community,<00:33:16.360> um<00:33:17.280> and<00:33:17.560> the<00:33:17.760> easy<00:33:18.360> super<00:33:18.760> easy<00:33:19.040> way<00:33:19.240> to<00:33:19.400> extend<00:33:20.120> Prowler

00:33:20.520 --> 00:33:29.320
for<00:33:20.720> your<00:33:20.880> needs.<00:33:21.800> Um<00:33:23.040> but<00:33:23.360> when<00:33:23.560> it<00:33:23.680> comes<00:33:24.000> to<00:33:24.160> not<00:33:24.520> that<00:33:24.840> big<00:33:25.240> providers,<00:33:26.480> in<00:33:26.720> many<00:33:27.000> cases,<00:33:27.520> they<00:33:27.680> are<00:33:27.800> using<00:33:28.080> Prowler.

00:33:29.320 --> 00:33:37.760
Mhm.<00:33:29.760> So,<00:33:29.880> when<00:33:30.080> you<00:33:30.280> are<00:33:30.560> building<00:33:31.040> a<00:33:31.440> cloud<00:33:31.680> security<00:33:32.200> platform,<00:33:33.880> or<00:33:34.080> you<00:33:34.320> write<00:33:35.120> the<00:33:35.520> the<00:33:35.720> scanner<00:33:36.120> component<00:33:36.720> by<00:33:36.840> yourself,<00:33:37.320> maintain

00:33:37.760 --> 00:33:41.600
yourself,<00:33:38.320> and<00:33:38.480> improve<00:33:38.920> yourself,<00:33:39.920> or<00:33:40.040> you<00:33:40.200> use<00:33:40.440> Prowler.

00:33:41.600 --> 00:33:45.240
And<00:33:41.960> our<00:33:42.200> license<00:33:42.960> allows<00:33:43.520> them<00:33:43.840> to<00:33:44.000> use<00:33:44.280> Prowler.

00:33:45.240 --> 00:33:49.040
In<00:33:45.360> some<00:33:45.680> In<00:33:45.800> some<00:33:46.040> cases,<00:33:46.480> we<00:33:46.600> get<00:33:46.880> money<00:33:47.120> from<00:33:47.400> those<00:33:47.760> as<00:33:47.920> well.

00:33:49.040 --> 00:33:56.680
Because<00:33:49.320> they<00:33:49.480> want<00:33:49.880> us<00:33:50.120> to<00:33:50.280> prioritize<00:33:51.760> um<00:33:52.040> bug<00:33:52.240> fixes<00:33:52.920> or<00:33:53.080> they<00:33:53.200> want<00:33:53.600> uh<00:33:54.160> us<00:33:54.600> to<00:33:54.840> add<00:33:55.160> some<00:33:55.560> some<00:33:55.760> features.

00:33:56.680 --> 00:34:05.000
So,<00:33:57.640> or<00:33:57.840> even<00:33:58.520> cloud<00:33:58.840> providers<00:33:59.440> that<00:33:59.600> they<00:33:59.760> are<00:33:59.920> not<00:34:00.160> very<00:34:00.360> popular,<00:34:00.800> but<00:34:01.000> they<00:34:01.160> want<00:34:01.720> Prowler<00:34:02.560> to<00:34:02.680> be<00:34:03.160> their<00:34:03.520> security<00:34:04.200> platform<00:34:04.760> like

00:34:05.000 --> 00:34:11.440
third-party<00:34:06.000> assessment.<00:34:07.120> Um<00:34:07.480> they<00:34:07.640> pay<00:34:07.840> us<00:34:08.399> to<00:34:08.480> include<00:34:09.120> those<00:34:09.520> cloud<00:34:09.800> providers<00:34:10.320> into<00:34:10.560> Prowler.

00:34:11.440 --> 00:34:18.120
So,<00:34:11.600> there<00:34:11.760> are<00:34:11.879> different<00:34:12.240> ways,<00:34:12.480> of<00:34:12.639> course.<00:34:13.080> We<00:34:13.200> are<00:34:13.320> targeting<00:34:13.800> at<00:34:14.000> the<00:34:14.200> end<00:34:14.639> the<00:34:14.800> the<00:34:15.040> business<00:34:15.480> that<00:34:15.679> is<00:34:16.159> going<00:34:16.399> to<00:34:16.480> the<00:34:16.600> cloud<00:34:16.840> or<00:34:16.960> is<00:34:17.080> in<00:34:17.159> the<00:34:17.240> cloud,<00:34:17.879> but<00:34:18.000> there

00:34:18.120 --> 00:34:23.200
are<00:34:18.240> other<00:34:18.520> ways<00:34:18.879> around<00:34:19.760> also<00:34:20.879> with<00:34:21.159> people<00:34:21.480> that<00:34:21.800> wants<00:34:22.159> to<00:34:22.320> use<00:34:22.840> Prowler.

00:34:23.200 --> 00:34:30.600
So,<00:34:23.440> we<00:34:23.639> see<00:34:24.840> um<00:34:25.800> our<00:34:26.000> competitors<00:34:26.760> even<00:34:27.080> with<00:34:27.480> like<00:34:27.679> an<00:34:27.800> opportunity<00:34:28.440> to<00:34:28.560> make<00:34:28.760> money.

00:34:30.600 --> 00:34:38.159
How<00:34:30.720> do<00:34:30.840> you<00:34:31.399> uh<00:34:31.560> think<00:34:31.800> about<00:34:32.040> quantum?<00:34:32.600> How<00:34:32.800> is<00:34:32.919> that<00:34:33.080> going<00:34:33.200> to<00:34:33.320> change<00:34:33.600> everything<00:34:34.000> as<00:34:34.120> that<00:34:34.360> continues<00:34:34.840> to<00:34:34.919> develop<00:34:35.360> and<00:34:35.520> going<00:34:35.760> like<00:34:36.679> um<00:34:37.480> how<00:34:37.600> do<00:34:37.720> you<00:34:38.000> how<00:34:38.080> do

00:34:38.159 --> 00:34:45.320
you<00:34:38.280> think<00:34:38.440> about<00:34:38.679> that?<00:34:39.800> Well,<00:34:40.040> I<00:34:40.679> honestly<00:34:41.120> I<00:34:41.480> I<00:34:41.639> didn't<00:34:42.080> spend<00:34:42.360> a<00:34:42.399> lot<00:34:42.600> of<00:34:42.720> time<00:34:43.080> thinking<00:34:43.440> about<00:34:43.639> quantum<00:34:43.919> computing.

00:34:45.320 --> 00:34:54.520
In<00:34:45.520> the<00:34:45.560> last<00:34:46.720> couple<00:34:46.960> of<00:34:47.080> years<00:34:47.440> I've<00:34:47.560> been<00:34:47.800> to<00:34:48.800> quite<00:34:49.040> a<00:34:49.080> few<00:34:49.560> conferences<00:34:50.399> to<00:34:50.560> learn<00:34:50.879> about<00:34:51.240> it<00:34:51.600> and<00:34:51.919> to<00:34:52.080> understand<00:34:53.840> um

00:34:54.520 --> 00:34:59.480
how<00:34:54.840> helpful<00:34:55.240> can<00:34:55.399> be.<00:34:56.360> Um

00:34:59.480 --> 00:35:04.920
I<00:34:59.600> had<00:34:59.800> don't<00:35:00.040> have<00:35:00.280> an<00:35:00.360> actual<00:35:00.720> opinion<00:35:01.280> on<00:35:01.520> on<00:35:01.720> that<00:35:02.240> when<00:35:02.440> it<00:35:02.520> comes<00:35:02.800> to<00:35:02.880> cloud<00:35:03.200> security<00:35:03.600> directly.

00:35:04.920 --> 00:35:13.520
It<00:35:05.520> will<00:35:05.760> applies<00:35:06.440> to<00:35:07.680> um<00:35:08.200> compliance<00:35:09.240> for<00:35:09.400> encryption,<00:35:10.400> for<00:35:10.560> protection,<00:35:12.000> usage<00:35:12.400> of<00:35:12.560> keys,<00:35:13.000> etc.

00:35:13.520 --> 00:35:20.160
right?<00:35:13.880> As<00:35:14.400> it<00:35:14.560> is<00:35:15.120> being<00:35:15.480> more<00:35:16.400> um<00:35:17.080> um<00:35:18.400> commoditized.

00:35:20.160 --> 00:35:28.680
But<00:35:20.480> I<00:35:20.560> I<00:35:20.600> don't<00:35:20.760> I<00:35:20.800> don't<00:35:21.000> I<00:35:21.040> don't<00:35:21.240> really<00:35:21.400> know<00:35:22.040> how<00:35:22.600> easy<00:35:23.160> or<00:35:23.360> how<00:35:24.120> um<00:35:24.840> effective<00:35:25.360> is<00:35:25.560> going<00:35:25.720> to<00:35:25.840> be<00:35:26.240> to<00:35:26.400> use<00:35:26.840> quantum<00:35:27.200> computing<00:35:28.520> in

00:35:28.680 --> 00:35:37.200
the<00:35:28.800> next<00:35:29.400> months.<00:35:31.280> Finally,<00:35:31.680> we<00:35:31.920> end<00:35:32.120> every<00:35:32.360> interview<00:35:32.640> with<00:35:32.720> the<00:35:32.800> same<00:35:33.000> question<00:35:33.600> and<00:35:33.760> that<00:35:33.960> is<00:35:34.120> that<00:35:34.360> CEO.com<00:35:35.240> we<00:35:35.360> believe<00:35:35.640> the<00:35:35.760> chances<00:35:36.200> one<00:35:36.440> gives<00:35:37.040> is

00:35:37.200 --> 00:35:39.880
just<00:35:37.440> as<00:35:37.520> important<00:35:37.880> as<00:35:38.000> the<00:35:38.120> chances<00:35:38.560> one<00:35:38.720> takes.

00:35:39.880 --> 00:35:45.120
When<00:35:40.080> you<00:35:40.240> hear<00:35:40.440> that,<00:35:40.720> who<00:35:40.920> gave<00:35:41.120> you<00:35:41.240> a<00:35:41.280> chance<00:35:41.640> to<00:35:41.720> get<00:35:41.920> you<00:35:42.080> to<00:35:42.160> where<00:35:42.360> you<00:35:42.560> are<00:35:42.720> today?

00:35:45.120 --> 00:35:47.240
Who<00:35:45.200> gave<00:35:45.400> me<00:35:46.040> Just<00:35:46.160> can<00:35:46.320> you<00:35:46.400> repeat<00:35:46.680> please?

00:35:47.240 --> 00:35:50.920
Who<00:35:47.440> gave<00:35:47.720> you<00:35:47.880> a<00:35:47.920> chance<00:35:48.400> to<00:35:48.520> get<00:35:48.760> you<00:35:49.000> where<00:35:49.280> you<00:35:49.440> are<00:35:49.600> today?

00:35:50.920 --> 00:35:59.760
Who<00:35:51.000> gave<00:35:51.200> you<00:35:51.320> a<00:35:51.360> chance?<00:35:53.560> Well,<00:35:54.160> I<00:35:54.320> think<00:35:54.640> I've<00:35:54.920> been<00:35:55.400> I<00:35:55.560> have<00:35:55.840> had<00:35:56.120> so<00:35:56.280> many<00:35:57.040> I<00:35:57.160> have<00:35:57.440> been<00:35:57.640> given<00:35:58.000> given<00:35:58.400> so<00:35:58.520> many<00:35:58.760> opportunities<00:35:59.560> all

00:35:59.760 --> 00:36:05.360
my<00:35:59.960> whole<00:36:00.160> life.<00:36:01.240> But<00:36:01.400> at<00:36:01.480> the<00:36:01.600> same<00:36:01.880> time,<00:36:02.280> I<00:36:02.400> always<00:36:02.760> say<00:36:03.400> yes.

00:36:05.360 --> 00:36:09.640
So,<00:36:05.600> I'm<00:36:05.840> from<00:36:06.080> a<00:36:06.400> from<00:36:06.680> a<00:36:06.800> very<00:36:07.040> small<00:36:07.360> town<00:36:07.880> in<00:36:08.000> the<00:36:08.120> south<00:36:08.440> of<00:36:08.560> Spain.

00:36:09.640 --> 00:36:14.800
The<00:36:09.760> south<00:36:10.000> of<00:36:10.080> Spain<00:36:10.840> used<00:36:11.120> to<00:36:11.200> be<00:36:11.400> a<00:36:11.720> a<00:36:11.840> poor<00:36:12.680> region<00:36:13.560> area.

00:36:14.800 --> 00:36:21.240
Um<00:36:14.960> it's<00:36:15.120> not<00:36:15.280> I<00:36:15.320> don't<00:36:15.520> think<00:36:15.680> it's<00:36:15.960> it's<00:36:16.560> no<00:36:16.720> longer<00:36:17.040> that<00:36:17.320> that<00:36:17.600> that<00:36:17.800> the<00:36:17.920> case<00:36:18.640> after<00:36:19.120> 40<00:36:19.680> many<00:36:20.080> years.

00:36:21.240 --> 00:36:28.000
Um<00:36:21.960> but<00:36:22.120> I<00:36:22.200> had<00:36:22.400> the<00:36:22.440> opportunity<00:36:23.000> to<00:36:23.360> start<00:36:23.640> working<00:36:23.960> computers<00:36:24.520> when<00:36:24.720> I<00:36:24.800> was<00:36:25.120> 19<00:36:25.640> and<00:36:25.800> I<00:36:25.880> always<00:36:26.200> said,<00:36:26.640> yes,<00:36:26.920> why<00:36:27.080> not?

00:36:28.000 --> 00:36:36.680
Uh<00:36:28.040> because<00:36:28.360> I<00:36:28.440> loved<00:36:28.800> computers.<00:36:29.800> Uh<00:36:30.200> And<00:36:30.280> then<00:36:30.720> I<00:36:30.800> had<00:36:30.960> the<00:36:31.000> opportunity<00:36:31.560> to<00:36:31.720> move<00:36:32.920> to<00:36:33.360> Madrid,<00:36:34.320> the<00:36:34.840> the<00:36:35.000> capital<00:36:35.400> of<00:36:35.560> the<00:36:35.640> country.

00:36:36.680 --> 00:36:39.720
And<00:36:36.920> I<00:36:37.080> was<00:36:37.400> like,<00:36:37.720> yeah,<00:36:38.000> why<00:36:38.200> not?

00:36:39.720 --> 00:36:44.080
So<00:36:40.080> I<00:36:40.640> was<00:36:40.840> given<00:36:41.120> the<00:36:41.200> opportunity<00:36:41.760> to<00:36:42.080> move<00:36:42.400> to<00:36:42.520> the<00:36:42.680> US.

00:36:44.080 --> 00:36:46.160
Um<00:36:44.880> and<00:36:45.000> it<00:36:45.080> was<00:36:45.680> the<00:36:45.760> same.

00:36:46.160 --> 00:36:54.400
So<00:36:46.640> I<00:36:46.760> have<00:36:47.040> had<00:36:47.280> a<00:36:47.400> lot<00:36:47.640> of<00:36:47.840> good<00:36:48.040> opportunities<00:36:48.800> on<00:36:48.960> my<00:36:49.080> table<00:36:49.640> and<00:36:49.840> I<00:36:49.920> always<00:36:51.200> said<00:36:51.440> yes<00:36:52.280> because<00:36:52.640> I<00:36:52.720> always<00:36:53.080> wanted<00:36:53.680> a<00:36:53.800> challenge.

00:36:54.400 --> 00:37:03.000
So<00:36:54.680> I<00:36:54.760> guess<00:36:56.720> the<00:36:56.800> explorer<00:36:58.560> foundation<00:36:59.320> inside<00:36:59.720> me<00:37:00.800> gave<00:37:01.040> me<00:37:01.160> the<00:37:01.240> opportunity,<00:37:01.760> but<00:37:02.000> moreover,<00:37:02.880> the

00:37:03.000 --> 00:37:12.640
people<00:37:03.320> that<00:37:03.520> were<00:37:03.760> working<00:37:04.400> around<00:37:04.840> me,<00:37:05.520> um,<00:37:06.200> and<00:37:06.400> saw<00:37:06.640> something<00:37:07.760> in<00:37:08.080> my<00:37:08.880> skills<00:37:09.560> to<00:37:10.040> to<00:37:10.160> give<00:37:10.280> me<00:37:10.360> the<00:37:10.440> opportunity.

00:37:12.640 --> 00:37:19.080
Tony,<00:37:12.880> thank<00:37:13.080> you<00:37:13.160> so<00:37:13.280> much<00:37:13.440> for<00:37:13.560> coming<00:37:13.840> on.<00:37:14.040> Seriously,<00:37:14.400> what<00:37:14.520> an<00:37:14.640> incredible<00:37:15.160> company<00:37:15.840> and<00:37:16.720> uh<00:37:17.160> software<00:37:17.600> you've<00:37:17.800> built<00:37:18.040> with<00:37:18.200> Prowler.

00:37:19.080 --> 00:37:22.680
We're<00:37:19.240> really<00:37:19.440> honored<00:37:19.760> to<00:37:19.840> have<00:37:20.040> you.<00:37:20.160> Thank<00:37:20.360> you<00:37:20.440> so<00:37:20.560> much.<00:37:21.760> Thank<00:37:21.920> you,<00:37:22.040> Paint.

00:37:22.680 --> 00:37:25.280
Thanks<00:37:22.920> for<00:37:23.040> having<00:37:23.280> me.