[
  {
    "start": 0.14,
    "end": 2.66,
    "text": "Hello friends, this is the AlphaList podcast."
  },
  {
    "start": 3.04,
    "end": 4.08,
    "text": "I am your host Tobi."
  },
  {
    "start": 4.4,
    "end": 11.5,
    "text": "The goal of the AlphaList podcast is to empower CTOs with the info and insight they need to make the best decisions for their company."
  },
  {
    "start": 11.84,
    "end": 17.76,
    "text": "We do this by hosting top thought leaders and picking their brains for insights into technical leadership and tech trends."
  },
  {
    "start": 18.16,
    "end": 24.06,
    "text": "If you believe in the power of accumulated knowledge to accelerate growth, make sure to subscribe to this podcast."
  },
  {
    "start": 24.4,
    "end": 32.2,
    "text": "Plus, if you're an experienced CTO, you will laugh at the discussion happening in our Slack space where over six hundred CTOs are sharing insights."
  },
  {
    "start": 32.4,
    "end": 33.6,
    "text": "or visit one of our events."
  },
  {
    "start": 33.88,
    "end": 36.2,
    "text": "Just go to alphalus.com to apply."
  },
  {
    "start": 51.88,
    "end": 53.5,
    "text": "Welcome to the Alphalus podcast."
  },
  {
    "start": 53.74,
    "end": 54.4,
    "text": "I'm your host Tobi."
  },
  {
    "start": 55.24,
    "end": 65.459,
    "text": "And my guest today once spent his nights diffusing storage fires for NetApp customers and his days persuading fortune one hundred CISOs that Graph Speed SQL."
  },
  {
    "start": 66.16,
    "end": 72.14,
    "text": "Now he's steering with product info inside Google's thirty two billion embrace."
  },
  {
    "start": 72.52,
    "end": 73.82,
    "text": "Solal Ravi, welcome."
  },
  {
    "start": 74.78,
    "end": 76.5,
    "text": "Thank you very much to be happy to be here."
  },
  {
    "start": 77.98,
    "end": 81.4,
    "text": "So in the pre discussion, I just learned that the acquisition is actually not through."
  },
  {
    "start": 81.76,
    "end": 84.5,
    "text": "Um, so you're, you're, you're hoping for it to finish."
  },
  {
    "start": 84.64,
    "end": 90.24,
    "text": "Uh, and, uh, it's, it's like, I guess the government still has to agree or what, what, what's happening there?"
  },
  {
    "start": 90.6,
    "end": 91.04,
    "text": "Governments"
  },
  {
    "start": 91.12,
    "end": 95.56,
    "text": "are taking their time having a quick look into it, but we hope it's going to be closed within a few months."
  },
  {
    "start": 95.62,
    "end": 97.28,
    "text": "Yeah, I mean, it's a lot of money, right?"
  },
  {
    "start": 98.04,
    "end": 101.08,
    "text": "So, a lot of power, I guess."
  },
  {
    "start": 102.08,
    "end": 108.94,
    "text": "I don't know how big you are, but whenever Google buys something for that amount of money, it takes a while, right?"
  },
  {
    "start": 109.84,
    "end": 114.1,
    "text": "We start with explaining what Wiz actually is and what makes it special."
  },
  {
    "start": 114.16,
    "end": 116.38,
    "text": "Like, why does Google buy it?"
  },
  {
    "start": 116.48,
    "end": 117.44,
    "text": "or did Google buy it?"
  },
  {
    "start": 118.02,
    "end": 120.56,
    "text": "Google tries to buy it for thirty two billion."
  },
  {
    "start": 121.1,
    "end": 123.08,
    "text": "Could you like quickly explain that?"
  },
  {
    "start": 123.7,
    "end": 123.78,
    "text": "Yeah."
  },
  {
    "start": 123.84,
    "end": 125.76,
    "text": "So I'll start with the second bit actually on."
  },
  {
    "start": 125.92,
    "end": 126.8,
    "text": "why would they buy it?"
  },
  {
    "start": 127.12,
    "end": 128.78,
    "text": "I think a lot of it is not."
  },
  {
    "start": 129.62,
    "end": 132.02,
    "text": "what we do is only one in a lifetime."
  },
  {
    "start": 132.1,
    "end": 134.62,
    "text": "It's something that is mainly around people."
  },
  {
    "start": 134.74,
    "end": 142.24,
    "text": "So what they buy here is not necessarily the product, but it's the minds and the hearts of people that are building what they do best."
  },
  {
    "start": 143.24,
    "end": 144.3,
    "text": "And that's what they're investing in."
  },
  {
    "start": 145.14,
    "end": 159.06,
    "text": "But regarding what we are doing and how do they come to a point that they decided to acquire us, we started around five years ago trying to shift the problem into actually easy solutions in cloud security."
  },
  {
    "start": 159.54,
    "end": 166.96,
    "text": "Cloud security is a very wide umbrella with a lot of different acronyms that fall into one acronym to rule them all."
  },
  {
    "start": 168.52,
    "end": 177.62,
    "text": "But what we do try to solve is when companies embrace moving the workloads into the cloud more and more in the last few years."
  },
  {
    "start": 178.24,
    "end": 191.12,
    "text": "It's to give them an easy way of risk calculation, risk analysis of what they do deploy in the cloud, anywhere from when they design the product in their code on their laptops, and all the way to when it's deployed in their cloud infrastructure."
  },
  {
    "start": 192.16,
    "end": 199.5,
    "text": "And while doing so, also democratizing the way the actual developers build and see and find out what the solutions are."
  },
  {
    "start": 199.94,
    "end": 204.06,
    "text": "So it's easy to find out, and it's also through gamifications, et cetera."
  },
  {
    "start": 205.34,
    "end": 217.18,
    "text": "So everybody can see the only little piece of land when it comes to owning their part of the company or the product and not leaving it in the hands of a smaller closed team that then gives order into what needs to be fixed."
  },
  {
    "start": 217.22,
    "end": 228.34,
    "text": "So the idea is showing risk assessments throughout the stack when you deploy into cloud environments, but also giving full access to the people who actually need to see and fix it."
  },
  {
    "start": 228.78,
    "end": 233.7,
    "text": "Is it like an agent that runs on each of your instances and in each of the containers?"
  },
  {
    "start": 235.24,
    "end": 240.32,
    "text": "that then monitors what is happening and what is what kind of infrastructure you're running and what you're deploying."
  },
  {
    "start": 240.94,
    "end": 248.14,
    "text": "Or is it also like kind of pivoting into the application itself and observing that or like how does that work?"
  },
  {
    "start": 248.82,
    "end": 250.24,
    "text": "So I'll say yes, yes, and yes."
  },
  {
    "start": 251.22,
    "end": 257.839,
    "text": "The way to do it full stack is we start all the way from the beginning with an agent list scan."
  },
  {
    "start": 258.3,
    "end": 269.6,
    "text": "So we map everything in your cloud environment, whether it's on-prem, one of the CSPs, the classical ones, Azure, GCP, AWS, etc."
  },
  {
    "start": 270.56,
    "end": 273.66,
    "text": "We scan via APIs only, so it's agentlessly done."
  },
  {
    "start": 275.04,
    "end": 280.1,
    "text": "Map the compute resources, the supporting resources, the network that you have there."
  },
  {
    "start": 280.82,
    "end": 295.12,
    "text": "In said way, we also fetch all of your workload data, scan it to find any secrets lying within technologies distributed in them, vulnerabilities stemming from them, malware instances, etc."
  },
  {
    "start": 295.98,
    "end": 303.44,
    "text": "All of that is put into a graph database, which gives us an easy way to map and visualize relationships between objects."
  },
  {
    "start": 304.34,
    "end": 306.0,
    "text": "It's not a lot of tabular views."
  },
  {
    "start": 307.08,
    "end": 315.5,
    "text": "putting it on a map basically shows you what risks lie or even the basic is what does your environment look like."
  },
  {
    "start": 316.22,
    "end": 317.34,
    "text": "This is all done agentlessly."
  },
  {
    "start": 317.94,
    "end": 323.94,
    "text": "When you ask about agents is where we take it to the next level deeper to give us two-fold."
  },
  {
    "start": 324.56,
    "end": 331.78,
    "text": "One is the ability to do runtime protection inside your workload and not just statically analyzing what's inside it when it's running."
  },
  {
    "start": 332.74,
    "end": 337.26,
    "text": "So that's looking into actual runtime protection and processes and outbound network."
  },
  {
    "start": 337.84,
    "end": 341.1,
    "text": "But what we also benefit from it is validation."
  },
  {
    "start": 341.3,
    "end": 349.44,
    "text": "So everything we computed based on what we saw you have in runtime with the agent that you mentioned, we can also Validate it."
  },
  {
    "start": 349.52,
    "end": 355.64,
    "text": "so that agent we name the sensor that we sensor and it takes the findings that we do have and also validates them."
  },
  {
    "start": 356.3,
    "end": 357.18,
    "text": "so we get twofold."
  },
  {
    "start": 358.24,
    "end": 366.72,
    "text": "Validation of the risk analysis and also looking into actual and defend off such workloads, but you also mentioned code."
  },
  {
    "start": 366.88,
    "end": 371.82,
    "text": "You also looked at the application at the end where when you asked and application."
  },
  {
    "start": 372.88,
    "end": 377.6,
    "text": "eventually maps to what comes out at the end when it comes to a deployed resource."
  },
  {
    "start": 378.46,
    "end": 380.3,
    "text": "So what we do as part of it is also."
  },
  {
    "start": 380.94,
    "end": 404.86,
    "text": "give the tools for the developers to scan it as they build so we can map what application components, what code this is they have ready to be deployed, whether if it's infrastructure as code, so how the infrastructure is defined before it's deployed, but also analyzing the actual application statistically and dynamically so we can show the what if game, what if, what's going to happen when you do deploy."
  },
  {
    "start": 405.46,
    "end": 427.46,
    "text": "but then also show you the full circle, which we call code to cloud or code to cloud to code, closing a full circle of if you fix one issue in your code in your application at the beginning of your development, how it's going to fan out and fix a lot of risks that you do have in the deployed environment."
  },
  {
    "start": 427.92,
    "end": 430.0,
    "text": "So it's not necessarily playing a whack-a-mole."
  },
  {
    "start": 430.66,
    "end": 439.42,
    "text": "in a live game in the actual deployed environment, but it's also showing you the one small fix you can do early on to eliminate on this."
  },
  {
    "start": 440.6,
    "end": 442.5,
    "text": "To prevent something happening."
  },
  {
    "start": 442.76,
    "end": 446.06,
    "text": "And like your static analysis also goes"
  },
  {
    "start": 447.0,
    "end": 447.14,
    "text": "as"
  },
  {
    "start": 447.68,
    "end": 451.36,
    "text": "deep as like finding, I don't know, credentials encoded, etc."
  },
  {
    "start": 451.76,
    "end": 452.84,
    "text": "I guess like that standard."
  },
  {
    "start": 453.64,
    "end": 457.46,
    "text": "It goes into finding credentials, secrets and how they map into actual."
  },
  {
    "start": 458.4,
    "end": 470.96,
    "text": "attack pairs, so it's not just saying that you do have a credential, it's saying you have a credential, this is where it's distributed, this is the person who checked it in, but also where does it connect based on the first scanning I mentioned."
  },
  {
    "start": 471.12,
    "end": 480.8,
    "text": "So we can say that that secret that lies in your code then gives you access to an admin account in AWS that then can do bad things in your account."
  },
  {
    "start": 481.38,
    "end": 485.28,
    "text": "So we show you the actual lateral movement paths, assuming you continue deploying."
  },
  {
    "start": 486.48,
    "end": 497.86,
    "text": "So I can now visualize on my mind that big graph that basically tracks all the CI items, let's say."
  },
  {
    "start": 499.2,
    "end": 501.24,
    "text": "How do you control the size of the nodes?"
  },
  {
    "start": 501.54,
    "end": 504.82,
    "text": "How do you explain what is dramatic and what is not?"
  },
  {
    "start": 505.34,
    "end": 510.82,
    "text": "And how do you move the stuff in my face that needs to be in my face?"
  },
  {
    "start": 511.18,
    "end": 521.159,
    "text": "So all of those disparate... Issues let's call them disparate findings can and cannot be critical to you from an atomic point of view."
  },
  {
    "start": 521.799,
    "end": 524.88,
    "text": "It's a matter of opinion as far as I see it even a critical vulnerability."
  },
  {
    "start": 524.98,
    "end": 525.54,
    "text": "nine point nine."
  },
  {
    "start": 525.6,
    "end": 525.96,
    "text": "CVSS."
  },
  {
    "start": 527.18,
    "end": 529.66,
    "text": "I would ask you Toby is it critical for you or not?"
  },
  {
    "start": 529.72,
    "end": 530.48,
    "text": "It's nine point nine."
  },
  {
    "start": 530.62,
    "end": 531.46,
    "text": "should you fix it now?"
  },
  {
    "start": 531.6,
    "end": 532.18,
    "text": "Should you care?"
  },
  {
    "start": 532.3,
    "end": 533.5,
    "text": "Should you go back to sleep?"
  },
  {
    "start": 534.1,
    "end": 540.04,
    "text": "The question is it depends and what it depends on is What is the risk around it?"
  },
  {
    "start": 541.06,
    "end": 554.68,
    "text": "So if you do have a nine point nine with an ability to do remote code execution, but it's on an image that is never being used, never being deployed, then I would say go back to sleep, fix it tomorrow and next sprint."
  },
  {
    "start": 555.34,
    "end": 568.48,
    "text": "But if we based on that graph, show you that that CVSS is then fending out deployed into a ten thousand VMs or containers out of which about ten percent are live."
  },
  {
    "start": 569.1,
    "end": 572.54,
    "text": "And out of which, ten more percent are connected to the internet."
  },
  {
    "start": 572.62,
    "end": 576.84,
    "text": "So now you do care about the RC because we calculated a path from the internet."
  },
  {
    "start": 577.38,
    "end": 578.58,
    "text": "And we also did a validation."
  },
  {
    "start": 578.66,
    "end": 583.24,
    "text": "We showed you a screenshot or an SSH output that is open from the internet."
  },
  {
    "start": 583.86,
    "end": 586.7,
    "text": "And then we do the extra risk calculations."
  },
  {
    "start": 587.52,
    "end": 590.04,
    "text": "with the additional indicators we have."
  },
  {
    "start": 590.52,
    "end": 592.16,
    "text": "Does it have additional data access?"
  },
  {
    "start": 592.24,
    "end": 594.02,
    "text": "Does it have lateral movement capabilities?"
  },
  {
    "start": 594.62,
    "end": 599.16,
    "text": "And the more it has, the more critical it becomes and the more it shows up the list that you need to fix."
  },
  {
    "start": 600.14,
    "end": 603.64,
    "text": "So we do show you like the one you need to focus on right now."
  },
  {
    "start": 603.8,
    "end": 605.12,
    "text": "The rest can wait for the sprint."
  },
  {
    "start": 606.92,
    "end": 607.58,
    "text": "Okay, cool."
  },
  {
    "start": 608.18,
    "end": 608.84,
    "text": "I have to try it out."
  },
  {
    "start": 609.26,
    "end": 614.58,
    "text": "I think it's a bit like, I don't know, for non-security."
  },
  {
    "start": 615.04,
    "end": 618.68,
    "text": "people and engineers a bit like the New Relic moment, right?"
  },
  {
    "start": 619.16,
    "end": 625.42,
    "text": "When you for the first time use something like New Relic or Datadog, you must spot a lot."
  },
  {
    "start": 626.86,
    "end": 640.48,
    "text": "Maybe before we talk about how you stay innovative and your approach to incubation, I'd first like to know a bit more personal, a bit step back."
  },
  {
    "start": 641.8,
    "end": 656.1,
    "text": "what was the very first moment when you kind of stumbled into computing, like your nerd path, like what was the first hack or line of code that made you think, whoop, I really like computers and this is where I stay."
  },
  {
    "start": 656.82,
    "end": 663.72,
    "text": "I think that was a long while ago when screens were green and you had the nets on them because you might think that it's bad for your eyes."
  },
  {
    "start": 664.82,
    "end": 667.26,
    "text": "That was roughly thirty years ago."
  },
  {
    "start": 668.76,
    "end": 685.74,
    "text": "First line of code was in assembly, feeling that I can hack the Pentagon by changing one bit and trying to do so and eventually what you do is trying to cheat in a snake game because of that and your friends don't know."
  },
  {
    "start": 685.96,
    "end": 690.6,
    "text": "That was sort of for me the aha moment of wow this is cool, this is fun."
  },
  {
    "start": 690.72,
    "end": 690.84,
    "text": "I can."
  },
  {
    "start": 690.9,
    "end": 694.54,
    "text": "actually I enjoyed doing that, and I did."
  },
  {
    "start": 695.66,
    "end": 698.42,
    "text": "It all started from there, but then it wasn't immediate."
  },
  {
    "start": 698.7,
    "end": 703.7,
    "text": "I was never only solely into that as part of Hobbies."
  },
  {
    "start": 704.82,
    "end": 710.24,
    "text": "What I did like doing is having it as always as like a side parallel project to my Hobbies."
  },
  {
    "start": 711.1,
    "end": 719.04,
    "text": "Hobbies were anything from rugby to swimming, and then coding and doing that basically was a fun bit next to it."
  },
  {
    "start": 719.98,
    "end": 723.86,
    "text": "But that was sort of the aha moment when he said, this is cool, this is fun."
  },
  {
    "start": 725.12,
    "end": 736.24,
    "text": "And it sort of was a very long standing hobby until I really got into it in my twenties when it came to automating stuff because I'm lazy and I had doing stuff twice."
  },
  {
    "start": 736.94,
    "end": 743.48,
    "text": "So I prefer spending five more hours or five acts more time automating something for a task that takes."
  },
  {
    "start": 744.42,
    "end": 747.36,
    "text": "Fifth of the time because that's the right thing to do, right?"
  },
  {
    "start": 748.1,
    "end": 752.28,
    "text": "So I'll spend the time coding it even though it burns more time because that's the fun part."
  },
  {
    "start": 752.98,
    "end": 755.02,
    "text": "Just in case somebody needs to do it again in the future."
  },
  {
    "start": 755.7,
    "end": 761.58,
    "text": "The good old engineering laziness that we all... That's the reason why we're all here, right?"
  },
  {
    "start": 762.78,
    "end": 764.54,
    "text": "Spend more time because it's better."
  },
  {
    "start": 766.04,
    "end": 767.18,
    "text": "Same for me, same for me."
  },
  {
    "start": 768.12,
    "end": 773.06,
    "text": "And then you spend a lot of time in close to customer roles, right?"
  },
  {
    "start": 773.16,
    "end": 773.26,
    "text": "That"
  },
  {
    "start": 773.32,
    "end": 773.68,
    "text": "is correct."
  },
  {
    "start": 773.76,
    "end": 790.12,
    "text": "So I really love being next to customers, either physically in the field and go to market, walking with customer on sites or remotely by helping them solve really disparate escalations of stuff that."
  },
  {
    "start": 790.44,
    "end": 792.98,
    "text": "nobody can fix, and you're the last guy that can fix it."
  },
  {
    "start": 794.02,
    "end": 801.24,
    "text": "That was always interesting, one from a tech challenge, to be the one that gets to fix something, but also people."
  },
  {
    "start": 801.78,
    "end": 804.26,
    "text": "Eventually, I don't like hiding behind the screen."
  },
  {
    "start": 804.32,
    "end": 811.96,
    "text": "A lot of engineers like it, and they work more in roles that suit them, like in R&D being the best developers out there."
  },
  {
    "start": 812.5,
    "end": 814.2,
    "text": "But I really like working with people."
  },
  {
    "start": 814.36,
    "end": 825.52,
    "text": "I like learning how people do things, not necessarily how they technically write it, but how do they approach a problem and why do they do it and who they are."
  },
  {
    "start": 825.66,
    "end": 831.08,
    "text": "So most of the roles, if not all of them, that you'll see in my history is around people."
  },
  {
    "start": 831.84,
    "end": 833.66,
    "text": "So that's the core of what I do."
  },
  {
    "start": 835.24,
    "end": 839.62,
    "text": "So does that mean like, I mean, your title is CTO Product Infrastructure?"
  },
  {
    "start": 840.26,
    "end": 845.64,
    "text": "Does that mean that the product is what you would put in bold letters if you could?"
  },
  {
    "start": 845.84,
    "end": 854.36,
    "text": "or so because you talk a lot to customers and then know what they need and spend a lot of time on shaping the product?"
  },
  {
    "start": 855.54,
    "end": 855.76,
    "text": "or"
  },
  {
    "start": 857.28,
    "end": 858.34,
    "text": "what are you doing day to day?"
  },
  {
    "start": 858.48,
    "end": 858.52,
    "text": "So"
  },
  {
    "start": 859.4,
    "end": 864.8,
    "text": "I dive deeper a little bit into how we split the city office and what I take care of on day to day."
  },
  {
    "start": 865.66,
    "end": 880.14,
    "text": "So, CTO of Product Infrastructure, I report to our co-founder CTO, Ami, that basically overarches all of research and technology at the company when it comes to a strategy."
  },
  {
    "start": 881.12,
    "end": 893.14,
    "text": "But since we grew so rapidly, so much over the last few years, we did split it into about three or four tracks technology-wise of owning and looking into four sites into our technology."
  },
  {
    "start": 893.78,
    "end": 894.64,
    "text": "in said pass."
  },
  {
    "start": 894.84,
    "end": 896.96,
    "text": "And the path I take care of is the product info."
  },
  {
    "start": 897.92,
    "end": 915.64,
    "text": "So basically, I'll call it the non-sexy value features, which is not the value drivers to sell the product, like how do we do the actual scanning or how do we defend in runtime, which we have tracks for that as well, for CTOs that own it."
  },
  {
    "start": 915.8,
    "end": 924.62,
    "text": "But it's looking at the infrastructure and how do we make sure that the end solution that customers use is Enterprise Ready."
  },
  {
    "start": 925.26,
    "end": 934.02,
    "text": "How do we make sure it meets any scale and size from an average lawyer firm and up to the largest CSP out there?"
  },
  {
    "start": 935.42,
    "end": 936.94,
    "text": "We need to make sure that it's Enterprise Ready."
  },
  {
    "start": 937.16,
    "end": 937.94,
    "text": "What does that mean?"
  },
  {
    "start": 939.38,
    "end": 949.88,
    "text": "Anything around product infra includes API infrastructure, which we use GraphQL, all of our integrations, both outbound and inbound."
  },
  {
    "start": 950.34,
    "end": 966.58,
    "text": "The way we do the scanning, the actual connectors we have in place to talk to those CSPs, AWS, Azure, GCP, and so forth, and fetch them in a scalable manner so we can do it on the end customer and not only the tenth one."
  },
  {
    "start": 968.12,
    "end": 978.62,
    "text": "remediation and response as an infrastructure piece that runs on customer environments to let them in automatic fashion remediate and respond to threats so they don't need to do it on their own."
  },
  {
    "start": 979.5,
    "end": 980.5,
    "text": "and a couple more items."
  },
  {
    "start": 982.2,
    "end": 984.62,
    "text": "and all of that is around the product info."
  },
  {
    "start": 986.22,
    "end": 988.72,
    "text": "And you also mentioned incubation, Toby, quickly over there."
  },
  {
    "start": 989.68,
    "end": 992.58,
    "text": "And also the way we do it is we learn by doing."
  },
  {
    "start": 993.66,
    "end": 1004.76,
    "text": "So historically, I did most of these parts to take care of their technology, but we have a team in CTO that reports for me that do that."
  },
  {
    "start": 1004.86,
    "end": 1009.88,
    "text": "So we have a person, the best out there that does RBAC and login experience."
  },
  {
    "start": 1009.94,
    "end": 1017.74,
    "text": "We have the best person out there that does remediation and response based on is development advocacy days."
  },
  {
    "start": 1018.0,
    "end": 1023.9,
    "text": "We have the best one out there for API native cloud providers, and how do we fetch them?"
  },
  {
    "start": 1024.5,
    "end": 1029.56,
    "text": "So the way we look into it is each and every one needs to be a CTO of their own castle."
  },
  {
    "start": 1030.42,
    "end": 1037.5,
    "text": "They all work together in their atomic domains, and they all together build the product infrastructure acumen."
  },
  {
    "start": 1038.28,
    "end": 1039.52,
    "text": "Does it make sense?"
  },
  {
    "start": 1039.579,
    "end": 1046.16,
    "text": "That absolutely makes sense and the actual, so that's the CTO office and the actual delivery org"
  },
  {
    "start": 1046.74,
    "end": 1046.859,
    "text": "is"
  },
  {
    "start": 1047.98,
    "end": 1049.22,
    "text": "totally independent of that."
  },
  {
    "start": 1049.66,
    "end": 1055.22,
    "text": "So these days it is, but the merit of CTO I think is threefold."
  },
  {
    "start": 1055.34,
    "end": 1059.62,
    "text": "One is foresight into technology, which we do day in, day out."
  },
  {
    "start": 1060.16,
    "end": 1061.84,
    "text": "Second is the gray area."
  },
  {
    "start": 1062.54,
    "end": 1068.9,
    "text": "Anything that nobody show who needs to do or wants to do, CTO is the place that needs to do it."
  },
  {
    "start": 1069.86,
    "end": 1082.28,
    "text": "We'll take out of the gray area because we have the Acumen, we have the hunger to POC solutions or novel technologies and then get them to work and then implement them and hand them over to R&D."
  },
  {
    "start": 1083.34,
    "end": 1087.06,
    "text": "Threefold is creating teams in the best way we can."
  },
  {
    "start": 1087.68,
    "end": 1090.18,
    "text": "Incubation is part of it, delivery is part of it."
  },
  {
    "start": 1090.98,
    "end": 1092.44,
    "text": "Historically, we did all."
  },
  {
    "start": 1092.78,
    "end": 1099.04,
    "text": "We were support engineers, we were delivery engineers, we were sales engineers, and somewhat also product."
  },
  {
    "start": 1100.3,
    "end": 1117.0,
    "text": "The reason we did it is we wanted to do it the best technical fashion we can, learn from it, become said role as part of it, and then hire the best people that matched that persona to build a team to do that sole purpose."
  },
  {
    "start": 1117.9,
    "end": 1126.88,
    "text": "put the processes and everything we need around it and then hand them over to the owner and go to market then scales them out."
  },
  {
    "start": 1128.06,
    "end": 1130.96,
    "text": "So that's a lot of incubations we did have to do as part of it."
  },
  {
    "start": 1131.02,
    "end": 1134.22,
    "text": "So we were to your question also deliver engineers for a time."
  },
  {
    "start": 1134.52,
    "end": 1136.5,
    "text": "Okay, so you worked in support."
  },
  {
    "start": 1137.2,
    "end": 1145.92,
    "text": "a few years back, for example, to basically master that once and then hire the best support people you could find."
  },
  {
    "start": 1146.2,
    "end": 1152.66,
    "text": "And if I understood it correctly, and today... How does that differ?"
  },
  {
    "start": 1152.82,
    "end": 1157.82,
    "text": "I mean, I guess the company is kind of feature complete now as you've been acquired for quite a good amount of money."
  },
  {
    "start": 1159.26,
    "end": 1160.78,
    "text": "I mean, you never feature complete, right?"
  },
  {
    "start": 1160.84,
    "end": 1169.02,
    "text": "But I guess you have a running support org, a running sales org, a running product org, etc."
  },
  {
    "start": 1170.86,
    "end": 1174.28,
    "text": "How did this incubation bit change and what do you do now?"
  },
  {
    "start": 1174.98,
    "end": 1176.34,
    "text": "Yeah, that's an excellent one actually Toby."
  },
  {
    "start": 1176.44,
    "end": 1179.74,
    "text": "So the incubation still exists, it's just in a different form."
  },
  {
    "start": 1179.94,
    "end": 1187.56,
    "text": "We moved from incubating teams to have the best team out there, to incubating POCs, incubating proofs of concept."
  },
  {
    "start": 1188.56,
    "end": 1191.58,
    "text": "So you said we have all of the features out there, but."
  },
  {
    "start": 1192.12,
    "end": 1193.08,
    "text": "It's never true."
  },
  {
    "start": 1193.52,
    "end": 1200.52,
    "text": "You always build the new features based on new problems that exist, but also connecting features together and doing set POCs."
  },
  {
    "start": 1201.16,
    "end": 1216.5,
    "text": "What we do here is an example, just looking at Shai Hulu yesterday, the NPM package exploit, that the entire industry came together again to try and isolate it as fast as we can from all alters of the network."
  },
  {
    "start": 1219.22,
    "end": 1241.02,
    "text": "One of the basic examples we released for users as part of that, and it was all running in CTO and then moved out to Teams to actually release it, was how do we take all of those indicators to show a customer quickly within one hour of a blog being out, that they have something in their environment or not, and what does that mean?"
  },
  {
    "start": 1241.94,
    "end": 1245.34,
    "text": "AI is part of it, and I'm quite surprised we didn't say AI until now."
  },
  {
    "start": 1245.48,
    "end": 1245.48,
    "text": "I"
  },
  {
    "start": 1248.32,
    "end": 1249.34,
    "text": "was thinking about it but"
  },
  {
    "start": 1250.52,
    "end": 1258.98,
    "text": "AI is a part of it and we have our own AI in-product AI agent that doesn't go and checks the internet and asks basic questions like other LLMs."
  },
  {
    "start": 1259.04,
    "end": 1270.06,
    "text": "It works based on the data in your tenant and the information about your infrastructure and you can ask it questions if you're not sure where to go in the product."
  },
  {
    "start": 1270.14,
    "end": 1286.04,
    "text": "So taking Shai Hulu's example yesterday as an incubation POC for a solution, We build tools to work with that AI agent that runs in the portal for the customer to use to basically ask, hi, ask Mika, which is the name of our AI agent."
  },
  {
    "start": 1287.46,
    "end": 1289.46,
    "text": "Do I have any of these Shai Hulu?"
  },
  {
    "start": 1289.64,
    "end": 1293.58,
    "text": "I'm not sure how it's called, quote, in my environment."
  },
  {
    "start": 1293.66,
    "end": 1294.22,
    "text": "What do I need to do?"
  },
  {
    "start": 1294.76,
    "end": 1299.06,
    "text": "Then what it does is it looks on the threat advisory we've released."
  },
  {
    "start": 1299.14,
    "end": 1300.76,
    "text": "It looks at your infrastructure."
  },
  {
    "start": 1300.82,
    "end": 1302.66,
    "text": "It looks at the packages."
  },
  {
    "start": 1303.02,
    "end": 1316.06,
    "text": "deployed or about to be deployed everywhere in your environment that you are using and have with connected to, correlates the information so you don't need to do it yourself and shows you the actual places where it's at and then suggests the remediation."
  },
  {
    "start": 1316.18,
    "end": 1323.48,
    "text": "So one simple question, LLM working behind it to factually look at your environment and show you where it is."
  },
  {
    "start": 1323.52,
    "end": 1326.52,
    "text": "So you don't need to do manual analysis, even though the data is there."
  },
  {
    "start": 1327.6,
    "end": 1331.28,
    "text": "So this was end-to-end done within two and a half, three hours."
  },
  {
    "start": 1332.4,
    "end": 1341.12,
    "text": "As a POC, once we saw it working, hand it over to product to tidy up the loose end edges, work with R&D to release it and done."
  },
  {
    "start": 1342.0,
    "end": 1346.48,
    "text": "Midday, yesterday, at well-known central, it was out, customers could use it."
  },
  {
    "start": 1347.72,
    "end": 1349.76,
    "text": "That's an example of incubations we have now."
  },
  {
    "start": 1349.98,
    "end": 1358.66,
    "text": "Some of them are more long-running, some of them are more like a task force because of and industry-wide incident people external"
  },
  {
    "start": 1358.86,
    "end": 1359.32,
    "text": "factors."
  },
  {
    "start": 1360.72,
    "end": 1365.88,
    "text": "so we can be very agile in such incubations."
  },
  {
    "start": 1365.94,
    "end": 1377.24,
    "text": "but the point is we move from incubating teams we morph the team to focus more on the technology side of it and incubate ideas and proofs of concept."
  },
  {
    "start": 1377.62,
    "end": 1390.76,
    "text": "Okay, maybe we touch that later, but you just came up with one example which I think like many of us saw and are feeling right now."
  },
  {
    "start": 1393.54,
    "end": 1409.08,
    "text": "I'm curious what the three security big banks in the last few years that really changed the way you designed software were and what A single lesson did each of them tattoo into your brain?"
  },
  {
    "start": 1410.46,
    "end": 1416.7,
    "text": "I think in all of them, it starts with the same lesson, which is how do I map the unknown unknowns?"
  },
  {
    "start": 1417.9,
    "end": 1420.0,
    "text": "Do I need to be scared of something or not?"
  },
  {
    "start": 1420.72,
    "end": 1425.86,
    "text": "I think all of them have the same, in my idea, the same commonality into what led them to be a bank."
  },
  {
    "start": 1427.22,
    "end": 1430.34,
    "text": "One of them is novel modern vulnerability scanning."
  },
  {
    "start": 1431.04,
    "end": 1434.56,
    "text": "The second is how do I look at entities?"
  },
  {
    "start": 1435.22,
    "end": 1448.92,
    "text": "identities, because it's still a walk in progress, but shifting mindsets and conceptions that users all around the world have, that exposure is only via network and that's it."
  },
  {
    "start": 1449.8,
    "end": 1454.16,
    "text": "I plugged in my firewall, I have my proxies, I have my net gateways, I'm closed, I'm done."
  },
  {
    "start": 1455.06,
    "end": 1455.88,
    "text": "It's not right anymore."
  },
  {
    "start": 1456.18,
    "end": 1472.36,
    "text": "Most exploits we have these days are because of credential theft or identity leakage, not network, because hackers know how the cloud info looks like, it's public, it's the same for everyone, it's a matter of how you configure it."
  },
  {
    "start": 1472.52,
    "end": 1474.58,
    "text": "So it's not the network anymore, it's identities now."
  },
  {
    "start": 1475.24,
    "end": 1488.4,
    "text": "And the third is data slash AI together, because they roughly have the same issues, like where is my data, where is my model, does it have private information in it, PII, PCI, PHI, et cetera, same for training data."
  },
  {
    "start": 1488.8,
    "end": 1490.96,
    "text": "for LLMs and who is using them?"
  },
  {
    "start": 1491.58,
    "end": 1492.6,
    "text": "Are they in the wild?"
  },
  {
    "start": 1492.66,
    "end": 1495.12,
    "text": "Are people doing shadow IT, shadow AI?"
  },
  {
    "start": 1495.96,
    "end": 1507.98,
    "text": "So those are the three ones of shifts in how we see users wanting to find issues and finding the fixes for them and doing it in an easy way."
  },
  {
    "start": 1508.1,
    "end": 1510.6,
    "text": "So unknown unknowns don't occur anymore."
  },
  {
    "start": 1511.94,
    "end": 1513.26,
    "text": "So I think those are the main three."
  },
  {
    "start": 1514.18,
    "end": 1521.14,
    "text": "But what were the big... the big happenings that you really remember from from the last years?"
  },
  {
    "start": 1521.28,
    "end": 1523.04,
    "text": "i guess i mean you mentioned lock for shell."
  },
  {
    "start": 1523.08,
    "end": 1529.04,
    "text": "what what happened what happened at with when when lock for shell hit and what?"
  },
  {
    "start": 1529.12,
    "end": 1530.12,
    "text": "what do you remember from that?"
  },
  {
    "start": 1530.28,
    "end": 1539.84,
    "text": "what i remember from lock for shell in like the biggest tattoo on my brain as you mentioned is the importance to find quickly."
  },
  {
    "start": 1541.76,
    "end": 1544.96,
    "text": "how everything is affected in my entire environment."
  },
  {
    "start": 1545.14,
    "end": 1558.34,
    "text": "And legacy solutions could have taken, even if they got to the full answer, weeks, if not more, because you need to have somehow full coverage to even answer, where am I affected?"
  },
  {
    "start": 1558.82,
    "end": 1560.16,
    "text": "You are blind, we are not deployed."
  },
  {
    "start": 1560.7,
    "end": 1565.46,
    "text": "And agents need to be deployed to give you answers, but you can never get to a hundred percent coverage."
  },
  {
    "start": 1566.36,
    "end": 1589.12,
    "text": "While the way we do it in both hybrid cloud and public cloud is the agentless approach for the basics and That gives you within minutes or hours depending on how huge you are a full answer on your question and Because you don't need to have that coverage because it's API driven."
  },
  {
    "start": 1589.82,
    "end": 1600.3,
    "text": "and so the aha moment for a lot of customers also where we handed out customer tenants for free so they can just see that they're okay or where do they need to fix."
  },
  {
    "start": 1601.2,
    "end": 1609.56,
    "text": "The moment for them was, oh, wow, that took one hour for me to connect and get answers and know where do I need to pause everything and focus on."
  },
  {
    "start": 1610.58,
    "end": 1623.32,
    "text": "Not just because they have a million instances of log for shell, but out of said million, which will take ten sprints to fix, only ten of them were ones they need to pause everything and focus on right now because of."
  },
  {
    "start": 1624.16,
    "end": 1626.76,
    "text": "risk assessments and telling them what are the most critical ones."
  },
  {
    "start": 1627.3,
    "end": 1634.84,
    "text": "Is that actually the best strategy to sell security products to basically like give it out for free if something happens or?"
  },
  {
    "start": 1635.52,
    "end": 1636.44,
    "text": "I don't think it's a strategy."
  },
  {
    "start": 1636.54,
    "end": 1638.36,
    "text": "It's more of camaraderie."
  },
  {
    "start": 1639.26,
    "end": 1645.14,
    "text": "At least that's how we approached it and why we decided on doing that in log for shell because we were all in the same place."
  },
  {
    "start": 1645.22,
    "end": 1648.78,
    "text": "We also were dog footing ways to see that we are not affected by it."
  },
  {
    "start": 1649.78,
    "end": 1653.64,
    "text": "We have a wish for these instances basically monitors the environment we have."
  },
  {
    "start": 1654.96,
    "end": 1661.24,
    "text": "For the same thing, so our CTO or the customer zeros for that sole purpose."
  },
  {
    "start": 1662.28,
    "end": 1674.06,
    "text": "So in that instance, it was for Karma Raderi because there was a lot of confusion and a lot of people running scared and not knowing if the company is impacted and what they need to do."
  },
  {
    "start": 1674.26,
    "end": 1686.12,
    "text": "So it was pitching in for For the community if at the end you would buy or not buy wasn't Wasn't Like a prerequisite for you?"
  },
  {
    "start": 1686.3,
    "end": 1691.8,
    "text": "using the pro bono a lot of deals did come from it to be honest But it wasn't the driver."
  },
  {
    "start": 1691.92,
    "end": 1693.92,
    "text": "if you didn't buy which happened happened."
  },
  {
    "start": 1694.44,
    "end": 1696.86,
    "text": "We know that we helped the community fix what they needed to fix."
  },
  {
    "start": 1697.34,
    "end": 1706.84,
    "text": "they couldn't afford it and then they were done and so that that is also fine, but I think the actual driver is How do we make it look not scary?"
  },
  {
    "start": 1708.24,
    "end": 1711.9,
    "text": "Since then, that's the growth marketing team that we built up."
  },
  {
    "start": 1712.74,
    "end": 1746.6,
    "text": "We have people that can speak better to it than me, but I think getting people to know what we do and what the problem is, especially before the Google acquisition news days, that people didn't know what Wiz is or what is it about, it's how do we get to people and explain not in a scary fashion like black on white and red, but more in nice appealing colors and visualizations and gamifications of what we do for them to actually get interested."
  },
  {
    "start": 1746.76,
    "end": 1748.66,
    "text": "And there are a lot of ways in doing it."
  },
  {
    "start": 1748.78,
    "end": 1752.3,
    "text": "It's in growth marketing, and we have a lot of amazing people that can speak to it."
  },
  {
    "start": 1753.62,
    "end": 1763.34,
    "text": "But I think that's for three years now, the proof that we have of how you should do it right when it comes to selling your product."
  },
  {
    "start": 1764.82,
    "end": 1771.56,
    "text": "I think that's really key because I think it can be a nightmare to sell security products, right?"
  },
  {
    "start": 1774.74,
    "end": 1779.5,
    "text": "people only realize that they need your product when it's too late in most cases, right?"
  },
  {
    "start": 1780.52,
    "end": 1792.32,
    "text": "And trying out a product early and being able to understand, like, will it bring value also through some, like, low-hanging foods potentially is, I think, really key, right?"
  },
  {
    "start": 1792.62,
    "end": 1792.86,
    "text": "I agree."
  },
  {
    "start": 1792.96,
    "end": 1800.42,
    "text": "So part of it is also seeing examples in our, say, conference in the first two years and the last three years."
  },
  {
    "start": 1801.32,
    "end": 1807.1,
    "text": "of how does our boot look like, not just by visualization, but the amount of people around it."
  },
  {
    "start": 1807.16,
    "end": 1808.0,
    "text": "to give a moment."
  },
  {
    "start": 1808.52,
    "end": 1817.58,
    "text": "And I think at the beginning, when they didn't know us and we didn't have the marketing time we have these days in the last few years, people didn't know what we do."
  },
  {
    "start": 1817.74,
    "end": 1820.54,
    "text": "So it was an average boot, like everyone else."
  },
  {
    "start": 1820.82,
    "end": 1822.8,
    "text": "It wasn't small on traffic."
  },
  {
    "start": 1822.88,
    "end": 1823.72,
    "text": "It wasn't high on traffic."
  },
  {
    "start": 1823.78,
    "end": 1824.52,
    "text": "It was average."
  },
  {
    "start": 1825.14,
    "end": 1840.86,
    "text": "But since we started with the language we have now, of the colors of how we gamify, and we do a Cisiotopia, the online shop for CISOs with actual products you can buy, like species toys, single pane of glasses, and the sensor, et cetera, which are very cool and fun."
  },
  {
    "start": 1842.42,
    "end": 1846.32,
    "text": "Then it actually gets to people because it's interesting."
  },
  {
    "start": 1846.62,
    "end": 1847.54,
    "text": "Nobody did it before."
  },
  {
    "start": 1847.98,
    "end": 1855.82,
    "text": "Nobody looks at a security solution as something nice to actually look at and view, and it's not scary anymore."
  },
  {
    "start": 1856.96,
    "end": 1873.2,
    "text": "So now Boots at Whiz, even before the acquisition, were always full because it was the standout in the crowd, in a scary conference about security and issues and risky stuff, and then the ones standing out appealed people to come in and hear you."
  },
  {
    "start": 1873.7,
    "end": 1884.36,
    "text": "And then once they do come to hear you, it's the gamification I mentioned, on how do we not just walk you through a demo that has a very specific path to take you through it."
  },
  {
    "start": 1884.92,
    "end": 1893.54,
    "text": "But like in one screen, ten seconds, show you like a funnel of everything wrong in your environment into the one fix."
  },
  {
    "start": 1894.38,
    "end": 1896.42,
    "text": "Just pinpoint show you and you got them."
  },
  {
    "start": 1897.26,
    "end": 1902.96,
    "text": "And how do you then help the CTO to explain it to the CFO to not get pushed back?"
  },
  {
    "start": 1903.66,
    "end": 1908.1,
    "text": "Because I expected to be not the cheapest solution on the market."
  },
  {
    "start": 1908.62,
    "end": 1909.12,
    "text": "I don't know why."
  },
  {
    "start": 1910.12,
    "end": 1913.04,
    "text": "Yeah, so in this case, I think seeing is believing."
  },
  {
    "start": 1913.6,
    "end": 1921.36,
    "text": "And in most cases, put log for shell aside, which was also four years ago, just less than that."
  },
  {
    "start": 1923.56,
    "end": 1933.28,
    "text": "Put that aside, it's easy to explain because you're not waiting until after you had such issue, you want to plan ahead of it."
  },
  {
    "start": 1933.82,
    "end": 1948.72,
    "text": "And usually to give an excuse, so to speak, for buying a security solutions, you need to show ROIs and statistics and how over time it can solve and replace tools, which you also need to do here."
  },
  {
    "start": 1948.8,
    "end": 1952.14,
    "text": "But it's easy to explain because you just show it in one screen."
  },
  {
    "start": 1952.76,
    "end": 1961.52,
    "text": "and also to the CFO when you say, see, we showed us in one hour of a POV that all of this is wrong and we never fixed it in ten years."
  },
  {
    "start": 1961.62,
    "end": 1962.48,
    "text": "We never knew about it."
  },
  {
    "start": 1963.92,
    "end": 1973.32,
    "text": "Now they showed us what we need to do and while we're fixing it, We want to buy and so I think showing is believing and that's also our approach for democratizing."
  },
  {
    "start": 1973.38,
    "end": 1984.4,
    "text": "there I repeat the word democratizing and the idea behind it is again not just for the CISO and the SecOps team or the security team But it's for everyone at the company because it's also not charged by seats."
  },
  {
    "start": 1984.92,
    "end": 1991.94,
    "text": "It's for everyone in the company to get The actual use of it and look at what they own so they can fix it."
  },
  {
    "start": 1992.04,
    "end": 1996.78,
    "text": "So you fix quickly and you make sure that you have closed loops in your environment quickly."
  },
  {
    "start": 1998.78,
    "end": 2005.06,
    "text": "And ROI would basically, you know, quadruple and as you fix and you use more people."
  },
  {
    "start": 2005.62,
    "end": 2007.74,
    "text": "But still it's a bit like selling vaccines, right?"
  },
  {
    "start": 2008.56,
    "end": 2008.64,
    "text": "So"
  },
  {
    "start": 2009.68,
    "end": 2010.14,
    "text": "also true."
  },
  {
    "start": 2010.72,
    "end": 2015.98,
    "text": "You could argue that vaccines shouldn't be used because it's like a pre-medicine for something that didn't happen yet."
  },
  {
    "start": 2016.56,
    "end": 2016.86,
    "text": "But."
  },
  {
    "start": 2018.1,
    "end": 2021.16,
    "text": "Would you like to be on the news if you didn't use it?"
  },
  {
    "start": 2021.84,
    "end": 2028.98,
    "text": "I think if you build something properly, it's not about having the best looking product for your end customers to use."
  },
  {
    "start": 2029.46,
    "end": 2032.62,
    "text": "It's making sure that they continue trusting you because that's your reputation."
  },
  {
    "start": 2033.6,
    "end": 2041.58,
    "text": "So a lot of companies value their reputation built and you don't want to send it down the drain because something might happen."
  },
  {
    "start": 2043.12,
    "end": 2044.9,
    "text": "So that's the thing that accompanies it."
  },
  {
    "start": 2045.18,
    "end": 2045.42,
    "text": "Okay."
  },
  {
    "start": 2046.38,
    "end": 2051.1,
    "text": "You mentioned that you learned a lot from early failures and also made them public."
  },
  {
    "start": 2051.78,
    "end": 2056.82,
    "text": "What are your biggest failures as with and what did you learn from them?"
  },
  {
    "start": 2057.639,
    "end": 2058.46,
    "text": "My personal ones."
  },
  {
    "start": 2060.179,
    "end": 2075.12,
    "text": "I think biggest one and also spoke to it in front of a couple of university events for students, BSc students were around how we failed on scaling a global CTO team."
  },
  {
    "start": 2075.88,
    "end": 2083.94,
    "text": "And basically, it started when I joined with, still back in the days when I was the first European employee back in Amsterdam."
  },
  {
    "start": 2085.179,
    "end": 2090.739,
    "text": "And we wanted to grow the CTO team to be a clone, a replica, a global one in Europe."
  },
  {
    "start": 2091.179,
    "end": 2096.1,
    "text": "And then once that works, built a replica, another clone one in America and the neighbor."
  },
  {
    "start": 2096.92,
    "end": 2099.38,
    "text": "And the idea behind it was continuity and scale."
  },
  {
    "start": 2101.58,
    "end": 2102.98,
    "text": "Basically, we got the idea."
  },
  {
    "start": 2103.14,
    "end": 2103.98,
    "text": "That's what we wanted to do."
  },
  {
    "start": 2105.46,
    "end": 2106.64,
    "text": "What is the first thing you go and do?"
  },
  {
    "start": 2107.54,
    "end": 2108.36,
    "text": "You go and hire locally."
  },
  {
    "start": 2109.44,
    "end": 2122.18,
    "text": "What I personally saw there, which didn't work, is when we focus in CTO and technology roles on region rather than acumen, didn't work out."
  },
  {
    "start": 2123.72,
    "end": 2129.42,
    "text": "I hired for the fact we decided back then to clone regionally."
  },
  {
    "start": 2130.22,
    "end": 2131.82,
    "text": "which I like go to market in technology."
  },
  {
    "start": 2131.94,
    "end": 2136.26,
    "text": "we learned it doesn't suit the role and it didn't work."
  },
  {
    "start": 2136.34,
    "end": 2142.92,
    "text": "we had a lot of people that were dissatisfied and not doing the best technology for all they want to do."
  },
  {
    "start": 2143.16,
    "end": 2147.02,
    "text": "there are duplications and so forth and we quickly pivoted."
  },
  {
    "start": 2147.94,
    "end": 2154.7,
    "text": "what we did is look for what domains do we want to cover like experts in container security experts in."
  },
  {
    "start": 2155.38,
    "end": 2162.1,
    "text": "RBAC and login infrastructure, API infrastructure, experts in agents and how is it best deployed?"
  },
  {
    "start": 2162.14,
    "end": 2163.84,
    "text": "because we went into runtime protection."
  },
  {
    "start": 2164.46,
    "end": 2170.88,
    "text": "And we took the best technology people in said areas globally, regardless of whether they are."
  },
  {
    "start": 2170.98,
    "end": 2173.42,
    "text": "So we have a CTO team here in Israel."
  },
  {
    "start": 2173.48,
    "end": 2180.76,
    "text": "We have a CTO members in the Netherlands, UK, Spain, East Coast, West Coast USA, and also in Japan and Australia."
  },
  {
    "start": 2181.76,
    "end": 2194.72,
    "text": "So we look for the best of specific personas like ex co-founder CTOs that knows how to build and get their hands dirty and want to continuously learn and fix technology."
  },
  {
    "start": 2195.9,
    "end": 2197.36,
    "text": "But we don't care where they are."
  },
  {
    "start": 2197.78,
    "end": 2199.78,
    "text": "They can be here close to engineering."
  },
  {
    "start": 2199.86,
    "end": 2200.92,
    "text": "They can be in the US."
  },
  {
    "start": 2201.0,
    "end": 2201.56,
    "text": "It doesn't matter."
  },
  {
    "start": 2201.7,
    "end": 2202.44,
    "text": "We want the best."
  },
  {
    "start": 2203.38,
    "end": 2219.3,
    "text": "That was the quick pivot we had early on in this failure to understand that what we need to do is basically that is get the best technologies out there, not have a clone because we want to do original."
  },
  {
    "start": 2220.12,
    "end": 2225.8,
    "text": "So we decided to say it's a failure quite fast like within months."
  },
  {
    "start": 2226.52,
    "end": 2228.82,
    "text": "So we don't just continue doing what we said we're going to do."
  },
  {
    "start": 2230.14,
    "end": 2233.98,
    "text": "And that basically proved itself since until today."
  },
  {
    "start": 2235.02,
    "end": 2240.96,
    "text": "So you're fully remote basically and still have local CTO teams."
  },
  {
    "start": 2242.68,
    "end": 2248.56,
    "text": "Basically are rather individuals and then teams necessarily on the ground because you don't hire locally anymore."
  },
  {
    "start": 2249.04,
    "end": 2249.54,
    "text": "That is correct."
  },
  {
    "start": 2249.62,
    "end": 2261.34,
    "text": "So we do have centers like Tel Aviv, London, New York, which at least for engineering and product, we try to collate them somehow around those hubs."
  },
  {
    "start": 2262.62,
    "end": 2267.24,
    "text": "But CTO are everywhere because CTOs also have a lot of outbound."
  },
  {
    "start": 2267.8,
    "end": 2268.42,
    "text": "to customers."
  },
  {
    "start": 2269.2,
    "end": 2271.42,
    "text": "And that's also what I mentioned about what I like doing best."
  },
  {
    "start": 2271.68,
    "end": 2272.88,
    "text": "I like doing best, apologies."
  },
  {
    "start": 2273.96,
    "end": 2295.32,
    "text": "And that's for talking to the actual customers, reaching out to CTOs, CISOs, and the actual security engineers, talking to developers, learning what their challenges are, what they would prefer doing to actually mitigate said challenges, and then learning from them and then going back building a POC, working with product, designing the feature."
  },
  {
    "start": 2296.5,
    "end": 2305.86,
    "text": "So it doesn't matter if they sit next to product engineering in one of the three centers, because end of the day is for them to interact with the people which are everywhere."
  },
  {
    "start": 2307.32,
    "end": 2318.46,
    "text": "So it means that you also still talk a lot to customers than these days, or basically every CTO team member does."
  },
  {
    "start": 2319.1,
    "end": 2328.86,
    "text": "Yes, everything in one of them isn't waiting for inbound reaches, but is actively looking at what can we do differently, what are challenges."
  },
  {
    "start": 2328.96,
    "end": 2338.12,
    "text": "So we can always think about foresight into the next technology we want to build, the next solution we want to have, which is better for the actual day to day."
  },
  {
    "start": 2338.72,
    "end": 2346.88,
    "text": "Okay, so that basically means you're really shaping the product and do you have a product org which runs independent of that or like only a delivery org?"
  },
  {
    "start": 2347.36,
    "end": 2347.54,
    "text": "We do."
  },
  {
    "start": 2347.74,
    "end": 2361.54,
    "text": "So we have a product organization that works a lot on inbound, on requests and features and is working internally to decide how the product strategy is looking like based on our co-founder VP product."
  },
  {
    "start": 2363.02,
    "end": 2366.44,
    "text": "But it counts on the city organization quite a lot."
  },
  {
    "start": 2366.92,
    "end": 2386.26,
    "text": "not only for architecture and technology, working hand in hand, but also on our conversations with customers on what is the technological problem they have, working on a POC of what it should be like, and then translating the need from a technological problem to a product need."
  },
  {
    "start": 2387.12,
    "end": 2391.86,
    "text": "And then the product usually takes it as a feature end-to-end and works with engineering to deliver it."
  },
  {
    "start": 2393.14,
    "end": 2394.18,
    "text": "Okay, understood."
  },
  {
    "start": 2396.3,
    "end": 2402.3,
    "text": "If you if you would say like the the the CTO team would be metrics driven what would be the the?"
  },
  {
    "start": 2402.66,
    "end": 2408.48,
    "text": "the free numbers that you would look at or you look at you actually look at every Monday."
  },
  {
    "start": 2409.26,
    "end": 2415.16,
    "text": "So that's actually a fun one because historically we always had issues with looking at metrics in CTO."
  },
  {
    "start": 2416.28,
    "end": 2421.42,
    "text": "and I'll just be honest I always am blatantly honest even if it's not nice to hear."
  },
  {
    "start": 2422.68,
    "end": 2425.14,
    "text": "and the reason is we build technologies."
  },
  {
    "start": 2425.94,
    "end": 2439.64,
    "text": "And unlike a finished feature where you know how much users are using it, you know how much problem it solved and so forth, when you incubate or walk on a POC or you reach out to customers, what do you measure?"
  },
  {
    "start": 2440.48,
    "end": 2445.32,
    "text": "So it's always a walk in progress and something we morph and it changes over time."
  },
  {
    "start": 2446.16,
    "end": 2451.8,
    "text": "But I give you an example of one of the metrics that we now have, but again, it might change in the future as we evolve."
  },
  {
    "start": 2452.02,
    "end": 2467.54,
    "text": "And it's looking at... how many escalations of issues the field that we incubated in the past couldn't solve, and why, and over time, so we can avoid them getting forward."
  },
  {
    "start": 2468.9,
    "end": 2490.62,
    "text": "Another one is how many of these actually utilize the support AI bot we've built that looks at the collected support dependencies package and collateral that came from the customer automatically when they opened the ticket."
  },
  {
    "start": 2491.3,
    "end": 2500.86,
    "text": "How did the support bot take all of that information to analyze and pinpoint and successfully give the engineer a solution before even seeing that the ticket was opened?"
  },
  {
    "start": 2501.88,
    "end": 2506.76,
    "text": "So looking at how can we solve at scale is another metric."
  },
  {
    "start": 2508.3,
    "end": 2509.78,
    "text": "So it doesn't involve humans."
  },
  {
    "start": 2510.9,
    "end": 2514.7,
    "text": "so we can focus on the interesting bits and not reactiveness."
  },
  {
    "start": 2515.76,
    "end": 2523.68,
    "text": "Another metric which we put out there mainly for showing we are enterprise proof is P-Ninety-Nine percentiles."
  },
  {
    "start": 2525.24,
    "end": 2547.36,
    "text": "There are different kinds of them, either performance-driven like what's the P-Ninety-Nine for user access in microseconds, P-Ninety-Nine for amount of failed scans in pipelines and so forth, but deciding on What is the P-Ninus we should never cross when it comes to an infra-driven solution as a metric?"
  },
  {
    "start": 2547.5,
    "end": 2552.74,
    "text": "So we track those to see that we always have a well-functioning SAS solution."
  },
  {
    "start": 2553.86,
    "end": 2554.78,
    "text": "So those are the current ones."
  },
  {
    "start": 2554.84,
    "end": 2558.1,
    "text": "But again, there were previous ones morphs as the team morphs as well."
  },
  {
    "start": 2559.56,
    "end": 2560.22,
    "text": "OK, OK."
  },
  {
    "start": 2562.2,
    "end": 2563.26,
    "text": "Absolutely makes sense."
  },
  {
    "start": 2567.18,
    "end": 2572.86,
    "text": "Like zoom out a bit to the time when you joined with with with sixty people."
  },
  {
    "start": 2575.82,
    "end": 2577.02,
    "text": "What is the the?"
  },
  {
    "start": 2577.32,
    "end": 2591.98,
    "text": "the one thing you you'd wish back to to have now basically in a in a let's say a bigger grown corporation where you maybe don't have that freedom to build teams every day etc."
  },
  {
    "start": 2592.88,
    "end": 2595.88,
    "text": "What would be the thing you would change and wish back."
  },
  {
    "start": 2597.52,
    "end": 2598.36,
    "text": "That's always a fun one."
  },
  {
    "start": 2598.44,
    "end": 2599.04,
    "text": "I'll be honest."
  },
  {
    "start": 2600.68,
    "end": 2608.38,
    "text": "I think partly is having the ability to incubate more because you don't need to just incubate teams, right?"
  },
  {
    "start": 2608.98,
    "end": 2617.94,
    "text": "But it's a fun process because you also learn a lot about yourself as a person while incubating because you don't come to that process knowing the solution."
  },
  {
    "start": 2618.54,
    "end": 2619.5,
    "text": "You learn while doing."
  },
  {
    "start": 2620.32,
    "end": 2625.4,
    "text": "I didn't know how to build a delivery team when I started."
  },
  {
    "start": 2625.8,
    "end": 2631.86,
    "text": "I knew how to build an escalation engineering team in support, but not the delivery team, but still we did it."
  },
  {
    "start": 2631.94,
    "end": 2637.18,
    "text": "So it's having more opportunities like this, like we had in the beginning where they didn't exist."
  },
  {
    "start": 2639.32,
    "end": 2639.86,
    "text": "This is one."
  },
  {
    "start": 2640.38,
    "end": 2660.26,
    "text": "And second is at the beginning, since we were everything in CTO, we were, as you mentioned, support engineers, delivery engineers, and everything, developers as well, is having the time, the capacity to also do more end to end POCs on your own."
  },
  {
    "start": 2660.7,
    "end": 2678.24,
    "text": "And I think everybody wishes to do so, but I think at my point specifically is not just letting the people grow, but I really miss doing it myself more and more, like stopping for a second, taking half a day and just POC-ing something from scratch, showing."
  },
  {
    "start": 2678.68,
    "end": 2682.44,
    "text": "that a product piece walks and then making it happen, giving it to customers."
  },
  {
    "start": 2682.48,
    "end": 2690.92,
    "text": "That's something personally I miss from the beginning, because now we have a full, large team in CTO that does that."
  },
  {
    "start": 2692.3,
    "end": 2694.9,
    "text": "So they enjoy it, but I miss doing it myself."
  },
  {
    "start": 2695.16,
    "end": 2696.54,
    "text": "Solal wants to learn again."
  },
  {
    "start": 2699.74,
    "end": 2699.94,
    "text": "Good."
  },
  {
    "start": 2700.34,
    "end": 2704.56,
    "text": "Slowly coming to the end, I have a little surprise for you."
  },
  {
    "start": 2704.76,
    "end": 2705.52,
    "text": "I have a new car."
  },
  {
    "start": 2707.38,
    "end": 2708.98,
    "text": "Which is an old DeLorean."
  },
  {
    "start": 2709.72,
    "end": 2710.66,
    "text": "I guess you know that one."
  },
  {
    "start": 2712.18,
    "end": 2716.8,
    "text": "And like imagine, I give it to you for a day."
  },
  {
    "start": 2718.02,
    "end": 2723.56,
    "text": "And I mean, I bought tons of Bitcoin in like, twenty eleven, etc."
  },
  {
    "start": 2723.98,
    "end": 2726.22,
    "text": "Now like, you can do the same."
  },
  {
    "start": 2727.28,
    "end": 2733.18,
    "text": "I give it to you for one day and you travel back to the time when you were working at NetApp in twenty eleven."
  },
  {
    "start": 2734.06,
    "end": 2736.52,
    "text": "Seconds before your first nasty SEV one."
  },
  {
    "start": 2738.16,
    "end": 2743.56,
    "text": "Which sentence would you whisper into Young Solar's ears back then if you could?"
  },
  {
    "start": 2746.52,
    "end": 2746.8,
    "text": "Wow."
  },
  {
    "start": 2747.82,
    "end": 2748.62,
    "text": "Twenty eleven."
  },
  {
    "start": 2749.36,
    "end": 2750.14,
    "text": "What do I whisper?"
  },
  {
    "start": 2753.72,
    "end": 2754.24,
    "text": "Do it again."
  },
  {
    "start": 2754.94,
    "end": 2755.58,
    "text": "Don't think twice."
  },
  {
    "start": 2759.72,
    "end": 2761.84,
    "text": "No, but jokes aside, that's the easy one."
  },
  {
    "start": 2762.72,
    "end": 2766.2,
    "text": "I would say... Focus more on people."
  },
  {
    "start": 2767.62,
    "end": 2772.32,
    "text": "It's fun to learn, but it's nicer to learn from others, not just try yourself."
  },
  {
    "start": 2773.64,
    "end": 2775.06,
    "text": "And I liked automating a lot."
  },
  {
    "start": 2776.06,
    "end": 2781.3,
    "text": "Everything that led me to today was walking on automations, as I said, from the laziness engineering part."
  },
  {
    "start": 2782.74,
    "end": 2792.54,
    "text": "But I think it's walking closer to people, like customers, and understanding what they do, what moves and drives them."
  },
  {
    "start": 2793.52,
    "end": 2798.44,
    "text": "So it always accompanies me, but not in the same capacity I would have wished."
  },
  {
    "start": 2799.4,
    "end": 2799.92,
    "text": "Thank you, Zola."
  },
  {
    "start": 2800.32,
    "end": 2800.66,
    "text": "Very good."
  },
  {
    "start": 2802.22,
    "end": 2802.92,
    "text": "Thank you very much."
  },
  {
    "start": 2803.64,
    "end": 2811.8,
    "text": "Working with people is one thing that many engineers have to actually learn throughout the time."
  },
  {
    "start": 2812.68,
    "end": 2817.5,
    "text": "But you seem to have a good setup for that, especially now when you're grown."
  },
  {
    "start": 2820.04,
    "end": 2820.3,
    "text": "Thank you."
  },
  {
    "start": 2821.58,
    "end": 2823.34,
    "text": "Have a great day and I hope to see you soon."
  },
  {
    "start": 2824.2,
    "end": 2827.22,
    "text": "Maybe at one of our events in the near future."
  },
  {
    "start": 2828.2,
    "end": 2829.46,
    "text": "And yeah, enjoy your day."
  },
  {
    "start": 2830.1,
    "end": 2830.54,
    "text": "Have a great one."
  },
  {
    "start": 2830.6,
    "end": 2830.78,
    "text": "Yeah, you"
  },
  {
    "start": 2830.84,
    "end": 2830.96,
    "text": "too."
  },
  {
    "start": 2831.04,
    "end": 2831.56,
    "text": "Thank you very much."
  },
  {
    "start": 2831.66,
    "end": 2833.88,
    "text": "I'll be looking forward to come back to Hamburg soon enough."
  },
  {
    "start": 2834.32,
    "end": 2834.74,
    "text": "See you soon."
  },
  {
    "start": 2834.9,
    "end": 2835.2,
    "text": "Bye bye."
  },
  {
    "start": 2835.44,
    "end": 2835.76,
    "text": "Bye."
  },
  {
    "start": 2837.7,
    "end": 2839.9,
    "text": "Thank you for listening to the Alphalist podcast."
  },
  {
    "start": 2840.12,
    "end": 2842.58,
    "text": "If you liked this episode, share it with friends."
  },
  {
    "start": 2842.8,
    "end": 2843.7,
    "text": "I'm sure they love it too."
  },
  {
    "start": 2844.02,
    "end": 2850.76,
    "text": "Make sure to subscribe so you can hear deep insights into technical leadership and technology trends as they become available."
  },
  {
    "start": 2851.14,
    "end": 2858.32,
    "text": "Also, please tell us if there is a topic you would like to hear more about or a technical leader whose brain you would like us to pick."
  },
  {
    "start": 2858.74,
    "end": 2865.62,
    "text": "Alphalist is all about helping CTOs getting access to the insights they need to make the best decisions for their company."
  },
  {
    "start": 2865.98,
    "end": 2872.1,
    "text": "Please send us suggestions to cto at alphalist.com, send me a message on LinkedIn or Twitter."
  },
  {
    "start": 2872.52,
    "end": 2876.88,
    "text": "After all, the more knowledge we bring to CTOs, the more growth we see in tech."
  },
  {
    "start": 2877.18,
    "end": 2881.22,
    "text": "Or, as we say on Alphalist, accumulated knowledge to accelerate growth."
  },
  {
    "start": 2881.76,
    "end": 2892.74,
    "text": "See you in the next episode."
  }
]