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From YouTube: Protect Strategy Q&A (EMEA Friendly Time)
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A
A
That
being
said,
why
don't
we
dive
into
the
questions?
Scott
you've
got
the
first
one.
B
B
More
more
pure
security
focus
teams
over
time,
so
help
me
understand
which
buyer
and
user
personas
each
of
these
areas
serve,
and
do
we
have
to
go
to
motion
lined
up
behind
the
things
that
you're
building
now
or
is
there
a
gap
there?
At
one
point,
there
was
a
bit
of
a
gap
with
some
of
the
things
we
were
trying
to
do
and
you
shifted
your
roadmap,
so
help
me
understand
where
you
think
we
are
now.
A
Yeah,
absolutely
so
I
that's
an
area
that
was
missing
from
the
presentation,
so
I
went
ahead
and
added
slide
8
to
help
visualize
that
a
little
bit
better.
Okay,
you
know
the
whole
presentation
I
broke
into
those
three
groups
container
scanning
the
pipeline
aspect
of
it
security,
orchestration
and
then
the
the
production
security,
the
container
network
host
and
container
scanning
in
production,
so
container
scanning.
The
pipeline
aspect
of
it
that
probably
aligns
more
with
the
rest
of
secure
then
protect.
A
You
know,
we've
already
got
all
the
things
in
place
to
make
the
most
of
that
opportunity:
okay,
security.
Actually
why
don't?
I
come
back
to
security
orchestration,
so
the
production
side
of
things
that
used
to
be
all
of
defend,
and
that
was
the
piece
where
we
were
targeting
a
new
persona
that
we
were
not
optimized
to
go
out
and
sell
to
specifically
security
operations
teams,
so
they're
different
from
appsec
teams.
A
That
area
we've
d,
you
know
we're:
we've
moved
away
from
investing
in
that
area,
so
we
are
still
investing
some,
but
we've
shifted
the
majority
of
our
investment
out.
That
was
part
of
that
defend
to
protect
realignment,
so
we're
keeping
it
around
as
a
potential
area
that
we
might
want
to
go
into
in
the
future,
but
it's
not
being
heavily
resourced.
Today,
got
it
and
then
security
orchestration
that
piece
spans.
You
know
that's
really
an
overlay
category,
it
spans
protect,
secure.
A
Potentially,
you
know
any
secure
policies
that
might
be
added
in
access
down
the
road
or
security
alerts,
so
that
one
covers
you
know
spans
across
personas.
A
I
would
say
that
the
apsec
teams
are
probably
going
to
be
our
primary
users
once
we
release
just
because
that
aligns
most
with
all
the
secure
functionality
today
is
where
we're
seeing
the
most
demand.
Anyway,
if
we
did
start
selling,
you
know
getting
more
usage
of
container
host
to
network
security,
I
would
expect
that
the
secops
teams
would
use
the
security
orchestration
piece
for
those
components.
B
B
You
think
we
we
we
target
that
pretty
well
today,
with
our
current
application,
security
testing
offering
and
so
container
scanning
and
security
orchestration
will
add
value
there,
sec,
ops,
we
don't
have
a
clear
path
too,
but
we
have
a
minimal
investment
there
to
you
know
plant
some
seeds
on
the
security
orchestration
side.
Is
there
any
chance
that
that
can
bridge
to
and
create
interest
in
the
stuff
in
pink
there
cns
chs
container
scanning,
or
would
they
only
use
orchestration
if
they
start
adopting
the
the
thing
below
it?
A
Yeah,
so
our
potential
there
for
a
bridge
between
the
two
is,
you
know
it's
not
a
super
solid
foundation
to
build
on,
but
I
think
we
do
have
some
opportunities.
A
Container
scanning
is
probably
the
biggest
opportunity
that
we
have
there.
Okay,
when
I
was
when
we
were
defend
and
not
protect
and
working
on,
you
know
talking
to
customers
about
protecting
things
in
production.
The
thing
that
came
up
the
most
was
scanning
containers
in
production.
That
was
by
far
the
number
one
feature
request.
A
You
know
the
people
we
were
talking
to
didn't
really
care
about
our
network
firewall.
They
didn't
care
about
our
ids
ips,
you
know
and
provided
we
weren't
talking
to
the
secops
teams,
because
they
they're
always
very
interested
in
those
things.
But
when
we're
talking
to
get
lab
customers
most
of
the
time,
it's
either
a
devops
or
appsec
team,
and
so
just
from
what
I've
seen
and
heard.
I
think
that
that
scanning
containers
in
production
is
our
most
likely.
A
You
know
first
foot
in
the
door
where
there's
some
shared
responsibility
between
you
know:
appsec
and
devops,
and
the
lines
get
a
little
bit
blurry
when
you're
scanning
the
containers
in
production,
for
whatever
reason-
and
I
think
the
security
orchestration
piece
has
some
potential
there
too,
if
we
can
increase
our
container
scanning
usage
and
adoption
and
then
have
them
start
using
security
orchestration,
you
know
that
could
also
be
a
foot
in
the
door.
So
it's
not
going
to
be
it's
not
a
clean
entryway.
A
A
You
know
across
get
lab
with
go
to
market
changes,
potentially
pricing
and
packaging
changes.
I
mean,
I
think
we're
gonna
have
to
change
our
sales
motion
some
too
to
really
capitalize
on
it.
B
C
Yeah,
I
was
just
gonna.
Add
one
thing
for
you
too.
Scott,
like
I
see
the
security
orchestration
category
because
we're
starting
with
the
developer
persona
and
the
appsec
team
persona
first
it
as
we
knock
that
out
of
the
park
and
make
that,
like
a
key
component
of
our
product.
C
I
I
like
how
santa's
put
the
sec
ops
persona
stuff
that
would
be
like
within
that
same
screen,
whether
that's
like
a
different
tab
view
or
whatever
that
I
can
see
our
apps
internal
champions
kind
of
like
tapping
their
co-worker
on
the
shoulder
on
that
and
being
like
hey
did
you
see
you
could
write
policies
in
here?
For
you
know
your
kubernetes
protection
or
hey.
Did
you
see
that
I
get
alerts
in
here,
but
you
can
be
getting
alerts
too
on
potential
attacks?
A
Just
one
more
question
on
that,
while
we're
talking
about
that,
I
would
say
that
you
know
when
and
if
we
do
invest
more
in
insider
threat
inside
of
get
lab
that
would
typically
fall
under
that
purview
of
the
security
operations
team.
Okay
as
well.
So
you
know
if
we
decide
to
build
out
those
capabilities
that
could
also
garner
some
interest
that
they
go
in
there
they're
reviewing
the
insider
threats.
A
You
know
in
any
detections
that
we've
found
there
and
then
at
the
same
time
they
say.
Oh
hey,
you
know
I
could
be
applying
my
you
know,
ids
ips
rules
here
or
my
network
firewall
rules
here,
and
maybe
I
don't
actually
don't
need
this
other
product
that
I
already
have
to
do
that.
So
you
know
the
market
is
large.
Customers
are
paying
good
money
for
a
lot
of
products
to
solve
those
things
today,
we're
just
not
connected
with
the
right
folks,
yeah.
D
Thank
you,
you're
related
to
that
sam.
I
know
you've
already
written
up
a
good
response,
which
is
awesome
so
how's
the
feedback
been
from
current
customers
for
existing
features
and
interest
from
beta
customers
lined
up
for
the
features
we
haven't
launched.
Yet
you
know
a
lot
of
this
is
new.
A
lot
of
the
space
is
new
for
gitlab,
so
actively
soliciting
feedback
from
current
and
future
users,
I
think,
will
be
key
to
get
their
feedback,
make
sure
it's
fitting
their
needs,
etc,
etc.
A
Yeah
absolutely
so
again,
I
just
broke
it
down
into
those
same
three
segments
so
container
scanning
piece.
I've
seen
you
know
a
moderate
degree
of
interest.
Mostly
that's
existing
customers
either
complaining
about
some.
You
know
challenges
that
we
have
with
the
current
solution.
D
A
We
haven't
done
much
in
it
in
the
last
eight
months
since
it
moved
over
to
protect
so
we're
just
ramping
up
our
investment
there
or
it's
customers
who
are
pushing
to
have
it
integrated
a
little
bit
more
tightly
with
the
registry.
So
you
know
that's
a
product
we've
already
released.
I
think
it's
a
viable
maturity,
so
we've
got
some
good
feedback
coming
in
from
our
existing
user
base.
There
security
orchestration
as
far
as
new
new
areas
we're
getting
a
lot
of
feedback.
A
I
mean
it's
coming
in
pretty
strong
customers
are
very
excited
about
what
we're
doing
there.
I'm
talking
with
at
least
one
customer
a
week,
often
times
more
and
always
the
response
is
extremely
positive.
A
I
I
tell
them
look
what
we're
doing
here.
It's
probably
going
to
be
a
year
before
we
can
really
give
you
everything
you
want,
and
they
say
that's:
okay,
I'm
just
excited
about
where
you're
headed
like
if
I
have
to
wait
a
year
to
get
all
of
that
awesomeness.
Of
course
I
want
it
sooner,
but
it's
worth
waiting
for
so
we're
getting
a
ton
of
great
feedback
from
existing
customers,
I'm
in
the
middle
of
a
problem,
validation
right
now,
where
we're
talking
with
people
who
are
not
customers.
So
we
get.
A
You
know
the
other
half
of
that
coin
of
you
know
users
and
non-users.
So
yeah
we've
got
a
lot
of
feedback
coming
in
all
the
time
there
I'm
happy
to
drop
a
link.
I
don't
know
if
you
have
a
license
to
dovetail,
but
we're
tracking.
All
of
that
in
dovetail
right
now,.
D
No,
but
actually
sam
it'd
be
great.
You
know
later
on.
If
you
could
give
me
connect
with
that,
that'd
be
great.
I've
actually
never
heard
of
dovetail
before
so
learn
something
new.
Today.
A
Sure
yeah
absolutely
and
then
the
last
one
I
think
we've
talked
about
a
good
deal
already.
So,
just
to
summarize,
you
know,
we
haven't
had
very
much
good
customer
feedback
for
chs
and
cns
and
container
scanning
the
feedback
we
have
had
more
often
than
not.
We
end
up
talking
with
the
appsec
team.
A
The
psycops
team-
and
so
you
know
their
interest-
is
you
know,
mediocre
at
best
and
usually
they're
interested
in
scanning
containers
in
production.
When
we've
gone
outside
of
gitlab
and
targeted,
you
know
like
problem,
validation
and
solution,
validation,
we're
reaching
out
to
people
who
are
not
customers.
Obviously
there
there's
a
strong
market
there.
You
know,
we've
talked
with
people
who
are
using
competitor
products
in
this
area
today,
they're
just
not
using
gitlab
and
they're,
not
really
engaged
with
their
development
teams.
D
So
it's
again
how
we
get
you
know
quote
connected
to
the
demand.
You
know
many
who
make
security
decisions,
don't
know
about
our
security
features,
not
all.
Of
course.
I
know
we've
talked
about
this
in
the
past,
but
you
kind
of
alluded
to
this
earlier
and
this
is
of
course,
easier
asked
than
answered,
but
I
figured
I'd,
throw
it
out
there
to
you
and
david
and
others.
You
may
have
thoughtfulness.
C
Obviously
it's
not
all
on
them,
but
I
I
do
feel
that,
and
I
think
scott,
like
you,
you
messaged
it
really
well
during
the
meeting
that
like
if
that
is
our
our
third
land
emotion
and
we
want
sales
to
be
able
to
leave
with
it,
because
by
the
way
for
those
who
are
not
aware,
like
we
actually
do,
went
on
just
security
as
a
brand
new
sale
to
a
customer
to
customers.
Today,
where
that
wasn't
true
a
year
ago,
we
need
them
to
make
sure
they're
continuing
that
messaging
strongly.
C
So
that
way,
it's
easier
for
sales
to
get
into
the
door.
I
also
think
some
of
what
you've
been
doing
wayne
has
been
great,
getting
blogs
out
there,
like.
I
actually
am
speaking
at
a
conference
in
an
hour
and
a
half
to
talk
about
this
like
us
continuing
to
do.
That's
also
going
to
help
a
lot
and
then
I
think
the
last
thing
is
just
internal
education.
C
I
think
that
there
is
still
some
question
as
to
whether
or
not
we
are
just
a
me,
too
check
box
or,
if
we're
actually
a
legitimate
security
player
and
we're
addressing
that
kind
of
two
ways.
C
One
scott
wanted
security
to
be
part
of
the
scope
keynote
next
week,
so
I'm
the
last
component
of
the
product
keynote,
which
I
think
is
good,
we're
good
20
minutes
on
just
security
and
selling
ultimate
with
it,
and
then
we're
doing
things
like
pm
shadow
program
and
like
karen's
on
this
call
right
now
and
she's
been
shadowing
sam.
So
I
think,
between
those
things,
we'll
have
that
three-pronged
approach
to
address
it,
but
it's
definitely
a
team
effort.
A
Yeah,
I
would
just
add,
you
know,
definitely
agree
with
all
of
that.
I
think
when
it
comes
to
the
security
operations
team,
though
it's
a
little
bit
of
a
different
story,
so
I
would
say
all
of
that's
true
for
like
security,
orchestration
and
container
scanning
and
to
some
degree
it's
true
as
well
for
like
the
cns
and
chs
stuff,
but
if
we
really
want
to
fully
get
connected
to
the
demand
there
on
the
the
production
side
of
security,
I
think
there's
going
to
be
a
little
bit
more
of
a
you
know.
A
Right
now
get
lab
sales.
Reps
are
going
out
and
they're
talking
to
development
teams,
they're
talking
to
devops
teams
right,
that's
who
they
go
in
the
door,
that's
who
all
of
their
rolodex
contacts
are
with,
and
so,
if
we're
going
to
really
address
those
areas,
you
know
we've
got
to
find
a
way
to
either
have
a
small
segment
of
the
sales
force,
reach
out
to
secops
teams
or
all
of
the
sales
force
reach
apps
to
cyclops
teams
a
little
bit
I
mean
unless
we
actually
start
selling
to
them
and
targeting
them.
A
I
think
it's
going
to
be
a
you
know,
a
hard
uphill
battle
to
see
significant
revenue,
but
the
way
we're
doing
our
strategy
right
now.
We're
not
investing
a
lot
there.
That's
not
a
primary
focus,
so
I
think
it's
okay,
if
we're
not
connected
to
the
demand
right
now.
I
view
this
time
more
as
like
an
opportunity
to
build
out
some
core
product
fundamentals
and
just
get
things
in
place
so
that
you
know,
maybe
in
a
year
or
two
years
when
the
company
is
in
a
better
position
to
expand
in
that
market.
B
Yeah
I
really
like
that
approach
wayne.
I
think
the
we
were
just
talking
to
marketing.
There's
going
to
be
three
big
themes:
one
is
ci
cd,
the
other
is
devops
platform,
so
positioning
ourselves
as
a
broad
platform
and
then
get
ops
and
underneath
the
platform
devsecops
is
probably
going
to
be
the
number
one
sales
play
to
use
their
lingo
and
that's
where
we'll
position
ourselves
to
compete
with
the
application,
security
testers
and
and
tout
our
application
security
testing
capabilities.
B
So
just
so
you
know
that's
how
marketing
is
thinking
about
it.
D
That's
great
yeah,
and
this
this
applies
to
more
than
of
course,
protect
and
secure,
which
I
so
a
little
bit
of
a
call
to
action.
You
know
so
david
you
mentioned
blogs
and,
and
speaking
engagements,
and
things
like
that,
which
is
great
that
we,
you
know,
thiago
did
one
on
unfiltered
that
actually
the
team
decided
to
move
to
the
main
blog
on
security,
which
was
great
so
call
to
action
to
samir
and
alexander
and
mehmet
and
mihao.
D
If
you
have
blog
ideas
on
that
on
anything,
but
especially
that
talk
about
security-
and
you
know,
I
think
that
would
be
it'd
be
a
great
thing
to
do,
and
it's
a
lot
of
fun.
Creating
these
unfiltered
blogs.
They
get
a
lot
of
them.
They
don't
get
they're
easy
to
they're
easy-ish
to
do,
and
you
don't
have
to
go,
get
them
approved
because
they're
on
unfiltered
so,
but
they
still
go
out
there
in
a
big
way.
So
I'd
encourage
you
to
do
it
if
you're
interested.
B
Yeah
thanks
wayne
and
david
and
sam
and
sam
kerr
for
getting
creative
and
scrappy
about
marketing
our
stuff,
we're
you
know
I
would
expect
next
year,
devsecops
is
probably
a
headliner
and
so
we're
on
the
way
up
and
anything
we
can
do
to
help
add
some
fuel
to
the
marketing
fire
is
really
helpful.
Right.
A
C
I
would
just
add
one
thing
to
what
wayne
was
saying
to
the
members
of
his
team
on
the
call
one
of
the
things
that
I've
been
really
impressed
by
are
the
time
when
you
all
take
the
time
to
make
like
a
five
minute,
video
showing
something
in
the
ui
or
showing
it
working
like
one
of
the
things
that
resonated
really
well
like
wayne
did
a
demo
with
philippe
and
one
of
our
customers
on
project
features
at
virtual
commit
and
that
video
is
really
popular
because
it
really
shows
things
working.
C
So,
if
you're
not
wanting
to
write
a
blog,
because
I'm
not
always
you
know,
writing
blogs,
there's
other
ways
to
kind
of
do
what
he's
asking
for,
and
our
video
views
are
going
up
like
month
over
month
on
our
security
stuff.
So
that's
another
good
way
for
you
to
kind
of
show
like
here's,
a
project,
I'm
working
on,
and
here
here's
what
what
value
it
provides.
C
D
I
views
I
can't
help,
but
mention
again
that
zamir
was
the
magician
one
of
the
strings
behind
the
scene
on
the
demos
that
philippe
and
philippe-
and
I
did
so
thanks
again,
sir.
I
didn't
know
that
video
is
still
popular,
but
thanks
again
zamir
for
making
that
happen.