Rick Caccia

We went from not being able to get a single design partner, early customer, to getting 25 design partners in a month after we changed that decision and saying we're going to trade off the sort of sexy security stuff for the boring visibility, compliance, governance stuff. And the uptake was just amazing. It was like we flipped a switch.

We went from not being able to get a single design partner, early customer, to getting 25 design partners in a month after we changed that decision and saying we're going to trade off the sort of sexy security stuff for the boring visibility, compliance, governance stuff. And the uptake was just amazing. It was like we flipped a switch.

With enterprise products, you have this interesting combo, right? You're rolling out some sort of platform that has to run inside some large company. So first off, you have a combination of speed and scale of the platform itself. Will this thing work at a fast enough speed that they'll actually deploy it? Then you have this set of enterprise use features.

With enterprise products, you have this interesting combo, right? You're rolling out some sort of platform that has to run inside some large company. So first off, you have a combination of speed and scale of the platform itself. Will this thing work at a fast enough speed that they'll actually deploy it? Then you have this set of enterprise use features.

With enterprise products, you have this interesting combo, right? You're rolling out some sort of platform that has to run inside some large company. So first off, you have a combination of speed and scale of the platform itself. Will this thing work at a fast enough speed that they'll actually deploy it? Then you have this set of enterprise use features.

Then you have a set of features that are your actual differentiated features. And so for version one, for MVP, you have to get some level of all three of those working at once. And we're actually at that point now. And so we're maturing each of those different pieces at different rates now that the basics are there. So enterprise features might be things like, does it work with Active Directory?

Then you have a set of features that are your actual differentiated features. And so for version one, for MVP, you have to get some level of all three of those working at once. And we're actually at that point now. And so we're maturing each of those different pieces at different rates now that the basics are there. So enterprise features might be things like, does it work with Active Directory?

Then you have a set of features that are your actual differentiated features. And so for version one, for MVP, you have to get some level of all three of those working at once. And we're actually at that point now. And so we're maturing each of those different pieces at different rates now that the basics are there. So enterprise features might be things like, does it work with Active Directory?

Does it work with Okta or whatever single sign-on they use? And you either have that or you don't. And if you don't, no company is going to deploy this. So you have to get that there. That's part of the MVP. Then speed and scale are things like how much latency do you add? How do you get that to an acceptable level? What happens when the employee user count goes from 10 to 100 to 1,000 to 10,000?

Does it work with Okta or whatever single sign-on they use? And you either have that or you don't. And if you don't, no company is going to deploy this. So you have to get that there. That's part of the MVP. Then speed and scale are things like how much latency do you add? How do you get that to an acceptable level? What happens when the employee user count goes from 10 to 100 to 1,000 to 10,000?

Does it work with Okta or whatever single sign-on they use? And you either have that or you don't. And if you don't, no company is going to deploy this. So you have to get that there. That's part of the MVP. Then speed and scale are things like how much latency do you add? How do you get that to an acceptable level? What happens when the employee user count goes from 10 to 100 to 1,000 to 10,000?

And if the product is too slow, then they view it as being broken. You also don't get deployed. And so then when those two things are working, then you also have to have the features that are why people looked at the product in the first place. They don't buy a generic product that works fast. They buy a product that does something for them.

And if the product is too slow, then they view it as being broken. You also don't get deployed. And so then when those two things are working, then you also have to have the features that are why people looked at the product in the first place. They don't buy a generic product that works fast. They buy a product that does something for them.

And if the product is too slow, then they view it as being broken. You also don't get deployed. And so then when those two things are working, then you also have to have the features that are why people looked at the product in the first place. They don't buy a generic product that works fast. They buy a product that does something for them.

We've had to make sure that trio of platform speed and scale, enterprise features, and then the differentiated capabilities around AI guardrails are all there. We're at that level now, and now we're going to make sure that as we go from 100 users to 1,000 users, The latency doesn't drop.

We've had to make sure that trio of platform speed and scale, enterprise features, and then the differentiated capabilities around AI guardrails are all there. We're at that level now, and now we're going to make sure that as we go from 100 users to 1,000 users, The latency doesn't drop.

We've had to make sure that trio of platform speed and scale, enterprise features, and then the differentiated capabilities around AI guardrails are all there. We're at that level now, and now we're going to make sure that as we go from 100 users to 1,000 users, The latency doesn't drop.

Make sure that all the cool new things that the engineers have wanted to do around AI classification and risk analysis, all those things are coming. But first, we had to get those basic things there. I couldn't build a product that didn't have any single sign-on or way to protect user activity. That had to be there. And that's part of the MVP.

Make sure that all the cool new things that the engineers have wanted to do around AI classification and risk analysis, all those things are coming. But first, we had to get those basic things there. I couldn't build a product that didn't have any single sign-on or way to protect user activity. That had to be there. And that's part of the MVP.

Make sure that all the cool new things that the engineers have wanted to do around AI classification and risk analysis, all those things are coming. But first, we had to get those basic things there. I couldn't build a product that didn't have any single sign-on or way to protect user activity. That had to be there. And that's part of the MVP.