YouSaid · the spoken record

Orion Hindawi

lines on the record: 61
first: 2016-03-14
most recent: 2016-03-14
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“You say I don't know, and you'll probably believe me. But look, the reality of the situation is, I think, if I could predict the markets well enough to know when a friendly market would be here, I would be in a different job. And I think nobody really knows. What I do know is if I build a great company that continues growing, that keeps on delivering something that our customers really value, and our employees still feel like they're being appreciated for the hard work that they're putting in, we're in a better place just with that sentence than 99.9% of the companies out there. And I have a lot of faith that we're going to be able to navigate, but over time, yeah, I'd like to be able to go public because I'd like to be able to see smiles out of all the people who worked really hard or trusted us with hundreds of millions of dollars, which doesn't happen very often in one's life. So you kind of have to appreciate it.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“To go public, and we will go public is because it's fair to my employees and it's fair to my investors. My investors have been unbelievable. You talked about Andreessen Horowitz. They've been a huge supporter of tanium, and I think some of the value they've provided us has really been seminal to our ability to execute. And it's fair to them and their LPs to be able to go and liquidate their holding after a while. I think some of our other investors have been tremendous. We owe to them to be able to give them some liquidity event and our employees as well. I mean, many of our employees have been with us for the last six or seven years, some of them eight years. I want those people to be able to reap the rewards of their hard work. But the flip side is going public today and it's academic because no one's going public today. But even if there were people, it wouldn't be a very friendly environment. And I don't want to put my...”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Today, being a public company doesn't look that fun. Today, if you look, the day we're recording this, the markets are up a little, down a little, but really the trend has not been very friendly. I think the regulation has been really abusive to smaller public companies. I think a lot of companies, at this point, I know this because I talked to their CEOs, regret going public. Now the flip side is one of the big reasons they went public is they needed the money. If you're losing $100 million a year or $400 million a year, you don't have a choice. There's no one who's going to keep on giving you hundreds of millions of dollars a year other than the public market, and even that has stopped. And so a lot of people went public because they had to or because they believed that there was a huge amount of reputational benefit to them, which I think, frankly, is not proving out these days either because people are watching companies get halved in value every three months and worrying about their solvency essentially. But the reason”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So let's talk about the longer term mission. I mean, you've got quite a bit of money in the bank. So, you know, as a capital event, you don't need to do an IPO. You could probably run as a privately held company for several years and be plenty happy. Is that what you're going to do or do you anticipate someday going to the private markets when the markets turn back upward? Or what's your outlook there?”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Their success, and they're proud to associate themselves with us as much as we are with them. And really, if you want to talk about my core mission, it's to keep that going as we grow. Because as you grow, a lot of people get cynical and they start focusing on revenue more than they start focusing on customer success and they start confusing what success is. And I do literally a customer reference a day where I will call a customer and ask them what's working, what's not working. Tell me what I could do better for you. I don't know many CEOs who do that. And when I stopped doing that, I don't deserve to be able to use their logo. And frankly, they probably won't be happy with our service. And at that point, shame on me.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So there are a couple things there. So, the first one is our customers are proud they use Tania. In many cases, it was a really strategic investment on their side to upgrade their whole posture in IT. And I think that they realized that it differentiates them. Now, on the flip side of that, if you look at our big banking customers, 15 of the top 20 banks are using tanium and are public about it. So at a certain point, you get to the point where you've got critical mass and at that point you really don't have any kind of exposure admitting that you use something because everyone else does too. But I'll say something else, which is the reason that our customers are willing to let us use their logos is because we deliver. If we stop doing that, they won't want to be associated with us. And there are a lot of companies in security that are always on the knife's edge of relevance. And I think our customers believe that we actually make something that will benefit them for the foreseeable future where they see us really caring about”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Our market is we have a customer like a JPMorgan who've been a fantastic customer who've been able to help us testify that Tanium works. And as a result of that, a lot of other banks are starting to realize that there's an opportunity for them to really upgrade their posture because Tanium isn't kind of a flash in the pan, but instead is something that a big company can testify really works in their space. We've seen the same thing in manufacturing, the same thing on the government side, the same thing on healthcare in each one of our verticals. And as a result of that, customers are getting better information. So my marketing is not what I sell my customers. What I sell my customers is my product. And frankly, our customers are better marketing for us than any marketing we could ever produce anyway.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Or a firewall and antivirus or maybe hips or some of these little bit more complex things, but they're all 20 years old, right? Now people have had five years to look at next gen technologies and learn how to evaluate them and actually get things like honeypots working so that they can go and capture attacks and replay them against technologies. We've got things like VirusTotal and repositories where people are finding malware and making it available to other people. And what we're finding is a lot of our customers, instead of just blindly trusting, are doing two things. One is their testing. The second is they're talking to each other. So you can't go and buy a technology at enterprise scale without getting a reference. And I think a lot of customers are starting to get wise to the fact that they should go and find the reference instead of waiting for the company to supply them with one shill who will say that the product works. Let's go and talk to our peers. Let's figure out what they're doing that's working. And so, you know, what we've seen on...”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So I would decouple the fact that we're hearing about breaches and whether security is getting better. And the reason that I say that is the better your detection capabilities, the more likely it is that you're going to find out that you were breached. So they can actually be getting better and we could hear about more breaches. That isn't incongruous. But customers are getting better in two ways. The first is they've tested enough of the new age security products. I mean, it used to be that you bought antivirus and you prayed. That was your security posture, right?”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So then, what evolves? I mean, you say customers are getting smarter. I mean, there was a period where I was always really, I would hear from a new security company and I'd basically wonder if I was being pitch snake well because I'm not in a position to really evaluate the claims per se other than to talk to them about the nature of the problem and how it is they go about solving it. So, are you seeing smarter customers now, and are they getting ahead of the security problem? I mean, we haven't gone a week without word of another breach here”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Pass all your traffic through my black box, whatever it is, and I'm just automatically going to make the world better. And the problem is customers are smarter now. They actually know what they're buying and they can compare two different products. So compare and contrast FireEye and Palo Alto. Palto makes great products. We use them internally at Tanium, right? We partner closely with them because we trust that they will deliver good technology to their customers. Splunk is another good company where people really believe that they work. And then on the other side, you've got a bunch of companies that were playing a shell game and you can't play that forever. And the truth of the matter is customers aren't going to put up with it.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So, this is going to be a really harsh statement. There are two groups of companies in security. There are companies that are making good products, and there are companies that don't seem to care about their products. So there are a lot of companies where if you look at their sales and marketing spend, it increased every year, every quarter, and R&D is flat. You can't make great products if you don't spend money to actually research them and develop them. There are a lot of companies that became services companies effectively. I mean, I have a lot of respect for Kevin Mandy. I think he runs a great shop there, but he can't carry FireEye. And the fact of the matter is FireEye by itself, the actual product set, has gotten worse every quarter since they went public at least, probably before then. Customers realize it. They can't pay premium prices for products that don't deliver.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Pennies on the dollar. And I don't think a lot of people fully understand even after good technologies went out, after a couple of these, how bad it is for the employees when a company that used to be worth X is sold for a quarter of X. Because what ends up happening is with preference, the VCs get their money back and nobody else gets anything. I think there are going to be a lot of very damaged psyches in the city. And frankly, if you're working for a company that looks a lot like that that's burning money left and right and is being pretty profligate and hoping that somebody else is going to go pick up the bag because they aren't going to be able to carry it for much more than eight months or a year. That's a real kind of awakening. People need to pay attention to that.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Our customers are telling us that they want us to prove that we're going to be sustainable. Tanium has a really easy answer for that. We're growing over 200% year over year on headcount, on revenue, on ARR, on basically any metric you can find and where cash flow positive in the process. If you can tell somebody that then there's really no question left. We've got $350 million in the bank and we're not using any of it. We're actually accreting to it every quarter. People who are in business understand what I just said and think that's a company I can trust. You look around at a lot of the companies around here and their answer is we have eight months of burn until we go bankrupt. And I was just talking to a VC recently and he told me that he hasn't made an investment in the last three months. And the reason is he's frozen in place. He can't see anybody who looks like they're going to get out of this. So what I'm seeing is a lot of companies around here that aren't going to be here in three years. Either they're going to be swallowed up by”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“You ask their CEO, they're going to say that the reason that we're doing this in his heart of hearts is because he's hoping somebody will give him a lot more money to keep on running that lifestyle and he gets to fly on a private jet and they get really nice food in the office and he forgot about the actual mission which is to build something that matters. So, my people came to us because they want to build something that matters. They don't really give a shit about the coconut water”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So, while that's ridiculous, I will bet you that most people who live in San Francisco know somebody with a similar story, and the reason that they can get away with that is many of these companies run a lifestyle for their employees rather than a service for their customers. That's how you lose that much money. And the reality is people who work at Tanium work there because they really want on their tombstone to be able to say that they did something that mattered. And a lot of the companies in San Francisco aren't even trying to do that.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And no amount of coconut water is going to make them want to come to work more or less if that's why they're coming to work. And what we found in a lot of companies is, I mean, I have friends who've quit companies in San Francisco because they didn't have literally the NAP pod close enough to their desk. So the NAP pod was moved away from a guy I know's desk and he quit the company because he thought it was a personal affront to him that he wasn't able to nap as easily at work as he thought he should be able to.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“I have never found that people who are incented by making work fun are very successful in companies like ours. So what people who come to Tanium come to tanium for is a mission that they care about. We protect a lot of the Department of Defense. We protect a lot of the big banks, a lot of the big retailers. You drive down the street and you see logos and you know that we're standing behind those companies. And the reason that a lot of our people come working at Tanium and the reason that we've never lost an engineer in the history of tanium, the reason that we have very low attrition rates in the rest of the companies, that we pre-screen our people for people who really care about that mission, who want to help our customers, who really deeply believe that if we don't do a good job with this, our way of life is at risk.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Too much coconut water. So, do you avoid things like that over titanium? I mean, what's, you have to compete for talent like everybody else, and a lot of that competition comes down to perks like the coconut water and the foozeball tables and such like that. But how do you do it differently?”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“We've said this about everything before, and yet those companies all still exist because it turns out that we can't just snap our fingers and suddenly out innovate the rest of the world to the extent that the rest of the world disappears. And we can't spend so much money doing it that we expect everybody to keep on giving us hundreds of millions of dollars a year to fund our basically profligate lifestyles. That just doesn't work. And it's funny that we keep on having to relearn this lesson.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Absolutely. Now So that's the problem the musical chairs in the valley keeps on stopping every 10 years. We have this musical chairs things and sometimes it's faster than that where everyone's encouraged to run around in circles as aggressively as they can and then one day funding dries up. And the reason funding dries up is that everybody realizes that the party was just too good. Like everybody is drinking pink coconut water. Everybody is in their NAT pod. Everyone's playing foozball. No one's creating anything and these companies all grind to a halt. And we saw this in 2008. We saw it in 2001 and we've seen it before, right? And the problem with Silicon Valley is it listens to itself too much. So we all tell each other that we are innovating everything and that all the big companies are going to disappear and that there won't be a car company ever again because Apple and Google and Tesla are going to completely outmode it and we forget about the fact that we've said this before.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Methodically built. There's no point in having a sales team until you have a product. There's no point in having a marketing team, and yet many companies that I've seen hire their marketing and sales before they hire their head of engineering. They literally want to get ready to sell something they don't have. And that's how they start their company. And then they hire teams of people, and I literally was talking to somebody who was supposed to be managing a team of 12 engineers. He was hired the same day that all 12 of them were hired. They got a new problem, they were thrown into a room, and they said, go fix it. Or go create it. You can't do that. That's not how great products are created. And so the Silicon Valley Valley culture encourages really fast moving, less deliberation than is necessary in many cases. A lot of spend, right? Huge burn rates. I mean, there are companies in the security market that are burning $100 million a year. That's completely and totally unsustainable. And frankly, it really doesn't give”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And just to flavor that a little bit more, we took our first money in 2014 from Andreessen, and we took a lot of money from Andrewsen. Subsequently, we raised more money, and we haven't used any of that money. We have it in the bank, and the reason we have it in the bank is for exactly the scenario that we're about to go into right now, which is potentially a downturn of a market and definitely a market that is not very positively inclined to companies that are just profligate with their money throwing it all over the place. Now, compare that to what the Silicon Valley kind of mold is, right? So if you go to a venture capitalist and you ask them over a beer, what is the company you expect to fund next month? The business plan is we have a cool idea. We hire just reams of people, we throw them at this problem, we try and build every department at the same time because we don't have the patience to build something that is”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So I'll give a bit of history on how we found titanium just to put some perspective here. So David and I, my co-founder and I, who's also my father, we founded a company called Big Fix 18 years ago. And we were lucky enough to sell that right around the time that we started Tanium. And that gave us a luxury of doing something that I don't see in Silicon Valley very often, which is actually build a real product and invest the time to get it right before you go to market. So we spent five years from 2007 to 2012 building something with 12 engineers who are really focused on building a platform that we knew would work and putting in the time to actually make it right before we shipped it. And then we went to market with it and we've been cash flow positive since 2012 when we shipped it every quarter up until now. And we continue to be cash flow positive. That is a very different story than Silicon Valley.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And rationalize down here the systems I trust that actually work in this new landscape that we have. And none of the systems that are 25 years old. I mean, the irony of this whole scenario is a lot of both companies and governments are relying on tools that were invented before mobility virtualization in cloud computing to try and manage things that are in the cloud that are mobile and that are virtual. Of course they don't work. So the first thing I would do is re-rationalize my tools so that I would figure out what actually works in the landscape I have and then enforce all the things I was supposed to have been doing this whole time. Patch all my computers, know where my data is, who's logging in, I mean identity management is really important, but this isn't news to anybody who's been around for the last ten years. We've all known this ten years ago. Let's just do it.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“It's a really hard problem because there's so much incumbency of things that have built up over time. But the first thing you want to do is make sure that you're following all the best practices we've known about for the last 20 years. You don't have to be super creative. Everyone knows who's in IT security, what the pediments of IT security are supposed to be. So we're talking about things like disk encryption, multi-factor authentication, doing patching correctly, knowing where your data is. I mean, I've had this discussion literally for the last 20 years. And the interesting thing about it is If you ask me 10 years ago what are the five things I should do, they'd be the same answers as I'd give you today, right? It's the same thing. The problem is the networks are five times bigger, right? You've got way more IoT and embedded devices all over the place. You've got more data. You've got more users. You've got more mobility. So the whole landscape got more complex, but the fundamental things you're supposed to do are the same as they were 10 years ago. And what I would do is go.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Project one of the best data sources you could possibly have is the whole clearance process around the people who are cleared in federal government. These are really juicy data sources. There aren't that many places in commercial where you can get something that good. And the bottom line is I think all of the nation states are playing this game and we are too. And when I say we, the US government is doing it. And I think everybody else is doing it. It's the new kind of version of war.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“I think people are getting better at knowing that they were breached. And I think that the big reason that people are realizing that there's kind of this inflection curve a couple years ago where we weren't hearing about many breaches and then suddenly we were hearing about a lot of them actually wasn't because breaches weren't happening 10 years ago. It was because the tools weren't advanced enough to actually see them. And what we're starting to see is a huge emergence in a cadence of attacks that are successful. We've got them coming in from nation states, which makes sense because if you think about the data that they're stealing, I mean either from the federal government or from defense.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“The private sector has already moved on, and yet because these guys are very effective at lobbying or they're very effective at protesting, they're still getting business when they shouldn't.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Oh, yeah. No, I mean, we look at a lot of the spend, and usually what they'll end up doing is kind of consoling everybody by buying a little here and a little there when they know that some of those buckets are completely useless. I mean, their point solutions that basically are only sold in federal now because on the commercial side, people refuse to buy them.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“The people who are making the decisions are being encouraged to select the product from the vendors who can cause the most problems for them legally instead of the vendors who can supply them with the best products. Which doesn't make any sense at all”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So it seems that what you're basically saying is that the people making the decisions have an incentive to pick the less good product to protect the system that does the people's business, essentially.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Actually, pressing the buttons, or the people even who are making the decisions on what to buy. The blame is on the side of how they're procuring these things, where they're being forced to select things they know are suboptimal because lowest cost viable option is the way that they're selecting them instead of let's go figure out what's best for us and it's an endemic problem in the procurement process”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“I think it's both. So, the first point I would make is our system needs to, from the top down in force, that the government be better than the commercial sector at security. What they should be doing is going to all of the CIOs of large institutions and asking what the standards are that they're forcing their people to stick to, and do better than that. And the reason that I say that is a lot of these CIOs have way less money to spend on this problem. And frankly, as a citizen of this country, The scariest things that can happen are all on the federal side. It's not on the commercial side. It would be terrible if a bank was breached. It would be much more terrible if the DOD was breached. And I want them to be empowered to select the technologies they know will allow them to be better than anyone else. Any commercial company? And instead, the standards are hobbling them. And so I'd like to be really clear, I don't lay the blame at the feet of the people who are”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Somebody else, probably somebody who's better for you than my product, then I'm going to sue you. This is what a lot of these big vendors are telling the procurement agents on the federal side, and as a result, they water down their standards to the point where even if they meet them, they're not good enough. And they know that. There are a lot of really good people working in this problem on the federal side who are super frustrated because they're being asked to use tools that literally nobody else in the world is willing to testify is good enough anymore. They're literally using two generations old technologies in some cases, and what I will say is there's this mythology that there are a lot of people there that don't care, they deeply care, and they're extremely competent. They're being hobbled by tools that just don't work.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“In many cases, then our commercial customers. So, to give you an idea of what I mean by that, so there's a contract called CDM, continuous monitoring on the civilian side of our federal government. And the standard they're trying to enforce there is that people get to three-day old knowledge of what's happening in their environment. So a good attacker can get in and out in minutes, maybe hours. And what they're trying to get to is three-day old visibility on their environment. Most of the CIOs I know in commercial would vomit all over that. That's just completely the wrong standard. Everybody knows that. But the reason that the federal government is cleaving to a standard that everybody knows isn't good enough is that there are a bunch of integrators and big vendors who've essentially gained the system. They've got this procurement process. They threaten things called protests so they can say that if you select”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So there are a couple interesting things about the federal space. So, the first one is they actually have nation state attackers. So you take a step back and you think about, I mean, I go into CIO meetings all the time and everybody's convinced that they're constantly being attacked by Russia who are coming in through the skylights and ninjaing into their network. And it's well known in commercial that 99.9% of the attacks are based on known vulnerabilities that don't require any creativity, that if they'd patched them, they basically wouldn't have been attacked successfully. The federal government is one of the exceptions. So you look at some of the biggest banks, you look at some of the big defense contractors, and you look at federal as the places where nation states actually are attacking. And so they've got an even higher bar that they have to get to. And unfortunately, the way that regulation is structured and the way that the integrator system on the federal side, and I'll be happy to kind of explain that in a second, is structured means that they actually are getting a lot worse secure.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And then we'll go find three other customers who are really deeply invested in this idea that tanium is going to help them optimize their workflow, and they'll have 10 more ideas. And essentially what we can do is use our customers as the subject matter experts to help us build something that then every other customer is going to see is complete. So it's a huge advantage for us. Out of all the numbers that I'm proud of with Tanium, and we've built a company that I think we're all very proud of, but we have a 99.7% renewal rate. Our customers actually come back to us every year because we listen to them. And that means that they're invested in making sure that these modules are better every year because they know they're going to be with us next year.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So literally every one of those was written with a customer. But what's interesting about some of these, like patch management, is that we will come together with a workflow that they essentially built with us.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Because the platform works well for them. And then, in addition to that, we create modules every quarter. So every three months we release another thing that basically absorbs another use case into the platform without the box capability. So a whole workflow around a use case that people really care about. So we were talking about patch management or indicator of compromise analysis or forensics or things like protection on the endpoint. Each one of those is a module.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Are and sometimes they're writing them themselves. So one of the things that we're really proud of with tanium is that we have a true platform. So a lot of people say platform and what they mean is product, right? So platform sounds better. But what a platform really should be is something where you can extend it, where you can rest other things on top of it, and it really takes care of a lot of the workload for you. So to give you an example, we have customers all the time that are coming back to us and saying that they authored things called sensors to detect interesting things about products that they wrote themselves. Go and look at log files in a different way than we're used to and collect data or go out and find some new kind of security input that they want to be able to track. And what's beautiful about Tanium is if you know how to write scripts, basically you can extend the system very easily. So many of our customers are writing their entire workflows that have nothing to do with what we design the tool to do.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And the question is Do we have any of those 10,000 things happening right now? And historically, because systems are so slow they couldn't answer that question. With tanium, people can answer that question in seconds, which allows them to know, are we being breached the same way? And if we are, let's go figure out how to stop that now. And finally, we have a tool that can actually stop something in seconds instead of in days or weeks.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Or the next Home Depot or the next JP Morgan or the next anthem. I mean, there's nothing that happened to Target that isn't happening to every customer out there. They just happen to catch it. And it happened to be really, really bad in their case, so everybody knows about it, but it's happening everywhere. And the point I'd make is there are tens of thousands of these indicators of compromise that are being announced every day.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And you tell 10,000 machines or 100,000 machines to do something, and they do it in three minutes instead of waiting a month and finding out they didn't do it on half those machines, which is their normal experience. So that's the first thing is getting the hygiene right. And the second one is they can share intelligence about the newest attacks that they're seeing much more quickly than they could in the past. So we have in the security industry this idea of indicators of compromise, which are essentially documents that describe an attack that succeeded somewhere else. So you think about the target attack, the output of that attack was an indicator of compromise that described, here are the things that happen to us. And the first question that most people want to be able to ask if they're in IT administrator in a different company is, is that happening here?”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“Sure. Yeah. I mean, so really fundamentally, if you look at security, there are two things everyone knows they should be doing that they never were able to do before. So the first one is basic hygiene. So I know I'm supposed to deploy my patches every month. I know that when there's a vulnerability that Microsoft announces, for example, I'm supposed to get on that, I need to figure out where it is. And then I need to plug it as quickly as I can. Most companies, it turns out, weren't doing that. They were trying, but their tools were broken, so they were missing a lot of the patches. We often get into environments where there are millions or tens of millions of known critical patches that weren't deployed. And it's the same thing for disk encryption and multi-factor authentication and all the things we've been talking about for the last 20 years as an industry that people know they were supposed to do, but they just couldn't get done because their tools were broken. And so one of the first things they learn with tanium is you press a button.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And that's the way that you've gotten the product installed has led to kind of some unexpected directions. We've talked about this previously, but once your customers start using it, they start learning more about their systems. They learn that they can do some things that they couldn't do before. Can you talk a little bit about that”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“So, most of our customers are very large banks, retail customers. So you think about the large retailers, almost all of them use tanium. You look at a lot of the big manufacturers, a lot of large global governments. Basically, we're Global 2000 and large federal.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“All of the above. I mean, a lot of the old systems are notoriously prone to failure. So you install the system on that machine and then six months later it stops working and it kind of falls out of your sphere of influence. You just don't see it anymore. And the problem is the user who's on that machine doesn't know that that happened. So often they're still plugging away gathering data from your customer database and then bringing it back to their machine and working on it. And vulnerabilities are piling up and users are unaware that that's happening so they keep on doing things that really expose their organization. And sometimes it is bobbing accounting who rebuilt his computer because he doesn't like the computer he got at work and brings it in and plugs it in and then takes it home and lets his kid play with it and brings it back in. And the problem is every time it goes home, it has the chance to contract all kinds of wonderful things and bring them back into the organization.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“I mean, many of those computers turned out to have 20 or 30 critical vulnerabilities on them. So what a critical vulnerability is is a way for someone with no creativity to take control of that computer. So we're talking about millions of critical vulnerabilities across that spectrum that are ways into a large bank.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT
“And when you say manage, that's bringing it under the official IT infrastructure regime. So you can plug the security holes and things of that nature. So those all sound like they could be basically hacks waiting to happen, essentially.”
2016-03-14 · Decoder with Nilay Patel · Recode Decode: Orion Hindawi, CEO, Tanium · IDENTIFIED FROM THE TRANSCRIPT