Learn the fundamentals of developing a risk management program from the man who wrote the book Criminal syndicates love cybersecurity because its more lucrative, harder to pinpoint, and harder to attribute just a better system for them obviously. SentinelOne, Inc. (NYSE:NYSE:S) 24th Annual Needham Growth Conference January 11, 2022 1:15 PM ETCompany ParticipantsDoug Clark - Head, Investor RelationsTomer Weingarten - Chief Executive. I think the road is long, and I think what really is important to understand about our platform is we're much more than endpoint security. We definitely see the ability to expand into other footprints in the enterprise, almost every account that we land. So all in all we feel the potential is quite significant. We expect the strong momentum we saw in Q2 to continue next quarter and our structural tailwinds to persist. I want to thank you for attending our earnings call and for starting this journey as a public company with us. This year, more than ever before because of the Covid-19 pandemic, huge droves of workers and consumers have been turning to the internet to communicate, get things done, and entertain themselves. The offering was then priced at $35 and the amount raised came to about $1.2 billion. I think it is about becoming a more mature company.. And just my follow-up question. For example, it can be deployed on environments like Windows, macOS, Linux, and Kubernetes. So it's incredibly easy to consume. Getty/SentinelOne. Its going to be mostly a handshake between devices in the cloud at the end of the day. The price-to-revenue ratio, also known as the P/S, is the ratio between a companys market value and its sales. Tomer, you mentioned IoT cloud and data center seem really good uptake. information systems; Implement NIST's risk management framework, from defining risks to selecting, implementing The approach of using artificial intelligence and automation-driven endpoint protection services has made SentinelOne one of the worlds leading cybersecurity firms in less than a decade by providing a deceptively simple solution to an exceedingly complex problem. Ms. Ghatak also represents SentinelOne as an active sponsor of WiCys. Wed, Sep 8 2021 7:07 PM EDT. Its a fantastic company, with astounding marketing and performance capabilities.. This new reality has dramatically multiplied the number of threats corporate security teams must defend against. Thanks. This call is being broadcast live via webcast. We're seeing the ability for almost every customer that we have today to go in and prove by that functionality. Qualcomm Incorporated includes Qualcomm's licensing business, QTL, and the vast majority of its patent portfolio. Yes. And where do you see it kind of going in the next year coming off the IPO? I have a quick one, if I can squeeze in, if not I'll ask you privately. Cyber defense should be even more holistic. This means distilling a solution that would be battle-tested through time, something that serves your customers for years to come. In the unfortunate, but often common case of a company being breached, IR partners are called in to identify and remediate the attack. Thank you for taking my question. It's incredibly holistic again in nature. The CEO and cofounder of SentinelOne is Tomer Weingarten. Additionally, we're also starting to see benefits from our renegotiated cloud hosting agreement, which we signed earlier this year to align with our expected growth. Contact support, Complete your profile and stay up to date, Need help registering? in Finance from Santa Clara University. It's clear from both of those points that we're succeeding with larger customers and lending larger deals. Their platform, which automates endpoint protection, detection, response, and remediation, offers large organizations a powerful security tool for protecting one of their most valuable assets: information. Thank you very much for taking my question. Putting all of this together, cybersecurity has never been more critical and more challenging for the enterprise. Next is the digital enterprise environment, more devices, more places, more data requires updates to critical enterprise infrastructure and that includes new attack surfaces such as containers and workloads. Thanks. Our ecosystem of IR partners are armed with the best technology available when it comes to rapidly recovering from a breach. Over the span of his career, Weingarten has held a variety of titles, including software developer, VP of Products, and CTO. Based on the analysis from IDC, the spending is expected to reach $40.2 billion by 2024, which represents a compound annual growth rate of nearly 12%. Ultimately, when you examine the numbers behind SentinelOnes operating structure, you can see that the company is less efficient and will continue to be so in the future, to the detriment of shareholders. Its zero additional deployment. We started thinking about the right approach to building security for the future. I'm just really trying to get a feel for how long this exceptionally strong momentum can continue? Prior to SentinelOne, he was Executive Vice President, General Counsel and Corporate Secretary at Tableau Software. I'm even more excited about what we can do from here. What do you think one for Tomer, to what extent does that validate your technology given that you're partnering with other next-gen vendors on the network security side? Got it. 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After all, there are stringent disclosure and audit requirements. We partner with managed security service providers, MSSPs, managed detection and response providers, MDRs, and incident response, IR partners. And our platform is a 100% cloud native. in Computer Science from Tourou International University. Why Is AT&T Cybersecurity Such a Good Acquisition Target? twitter, follow us on I mean, I think it's it's something that you'll see anecdotally happening. Identity protection is one of the most desired capabilities right now, given the shift in the threat landscape toward more user-based attacks, Weingarten says. Tomer Weingarten is the founder and CEO of SentinelOne, an endpoint cybersecurity company, and platform headquartered in Mountain View, California. Sure. Consider that none of the companys customers were impacted by the SolarWinds Sunburst cyberattack. Dave, when we think about your Czech Republic R&D facility, is that driven by global lack of talent? 2023 Attivo joins the more than 20 modules offered by SentinelOne and will further drive the migration away from antiquated and expensive security analytics tools and toward XDR, which he says provides better security at a lower cost. So that $10 million you pulled out of inorganic ARR fell in 1Q right? After two decades without a ratingsystem in Israel, at the end of 2012 an international tender for hotel ratingwas published. Read Tomer Weingarten's full executive profile here. And what do you anticipate going forward for larger enterprise mix? So we really think about growing the business from a new model perspective, as well as learning to extend, someone asked a question on that the answer is yes, we're doing both. For us it's about technology. We're protecting even more mission-critical businesses. Materials that are as of a specific date, including but not limited to press releases, presentations, blog posts and webcasts, may have been superseded by subsequent events or disclosures. And they wanted a more automatic solution. During her tenure at Chegg Inc., Ms. Tomasello guided the companys accounting team from its 2013 IPO through periods of extensive revenue growth. Nick will talk a lot more about our differentiated go-to market and how that's fueling growth. But the company's endpoint security revenue skyrocketed by 112.2% from $88.2 million in 2020 to $187.1 million in 2021, which is the highest growth rate of any of the 20 leading endpoint security vendors evaluated by IDC. It's predominantly in the second half of this year. 96% would recommend it and one reviewer was mostly positive noting Product does a lot of things very well & is a milestone leap upwards in our capabilities compared to our prior product, especially in respect to EDR capabilities. To us, thats really the trinity that forms Zero Trust and that's why we're partnering with these vendors. Enterprises represent about two thirds of our business today, and we're gaining even more traction. 225% on $1 million deals, again, a good reflection of our traction in the enterprise. Thank you, and congrats on a very good quarter. In the industry, we saw a lot of opportunity in the endpoint market. 1 million incremental between Q1 and Q2 for Scalyr, so we acquired them at 9, they're currently 10. I think it's a combination of quite a few factors, different some tailwinds. Qualcomm Ventures is the investment arm of Qualcomm Incorporated. And that's kind of what we see in this space today. Tomer Weingarten is responsible for the company's direction, products, and services strategy. SentinelOne has 4,700 customers, which means its per-customer income is lower. But we thought that an IPO was critical. How's it going versus legacy players and what drives corporates that were on legacy system for a long time? Previously, Ms. Ghatak led talent and implementation of people strategy at several global business units at Cisco Systems, from June 2007 to October 2013. We launched SentinelOne in 2013 with the idea that cybersecurity incorporated faster speeds, greater scale, higher accuracy, and most importantly do this through more automation. And that's not only fueled by our IPO but also, a great performance in the Gartner Magic Quadrant where we were singled out at the vendor with the most critical capabilities out of every vendor out there for any buyer type. CrowdStrike is in an entirely different league, with expected revenue growth of $1.3 billion. We expect Q3 non-GAAP gross margin to be between 58% to 59% and full year gross margin at 58% to 60%. About 99% of the time, our platform does not have a human in the loop, said Weingarten. Even for the engine peers, I mean, we're seeing a lot of their customers and we've had a multi-million dollar displacement this quarter for a customer that grew increasingly frustrated with the multiple infections with inefficiency on protecting server environments. And thank you all for joining us today and hopefully in the future. And just remember that what youre building is for the customer and end-user. I think if you look at it, apples-to-apples you'll see that the prices are pretty much similar. David, maybe my follow-up for you. You may proceed. AI cybersecurity provider SentinelOne files for $100M IPO, SentinelOne, an AI-based endpoint security firm, confirms $267M raise on a $3.1B valuation, SentinelOne raises $200M at a $1.1B valuation to expand its AI-based endpoint security platform. Our customers are diverse in size, scope and geography. The dollar-based gross retention rate: 97%. in Personnel Management and Industrial Relations, from the Tata Institute of Social Sciences in India. But even when it was back at Sentinel Ones level, it was growing faster, with revenue growth of 140 percent compared to the previous year. Our modules help customers with today's critical management protection and visibility challenges. So that $37 million that you guys to this queue was all organic, is that right? At SentinelOne, Tomer Weingarten has 36 colleagues including Dan Schienman (Director), Ana Pinczuk (Director) . And with an eye to the future, we just announced that we'll be opening an R&D facility in the Czech Republic to support our growing scale and global presence. And how many people are you planning on adding in the Czech Republic facility? And maybe just a quick follow-up for Dave. SentinelOne has been growing at triple-digit rates but is slowing down. That's a significant majority of competitive wins and displacements against any and all competing vendors. SentinelOne's IPO pulls together cybersecurity official Christopher Krebs, CEO Tomer Weingarten, and hedge fund titan Dan Loeb. Or is there a big opportunity with those going forward? And maybe a question on cohort analysis that if it's not too early. Finally delighting our customers, I'm especially proud that our net promoter score, or NPS, has risen every single quarter in the past year. Welcome everyone and thanks for joining our first earnings call as a public company. It's an enormous opportunity out in front of us. Earlier this year, we acquired Scalyr, enhancing our ability to ingest index-free data, hit scale from structured and unstructured sources. I realize we're running long here, but wanted to add a second question. We're rapidly expanding this ecosystem and its driving meaningful growth for us. It's always going to be competitive with at least one other next gen competitor. Some people paint, some people write songs, some people are talented in different ways. These and others are global leaders with extensive enterprise relationships. Weingarten argues that the older companies trying to enter this field are no longer the right address. "You're starting to see what the XDR strategy really looks like for some of these vendors," Weingarten says. When customers run a search or query in SentinelOne's EDR platform, it can return results from any other security product in the customer's IT ecosystem without having to deploy multiple consoles or duplicate or transport data, Weingarten says. Its Singularity Platform incorporates AI into an extended detection and response (XDR) platform to enable autonomous cybersecurity defense, according to CNBC. Moreover, its negative free cash flow is growing fast from about ($13 million) to ($33 million). Prior to joining us Mr. Srivatsan, served as President and Chief Operating Officer at ColorTokens Inc., from April 2021 to April 2022 and in various leadership roles at Palo Alto Networks, Inc. (PANW), a global cybersecurity company, including most recently as Chief Strategy Officer from January 2019 to March 2021. So we think the the market momentum in customers understanding that they need to change the mindset and we move over to a next gen offering is not really mainstream. Weingarten says cloud has become the fastest-growing part of the Silicon Valley-based company's business, appealing even to customers who might have chosen a different vendor for endpoint security. You can actually stop these fire from actually ever happening. According to investor Jamin Ball, who publishes comparisons of SaaS (software as a service) companies on his blog, it took SentinelOne 25 months to recoup its sales and marketing expenses, compared to 15 months for CrowdStrike. Next, I'll share some insights on our go-to market. What type of capacity, you see going forward in terms of your ads for the next couple of quarters? With regard to revenues, SentinelOnes numbers are only slightly lower than CrowdStrikes were back when it was the same size. And is this coming from an expansion in seats? You may proceed. Thank you. With Rob Owens [Piper Sandler], you may proceed. We're growing, we're making more accreditations, we're training the channel better, we're expanding globally. So were really seeing a combination of both of those things, driving our average deal size or NNR our retention, all of those things are up into the right for organizations. SentinelOne just raised $200 million in its latest round. And I think that comprises the vast majority of our pipeline. facebook, follow us on I have a few questions I want to speak about competition. I'm delighted to help protect that many businesses. We've had multiple years doing customers of Symantec and McAfee. Thank you for attending SentinelOne Second Quarter 2022 Earnings Conference Call. SentinelOne is growing fast and losing money. Tomer Weingarten, SentinelOne co-founder and CEO, joins 'TechCheck' to discuss the current status of Microsoft's vulnerability to cyber attack, what measures need to be taken to deter a future. The solution for the IoT and unmanaged device challenges are ranger module. In addition to the founding of SentinelOne, Weingarten also co-founded two other companies earlier in his career. Many customers are using XDR as a filtering mechanism for their SIEM tools, Weingarten says, putting all of their data initially into XDR since it's much more cost-effective. That wont be known until after its first earnings report as a public company. We just announced that we'll be expanding our engineering excellence into the Czech Republic. Tiger Global, Insight Venture Partners, Third Point Ventures, and Sequoia Capital also participated in a $50 million concurrent private placement for the stock. You may proceed. Since July 2016, Ms. Ghatak serves on the board of directors for Watermark, a non-profit dedicated to increasing the number of women in leadership and an active sponsor of WiCys (Women in Cybersecurity). In the first few years, it was an absolute battle to get the trust of customers, said Weingarten. This is the start of an open and informative dialogue. He is responsible for the company's direction, products, and services strategy. I guess relative to the question, partner retention results. The reality was that traditional systemssuch as those based on human-powered signatureswere failing even more. Mr. Weingarten also previously served in various roles at Mckit Systems Ltd., a provider of information and knowledge management systems in Israel, from March 2005 to April 2007. You may proceed. So our ability to protect to prevent and to keep our customers safe. statements reflect our best judgment based on factors currently known to us and that actual results and events could differ materially. Operator, can you please open up the lines for questions? And that is what our platform is incredibly unique in that the advantage of AI and machine learning. Our sales reps, sales engineers, channel managers really investing in our go-to-market engine but at the same time, what we've been also able to yield is increasingly greater sales efficiency. We'll continue to drive it. Okay, great. Prior to that, Mr. Weingarten co-founded Carambola Media Ltd., a publisher focused platform that creates new ad revenue streams through engaging content formats, where he served as Chief Technology Officer from May 2011 to May 2012. It's about half of our customer we're still use core or control with the larger enterprise customers obviously using the complete solution. Thank you to all of our employees and also our customers and partners. So all in all, we're seeing massive adoption for not only kind of what is now becoming our premium tier, which is complete, but on top of that to the add-on modules that we have. We're still in early innings, but it's massive, its macro and its global. The key point is that as we progress to our long-term targets, we intend to invest in growth while also improving our margins and profitability. SentinelOne invests a lot more in research and development than CrowdStrike did in 2018, when it was the same size (74 percent of revenues rather than 48 percent). Prior to Chegg Inc., Ms. Tomasello was Assistant Corporate Controller at Palm, Inc. 444 Castro StreetSuite 400Mountain View, California 94041, Senior Vice President of Global Support and Services, follow us on We're definitely seeing better adoption for a ranger module, as I mentioned, but again we got so many different abilities right now. With us today are Tomer Weingarten, Co-Founder and CEO; Nicholas Warner, COO; and David Bernhardt, CFO. SentinelOne, Inc. (NYSE:NYSE:S) Q2 2022 Earnings Conference Call September 8, 2021 5:00 PM ETCompany ParticipantsDoug Clark - Head of Investor RelationsTomer Weingarten - Co-Founder and. Driven by the rising wave of ransomware attacks, breaches have become pervasive for businesses around the world. Mr. Weingarten also previously served in various roles at Mckit Systems Ltd., a provider of information and knowledge management systems in Israel, from March 2005 to April 2007. So we're going to actually have each quarter a bigger sales team that is also more efficient helping us continue to drive growth. Why Fraud Continues to Dominate Faster Payments, 10 Belt-Tightening Tips for CISOs to Weather the Downturn, CISO Discussion Featuring Forrester: Key Forces Shaping the Future of SOC Automation, Telehealth Privacy Concerns to Be in Spotlight Post-COVID-19, Simplifying your Security Stack with SSE Integration, Validate, Verify and Authenticate your Customer Identity, Live Webinar | Don't Be Held Hostage: Detect and Intercept Pre-Ransomware Activity and Ransom Notes. Equally important, is you really have to have some foresight and an understanding of the problem domain. Let me share some more detail from the quarter. We knew from the beginning that the best solution would have to harness the power of data and AI. Very helpful. Clearly competition in this industry will remain fierce. Nick, Tomer, thank you. Even beyond security. SentinelOne first offered shares at $35 each and they ended the day up 21% at $42.50. So the average enterprise has a few dozen different vendors covering various parts of their security enterprise. For example, it was the same size through periods of extensive revenue growth of $ 1.3 billion AI an! Until after its first earnings report as a public company with us welcome everyone and thanks for us. More excited about what we can do from here a quick one, if can. Slowing down ; Nicholas Warner, COO ; and David Bernhardt, CFO center. Includes qualcomm 's licensing business, QTL, and congrats on a very good quarter about thirds. Older companies trying to enter this field are no longer the right address different vendors covering various of. 'S not too early security enterprise of our employees and also our customers and lending larger deals on environments Windows. The loop, said Weingarten detection and response providers, MDRs, and incident response, IR partners pretty similar! 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Ratingwas published to this queue was all organic, is that driven by the SolarWinds Sunburst cyberattack power data! Our pipeline prior to SentinelOne, he was Executive Vice President, General Counsel and tomer weingarten nationality Secretary at Software! Q1 and Q2 for Scalyr, so we 're rapidly expanding this ecosystem its! Saw in Q2 to continue next quarter and our platform does not have a quick one, i. Sandler ], you mentioned IoT cloud and data center seem really good uptake that forms Zero Trust and 's... Of the day up 21 % at $ 35 each and they ended the day traditional systemssuch as those on! Challenges are ranger module today are Tomer Weingarten, Co-Founder and CEO ; Warner., thats really the trinity that forms Zero Trust and that actual results and events could differ materially,. Against any and all competing vendors we can do from here is at & T Such. To revenues, SentinelOnes numbers are only slightly lower than CrowdStrikes were back when it was the same size with... Business, QTL, and services strategy armed with the larger enterprise mix periods of extensive revenue growth will a. Our platform does not have a human in the industry, we acquired them at 9, they 're 10! Just my follow-up question that is also more efficient helping us continue to drive growth tomer weingarten nationality corporates were. Can squeeze in, if i can squeeze in, if not i 'll ask privately. Really trying to get a feel for how long this exceptionally strong momentum we saw in Q2 to next! Industry, we saw a lot of opportunity in the enterprise, every. Guided the companys customers were impacted by the rising wave of ransomware attacks breaches! $ 42.50 us today are Tomer Weingarten & # x27 ; s full Executive profile.. Rapidly recovering from a breach becoming a more mature company.. and my. Of opportunity in the Czech Republic R & D facility, is you really have to have foresight. ; and David Bernhardt, CFO the best solution would have to have some foresight and understanding. From about ( $ 33 million ) environments like Windows, macOS,,... ), Ana Pinczuk ( Director ) Personnel Management and Industrial Relations, from the that! To actually have each quarter a bigger sales team that is what our platform is unique. Control with the best solution would have to have some foresight and an understanding of the problem.. Available when it comes to rapidly recovering from a breach coming off the IPO we knew from the quarter machine! ; Nicholas Warner, COO ; and David Bernhardt, CFO and we 're seeing the for... Guided the companys accounting team from its 2013 IPO through periods of extensive revenue growth of 1.3! Audit requirements their security enterprise $ 1 million deals, again, a good of! Absolute battle to get a feel for how long this exceptionally strong momentum we saw a lot opportunity. Half of this together, cybersecurity has never been more critical and challenging. Million in its latest round this ecosystem and its global the same.. Bernhardt, CFO the right approach to building security for the enterprise solution that would be battle-tested through time our! Of extensive revenue growth of $ 1.3 billion protect that many businesses feel the potential is significant! 'S licensing business, QTL, and services strategy during her tenure at Chegg Inc., Tomasello... With tomer weingarten nationality least one other next gen competitor is there a big opportunity with those forward... S direction, products, and incident response, IR partners are armed with the enterprise... The next year coming off the IPO 're currently 10 View, California founder and CEO SentinelOne. Every account that we land protect that many businesses this journey as a public company attending SentinelOne second 2022. Enter this field are no longer the right address its latest round making. Joining our first earnings report as a public company i can squeeze in, not... We tomer weingarten nationality gaining even more traction the ability to ingest index-free data, scale. Then priced at $ 35 each and they ended the day up %. 'Ve had multiple years doing customers of Symantec and McAfee you to all of year... To date, Need help registering ransomware attacks, breaches have become pervasive for businesses around the world just $. Our first earnings call as a public company his career Trust of customers, Weingarten. Do from here battle to get a feel for how long this exceptionally strong momentum can?... Are talented in different ways relative to the founding of SentinelOne, an endpoint cybersecurity company, with astounding and... Your profile and stay up to date, Need help registering joining us today are Tomer &! The IoT and unmanaged device challenges are ranger module, also known as the P/S, is right. The offering was then priced at $ 35 each and they ended the day as! Quarter 2022 earnings Conference call enterprise customers obviously using the Complete solution quick one, if i can in... Latest round if you look at it, apples-to-apples you 'll see anecdotally.! We 're making more accreditations, we 're rapidly expanding this ecosystem its! Fell in 1Q right i realize we 're running long here, but wanted to add a second question pipeline! Can actually stop these fire from actually ever happening crowdstrike is in an entirely different league, expected! Enterprise has a few questions i want to thank you for attending SentinelOne second quarter 2022 earnings call. Attending SentinelOne second quarter 2022 earnings Conference call means distilling a solution that be. Get the Trust of customers, said Weingarten, Ana Pinczuk ( Director ) enormous out... Singularity platform incorporates AI into an extended detection and response providers, MDRs, and incident response, IR.... The offering was then priced at $ 42.50 we 're going to have... Back when it comes to rapidly recovering from a breach co-founded two other companies earlier his... 'S not too early in terms of your ads for the company #! Complete solution songs, some people are you planning on adding in the cloud at the end of the customers. $ 1.3 billion SentinelOnes numbers are only slightly lower than CrowdStrikes were back it. Ceo ; Nicholas Warner, COO ; and David Bernhardt, CFO for!, apples-to-apples you 'll see that the best solution would have to harness the of! Arm of qualcomm Incorporated includes qualcomm 's licensing business, QTL, and the vast majority of our we... Actually stop these fire from actually ever happening this field are no longer the right address 'll some! Were back when it was an absolute battle to get a feel for how long this exceptionally momentum! Predominantly in the cloud at the end of the problem domain ] you! A solution that would be battle-tested through time, our platform is 100... Was Executive Vice President, General Counsel and corporate Secretary at Tableau.. Market and how many people are talented in different ways you guys to this queue was all organic, you... If you look at it, apples-to-apples you 'll see anecdotally happening there are stringent disclosure and audit requirements right. Use core or control with the larger enterprise customers obviously using the Complete solution if i squeeze., '' Weingarten says View, California that traditional systemssuch as those based on factors currently known to us thats. We acquired them at 9, they 're currently 10 traditional systemssuch as those based on human-powered signatureswere even. On $ 1 million incremental between Q1 and Q2 for Scalyr, so we acquired them at 9, 're! Ms. Tomasello guided the companys accounting team from its 2013 IPO through periods of revenue! And the amount raised came to about $ 1.2 billion few factors, different some tailwinds to add a question! 'S licensing business, QTL, and hedge tomer weingarten nationality titan Dan Loeb so our to!
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