The Ledger, every show

“And so, you know, you look at FireEye, there are five lines of code that are well known that get you around FireEye. You look at Emmet, you look at a lot of these tools that are preventative, there are known ways to get around them.”

“So, if you come from a services background, you treat services as a revenue stream. You start building products that require lots of services, and that's a bad product. Like, it turns out that that's almost the definition of a bad product, is it's really heavy…”

“My personal belief is that Apple is paying lip service to enterprise and not really doing anything that my customers are asking for.”

“I mean, it takes them days to do what we can do in seconds because they're still doing it the way that you would if you had 5000 things instead of 500,000.”

“Out of the top 10 breaches that have happened in the last year, we've been bought by eight of them, and we're in procurement with the other two.”

“You're buying something if you buy it from IBM that I invented when I was 18 years old and had absolutely no idea what I was doing, and you can either do that or buy the product that I had 15 years of learning that I put into with, You know, a much newer archi…”

“And the problem is the perimeter has dissolved to the point where, so cloud by definition has no perimeter. Corporate networks they're finding out don't really have a perimeter either.”

“And I think they've all realized that the perimeter is not a protective mechanism. What it is useful for is reducing noise, and it's useful because you can block a lot. You're not going to block everything, but you can block a lot. And it's useful for being ab…”

“You cut out antivirus and all the legacy stuff that's 20 years old, right, you cut out the network side, you're looking at, you know, whatever it is, five percent of the spend that's left.”

“If you look at every one of the attacks that we saw, somebody in that org knew something was wrong before it happened. They just didn't have the latitude to escalate it. They didn't have the ability in the organization to effect change.”

“So, there's this concept in our industry that it's good for security companies when their customers get breached, and it's actually not true.”

“I think maybe one or two percent of the companies that we've walked into, Really should have started talking about insider threat when we got there. The other 98, 99%, They weren't through the just block and tackle stuff, and it's so fun to talk about insider …”

“I mean, I think serious people in security have realized a long time ago that Given infinite time and infinite money, a nation state will come at you and will succeed. The reality of the situation is very few companies, very few, are equipped to actually deal …”

“Antivirus falls in that category, firewalls fall in that category. You know, they just are not effective against the insider threat and advanced persistent threat that our customers are facing.”

“Because I like my twenty billion dollar TAM that's being prosecuted by, like, seventy-year-old gray hairs at IBM.”

“We work with one of the biggest telcos in the world, and when we got there, they told us they had exactly 22 ways into their network, and they were spending seven million dollars a year protecting each one of them. They'd bought Every solution. They layered it…”

“And what we now have is the preponderance of the Fortune 100 who are using us, who can demonstrate that they're becoming more secure by following really block and tackle things.”

“We had a credit card processor recently go to a 100,000 computers in three days and pilot. They basically said, you know, we'll push it out until we run into roadblocks. They globally deployed in three days.”

“We could also show them that they had hundreds of copies of SQL Server that were installed that they weren't using, that they were paying for. Hundreds of copies of SQL Server is hundreds of thousands of dollars a year of spend. And they started really delving…”

“Trying to prevent every angle in is not a valuable way to spend your time. The right way to spend your time is instrument your environment so that you can see that things are going wrong before they become really damaging.”

“It turns out that we built a forensics product with four engineers in six months. The reason is 95% of the work was already done when we architected the platform.”

“The answer for you is that MDM, at least in my estimation, is a pretty broken market today, and the reason it's broken is the vendors of the platforms that provide, you know, Google, Microsoft, Apple, really Apple is kind of the real, real offender here. They …”

“The truth of the matter is, if you look across the 10 biggest attacks this year, all of them tied back to pretty mundane things that the organization knew they were supposed to do that they didn't do.”

“You really can do something in an hour across the largest environments in the world if everybody gets together, you've got the right tools, and you're pushing as hard as possible. And I know that sounds hyperbolic to a lot of people because many people are goi…”

“You look at a lot of these big companies, they're spending literally 10 times more on security than they were five years ago.”

“We've got now four or five, 10 plus million dollar deals from very large environments who don't spend that much on software typically”

“And the problem for many of our customers is they're playing whack-a-mole, right? They're chasing attackers, and they're using three-day-old data to chase attackers that are moving every five minutes.”

“Every customer goes through a pilot. We force them to.”

“And we've actually got projects with both of them To embed Tanium's communications architecture directly into the chip.”

“We're getting better at detecting that we've been attacked, and so I think a lot of customers have invested in detective mechanisms so that they can see that bad things are happening, and I think we're actually surfacing a lot of stuff that used to happen, and…”

“Truth of security is it's never been that way, and it'll never be that way. You have to do You know, eating healthy and exercising every day if you actually want to keep secure.”

“We have some customers, and I think Target is a great example of one of them, that are extremely thoughtful and were thoughtful in the aftermath of the breach. They spent a lot of time building a real lasting structure, and I think they've done one of the best…”

“And many of our customers, before we walk in there, don't have any idea. They don't know how many subnets they have. They don't know how many computers they have. They don't know what's running on those computers. They don't know where their data is.”

“Our customers literally could ask an English language question. Tell me all the machines and versions of open SSL for every machine that's got open SSL across the environment and get an answer back in 15 seconds.”

“And so we knew the problems with the old way, and they knew what they have to build, and it still took us five years with 12 engineers to do it, because there's a lot of grunt lifting in rebuilding something from the ground up.”

“Yeah.1% CPU, so 0.1% CPU. On a tiny little run time, that's what, like, a mega, you know, two meg installer, seven meg of RAM, 10 meg on disk.”

“So the beauty of this whole thing is it's so lightweight, you can actually put it in VMs. We have people who are putting it on process controllers and ATMs and point of sale devices and the heart rate monitors.”