Snyk

“First of all, that, that integration in terms of connecting your code with security scanning like that was a first of a kind integration. Like no one had done that before.”

“There are hundreds of thousands of these package pages, but they're just automatically being generated continuously.”

“The best way I've found to articulate a growth strategy that fulfills the promise of usefully guiding the team's execution. It's the loop based model we forge as specific kind of documentation that, that I think is great around that. Being able to identify the…”

“A JavaScript developer just won't care if you support Golang or Rust, but will absolutely care if a key feature like automated package upgrades just isn't available for their ecosystem.”

“Flow is just this incredibly important concept for developers and you want to strive to keep them in that flow for as long as possible. So the GitHub kind of pull requests are a great example of that. Someone can sign up for Snyk and they could theoretically b…”

“All the traditional solutions you need to sign up, you need to pay to get access beyond more than a couple, but these were just, they're all out there in the public domain.”

“Product led sales is a really important motion for us. And so taking the knowledge we have, the insight we have around behavior With the users and their teams and their companies within the product and making that available to the GTM teams outside in smart wa…”

“I think we probably had maybe around 5000 free users before there were any attempts at monetization.”

“Last valuation after our Series F was at 8.6 billion. We're securing the software of millions of developers now, well over 2000 paying customers, now around 1300 people, of which around 500 in R&D, with nearly 70 folks in our product org.”

“But the first self-serve monetization efforts only really saw traction with individual developers paying a hundred dollars a month or purchases in larger companies. They just didn't happen as everyone had hoped.”

“So most of the org is functional ownership based. There are a lot of really complex domains in the core product. So having that localized knowledge is important to be able to kind of own and run the code that team ship. The growth teams on the other hand are s…”

“The team went on to build out a functional sidecar product that Allowed users to basically try sneak without needing to sign up by simply pasting their code in for us to scan and giving them some results there and then. So, you know, we saw really great result…”

“And now we test conformance to schema of the instrumented code in our CI processes. So we have absolute confidence in the data.”

“For Sneak, the real drivers to move from free to a paid plan, for example, is when you want to secure business critical code. And you start having needs around governance and compliance.”

“And if I had to pick one meeting that is the most important in the growth team, it would be this.”

“The first hundred or so users really just came from the founders engaging with the Node.js community and the interest that drove.”

“And what's, what's fascinating there is that the product driven cohort contribute a relatively greater amount to net retention.”

“Now, habit moment that we define as a team being activated, it's related to fixing vulnerabilities within 30 days of team creation. And the reason that is, is chosen, it's because there is a significant correlation with downstream, and in that case with activa…”