Snyk

“It took us a moment to realize they're not gonna pay. They're just not gonna pay. And the payment was like 20 dollars a month.”

“If you want to get developers to use a security product, you have to build a developer tooling company not a security company.”

“We reached out to open source libraries, and we got them to install it. And that was a big deal because it created this sort of viral loop of people seeing that this is possible. Every time you're You know, you open a fixed pull request on a repo that someone …”

“I got to, like, you know, ask me for the partner meeting, stay over the weekend in Andreessen Horowitz to sort of present to, and nobody converted. And everybody basically peeked behind the curtains, saw there's no revenue, says, oh, classic DevTool.”

“For security, it's governance. So it's probably like a business unit, minimum unit. But for developers, because of that single developer and because developers are more empowered, DevTools generally win bottom up. You have to win over the developer first.”

“That was like two years and two months in, we were at a 100,000 ARR not awesome. And we burned four million dollars by that time. You know, four months later, we're at six 50. A year later, we're at four and a half million. A year later, we're at nineteen mill…”

“And we actually introduced an ability to patch. Sometimes you have a library that's vulnerable and doesn't have a fix. And we introduced, you know, we introduced an ability to patch because oftentimes it's like a line of code. So install the old version of the…”