Opinion
Beri: Salespeople at Cisco are farmers, disqualified from Netskope hiring
“They're not the people who work at Cisco, any of those companies now. If they work there, they're pretty much disqualified from being the type of people that we want, because they're not going to be hunters, they're going to be farmers.”
Insight
Beri: Chief Security Officers Are the Biggest Bottleneck to Cloud Adoption
“The biggest bottleneck nowadays to adoption of cloud in most enterprises is actually the chief security officer, and so we give him or her what they need to say yes to enabling the cloud.”
Opinion
Beri: Big tech companies are bureaucratic and reorg every 6-9 months
“They're actually fairly bureaucratic and they reorg every six to nine months.”
Disclosure
Beri: Netskope Refused Acquisition Talks Despite Rivals Selling for $800M
“So when everybody came calling, we said, look,
Thank you, but no, we're not interested, not even interested in talking, right? The last company in our space was acquired for close to eight hundred million, and we said, look, we're not even interested in talki…”
Insight
Beri: Early startup hires should strictly be product builders, not sales
“When you pick people in the beginning of your company, you're actually finding people who actually build a product, right? You're not looking for sales, you're not looking for marketing, and so the first thing is you're looking for great architects, engineers,…”
Assertion Partly supported
Beri: Netskope's co-founders all stepped down into individual contributor roles
“They're here today they're still sort of the product leaders of our company over time, they changed their roles. They're not managers, not leaders, they're individuals, but because of their cultural fit, as they grew, they were savvy enough to realize that, lo…”
Insight
Beri: Board members must not pontificate using 20-year-old playbooks
“One of the most important quote hires you make is obviously your investor, or your board member, and just like you would hire maybe your 100th, your 400th, or your 1000th person, you want to obviously have the frame of what your culture, your company is, and s…”
Disclosure
Beri: Netskope expanded to Bangalore for domain talent, not cost savings
“We only have two development offices, Los Altos and Bangalore, was that we didn't go there for cost. We went there because there were specific talent that we knew we could get in a specific domain”
Insight
Beri: Sales channels take margin in year one before driving leverage
“In the first year, you feed your channel. They don't do anything. They don't, they basically take 10 or 15 points off every deal. But after the first year, they bring you business. And now, instead of having, you know, a 150 or 200 salespeople, you have 2000 s…”
Assertion Not checkable as stated
Beri: Netskope captured 25% of Fortune 100 in four years
“You said you have 25% of the Fortune 100? Yeah. Right? And in four years of selling or so? Yeah, we just finished our fourth year.”
Insight
Beri: Big data is often useless to enterprises lacking tech talent
“So having this amount of data while maybe useful for Facebook and Google and maybe not useful for us In that context is definitely not useful in many cases for an enterprise because they don't have, if you're an enterprise, and I'm talking about enterprise, wh…”
Assertion Partly supported
Beri: Facebook Releases Its Enterprise Product Updates Every Hour
“You look at Facebook, even their enterprise product, they release every hour.”
Disclosure
Beri: Netskope communicates via Slack ahead of board meetings
“We've kept our board very small. It's very open, ah, the board meeting, by the time we have a board meeting, everybody knows roughly what's going on. We're texting beforehand using Slack, ah, you know, all the rest”
Disclosure
Beri: Netskope will never have private offices for executives
“Nobody has an office, not allowed, no doors everybody's, I sit amidst everybody and so one, we don't have that. We won't. We're not gonna have any offices, ever.”
Disclosure
Beri: Netskope has roughly 500 employees, including 150 in India
“So we're about 500 people, and about a 150 over there.”
Disclosure
Beri: Netskope signed first Fortune 100 clients on $5.5M round
“We did our first round with Mamoon, and we took, you know, five and a half million, right? And we got our first cup of Fortune 100 through that”
Assertion Not checkable as stated
Beri: Netskope maintains low single-digit employee attrition
“And so, for us you will always have attrition. But for us, it's been very low, right? Low single digits for us.”
