Q&A: Qualys CEO On Why Legacy Security Companies Won't Cut It In Cloud-First World
What changes are you seeing around customer buying patterns? Is it easier to have conversations about cloud-based security than in the past?
Absolutely. What was happening in the past is that everybody in the industry was saying that you didn’t' want to have your data in the cloud and it is very dangerous… This is essentially what happened with Siebel Systems. Everybody thought CRM was too important and nobody can put that data outside of the company [in the cloud]. That's wrong. The same thing is happening here.
We saw the change in mentality a couple of years ago… It took us a long time to get there because of the complexity of building the backend… Security was always an issue of accuracy but it has become one of scale and an issue of immediacy. You need to have a powerful solution that can sift through a lot of data very quickly… Then we are building applications on top of it so we can consolidate… We now have more arrows in our quiver to displace these enterprise security solutions… We took the longer road but we were patient. Now, today we have a fantastic customer base that is very loyal and a model that as long as customers renew we can live forever and if we can sell them additional services we can grow forever. That is our model.