Jonathan Ho: Hi, good afternoon. Just wanted to understand a little bit better. If you could give us some more detail around the significant improvement around your sales execution and performance. I guess my question is what’s made the most difference? And where are we in terms of those improvements? Is there sort of further opportunities ahead as well? Thank you.
Tomer Weingarten: We’re always working to improve. To us, this never ends. I think just better scrutiny, better training, better enablement, better pipeline sourcing, better interaction with our channel, all of that, I think, funnel to just better execution, some technical elements like contract execution, all of that has been streamlined, better systems in place. I mean we’ve done a lot in the course of 90-days to elevate our performance and still a lot remains to be done. I think we’re only going to get better from here. The important part is that we got a great seller DNA in our sales force. We have worked to diversify our sales force. We’re now selling into four different distinct TAMs. We wanted sellers with cloud DNA. We wanted sellers with data DNA.
We’re now building those disciplines, and that obviously allows us to treat all these adjacent growth opportunities in such a tailored manner and that creates, I think, just better execution, better win rates, better conversion rates on our pipeline. So all in all, again, continued work, but I think we’re doing all the right things.
Operator: Our next question is from Mike Walkley with Canaccord Genuity. Your line is now open.
Unidentified Analyst: Hey, guys. Good afternoon. It’s Daniel on for Mike. Thanks for taking my question. So you called out another standout quarter with your MSSP partners. Just wanted to see if you could provide some color on sort of what’s resonating in this part of your business, especially as it pertains to some of your newer emerging modules you guys highlighted.
Tomer Weingarten: Absolutely. I think, first and foremost, it’s still the core elements of our overall platform. The ability to manage multiple, sometimes thousands of customers in one single click console is still a very unique capability in this space. So as our MSSP partners, kind of, look to grow, look to add more customers, they can do it with ease, they can do it with confidence. And obviously, they’re well trained on our platform to-date. So the elements of automation and manageability are first and foremost, I think why we have that strong footprint in the MSSP realm. The other elements of what we do, like MDR, which they’re adopting now and reselling to their customer base, is also a nice expansion opportunity for us, where a lot of our MSSP partners want even more tailored security for their customers and they’re leveraging our own MDR services as a resell to their partner base.
Cloud security is coming online for some of these partners, again, covering server environments. We’ve actually tapped through a lot of server environments and they tap those so far with endpoint licenses. We’re now converting those into server licenses. If you kind of think about the Ranger and Ranger Insights module, they’ve already been onboarded on Ranger, which allows them for asset discovery. We’re seeing traction with that. Ranger insight will catapult that even further. Again, vulnerability management is a very natural expansion to what they do. So all in all, with the MSSP environment, I would say the opportunity is twofold. It’s the modules. There’s no question that we’re still underpenetrated. But at the same time, we’re also underpenetrated on licenses, seat counts and a number of end points.
A lot of our MSSP partners still have a huge potential in their estate, and we’re working with them every day to expand our footprint and to make sure that they are as competitive as they can be.
Operator: Our last question is from Eric Heath with KeyBanc. Your line is now open.
Eric Heath: Great, thanks for taking the question and squeezing me in. I did enjoy seeing the purple AI demo RSA back in April, it was impressive. So I wanted to ask you what your thoughts are on timing for that to become available? And then coming back to the CNAP question. Just Curious if there’s any change in the way you’re thinking about either adding or not adding CSPM or application security capabilities to that platform?
Tomer Weingarten: Yes. We’re not sharing right now the exact launch date. It will be next year. We’re definitely dating this with customers. So stay tuned. We will share more as time progresses. But on the CNAP stuff, we haven’t really changed the way we think about it. We always wanted to have and always we’re always working on broad-based CNAP capabilities that include CSPM as well. And that hasn’t changed. I think the only thing that changed is that we’re actually a bit more advanced in our road map than we initially expected, and that’s a good sign. Once again, we launched data security, which is another part of that CNAP spectrum. And it’s a very unique capability. It’s an AI-driven approach to detect threats on storage like S3 and even on-prem storage like NetApp.
There’s nobody else in the market doing that. So all in all, I mean, we’re always focusing first on the more differentiated parts of the platform versus going to the commodity. But at some point, I think we’ll have the full spectrum of capabilities. And right now, again, given our traction, we’re not in a rush to do any of that. It’s not like there’s any mandatory requirement to have all of these components baked in together as evidenced by our success in the market.
Operator: We are out of time, and I will now pass the call back to the management team for any closing remarks.
Tomer Weingarten: Thank you, everybody. I appreciate your time today, and I want to again congratulate all Sentinels for their performance this quarter.
Operator: That concludes today’s conference call. Thank you for your participation. You may now disconnect your lines.
