>>from Las Vegas. It's the cues covering quality security Conference 2019. Bike. Wallace. >>Hey, welcome back it. Ready? Geoffrey here with the Q worth the Bellagio Hotel in Las Vegas for the quality security conference. This thing's been going on for 19 years. I had no idea. It's our first time here, but it's pretty interesting out. Felipe and the team have evolved this security company over a lot of huge technological changes and security changes, and they're still clipping along, doing a lot of cool things in cloud and open source. We're excited of our next guest. She's Laurie McCarthy, the EVP of worldwide field >>operations. Lori, great to see you. >>Thanks. Glad to be here. >>Absolutely. So first off, congratulations in doing some homework for this. I was going through the earnings call. The last turning call, which A was a nice earnings call. You're making money buying back stock. Also, you were promoted or the announcement of your promotion on that call and really some nice, complimentary words from Philippe and the team about the work that you've done actually >>very grateful. Thank you. And >>one of the things we >>talked about, which is unique in your background as you came from a customer. Not It's always a day ago. These shows we have people that I came from customers that went to the vendor, and then we have people that rest of Endor and they went over to the customers. There's a lot of that kind of movement, but he really complimented your execution at CVS as a big reason why you got the promotion that you did. So again. Congrats. But let's talk about, you know, kind of the CVS experience from when you were running it. Not when you're on the quality side. Yeah, that the threats. And CBS is in class nationwide, all kinds of stuff. >>Yeah, well, I mean, you know, just like any other company that's in that health care vertical, you've got so many different things to think about. Additionally, we were also in the retail vertical, so we had a lot of compliance. E's to worry about p c p c i p. I s O. A lot of the programs had been very much, uh, checkbox driven prior to the team that moved in there, including myself, and kind of changed that. So I helped to rebuild the vulnerability program there. And we started to do it in such a way that it was for the sake of security, not just checking a box. And we were really innovated how they do things. A lot of my friends are still there, and they have their own stock now, and we kind of brought everything in house. So a lot of that was outsourced. >>So what was the catalyst to make the change To move from beyond simple compliance and check in the box, Actually making a strategic part of the execution? >>Yeah, at the time and a new sea so had been put into place. And it was someone with that vision, and I think that's what really drove it. I came in just after that and was brought in on the premise that this is what we're going to change and move toward. So I was part of that process from that >>point, right? It clearly, qualities was part of the solution. So what? What did you use calls for their and how is the solution changed? You know, kind of >>so back then when >>you want to call it, >>we're talking. In 9 4010 2011 Right around there. If you opened up the quality platform, you had three things to choose from. Versus today, when you log in, you've got 18 or more, depending. And S O CVS used a little bit of all of that with the mainstay having been the vulnerability management. So I ran to full vulnerability management programs there because we had to keep our pharmacy benefit company and our retail companies separate. So I sort of did double duty, >>Right? So what you doing now on field operations? >>So is the E V p of worldwide for Wallace. I'm running all of the technical account managers for our company way have a unique sales model here, so it's a little different. So everyone in the field to service is our clients rolls up to me, and then that also includes some additional teams, like our federal team, our strategic alliances team and also our subject matter experts >>today. So you said a couple >>times you guys have your account management structure is different than maybe traditional. Kind of >>walk through. Yeah, absolutely. So versus a traditional sales model. We have a salesperson. You have client service person. You have a technical, you know, social architect kind of person. We service our clients all with one person. We have a technical account manager. We break them up into two flavors. We have a presales who are very technical folks that go out and help us get our business. And then those accounts get handed over to our post sales, who are basically the farmers in our business, maintaining and growing our existing clients. What that allows for, which is really special, is we can go in and really build a relationship built on trust and understanding and strategy, because we bring people into our company like myself who have done this, who have sat on that side of the table. So you know, someone comes in and says What? You know, how would you like to buy one of my gizmos? It's a lot different conversation when it's like, Look at what I do with this gizmo like it's amazing. So it's It's kind of a similar feeling that you guys >>have your kind of platform with application strategy enables you to kind of do a land and expand, and in fact you even a something that people can try for free. >>Yeah, absolutely. So we review our model as, like, try and buy. So for both our non clients are freemium service is that we offer our, you know, out of this world for people being able to just log in without even being a client and start to evaluate their environment. And then when they see the value that we bring, it's very easy to translate that into a buy and then likewise, for our clients who sign up for a service or two enabling additional trials and having them work within our new service is as they're being rolled out, is very, very simple, the way our platform is built. So it's just it's a really effortless, very natural progression of business that we that we built. And it's one of the reasons that I work here because as a client, I really enjoyed my relationship with this company because it never felt like I was being sold anything. It always felt like I was being handed solutions to my challenges, and that's what we tried to do. And that's how I lead everyone today is Let's get out, Let's listen, let's strategize and let's see where we fit in with folks, right strategies for, you know, the coming >>future. So must be a team >>approach, though, right? Because one person you know to say, trying to manage the CVS account, that would be, >>Oh, so we have a little bit of a break out in our post side. We have what a new role that I helped get implemented here at the company, which is a major account solution architect they handle are bigger, more complex accounts. So as our platform has matured, so have our clients are bigger. Clients are using more of our platform. They're using it in a more expert way. So we had to answer that with the right kind of people who could speak to that expert level of usage and be able to finance that. So that's a little bit part of it. And on our bigger clients, we do have more of a team approach. We have a product management, a project management organization. The S M E team are subject matter. Experts roll up under me. They're experts in each of our solutions. So it's a sizeable team and they are liaise between product management, engineering our fields and our clients. And that's another support mechanism. And then our support at Wallace is also something that augments our technical account managers jobs on a daily basis. >>So new opportunity with a sure that was recently announced a bundle. Yeah, you're bundled in kind of under the covers, not not really under the covers. So a little bit about how that's gonna work from kind of an account management and and from your kind of point of view, >>So it's It's actually not gonna change much of anything on the way that we are. Mom are our model is a hybrid, right? So we have direct sales that we have indirect sales, even honor in direct sales through partners through relationships like we've just built with azure MSs peas and reach whatever. We still treat every end customer and every partner like a direct customer. So we work very hard to educate her partners, to work with them, to make sure they're successful with our clients. And we're also treating our clients who are through that avenue the same way. So it's it's just gonna blend right in with what we >>d'oh Yeah, that's great, but hopefully it's a sales channel and they get more than they just bought it under the covers and start implementing. >>It's easy for them to jump in with us. And then from there we can build those relationships with perhaps, you know, prospects and folks that aren't our clients now and be able to show them more things that we do. Besides just, you know, the one thing that they might be signing up for at that time, >>right? Right. Okay, great. I want to shift gears a little bit. >>We had windy by front earlier from from Nutanix. When he's a fantastic lady, yes, and she is super super involved in in girls Who Code and women in Tech and trying to drive that kind of forward along a number of parameters everything from the board to getting people jobs, training little girls to staying at staying in the industry. I know that's a big, passionate area of yours. I wonder if you could share some of the activities you guys were doing around women. I could think more specifically, and security is a subset of all tech, but share the some of the activities you have going on. >>So personally, I try to be very involved locally. Four Children. One of them is a daughter. She's too little, quite yet for getting into tact. I have two older sons and s so I try to be really involved in middle school high school. Hey, put me in, Coach, I'll come in and talk to the kids. Generating interest in getting into this field at a young age is what we need to do. They're still aren't enough gals and, honestly, guys heading into our business in college. So I I really take it upon myself as a security professional to try to promote that specifically around women. I'm really pleased that our company supports an organization which I've been a part of for a while, and that's the Executive Woman's Forum, and we sponsor their conference every year, and we sponsor events with them. I personally am part of their mentor program, so that allows me a channel. Thio have ah, unassigned person to work with, and I really enjoy that, and our company itself is just very excellent at promoting and enabling women within our organization. And it's another reason that I really loved working here for the past eight years, >>right? Well, from the top. Because the board, I think, is either for more than half. Yemen, which is certainly half >>women CEO, is very supportive. Our presidents, two men way have a great environment. Thio grow women professionally here in my company, >>right? That's great. So, ah, year from now, when we come back, what are we gonna be talking about? What's kind of on a road map? For the next year, >>we're going to be talking about our data leak efforts, or Sim. We're gonna be talking about our improved Edie, our capabilities that are really gonna put us in the position to be a major player in that market. Um, and who knows? We have such a quick turnaround of innovation here and what we do by the way we do our business. So starting with the technical account manager's boots on the ground with our clients, when we're there listening to all of their challenges, we're also taking that back, and that drives our innovation that the company so we hear what they need, and that's what we provide. So as things changed, we're going to continue to do that digital transformation, of course, is is making that something that we have to be even quicker about. And I think we're doing a good job >>keeping up well. 19 years and counting, making money. Find back, buying back shares to help everyone else's stock delusion. So not that, but nothing but good success. It's all right. Well, Laurie, thanks for taking a few minutes of your day. And again, congratulations on your promotion as well as a terrific event. >>Thank you very much. >>All right. She's Laurie. I'm Jeff. You're watching the Cube with the quality security conference at the Bellagio and lovely >>Las Vegas. Thanks for watching. We'll see you next time.