 From Las Vegas, it's theCUBE, covering QALIS Security Conference 2019. Welcome to you by QALIS. Hey, welcome back everybody. Jeff Frick here with theCUBE. We're at the Bellagio Hotel in Las Vegas for the QALIS 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 how Philippe and the team have evolved this security company over a lot of huge technological changes and security changes, and they're still clipping along and doing a lot of cool things in cloud and open source. And we're excited to have our next guest. She's Lori McCarthy, the EVP of Worldwide Field Operations. Lori, great to see you. Hi, great. 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 earnings call, which A was a nice earnings call. You're making money, buying back stock. Yep, absolutely. But 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. So congratulations. Very grateful. Thank you. And one of the things he talked about, which is unique in your background is you came from a customer. And it's always interesting to go to these shows. We have people that came from customers that went to the vendor and then we have people that were at the vendor and then went over to the customer. So 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 kind of the CVS experience from when you were running it, not when you were on the quality side. Yeah. The threats in CVS is drugs and prescriptions, it's nationwide, all kinds of stuff. Yeah, well, I mean, just like any other company that's in that healthcare 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 compliances to worry about, PCI, PII. So a lot of the programs had been a very much chat box 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 really innovated how they do things. A lot of my friends are still there and they have their own sock 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 checking the box to actually making it a strategic part of the execution? Yeah, at the time a new CISO 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 towards. So I was part of that process from that point. Right, and clearly Qualys was part of the solution. So what did you use Qualys for there and how has the solution changed kind of since then? So back then when you went into Qualys we're talking 2009, 2010, 2011 right around there. If you opened up the Qualys platform you had three things to choose from. Versus today when you log in you've got 18 or more depending. And so CVS used a little bit of all of that with the mainstay having been the vulnerability management. So I ran two full vulnerability management programs there because we had to keep our pharmacy benefit company and our retail company separate. So I sort of did double duty. Right, so what are you doing now in field operations? So as the EVP of Worldwide for Qualys I'm running all of the technical account managers for our company. We have a unique sales model here so it's a little different. So everyone in the field who services 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 too. So you said a couple of times you guys have your account management structure is different than maybe traditional. I wonder if you can kind of walk us through that. Yeah, absolutely. So versus a traditional sales model where you have a sales person you're going to have a client service person you have a technical solution 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, 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 kind of a similar feel to that. And 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 have something that people can try for free. Yeah, absolutely. We view our model as like a try and buy. So for both our non-clients, our freemium services that we offer are, 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 services as they're being rolled out, is very, very simple because the way our platform is built. So it's just, it's a really effortless, very natural progression of business that we've 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 try 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. Strategies for the coming future. So it must be a team approach though, right? Because one person, you know, to say trying to manage the CVS account, that would be a lot. So we have a little bit of a breakout in our post side. We have a new role that I helped get implemented here at the company which is a major account solution architect. They handle our bigger, more complex accounts. So as our platform has matured, so have our clients. Our 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 finesse 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 project management organization. The SME team, our subject matter experts, roll up under me. They're experts in each of our solutions. So it's a sizable team. And they are a liaise between product management, engineering, our field, and our clients. And that's another support mechanism. And then our support at QALIS is also something that augments our technical account managers' jobs on a daily basis. Right. So new opportunity with Azure that was recently announced. Really excited. You guys are bundled, you're bundled in kind of under the covers. Not really under the covers. So tell us a little bit about how that's going to work from kind of an account management and from your kind of point of view. So it's actually not going to change much of anything. The way that we, our model is a hybrid, right? So we have direct sales and we have indirect sales. Even on our indirect sales, through partners, through relationships, like we've just built with Azure, MSSPs, integration, whatever, we still treat every end customer and every partner like a direct customer. So we work very hard to educate our 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 just going to blend right in with what we do. Yeah, that's great. So hopefully it's a sales channel and they get more than they just bought under the covers and actually start implementing some more services. Makes it easy for them to jump in with us and then from there, we can build those relationships with perhaps prospects and folks that aren't our clients now and be able to show them more things that we do besides just the one thing that they might be signing up for at that time. Right, right. Okay, great. Well, I want to shift gears a little bit. We had Wendy, a five-front earlier from Nutanix. Wendy's a fantastic lady. Yes. And she is super, super involved 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, to training little girls, to 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 are doing around women. I could think more specifically in security as a subset of all tech, but share with us some of the activities you have going on. So personally, I try to be very involved locally. I have four children. One of them is a daughter. She's too little quite yet for getting into tech but I have two older sons and so I try to be really involved in middle school, high school. Hey, put me in coach. I'll come in, talk to the kids. Generating interest in getting into this field at a young age is what we need to do. There still aren't enough gals and honestly guys heading into our business in college. So 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 Women'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 to have an assigned 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, right? Because the board I think is either half or more than half women which is certainly not difficult. Half women, our CEO is very supportive. Our President Sumel, we have a great environment to grow women professionally here at my company. Right, that's great. So a year from now when we come back, what are we going to be talking about? What's kind of on your roadmap for the next year? We're going to be talking about our data lake efforts, our SIM, we're going to be talking about our improved EDR capabilities that are really going to put us in the position to be a major player in that market. 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 managers, 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 at the company. So we hear what they need and that's what we provide. So as things change, we're going to continue to do that. Digital transformation of course 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, buying back shares to help everyone else's stock dilution, so nothing but good success. Good stuff, yeah. All right, well Lori, 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 Lori, I'm Jeff. You're watching theCUBE. We're at the Quality Security Conference at the Bellagio in the lovely Las Vegas. Thanks for watching, we'll see you next time.