Securing the Future: Insights with Martin Mackay of Versa Networks Artwork

Command & Control: A Security Podcast

In a world where security breaches are not a matter of "if" but "when," "Command & Control: An IT Security Podcast" stands as a bastion of knowledge and expertise. Hosted by Aaron Banner, a distinguished retired Army Colonel and cyber security expert, this podcast is designed to equip businesses with the tools and knowledge they need to maintain a fortress of digital security.

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Command & Control: A Security Podcast

Securing the Future: Insights with Martin Mackay of Versa Networks

November 14, 2024 • XenTegra • Episode 5

In this episode of the Command and Control podcast, host Aaron Banner sits down with Martin Mackay, COO of Versa Networks, to explore the evolving landscape of network security and SASE (Secure Access Service Edge) solutions. Tune in as they discuss how Versa Networks is pioneering security and connectivity, addressing the unique challenges businesses face in today's digital landscape, and sharing strategies for building resilient, scalable network infrastructures. Don't miss this deep dive into the future of secure network solutions!

WEBVTT

f2d1a99b-d951-4939-847f-01bc07176673/8-0
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<v Aaron Banner>OK.</v>

f2d1a99b-d951-4939-847f-01bc07176673/29-0
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<v Aaron Banner>Well, good morning to another
episode of Command and Control.</v>

f2d1a99b-d951-4939-847f-01bc07176673/29-1
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<v Aaron Banner>The podcast that from Zintegra
about networks and security.</v>

f2d1a99b-d951-4939-847f-01bc07176673/49-0
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<v Aaron Banner>I'm your host, Erin Banner, and
today I have the privilege of</v>

f2d1a99b-d951-4939-847f-01bc07176673/49-1
00:00:24.700 --> 00:00:29.432
<v Aaron Banner>being joined by Martin from
Versa Networks, which is a sassy</v>

f2d1a99b-d951-4939-847f-01bc07176673/49-2
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<v Aaron Banner>company, basically Martin.</v>

f2d1a99b-d951-4939-847f-01bc07176673/52-0
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<v Aaron Banner>Good morning. How you doing?</v>

f2d1a99b-d951-4939-847f-01bc07176673/59-0
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<v Martin Mackay>I'm really well, Aaron. Thanks
so much for the invitation.</v>

f2d1a99b-d951-4939-847f-01bc07176673/64-0
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<v Martin Mackay>It's great to be talking to you
this morning.</v>

f2d1a99b-d951-4939-847f-01bc07176673/85-0
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<v Aaron Banner>Yeah, so so far listeners out
there, Martin Martin McKay is</v>

f2d1a99b-d951-4939-847f-01bc07176673/85-1
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<v Aaron Banner>from again from Versa networks.</v>

f2d1a99b-d951-4939-847f-01bc07176673/94-0
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<v Aaron Banner>He's the chief revenue officer
for Bursa.</v>

f2d1a99b-d951-4939-847f-01bc07176673/104-0
00:00:47.990 --> 00:00:51.584
<v Aaron Banner>Martin leads the Versa Global
sales organization and overall</v>

f2d1a99b-d951-4939-847f-01bc07176673/104-1
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<v Aaron Banner>go to market.</v>

f2d1a99b-d951-4939-847f-01bc07176673/149-0
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<v Aaron Banner>He's got a track record of
driving growth in security,</v>

f2d1a99b-d951-4939-847f-01bc07176673/149-1
00:00:56.862 --> 00:01:01.227
<v Aaron Banner>networking and SaaS enterprise
software Prior to joining versa,</v>

f2d1a99b-d951-4939-847f-01bc07176673/149-2
00:01:01.227 --> 00:01:05.730
<v Aaron Banner>Martin's held many senior leader
positions with companies such as</v>

f2d1a99b-d951-4939-847f-01bc07176673/149-3
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<v Aaron Banner>Proofpoint, CA Technologies,
Verisign, Northgate, Arinso,</v>

f2d1a99b-d951-4939-847f-01bc07176673/149-4
00:01:09.687 --> 00:01:11.870
<v Aaron Banner>PeopleSoft and and a few others.</v>

f2d1a99b-d951-4939-847f-01bc07176673/161-0
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<v Aaron Banner>And he's lived in multiple
countries over his life. And as</v>

f2d1a99b-d951-4939-847f-01bc07176673/161-1
00:01:15.324 --> 00:01:17.230
<v Aaron Banner>I understand it speaks multiple
languages.</v>

f2d1a99b-d951-4939-847f-01bc07176673/177-0
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<v Aaron Banner>Maybe you can tell us a little
bit about that. I think that's</v>

f2d1a99b-d951-4939-847f-01bc07176673/177-1
00:01:20.322 --> 00:01:22.430
<v Aaron Banner>fairly interesting coming from a
technology background.</v>

f2d1a99b-d951-4939-847f-01bc07176673/191-0
00:01:23.710 --> 00:01:26.317
<v Martin Mackay>Yeah, I guess if you go back to
the dawn of time, I have a</v>

f2d1a99b-d951-4939-847f-01bc07176673/191-1
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<v Martin Mackay>degree in modern languages.</v>

f2d1a99b-d951-4939-847f-01bc07176673/205-0
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<v Martin Mackay>And so, you know, my majors were
French and Spanish, and I've</v>

f2d1a99b-d951-4939-847f-01bc07176673/205-1
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<v Martin Mackay>maintained those over the years,
so.</v>

f2d1a99b-d951-4939-847f-01bc07176673/230-0
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<v Martin Mackay>You know, as I like to say,
insofar as I can sell at all, I</v>

f2d1a99b-d951-4939-847f-01bc07176673/230-1
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<v Martin Mackay>can sell in French and Spanish
as effectively as I can in</v>

f2d1a99b-d951-4939-847f-01bc07176673/230-2
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<v Martin Mackay>English.</v>

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<v Martin Mackay>And then, you know, German and
Italian, I can at least make</v>

f2d1a99b-d951-4939-847f-01bc07176673/250-1
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<v Martin Mackay>myself understood so and create
create relationships.</v>

f2d1a99b-d951-4939-847f-01bc07176673/257-0
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<v Martin Mackay>But I found that useful over the
years because ultimately, Aaron.</v>

f2d1a99b-d951-4939-847f-01bc07176673/270-0
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<v Martin Mackay>Technology changes. You know,
you and I, I guess are more or</v>

f2d1a99b-d951-4939-847f-01bc07176673/270-1
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<v Martin Mackay>less of the same era.</v>

f2d1a99b-d951-4939-847f-01bc07176673/303-0
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<v Martin Mackay>We've seen a lot of technology
change over the years, but I</v>

f2d1a99b-d951-4939-847f-01bc07176673/303-1
00:02:00.783 --> 00:02:04.103
<v Martin Mackay>think the one truism that that
still applies is that people buy</v>

f2d1a99b-d951-4939-847f-01bc07176673/303-2
00:02:04.103 --> 00:02:07.269
<v Martin Mackay>from people, you know, people
buy from people they know like</v>

f2d1a99b-d951-4939-847f-01bc07176673/303-3
00:02:07.269 --> 00:02:10.641
<v Martin Mackay>and trust. And therefore, if you
can build a relationship and do</v>

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00:02:10.641 --> 00:02:11.420
<v Martin Mackay>that, you know.</v>

f2d1a99b-d951-4939-847f-01bc07176673/314-0
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<v Martin Mackay>Particularly in Europe, in in
the diverse languages, it does</v>

f2d1a99b-d951-4939-847f-01bc07176673/314-1
00:02:14.022 --> 00:02:14.790
<v Martin Mackay>make a difference.</v>

f2d1a99b-d951-4939-847f-01bc07176673/327-0
00:02:15.850 --> 00:02:19.690
<v Aaron Banner>Yeah, my multi background had me
in Germany for about four years.</v>

f2d1a99b-d951-4939-847f-01bc07176673/339-0
00:02:19.970 --> 00:02:22.650
<v Aaron Banner>And you know, I like to say I
can speak just enough to get by.</v>

f2d1a99b-d951-4939-847f-01bc07176673/366-0
00:02:22.650 --> 00:02:25.632
<v Aaron Banner>I think I can order at a
restaurant and things like that,</v>

f2d1a99b-d951-4939-847f-01bc07176673/366-1
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<v Aaron Banner>but but I'm. I'm fascinated by
the fact that, you know, some of</v>

f2d1a99b-d951-4939-847f-01bc07176673/366-2
00:02:28.924 --> 00:02:32.010
<v Aaron Banner>your languages, but I thoroughly
enjoyed my time in Europe.</v>

f2d1a99b-d951-4939-847f-01bc07176673/370-0
00:02:32.710 --> 00:02:33.510
<v Martin Mackay>Yeah, that's great.</v>

f2d1a99b-d951-4939-847f-01bc07176673/379-0
00:02:33.510 --> 00:02:36.492
<v Martin Mackay>And you know, I know you've had
a really impressive military</v>

f2d1a99b-d951-4939-847f-01bc07176673/379-1
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<v Martin Mackay>career and.</v>

f2d1a99b-d951-4939-847f-01bc07176673/423-0
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<v Martin Mackay>Yeah, as you say, you just you
have a broader experience than</v>

f2d1a99b-d951-4939-847f-01bc07176673/423-1
00:02:42.913 --> 00:02:47.180
<v Martin Mackay>just maybe the narrow technology
focus, which I think is really</v>

f2d1a99b-d951-4939-847f-01bc07176673/423-2
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<v Martin Mackay>important because you know as as
you and I are doing the job we</v>

f2d1a99b-d951-4939-847f-01bc07176673/423-3
00:02:51.446 --> 00:02:55.380
<v Martin Mackay>do taking ultimately technology
solutions to customers. Of</v>

f2d1a99b-d951-4939-847f-01bc07176673/423-4
00:02:55.380 --> 00:02:57.380
<v Martin Mackay>course the core technology is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/446-0
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<v Martin Mackay>Key, but ultimately it's about
having a broader understanding</v>

f2d1a99b-d951-4939-847f-01bc07176673/446-1
00:03:01.215 --> 00:03:04.494
<v Martin Mackay>of the outcomes that the
customers achieve. And as I</v>

f2d1a99b-d951-4939-847f-01bc07176673/446-2
00:03:04.494 --> 00:03:06.660
<v Martin Mackay>said, as I like to say to my
team.</v>

f2d1a99b-d951-4939-847f-01bc07176673/458-0
00:03:07.990 --> 00:03:10.950
<v Martin Mackay>Customers buy for their reasons,
not for ours.</v>

f2d1a99b-d951-4939-847f-01bc07176673/486-0
00:03:10.950 --> 00:03:14.220
<v Martin Mackay>And if you get a broader picture
of what's motivating the</v>

f2d1a99b-d951-4939-847f-01bc07176673/486-1
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<v Martin Mackay>customer to make the technology
selection, then you can try and</v>

f2d1a99b-d951-4939-847f-01bc07176673/486-2
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<v Martin Mackay>Orient your value proposition
towards that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/505-0
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<v Martin Mackay>And I think that's probably, you
know, if I've learned anything</v>

f2d1a99b-d951-4939-847f-01bc07176673/505-1
00:03:23.575 --> 00:03:26.790
<v Martin Mackay>about selling over the last 30
plus years, it's probably that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/533-0
00:03:28.170 --> 00:03:32.761
<v Aaron Banner>Yeah. You know, in my time I I
started in military in 1991 and</v>

f2d1a99b-d951-4939-847f-01bc07176673/533-1
00:03:32.761 --> 00:03:37.061
<v Aaron Banner>networking was, you know, it
wasn't much of a thing at the</v>

f2d1a99b-d951-4939-847f-01bc07176673/533-2
00:03:37.061 --> 00:03:41.435
<v Aaron Banner>time, you know, very, very
basic. But you know, by the time</v>

f2d1a99b-d951-4939-847f-01bc07176673/533-3
00:03:41.435 --> 00:03:43.330
<v Aaron Banner>I left and let's see 2023.</v>

f2d1a99b-d951-4939-847f-01bc07176673/541-0
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<v Aaron Banner>Very, very different.</v>

f2d1a99b-d951-4939-847f-01bc07176673/547-0
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<v Aaron Banner>Vastly different from from when
I first came in.</v>

f2d1a99b-d951-4939-847f-01bc07176673/577-0
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<v Aaron Banner>And so, you know, as things
matured, probably the the last</v>

f2d1a99b-d951-4939-847f-01bc07176673/577-1
00:03:51.680 --> 00:03:55.707
<v Aaron Banner>10 to 15 years of my career, we
moved from, you know, strictly</v>

f2d1a99b-d951-4939-847f-01bc07176673/577-2
00:03:55.707 --> 00:03:59.286
<v Aaron Banner>network security to to
cybersecurity and identified the</v>

f2d1a99b-d951-4939-847f-01bc07176673/577-3
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<v Aaron Banner>words.</v>

f2d1a99b-d951-4939-847f-01bc07176673/589-0
00:04:00.280 --> 00:04:04.299
<v Aaron Banner>Security and, you know, sassy
fits, fits right into that. You</v>

f2d1a99b-d951-4939-847f-01bc07176673/589-1
00:04:04.299 --> 00:04:05.920
<v Aaron Banner>know, I like to say that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/597-0
00:04:07.470 --> 00:04:09.550
<v Aaron Banner>It it's not network security,
it's secure networking.</v>

f2d1a99b-d951-4939-847f-01bc07176673/614-0
00:04:10.030 --> 00:04:13.802
<v Aaron Banner>And so I'm glad to have a
discussion with you about sassy</v>

f2d1a99b-d951-4939-847f-01bc07176673/614-1
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<v Aaron Banner>today and if we can maybe dig in
a little bit, understand versa,</v>

f2d1a99b-d951-4939-847f-01bc07176673/614-2
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<v Aaron Banner>a little better.</v>

f2d1a99b-d951-4939-847f-01bc07176673/621-0
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<v Aaron Banner>You know, there's there's lots
of great companies out there.</v>

f2d1a99b-d951-4939-847f-01bc07176673/640-0
00:04:22.350 --> 00:04:25.813
<v Aaron Banner>Versa is is very different from
many of them and I'd like to</v>

f2d1a99b-d951-4939-847f-01bc07176673/640-1
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<v Aaron Banner>just kind of dig in and and have
our listeners understand a</v>

f2d1a99b-d951-4939-847f-01bc07176673/640-2
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<v Aaron Banner>little bit more about.</v>

f2d1a99b-d951-4939-847f-01bc07176673/655-0
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<v Aaron Banner>Because they may not be
familiar. So can you share just</v>

f2d1a99b-d951-4939-847f-01bc07176673/655-1
00:04:34.861 --> 00:04:36.680
<v Aaron Banner>a little bit about who versa is?</v>

f2d1a99b-d951-4939-847f-01bc07176673/660-0
00:04:37.080 --> 00:04:39.880
<v Aaron Banner>Where versa came from and and
what what you do.</v>

f2d1a99b-d951-4939-847f-01bc07176673/695-0
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<v Martin Mackay>So I think they're probably 3
things to bear in mind with</v>

f2d1a99b-d951-4939-847f-01bc07176673/695-1
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<v Martin Mackay>verses sort of basic basic
knowledge 101 the the 1st is you</v>

f2d1a99b-d951-4939-847f-01bc07176673/695-2
00:04:50.237 --> 00:04:54.777
<v Martin Mackay>know, we grew up as a secure
SD1A vendor founded about 12</v>

f2d1a99b-d951-4939-847f-01bc07176673/695-3
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<v Martin Mackay>years ago.</v>

f2d1a99b-d951-4939-847f-01bc07176673/719-0
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<v Martin Mackay>And new great commercial success
initially through selling to</v>

f2d1a99b-d951-4939-847f-01bc07176673/719-1
00:05:00.888 --> 00:05:04.492
<v Martin Mackay>service providers who then
delivered networking service on</v>

f2d1a99b-d951-4939-847f-01bc07176673/719-2
00:05:04.492 --> 00:05:07.486
<v Martin Mackay>our platform. And then more
recently through the</v>

f2d1a99b-d951-4939-847f-01bc07176673/719-3
00:05:07.486 --> 00:05:08.220
<v Martin Mackay>traditional.</v>

f2d1a99b-d951-4939-847f-01bc07176673/734-0
00:05:09.900 --> 00:05:12.902
<v Martin Mackay>Core enterprise channel as well,
where we've won a lot of really</v>

f2d1a99b-d951-4939-847f-01bc07176673/734-1
00:05:12.902 --> 00:05:13.780
<v Martin Mackay>high profile logos.</v>

f2d1a99b-d951-4939-847f-01bc07176673/768-0
00:05:14.440 --> 00:05:17.955
<v Martin Mackay>And I think that evolution, as
you said from networking to</v>

f2d1a99b-d951-4939-847f-01bc07176673/768-1
00:05:17.955 --> 00:05:21.709
<v Martin Mackay>secure networking and security
and networking, I think in many</v>

f2d1a99b-d951-4939-847f-01bc07176673/768-2
00:05:21.709 --> 00:05:25.224
<v Martin Mackay>ways we have a competitive
advantage because we understand</v>

f2d1a99b-d951-4939-847f-01bc07176673/768-3
00:05:25.224 --> 00:05:28.800
<v Martin Mackay>the management of traffic better
than any other competitor.</v>

f2d1a99b-d951-4939-847f-01bc07176673/772-0
00:05:28.800 --> 00:05:30.520
<v Martin Mackay>So that's the first
differentiation.</v>

f2d1a99b-d951-4939-847f-01bc07176673/782-0
00:05:30.760 --> 00:05:37.948
<v Martin Mackay>The second is that we genuinely
operate on a single platform and</v>

f2d1a99b-d951-4939-847f-01bc07176673/782-1
00:05:37.948 --> 00:05:38.280
<v Martin Mackay>so.</v>

f2d1a99b-d951-4939-847f-01bc07176673/791-0
00:05:39.460 --> 00:05:41.580
<v Martin Mackay>Everything that we deliver is on
the same operating system.</v>

f2d1a99b-d951-4939-847f-01bc07176673/794-0
00:05:41.580 --> 00:05:42.740
<v Martin Mackay>So you've got the same.</v>

f2d1a99b-d951-4939-847f-01bc07176673/802-0
00:05:44.510 --> 00:05:46.350
<v Martin Mackay>Management, plane, control
plane, etc.</v>

f2d1a99b-d951-4939-847f-01bc07176673/837-0
00:05:46.350 --> 00:05:50.078
<v Martin Mackay>So you've got that proverbial
single pane of glass, and you've</v>

f2d1a99b-d951-4939-847f-01bc07176673/837-1
00:05:50.078 --> 00:05:53.983
<v Martin Mackay>also got the the the single data
lake and I think that's that's a</v>

f2d1a99b-d951-4939-847f-01bc07176673/837-2
00:05:53.983 --> 00:05:57.356
<v Martin Mackay>real differentiation with as you
talked about Aaron, the</v>

f2d1a99b-d951-4939-847f-01bc07176673/837-3
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<v Martin Mackay>convergence of networking and
security. And then finally, you</v>

f2d1a99b-d951-4939-847f-01bc07176673/837-4
00:06:01.025 --> 00:06:02.860
<v Martin Mackay>know, all of this is adding up.</v>

f2d1a99b-d951-4939-847f-01bc07176673/855-0
00:06:02.860 --> 00:06:06.730
<v Martin Mackay>To a picture of where we're
pretty fast growing, we've got a</v>

f2d1a99b-d951-4939-847f-01bc07176673/855-1
00:06:06.730 --> 00:06:10.030
<v Martin Mackay>cagar of about 40% where we have
a presence now in.</v>

f2d1a99b-d951-4939-847f-01bc07176673/862-0
00:06:11.020 --> 00:06:13.140
<v Martin Mackay>1012 countries worldwide.</v>

f2d1a99b-d951-4939-847f-01bc07176673/883-0
00:06:13.870 --> 00:06:16.626
<v Martin Mackay>But we have partners selling in
many more and I think we're</v>

f2d1a99b-d951-4939-847f-01bc07176673/883-1
00:06:16.626 --> 00:06:18.510
<v Martin Mackay>deployed in over 100 countries
actually.</v>

f2d1a99b-d951-4939-847f-01bc07176673/893-0
00:06:18.830 --> 00:06:23.498
<v Martin Mackay>So we've got a global presence,
we're operating with some of the</v>

f2d1a99b-d951-4939-847f-01bc07176673/893-1
00:06:23.498 --> 00:06:25.150
<v Martin Mackay>world's largest brands.</v>

f2d1a99b-d951-4939-847f-01bc07176673/902-0
00:06:26.700 --> 00:06:30.860
<v Martin Mackay>And you know, we are enjoying
real success based on.</v>

f2d1a99b-d951-4939-847f-01bc07176673/917-0
00:06:33.260 --> 00:06:35.724
<v Martin Mackay>The the core technology value
proposition allied to some of</v>

f2d1a99b-d951-4939-847f-01bc07176673/917-1
00:06:35.724 --> 00:06:37.860
<v Martin Mackay>the things you and I were
talking about before, so.</v>

f2d1a99b-d951-4939-847f-01bc07176673/934-0
00:06:39.740 --> 00:06:42.510
<v Martin Mackay>One of the other things to bear
in mind, which I think is really</v>

f2d1a99b-d951-4939-847f-01bc07176673/934-1
00:06:42.510 --> 00:06:45.025
<v Martin Mackay>important just in terms of our
philosophy, Aaron, you know</v>

f2d1a99b-d951-4939-847f-01bc07176673/934-2
00:06:45.025 --> 00:06:45.580
<v Martin Mackay>working with.</v>

f2d1a99b-d951-4939-847f-01bc07176673/968-0
00:06:46.260 --> 00:06:50.094
<v Martin Mackay>With Xen Tegra is we are 100%
channel. You know when I joined</v>

f2d1a99b-d951-4939-847f-01bc07176673/968-1
00:06:50.094 --> 00:06:53.928
<v Martin Mackay>versa nearly three years ago on
the first day I said here's a</v>

f2d1a99b-d951-4939-847f-01bc07176673/968-2
00:06:53.928 --> 00:06:56.340
<v Martin Mackay>principal guys that we will
adhere to.</v>

f2d1a99b-d951-4939-847f-01bc07176673/984-0
00:06:56.340 --> 00:06:59.257
<v Martin Mackay>We do every deal with the
channel and whether that's</v>

f2d1a99b-d951-4939-847f-01bc07176673/984-1
00:06:59.257 --> 00:07:02.340
<v Martin Mackay>through the service provider
side or the reseller side.</v>

f2d1a99b-d951-4939-847f-01bc07176673/999-0
00:07:03.060 --> 00:07:06.601
<v Martin Mackay>So that's really important for
you know, it's integral to</v>

f2d1a99b-d951-4939-847f-01bc07176673/999-1
00:07:06.601 --> 00:07:10.447
<v Martin Mackay>understand. We're very committed
to to growth through and with</v>

f2d1a99b-d951-4939-847f-01bc07176673/999-2
00:07:10.447 --> 00:07:11.180
<v Martin Mackay>the channel.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1014-0
00:07:12.300 --> 00:07:16.015
<v Aaron Banner>Yeah, I mean versa has been a,
a, a great company for us to</v>

f2d1a99b-d951-4939-847f-01bc07176673/1014-1
00:07:16.015 --> 00:07:16.820
<v Aaron Banner>partner with.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1024-0
00:07:17.100 --> 00:07:20.078
<v Aaron Banner>We've really enjoyed learning
with you, you know,</v>

f2d1a99b-d951-4939-847f-01bc07176673/1024-1
00:07:20.078 --> 00:07:22.700
<v Aaron Banner>understanding, you know how
sassy's moving.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1031-0
00:07:24.270 --> 00:07:25.630
<v Aaron Banner>And just the partnership has
been great.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1053-0
00:07:25.630 --> 00:07:28.902
<v Aaron Banner>It really has and and the
support that we get from versa</v>

f2d1a99b-d951-4939-847f-01bc07176673/1039-0
00:07:26.930 --> 00:07:27.730
<v Martin Mackay>That's exactly right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1053-1
00:07:28.902 --> 00:07:32.576
<v Aaron Banner>for all of our many events that
we do, you know, through all of</v>

f2d1a99b-d951-4939-847f-01bc07176673/1053-2
00:07:32.576 --> 00:07:35.390
<v Aaron Banner>our marketing, it's it really is
second to none.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1060-0
00:07:37.390 --> 00:07:37.950
<v Aaron Banner>And you know.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1057-0
00:07:37.430 --> 00:07:37.830
<v Martin Mackay>Thank you.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1062-0
00:07:37.830 --> 00:07:38.950
<v Martin Mackay>Well, we appreciate.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1066-0
00:07:38.950 --> 00:07:40.750
<v Martin Mackay>We appreciate the relationship
very much.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1068-0
00:07:41.730 --> 00:07:41.930
<v Aaron Banner>Right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1086-0
00:07:44.750 --> 00:07:48.291
<v Aaron Banner>You know, versus been around for
quite a while, 12 years, I think</v>

f2d1a99b-d951-4939-847f-01bc07176673/1086-1
00:07:48.291 --> 00:07:51.350
<v Aaron Banner>almost almost as long as as as
integrra has been around.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1118-0
00:07:53.430 --> 00:07:57.552
<v Aaron Banner>And, you know, sassy as a as a
framework, you know, I I don't</v>

f2d1a99b-d951-4939-847f-01bc07176673/1118-1
00:07:57.552 --> 00:08:01.808
<v Aaron Banner>know exactly when it came to be,
but I know that, you know, for</v>

f2d1a99b-d951-4939-847f-01bc07176673/1118-2
00:08:01.808 --> 00:08:03.870
<v Aaron Banner>me, I was still in in the army.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1144-0
00:08:04.470 --> 00:08:08.131
<v Aaron Banner>It was about 2021 when I really
started hearing the term sassy</v>

f2d1a99b-d951-4939-847f-01bc07176673/1144-1
00:08:08.131 --> 00:08:11.212
<v Aaron Banner>and then we started to
understand how that fit into,</v>

f2d1a99b-d951-4939-847f-01bc07176673/1144-2
00:08:11.212 --> 00:08:14.990
<v Aaron Banner>you know, our architecture into
our business model for the army.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1160-0
00:08:16.670 --> 00:08:19.818
<v Aaron Banner>And then really started to dig
into how we, you know,</v>

f2d1a99b-d951-4939-847f-01bc07176673/1160-1
00:08:19.818 --> 00:08:22.150
<v Aaron Banner>incorporate that into what we're
doing.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1184-0
00:08:22.670 --> 00:08:25.588
<v Aaron Banner>But given that you've been
around for 12 years, I I think</v>

f2d1a99b-d951-4939-847f-01bc07176673/1184-1
00:08:25.588 --> 00:08:28.306
<v Aaron Banner>as I get around, I would say
people are just recently</v>

f2d1a99b-d951-4939-847f-01bc07176673/1184-2
00:08:28.306 --> 00:08:31.577
<v Aaron Banner>starting to to hear about Bursa
just starting to get to know who</v>

f2d1a99b-d951-4939-847f-01bc07176673/1184-3
00:08:31.577 --> 00:08:32.030
<v Aaron Banner>versa is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1195-0
00:08:33.670 --> 00:08:36.870
<v Aaron Banner>And so just curious, I know
again 12 years.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1210-0
00:08:36.870 --> 00:08:39.955
<v Aaron Banner>So I'm just wondering, you know,
how did that path go and and and</v>

f2d1a99b-d951-4939-847f-01bc07176673/1210-1
00:08:39.955 --> 00:08:42.901
<v Aaron Banner>why is it that people are just
starting to hear about burst of</v>

f2d1a99b-d951-4939-847f-01bc07176673/1210-2
00:08:42.901 --> 00:08:43.790
<v Aaron Banner>the past few years?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1214-0
00:08:44.680 --> 00:08:45.000
<v Martin Mackay>It's a.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1224-0
00:08:45.000 --> 00:08:49.480
<v Martin Mackay>It's a great question and I'll
give you 2-3 core reasons.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1233-0
00:08:49.760 --> 00:08:54.520
<v Martin Mackay>The first is, you know, as we
started on this journey.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1257-0
00:08:56.060 --> 00:08:59.328
<v Martin Mackay>And even in many ways, today,
Big Focus has been on product</v>

f2d1a99b-d951-4939-847f-01bc07176673/1257-1
00:08:59.328 --> 00:09:02.705
<v Martin Mackay>and engineering, which is a good
thing because it means we're</v>

f2d1a99b-d951-4939-847f-01bc07176673/1257-2
00:09:02.705 --> 00:09:04.340
<v Martin Mackay>delivering value to customers.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1288-0
00:09:04.340 --> 00:09:07.816
<v Martin Mackay>But if you're spending money on
that, you don't necessarily have</v>

f2d1a99b-d951-4939-847f-01bc07176673/1288-1
00:09:07.816 --> 00:09:11.186
<v Martin Mackay>a huge amount of money to spend
on on sales and marketing. And</v>

f2d1a99b-d951-4939-847f-01bc07176673/1288-2
00:09:11.186 --> 00:09:14.449
<v Martin Mackay>so for a long time, that was the
focus. And I think also the</v>

f2d1a99b-d951-4939-847f-01bc07176673/1288-3
00:09:14.449 --> 00:09:17.551
<v Martin Mackay>channel that we chose going
through service providers has</v>

f2d1a99b-d951-4939-847f-01bc07176673/1288-4
00:09:17.551 --> 00:09:18.140
<v Martin Mackay>meant that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1331-0
00:09:19.030 --> 00:09:22.578
<v Martin Mackay>Ultimately, we've, we know we
have thousands of customers</v>

f2d1a99b-d951-4939-847f-01bc07176673/1331-1
00:09:22.578 --> 00:09:26.433
<v Martin Mackay>running versa, but they may not
necessarily know that they are</v>

f2d1a99b-d951-4939-847f-01bc07176673/1331-2
00:09:26.433 --> 00:09:29.798
<v Martin Mackay>actually running versa because
you know the underlying</v>

f2d1a99b-d951-4939-847f-01bc07176673/1331-3
00:09:29.798 --> 00:09:33.774
<v Martin Mackay>technology is white label. But I
think more recently you've seen</v>

f2d1a99b-d951-4939-847f-01bc07176673/1331-4
00:09:33.774 --> 00:09:37.140
<v Martin Mackay>three things that have come to
the fore and let's say.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1345-0
00:09:37.510 --> 00:09:42.110
<v Martin Mackay>You know, to a great extent,
elite, I suppose to my rival.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1360-0
00:09:42.350 --> 00:09:45.436
<v Martin Mackay>Three years ago, I was the
catalyst for this because I was</v>

f2d1a99b-d951-4939-847f-01bc07176673/1360-1
00:09:45.436 --> 00:09:46.430
<v Martin Mackay>the really the 1st.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1366-0
00:09:47.220 --> 00:09:48.420
<v Martin Mackay>Fully fledged CRO.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1397-0
00:09:48.910 --> 00:09:52.975
<v Martin Mackay>The sales leader before, but the
this was the the major step that</v>

f2d1a99b-d951-4939-847f-01bc07176673/1397-1
00:09:52.975 --> 00:09:56.793
<v Martin Mackay>my executive colleagues in the
board made to say, OK, we need</v>

f2d1a99b-d951-4939-847f-01bc07176673/1397-2
00:09:56.793 --> 00:09:59.750
<v Martin Mackay>to, we really need to advance
our go to market.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1398-0
00:09:59.750 --> 00:10:01.550
<v Martin Mackay>So three things really.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1403-0
00:10:01.630 --> 00:10:03.470
<v Martin Mackay>One is a big investment in
marketing.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1407-0
00:10:04.770 --> 00:10:06.970
<v Martin Mackay>Uh, and you know, you've seen
that even today?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1442-0
00:10:06.970 --> 00:10:10.582
<v Martin Mackay>It's a very auspicious day for
us to be talking because we've</v>

f2d1a99b-d951-4939-847f-01bc07176673/1442-1
00:10:10.582 --> 00:10:14.136
<v Martin Mackay>launched the Versa One platform
today with, you know, a real</v>

f2d1a99b-d951-4939-847f-01bc07176673/1442-2
00:10:14.136 --> 00:10:17.691
<v Martin Mackay>emphasis on that integrated
platform. And what we're calling</v>

f2d1a99b-d951-4939-847f-01bc07176673/1442-3
00:10:17.691 --> 00:10:21.070
<v Martin Mackay>universal sassy. I like to talk
ad nauseam about that, of</v>

f2d1a99b-d951-4939-847f-01bc07176673/1442-4
00:10:21.070 --> 00:10:23.110
<v Martin Mackay>course. But you know a big
invest.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1461-0
00:10:23.370 --> 00:10:26.978
<v Martin Mackay>In marketing, which we haven't
really made before, we've got a</v>

f2d1a99b-d951-4939-847f-01bc07176673/1461-1
00:10:26.978 --> 00:10:30.530
<v Martin Mackay>great CMO and an excellent team
who are still relatively new.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1471-0
00:10:31.310 --> 00:10:32.590
<v Martin Mackay>So I think that's the first
reason.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1473-0
00:10:33.270 --> 00:10:35.310
<v Martin Mackay>I think the second reason is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1508-0
00:10:36.520 --> 00:10:40.630
<v Martin Mackay>The development of key channel
partners again on the on the, on</v>

f2d1a99b-d951-4939-847f-01bc07176673/1508-1
00:10:40.630 --> 00:10:44.483
<v Martin Mackay>the retail side, we have the
service providers but you know</v>

f2d1a99b-d951-4939-847f-01bc07176673/1508-2
00:10:44.483 --> 00:10:48.464
<v Martin Mackay>working with Integral and others
has really enabled us to win</v>

f2d1a99b-d951-4939-847f-01bc07176673/1508-3
00:10:48.464 --> 00:10:50.520
<v Martin Mackay>some great logos and to be more.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1511-0
00:10:52.070 --> 00:10:52.630
<v Martin Mackay>Overt about.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1536-0
00:10:54.950 --> 00:10:58.445
<v Martin Mackay>The PR and the marketing that we
do around those wins and you</v>

f2d1a99b-d951-4939-847f-01bc07176673/1536-1
00:10:58.445 --> 00:11:01.715
<v Martin Mackay>know building that reputation
and then and then finally I</v>

f2d1a99b-d951-4939-847f-01bc07176673/1536-2
00:11:01.715 --> 00:11:05.042
<v Martin Mackay>think just comes back to you
know that investment in sales</v>

f2d1a99b-d951-4939-847f-01bc07176673/1536-3
00:11:05.042 --> 00:11:05.550
<v Martin Mackay>presence.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1550-0
00:11:06.350 --> 00:11:09.854
<v Martin Mackay>Which we've made over the last
2-3 years, which we haven't</v>

f2d1a99b-d951-4939-847f-01bc07176673/1550-1
00:11:09.854 --> 00:11:10.270
<v Martin Mackay>really.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1569-0
00:11:11.830 --> 00:11:15.578
<v Martin Mackay>Done to any great extent before.
So I think those are the, those</v>

f2d1a99b-d951-4939-847f-01bc07176673/1569-1
00:11:15.578 --> 00:11:19.210
<v Martin Mackay>are the three reasons why people
are starting to hear about us</v>

f2d1a99b-d951-4939-847f-01bc07176673/1569-2
00:11:19.210 --> 00:11:20.710
<v Martin Mackay>and you know you're right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1605-0
00:11:22.550 --> 00:11:26.306
<v Martin Mackay>A couple of trade shows that I
did last year, you know RSA or</v>

f2d1a99b-d951-4939-847f-01bc07176673/1605-1
00:11:26.306 --> 00:11:30.305
<v Martin Mackay>Infosec in London, if we had any
traffic at all, we'd have people</v>

f2d1a99b-d951-4939-847f-01bc07176673/1605-2
00:11:30.305 --> 00:11:32.790
<v Martin Mackay>coming up and saying what does
versa do.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1615-0
00:11:33.550 --> 00:11:36.817
<v Martin Mackay>Most recently, I was at the
Gardener Symposium in Orlando</v>

f2d1a99b-d951-4939-847f-01bc07176673/1615-1
00:11:36.817 --> 00:11:38.790
<v Martin Mackay>and we had people come out
saying.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1622-0
00:11:39.640 --> 00:11:41.320
<v Martin Mackay>We use versa or huh?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1632-0
00:11:41.680 --> 00:11:44.360
<v Martin Mackay>I've heard of versa or we're
evaluating versa.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1644-0
00:11:45.910 --> 00:11:47.470
<v Martin Mackay>Which is pretty exciting and a
big change.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1643-0
00:11:47.350 --> 00:11:47.670
<v Aaron Banner>Right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1651-0
00:11:47.470 --> 00:11:50.710
<v Martin Mackay>So you're right it in terms of
that that transition.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1667-0
00:11:52.260 --> 00:11:55.647
<v Aaron Banner>Yeah. I think the last time that
you and I met saw each other in</v>

f2d1a99b-d951-4939-847f-01bc07176673/1667-1
00:11:55.647 --> 00:11:58.879
<v Aaron Banner>person was actually at RSA. And
I, you know, I spent a lot of</v>

f2d1a99b-d951-4939-847f-01bc07176673/1667-2
00:11:58.879 --> 00:11:59.140
<v Aaron Banner>time.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1697-0
00:12:00.710 --> 00:12:04.015
<v Aaron Banner>Hanging there around the versa
booth and and I will tell you</v>

f2d1a99b-d951-4939-847f-01bc07176673/1697-1
00:12:04.015 --> 00:12:07.591
<v Aaron Banner>there is a there's a big buzz in
in the industry around sassy and</v>

f2d1a99b-d951-4939-847f-01bc07176673/1697-2
00:12:07.591 --> 00:12:10.789
<v Aaron Banner>and I do find a lot of people,
they they they want to know</v>

f2d1a99b-d951-4939-847f-01bc07176673/1697-3
00:12:10.789 --> 00:12:13.390
<v Aaron Banner>more. They want to understand it
and I don't I.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1710-0
00:12:13.390 --> 00:12:16.554
<v Aaron Banner>Don't think yet that everyone
clearly understands what sassy</v>

f2d1a99b-d951-4939-847f-01bc07176673/1710-1
00:12:16.554 --> 00:12:16.710
<v Aaron Banner>is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1716-0
00:12:17.190 --> 00:12:19.790
<v Aaron Banner>And and maybe we can, you know,
dig into that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1725-0
00:12:19.790 --> 00:12:23.470
<v Aaron Banner>Just a little bit. You know, I,
I I made the comment earlier.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1770-0
00:12:24.000 --> 00:12:27.524
<v Aaron Banner>That, you know, I look at sassy
as Secure network, secure</v>

f2d1a99b-d951-4939-847f-01bc07176673/1770-1
00:12:27.524 --> 00:12:31.473
<v Aaron Banner>networking as as opposed to what
we currently would call network</v>

f2d1a99b-d951-4939-847f-01bc07176673/1770-2
00:12:31.473 --> 00:12:35.058
<v Aaron Banner>security. And I think you know
because because we approach</v>

f2d1a99b-d951-4939-847f-01bc07176673/1770-3
00:12:35.058 --> 00:12:38.886
<v Aaron Banner>networking with security in mind
from the get go as opposed to</v>

f2d1a99b-d951-4939-847f-01bc07176673/1770-4
00:12:38.886 --> 00:12:41.560
<v Aaron Banner>developing and designing
networks and then.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1786-0
00:12:41.560 --> 00:12:44.765
<v Aaron Banner>Figuring out how to kind of wrap
security around what we've built</v>

f2d1a99b-d951-4939-847f-01bc07176673/1786-1
00:12:44.765 --> 00:12:45.640
<v Aaron Banner>that architecture.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1801-0
00:12:47.190 --> 00:12:51.264
<v Aaron Banner>And I think there's been a big
shift, at least I think there's</v>

f2d1a99b-d951-4939-847f-01bc07176673/1801-1
00:12:51.264 --> 00:12:53.270
<v Aaron Banner>a big shift coming anyway from.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1811-0
00:12:53.820 --> 00:12:56.534
<v Aaron Banner>What what I would consider
traditional networking and</v>

f2d1a99b-d951-4939-847f-01bc07176673/1811-1
00:12:56.534 --> 00:12:57.540
<v Aaron Banner>security? Too sassy.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1822-0
00:12:59.110 --> 00:13:03.673
<v Aaron Banner>And so first, why do you think
there that that shift is, is is</v>

f2d1a99b-d951-4939-847f-01bc07176673/1822-1
00:13:03.673 --> 00:13:04.470
<v Aaron Banner>here today?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1832-0
00:13:05.910 --> 00:13:09.729
<v Martin Mackay>And I think it's because
customers are looking at three</v>

f2d1a99b-d951-4939-847f-01bc07176673/1832-1
00:13:09.729 --> 00:13:11.230
<v Martin Mackay>key business problems.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1838-0
00:13:12.750 --> 00:13:14.350
<v Martin Mackay>And these are the things that
they're trying to solve.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1865-0
00:13:15.990 --> 00:13:19.351
<v Martin Mackay>The first is they're trying to
ensure that every user, and</v>

f2d1a99b-d951-4939-847f-01bc07176673/1865-1
00:13:19.351 --> 00:13:22.599
<v Martin Mackay>indeed potentially their
customers as they interact with</v>

f2d1a99b-d951-4939-847f-01bc07176673/1865-2
00:13:22.599 --> 00:13:25.790
<v Martin Mackay>the corporation, but every user
has a great experience.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1890-0
00:13:25.790 --> 00:13:29.111
<v Martin Mackay>You know, however, they're
accessing the network wherever</v>

f2d1a99b-d951-4939-847f-01bc07176673/1890-1
00:13:29.111 --> 00:13:32.661
<v Martin Mackay>they're accessing the network.
The network from, and whatever</v>

f2d1a99b-d951-4939-847f-01bc07176673/1890-2
00:13:32.661 --> 00:13:36.382
<v Martin Mackay>they're accessing on the network
user experience is, is is right</v>

f2d1a99b-d951-4939-847f-01bc07176673/1890-3
00:13:36.382 --> 00:13:37.070
<v Martin Mackay>to the full.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1912-0
00:13:37.650 --> 00:13:41.389
<v Martin Mackay>You know, we all have the
expectations that our enterprise</v>

f2d1a99b-d951-4939-847f-01bc07176673/1912-1
00:13:41.389 --> 00:13:45.509
<v Martin Mackay>experience is gonna be the same
as using a an app on our iPhone,</v>

f2d1a99b-d951-4939-847f-01bc07176673/1912-2
00:13:45.509 --> 00:13:45.890
<v Martin Mackay>right?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1920-0
00:13:46.370 --> 00:13:49.330
<v Martin Mackay>And so that focus on user
experience is key.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1950-0
00:13:49.330 --> 00:13:52.233
<v Martin Mackay>So very sophisticated network
management is critical. At the</v>

f2d1a99b-d951-4939-847f-01bc07176673/1950-1
00:13:52.233 --> 00:13:55.136
<v Martin Mackay>same time, we know about the
proliferation of cyber threats.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1950-2
00:13:55.136 --> 00:13:57.850
<v Martin Mackay>So the second issue is how do I
protect that experience?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1957-0
00:13:57.850 --> 00:13:59.530
<v Martin Mackay>How do I protect my corporate
assets?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1961-0
00:13:59.530 --> 00:14:01.210
<v Martin Mackay>How do I protect my people?</v>

f2d1a99b-d951-4939-847f-01bc07176673/1969-0
00:14:01.490 --> 00:14:04.090
<v Martin Mackay>How do I secure applications,
data etcetera.</v>

f2d1a99b-d951-4939-847f-01bc07176673/1981-0
00:14:04.870 --> 00:14:08.550
<v Martin Mackay>And the third is that although
there's still an emphasis on</v>

f2d1a99b-d951-4939-847f-01bc07176673/1981-1
00:14:08.550 --> 00:14:09.470
<v Martin Mackay>spending money.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2000-0
00:14:10.170 --> 00:14:13.282
<v Martin Mackay>Cybersecurity this ISO probably
doesn't have the unlimited</v>

f2d1a99b-d951-4939-847f-01bc07176673/2000-1
00:14:13.282 --> 00:14:16.290
<v Martin Mackay>budget that maybe he or she had
three or four years ago.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2013-0
00:14:16.530 --> 00:14:20.596
<v Martin Mackay>So you've got to do all of that
trying to save money and you</v>

f2d1a99b-d951-4939-847f-01bc07176673/2013-1
00:14:20.596 --> 00:14:22.330
<v Martin Mackay>can't achieve those goals.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2045-0
00:14:24.150 --> 00:14:27.694
<v Martin Mackay>With the level of thinking that
existed before, you know, Silo</v>

f2d1a99b-d951-4939-847f-01bc07176673/2045-1
00:14:27.694 --> 00:14:31.013
<v Martin Mackay>security applications treating
network and security as two</v>

f2d1a99b-d951-4939-847f-01bc07176673/2045-2
00:14:31.013 --> 00:14:34.163
<v Martin Mackay>completely network management
security is two different</v>

f2d1a99b-d951-4939-847f-01bc07176673/2045-3
00:14:34.163 --> 00:14:34.670
<v Martin Mackay>problems.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2055-0
00:14:34.830 --> 00:14:38.972
<v Martin Mackay>Fundamentally, those are two
sides of the same coin as you've</v>

f2d1a99b-d951-4939-847f-01bc07176673/2055-1
00:14:38.972 --> 00:14:40.910
<v Martin Mackay>articulated, and so you need.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2071-0
00:14:41.440 --> 00:14:45.488
<v Martin Mackay>The Secure Access Service edge
framework philosophy or</v>

f2d1a99b-d951-4939-847f-01bc07176673/2071-1
00:14:45.488 --> 00:14:48.360
<v Martin Mackay>architecture and that's what
sassy is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2080-0
00:14:48.360 --> 00:14:50.200
<v Martin Mackay>It's a framework architectural
philosophy.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2100-0
00:14:50.200 --> 00:14:53.674
<v Martin Mackay>It's not a product per SE. In
order to to solve those business</v>

f2d1a99b-d951-4939-847f-01bc07176673/2100-1
00:14:53.674 --> 00:14:56.983
<v Martin Mackay>problems and the first three
business problems are the ones</v>

f2d1a99b-d951-4939-847f-01bc07176673/2100-2
00:14:56.983 --> 00:14:59.520
<v Martin Mackay>that customers talk to us about
all the time.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2145-0
00:15:01.220 --> 00:15:04.364
<v Aaron Banner>Yeah, and and thanks for
pointing out that sassy is</v>

f2d1a99b-d951-4939-847f-01bc07176673/2145-1
00:15:04.364 --> 00:15:07.932
<v Aaron Banner>actually a framework. And I
think there's a lot of ways to</v>

f2d1a99b-d951-4939-847f-01bc07176673/2145-2
00:15:07.932 --> 00:15:11.440
<v Aaron Banner>approach it. You know, I think
versa has their own way to</v>

f2d1a99b-d951-4939-847f-01bc07176673/2145-3
00:15:11.440 --> 00:15:14.948
<v Aaron Banner>approach it, but within that,
there's still a lot of core</v>

f2d1a99b-d951-4939-847f-01bc07176673/2145-4
00:15:14.948 --> 00:15:16.460
<v Aaron Banner>tenants to what makes up.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2150-0
00:15:16.700 --> 00:15:17.220
<v Aaron Banner>Sassy what?</v>

f2d1a99b-d951-4939-847f-01bc07176673/2151-0
00:15:17.220 --> 00:15:17.700
<v Aaron Banner>You know what?</v>

f2d1a99b-d951-4939-847f-01bc07176673/2159-0
00:15:17.700 --> 00:15:20.280
<v Aaron Banner>Whether what are the
technologies that fit into a</v>

f2d1a99b-d951-4939-847f-01bc07176673/2159-1
00:15:20.280 --> 00:15:20.900
<v Aaron Banner>sassy model?</v>

f2d1a99b-d951-4939-847f-01bc07176673/2179-0
00:15:23.110 --> 00:15:25.444
<v Aaron Banner>And I think a lot of people
listening still probably don't</v>

f2d1a99b-d951-4939-847f-01bc07176673/2179-1
00:15:25.444 --> 00:15:26.710
<v Aaron Banner>really understand what sassy is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2192-0
00:15:26.710 --> 00:15:30.686
<v Aaron Banner>So can you just briefly
describe, you know, from a burst</v>

f2d1a99b-d951-4939-847f-01bc07176673/2192-1
00:15:30.686 --> 00:15:32.430
<v Aaron Banner>perspective what is sass?</v>

f2d1a99b-d951-4939-847f-01bc07176673/2195-0
00:15:33.410 --> 00:15:33.850
<v Martin Mackay>Yeah, sure.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2218-0
00:15:33.850 --> 00:15:37.707
<v Martin Mackay>I mean, break it down as you
said, you know, sassy isn't a</v>

f2d1a99b-d951-4939-847f-01bc07176673/2218-1
00:15:37.707 --> 00:15:40.650
<v Martin Mackay>skew on the that you can issue
APO 4, right?</v>

f2d1a99b-d951-4939-847f-01bc07176673/2240-0
00:15:40.650 --> 00:15:43.835
<v Martin Mackay>So ultimately, if you've got
that philosophy of converged</v>

f2d1a99b-d951-4939-847f-01bc07176673/2240-1
00:15:43.835 --> 00:15:46.965
<v Martin Mackay>network and security, what are
the underlying technology</v>

f2d1a99b-d951-4939-847f-01bc07176673/2240-2
00:15:46.965 --> 00:15:47.570
<v Martin Mackay>components?</v>

f2d1a99b-d951-4939-847f-01bc07176673/2258-0
00:15:47.570 --> 00:15:52.985
<v Martin Mackay>Obviously on the on the
networking side, there are a</v>

f2d1a99b-d951-4939-847f-01bc07176673/2258-1
00:15:52.985 --> 00:15:58.810
<v Martin Mackay>couple actually and our
definition of sassy is not just.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2272-0
00:15:59.590 --> 00:16:02.132
<v Martin Mackay>Single vendor. You know where
you've got all of these</v>

f2d1a99b-d951-4939-847f-01bc07176673/2272-1
00:16:02.132 --> 00:16:03.310
<v Martin Mackay>components from 1 vendor.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2316-0
00:16:03.840 --> 00:16:07.577
<v Martin Mackay>It's not just unified where
effectively you've got a common</v>

f2d1a99b-d951-4939-847f-01bc07176673/2316-1
00:16:07.577 --> 00:16:11.191
<v Martin Mackay>architecture, not a whole set of
applications that you've</v>

f2d1a99b-d951-4939-847f-01bc07176673/2316-2
00:16:11.191 --> 00:16:14.928
<v Martin Mackay>acquired pull together. Our
definition is universal, sassy,</v>

f2d1a99b-d951-4939-847f-01bc07176673/2316-3
00:16:14.928 --> 00:16:18.604
<v Martin Mackay>because we go across not only
the network from a wide area</v>

f2d1a99b-d951-4939-847f-01bc07176673/2316-4
00:16:18.604 --> 00:16:22.280
<v Martin Mackay>network point of view, but also
the campus. So your first.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2331-0
00:16:22.280 --> 00:16:27.312
<v Martin Mackay>Your first two key elements of a
of a universal sase are the</v>

f2d1a99b-d951-4939-847f-01bc07176673/2331-1
00:16:27.312 --> 00:16:28.880
<v Martin Mackay>network management.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2342-0
00:16:29.670 --> 00:16:34.270
<v Martin Mackay>The wide area network SD1
combined with SD LAN.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2372-0
00:16:34.950 --> 00:16:38.547
<v Martin Mackay>So the management of the wide
area network in the campus</v>

f2d1a99b-d951-4939-847f-01bc07176673/2372-1
00:16:38.547 --> 00:16:42.207
<v Martin Mackay>through the same operating
system, but integrated to that</v>

f2d1a99b-d951-4939-847f-01bc07176673/2372-2
00:16:42.207 --> 00:16:45.805
<v Martin Mackay>are the core components on the
security side, secure web</v>

f2d1a99b-d951-4939-847f-01bc07176673/2372-3
00:16:45.805 --> 00:16:46.310
<v Martin Mackay>gateway.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2383-0
00:16:46.310 --> 00:16:51.259
<v Martin Mackay>So just the ability to, you
know, control and manage your</v>

f2d1a99b-d951-4939-847f-01bc07176673/2383-1
00:16:51.259 --> 00:16:52.710
<v Martin Mackay>Internet traffic.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2384-0
00:16:53.310 --> 00:16:54.510
<v Martin Mackay>Zero trust.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2391-0
00:16:55.070 --> 00:16:58.350
<v Martin Mackay>So the next generation ability
to manage access.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2402-0
00:16:59.910 --> 00:17:03.030
<v Martin Mackay>Has been cloud access security
broker man.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2404-0
00:17:03.030 --> 00:17:04.750
<v Martin Mackay>We love acronyms in this
industry.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2410-0
00:17:06.400 --> 00:17:06.920
<v Aaron Banner>Absolutely.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2442-0
00:17:06.710 --> 00:17:11.072
<v Martin Mackay>But Claire, you know that is the
protection of data and</v>

f2d1a99b-d951-4939-847f-01bc07176673/2442-1
00:17:11.072 --> 00:17:15.747
<v Martin Mackay>applications and traffic cloud
applications and then you're</v>

f2d1a99b-d951-4939-847f-01bc07176673/2442-2
00:17:15.747 --> 00:17:20.577
<v Martin Mackay>moving into what you might call
advanced Advanced SACE, which</v>

f2d1a99b-d951-4939-847f-01bc07176673/2442-3
00:17:20.577 --> 00:17:21.590
<v Martin Mackay>would be DLP.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2465-0
00:17:21.950 --> 00:17:26.147
<v Martin Mackay>So data leakage protection, RBI,
remote browser isolation and of</v>

f2d1a99b-d951-4939-847f-01bc07176673/2465-1
00:17:26.147 --> 00:17:30.280
<v Martin Mackay>course you know bridging if you
like that chasm between network</v>

f2d1a99b-d951-4939-847f-01bc07176673/2465-2
00:17:30.280 --> 00:17:31.830
<v Martin Mackay>and security you've got.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2476-0
00:17:32.630 --> 00:17:36.951
<v Martin Mackay>Next generation firewall as a as
a as a baseline architecture</v>

f2d1a99b-d951-4939-847f-01bc07176673/2476-1
00:17:36.951 --> 00:17:37.230
<v Martin Mackay>and.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2483-0
00:17:39.160 --> 00:17:43.440
<v Martin Mackay>The the ability to pull all of
that together.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2529-0
00:17:44.990 --> 00:17:49.263
<v Martin Mackay>Into a single data lake so that
you can, you know, understand</v>

f2d1a99b-d951-4939-847f-01bc07176673/2529-1
00:17:49.263 --> 00:17:52.986
<v Martin Mackay>threats and respond to threats
and understand network</v>

f2d1a99b-d951-4939-847f-01bc07176673/2529-2
00:17:52.986 --> 00:17:57.329
<v Martin Mackay>performance. You know, coming
back to those key issues of user</v>

f2d1a99b-d951-4939-847f-01bc07176673/2529-3
00:17:57.329 --> 00:18:01.602
<v Martin Mackay>experience and protecting that
experience. And of course, all</v>

f2d1a99b-d951-4939-847f-01bc07176673/2529-4
00:18:01.602 --> 00:18:05.256
<v Martin Mackay>of that leveraging as
aggressively as possible AI to</v>

f2d1a99b-d951-4939-847f-01bc07176673/2529-5
00:18:05.256 --> 00:18:05.670
<v Martin Mackay>autom.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2533-0
00:18:06.190 --> 00:18:07.630
<v Martin Mackay>And to protect.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2554-0
00:18:07.980 --> 00:18:11.369
<v Martin Mackay>And to to analyze so those from
our point of view, those are the</v>

f2d1a99b-d951-4939-847f-01bc07176673/2554-1
00:18:11.369 --> 00:18:14.132
<v Martin Mackay>the key components you know
ranging from the network</v>

f2d1a99b-d951-4939-847f-01bc07176673/2554-2
00:18:14.132 --> 00:18:16.740
<v Martin Mackay>management to the security
management, but again.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2560-0
00:18:18.270 --> 00:18:19.550
<v Martin Mackay>Coming back to those business
problems.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2599-0
00:18:21.270 --> 00:18:25.074
<v Martin Mackay>If you don't take a view that
says to do that, I need to have</v>

f2d1a99b-d951-4939-847f-01bc07176673/2599-1
00:18:25.074 --> 00:18:28.877
<v Martin Mackay>an integrated solution. I need
to have that proverbial single</v>

f2d1a99b-d951-4939-847f-01bc07176673/2599-2
00:18:28.877 --> 00:18:32.620
<v Martin Mackay>pane of glass. The single data
lake, etcetera. And I need to</v>

f2d1a99b-d951-4939-847f-01bc07176673/2599-3
00:18:32.620 --> 00:18:36.117
<v Martin Mackay>have all of this powered by
really, really robust AI, so</v>

f2d1a99b-d951-4939-847f-01bc07176673/2599-4
00:18:36.117 --> 00:18:36.670
<v Martin Mackay>that ult.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2609-0
00:18:36.710 --> 00:18:38.710
<v Martin Mackay>My network becomes self
protecting.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2616-0
00:18:38.910 --> 00:18:41.999
<v Martin Mackay>Then you're probably missing out
on the opportunities to support</v>

f2d1a99b-d951-4939-847f-01bc07176673/2616-1
00:18:41.999 --> 00:18:42.950
<v Martin Mackay>your you know, your.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2629-0
00:18:43.800 --> 00:18:46.871
<v Martin Mackay>Business transformation that
indivisible is why anybody</v>

f2d1a99b-d951-4939-847f-01bc07176673/2629-1
00:18:46.871 --> 00:18:49.120
<v Martin Mackay>invest in technology in the
first place.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2633-0
00:18:50.430 --> 00:18:52.070
<v Aaron Banner>Right, yeah.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2654-0
00:18:52.070 --> 00:18:54.926
<v Aaron Banner>And you know, you you you've. I
think you've mentioned the word</v>

f2d1a99b-d951-4939-847f-01bc07176673/2654-1
00:18:54.926 --> 00:18:57.470
<v Aaron Banner>universal, sassy a couple of
times in this conversation.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2678-0
00:18:57.470 --> 00:19:01.521
<v Aaron Banner>And you know, I I don't want
anyone listening to this to to,</v>

f2d1a99b-d951-4939-847f-01bc07176673/2678-1
00:19:01.521 --> 00:19:05.639
<v Aaron Banner>to miss, to miss what that is
to, to not understand what that</v>

f2d1a99b-d951-4939-847f-01bc07176673/2678-2
00:19:05.639 --> 00:19:08.030
<v Aaron Banner>is and and versus approach to
that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2698-0
00:19:08.030 --> 00:19:11.690
<v Aaron Banner>So just you know, quite frankly,
can you state kind of what the</v>

f2d1a99b-d951-4939-847f-01bc07176673/2698-1
00:19:11.690 --> 00:19:14.950
<v Aaron Banner>difference is between single
vendor and universal sassy?</v>

f2d1a99b-d951-4939-847f-01bc07176673/2706-0
00:19:15.750 --> 00:19:18.350
<v Aaron Banner>And and how Versa has has
matured that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2712-0
00:19:19.110 --> 00:19:21.550
<v Martin Mackay>Absolutely. I think it's a key
point and again.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2738-0
00:19:23.110 --> 00:19:27.188
<v Martin Mackay>I'm always aware of anyone who
claims to be better, but what I</v>

f2d1a99b-d951-4939-847f-01bc07176673/2738-1
00:19:27.188 --> 00:19:31.137
<v Martin Mackay>like is where we claim to be
different and universal. SAS is</v>

f2d1a99b-d951-4939-847f-01bc07176673/2738-2
00:19:31.137 --> 00:19:32.950
<v Martin Mackay>where indubitably different.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2776-0
00:19:32.950 --> 00:19:36.769
<v Martin Mackay>So the definitions the the
single vendor, sassy, those</v>

f2d1a99b-d951-4939-847f-01bc07176673/2776-1
00:19:36.769 --> 00:19:40.797
<v Martin Mackay>vendors who've effectively got
the components that I just</v>

f2d1a99b-d951-4939-847f-01bc07176673/2776-2
00:19:40.797 --> 00:19:44.825
<v Martin Mackay>articulated ranging from
networking management through to</v>

f2d1a99b-d951-4939-847f-01bc07176673/2776-3
00:19:44.825 --> 00:19:49.270
<v Martin Mackay>security, but have acquired them
from multiple other companies.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2797-0
00:19:49.560 --> 00:19:52.515
<v Martin Mackay>They've bought other companies,
each of which had a best of</v>

f2d1a99b-d951-4939-847f-01bc07176673/2797-1
00:19:52.515 --> 00:19:55.470
<v Martin Mackay>breed solution, and then maybe
some level of integration or</v>

f2d1a99b-d951-4939-847f-01bc07176673/2797-2
00:19:55.470 --> 00:19:56.160
<v Martin Mackay>there may not.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2814-0
00:19:57.710 --> 00:20:03.283
<v Martin Mackay>You then have unified Sassi,
which typically would have all</v>

f2d1a99b-d951-4939-847f-01bc07176673/2814-1
00:20:03.283 --> 00:20:06.070
<v Martin Mackay>of those same components, but.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2816-0
00:20:06.160 --> 00:20:07.000
<v Martin Mackay>Would.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2841-0
00:20:10.290 --> 00:20:14.912
<v Martin Mackay>Have the single operating system
or the single view or the</v>

f2d1a99b-d951-4939-847f-01bc07176673/2841-1
00:20:14.912 --> 00:20:19.378
<v Martin Mackay>integration of those components
is such that there is an</v>

f2d1a99b-d951-4939-847f-01bc07176673/2841-2
00:20:19.378 --> 00:20:21.650
<v Martin Mackay>appearance at least that the.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2851-0
00:20:23.190 --> 00:20:25.750
<v Martin Mackay>That it is a, you know, a single
platform.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2880-0
00:20:26.110 --> 00:20:30.578
<v Martin Mackay>So that's an evolution from
single vendor to to unified and</v>

f2d1a99b-d951-4939-847f-01bc07176673/2854-0
00:20:26.820 --> 00:20:27.020
<v Aaron Banner>Right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2880-1
00:20:30.578 --> 00:20:35.121
<v Martin Mackay>then Universal has got a couple
of key differentiators. As I</v>

f2d1a99b-d951-4939-847f-01bc07176673/2880-2
00:20:35.121 --> 00:20:39.590
<v Martin Mackay>said. First of all, it extends
your security to the campus.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2918-0
00:20:41.230 --> 00:20:44.606
<v Martin Mackay>As well as to the wide area
network and the reason why</v>

f2d1a99b-d951-4939-847f-01bc07176673/2918-1
00:20:44.606 --> 00:20:47.983
<v Martin Mackay>that's important is that
typically you know as we walk</v>

f2d1a99b-d951-4939-847f-01bc07176673/2918-2
00:20:47.983 --> 00:20:51.728
<v Martin Mackay>into the office, it may well be
that our security profile or</v>

f2d1a99b-d951-4939-847f-01bc07176673/2918-3
00:20:51.728 --> 00:20:54.430
<v Martin Mackay>security posture doesn't doesn't
follow us.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2950-0
00:20:55.070 --> 00:20:59.368
<v Martin Mackay>You know, we may be protecting
the enterprise from north-south</v>

f2d1a99b-d951-4939-847f-01bc07176673/2950-1
00:20:59.368 --> 00:21:03.666
<v Martin Mackay>traffic from external traffic,
but you know we're internal. If</v>

f2d1a99b-d951-4939-847f-01bc07176673/2950-2
00:21:03.666 --> 00:21:07.759
<v Martin Mackay>we've been breached in any
shape, shape or form, maybe that</v>

f2d1a99b-d951-4939-847f-01bc07176673/2950-3
00:21:07.759 --> 00:21:10.830
<v Martin Mackay>zero trust policy hasn't
followed us and so.</v>

f2d1a99b-d951-4939-847f-01bc07176673/2991-0
00:21:11.280 --> 00:21:14.913
<v Martin Mackay>That's one key difference. And
then I think the other aspect of</v>

f2d1a99b-d951-4939-847f-01bc07176673/2991-1
00:21:14.913 --> 00:21:18.433
<v Martin Mackay>universal society is something
that really is unique to versa</v>

f2d1a99b-d951-4939-847f-01bc07176673/2991-2
00:21:18.433 --> 00:21:21.499
<v Martin Mackay>'cause this is patented.
Technology is the ability to</v>

f2d1a99b-d951-4939-847f-01bc07176673/2991-3
00:21:21.499 --> 00:21:25.019
<v Martin Mackay>deploy what we call sassy on
sin, which is the ability to put</v>

f2d1a99b-d951-4939-847f-01bc07176673/2991-4
00:21:25.019 --> 00:21:27.120
<v Martin Mackay>that security profile without an
AG.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3018-0
00:21:27.800 --> 00:21:31.367
<v Martin Mackay>Onto your mobile phone so that
as you're trying to interact</v>

f2d1a99b-d951-4939-847f-01bc07176673/3018-1
00:21:31.367 --> 00:21:34.994
<v Martin Mackay>through your mobile phone into
the into the enterprise, your</v>

f2d1a99b-d951-4939-847f-01bc07176673/3018-2
00:21:34.994 --> 00:21:38.740
<v Martin Mackay>security profile is validating
what you are allowed to do. And</v>

f2d1a99b-d951-4939-847f-01bc07176673/3018-3
00:21:38.740 --> 00:21:41.000
<v Martin Mackay>then of course, that extends as
well.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3037-0
00:21:42.130 --> 00:21:45.626
<v Martin Mackay>Which is why it's called
universal to the whole</v>

f2d1a99b-d951-4939-847f-01bc07176673/3037-1
00:21:45.626 --> 00:21:49.050
<v Martin Mackay>operational technology and
Internet of Things.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3059-0
00:21:49.050 --> 00:21:53.140
<v Martin Mackay>And that's really crucial
because you need to be able to</v>

f2d1a99b-d951-4939-847f-01bc07176673/3059-1
00:21:53.140 --> 00:21:57.733
<v Martin Mackay>protect your organization from,
you know, these relatively dumb</v>

f2d1a99b-d951-4939-847f-01bc07176673/3059-2
00:21:57.733 --> 00:22:01.250
<v Martin Mackay>devices that do allow potential
vulnerabilities.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3060-0
00:22:01.250 --> 00:22:01.610
<v Martin Mackay>They are.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3076-0
00:22:01.610 --> 00:22:04.379
<v Martin Mackay>They do represent weak points,
you know, as I like to say, if</v>

f2d1a99b-d951-4939-847f-01bc07176673/3076-1
00:22:04.379 --> 00:22:06.970
<v Martin Mackay>your printer is trying to talk
to your accounting system.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3082-0
00:22:07.710 --> 00:22:09.510
<v Martin Mackay>You've probably got some
potential problems.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3093-0
00:22:11.980 --> 00:22:14.901
<v Aaron Banner>Yeah. Yeah. And thanks for the
call out on the mobile phone, I</v>

f2d1a99b-d951-4939-847f-01bc07176673/3093-1
00:22:14.901 --> 00:22:15.180
<v Aaron Banner>think.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3116-0
00:22:16.830 --> 00:22:19.959
<v Aaron Banner>You know, a lot of people are
concerned about, you know, the</v>

f2d1a99b-d951-4939-847f-01bc07176673/3116-1
00:22:19.959 --> 00:22:23.294
<v Aaron Banner>mobile phones and and what that
what that does to their security</v>

f2d1a99b-d951-4939-847f-01bc07176673/3116-2
00:22:23.294 --> 00:22:23.910
<v Aaron Banner>environment.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3129-0
00:22:24.630 --> 00:22:27.706
<v Aaron Banner>But I don't know that they take
an active approach in actually</v>

f2d1a99b-d951-4939-847f-01bc07176673/3129-1
00:22:27.706 --> 00:22:28.390
<v Aaron Banner>addressing it.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3134-0
00:22:28.670 --> 00:22:30.990
<v Aaron Banner>Sometimes I think they want to
wish away that problem.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3149-0
00:22:32.630 --> 00:22:35.126
<v Aaron Banner>And it's it's great to see
versus approach to to pulling</v>

f2d1a99b-d951-4939-847f-01bc07176673/3149-1
00:22:35.126 --> 00:22:36.790
<v Aaron Banner>that into that security
architecture.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3162-0
00:22:37.430 --> 00:22:38.510
<v Aaron Banner>Yeah. Thanks for calling that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3158-0
00:22:37.930 --> 00:22:38.650
<v Martin Mackay>Yeah. Then that's a big.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3194-0
00:22:38.650 --> 00:22:42.178
<v Martin Mackay>That's a big differentiator for
us for sure and that's that,</v>

f2d1a99b-d951-4939-847f-01bc07176673/3194-1
00:22:42.178 --> 00:22:45.821
<v Martin Mackay>that applies, you know, to to
service providers, but crucially</v>

f2d1a99b-d951-4939-847f-01bc07176673/3194-2
00:22:45.821 --> 00:22:49.523
<v Martin Mackay>to enterprises, you know this is
something that enterprises can</v>

f2d1a99b-d951-4939-847f-01bc07176673/3194-3
00:22:49.523 --> 00:22:51.490
<v Martin Mackay>can use quite, quite
effectively.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3209-0
00:22:51.490 --> 00:22:54.810
<v Martin Mackay>So that's a universal sassy.
That's how we see it.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3204-0
00:22:54.270 --> 00:22:54.350
<v Aaron Banner>No.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3237-0
00:22:54.850 --> 00:22:59.344
<v Martin Mackay>And you know to support that, as
I say, we've now announced the</v>

f2d1a99b-d951-4939-847f-01bc07176673/3237-1
00:22:59.344 --> 00:23:03.698
<v Martin Mackay>Versa one platform, which is
just you know, the way I look at</v>

f2d1a99b-d951-4939-847f-01bc07176673/3237-2
00:23:03.698 --> 00:23:07.210
<v Martin Mackay>it is it's it's taking all of
the the technology.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3251-0
00:23:07.910 --> 00:23:12.363
<v Martin Mackay>The platform that we we deliver
and packaging it into a</v>

f2d1a99b-d951-4939-847f-01bc07176673/3251-1
00:23:12.363 --> 00:23:14.750
<v Martin Mackay>relatively easy to understand.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3263-0
00:23:16.950 --> 00:23:20.124
<v Martin Mackay>You know positioning statement
so people understand how versa</v>

f2d1a99b-d951-4939-847f-01bc07176673/3263-1
00:23:20.124 --> 00:23:20.790
<v Martin Mackay>is different.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3265-0
00:23:21.820 --> 00:23:21.980
<v Aaron Banner>Yeah.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3280-0
00:23:25.430 --> 00:23:29.730
<v Aaron Banner>So you know, Martin earlier we
we talked about kind of why</v>

f2d1a99b-d951-4939-847f-01bc07176673/3280-1
00:23:29.730 --> 00:23:31.990
<v Aaron Banner>there's this shift to to sassy.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3317-0
00:23:33.830 --> 00:23:37.464
<v Aaron Banner>And you know, I I follow you
know what? What Gartner says</v>

f2d1a99b-d951-4939-847f-01bc07176673/3317-1
00:23:37.464 --> 00:23:41.349
<v Aaron Banner>pretty closely about sassy, just
to to understand the broader</v>

f2d1a99b-d951-4939-847f-01bc07176673/3317-2
00:23:41.349 --> 00:23:45.234
<v Aaron Banner>market out there and and where
security trends are are headed</v>

f2d1a99b-d951-4939-847f-01bc07176673/3317-3
00:23:45.234 --> 00:23:46.550
<v Aaron Banner>to and I want to say.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3344-0
00:23:48.190 --> 00:23:52.008
<v Aaron Banner>Early this year, maybe late last
year, the, you know, Gardner was</v>

f2d1a99b-d951-4939-847f-01bc07176673/3344-1
00:23:52.008 --> 00:23:55.538
<v Aaron Banner>predicting 2025 kind of to be
the year and I think they said</v>

f2d1a99b-d951-4939-847f-01bc07176673/3344-2
00:23:55.538 --> 00:23:57.390
<v Aaron Banner>hey, about 50% of organizations.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3369-0
00:23:58.320 --> 00:24:03.120
<v Aaron Banner>Will have a strategy or a road
map to sassy by 2025. The latest</v>

f2d1a99b-d951-4939-847f-01bc07176673/3369-1
00:24:03.120 --> 00:24:07.320
<v Aaron Banner>update from Gardner that I saw
is 80% of organizations.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3383-0
00:24:07.320 --> 00:24:10.978
<v Aaron Banner>So, you know, I think it's
proven out the 2025 is going to</v>

f2d1a99b-d951-4939-847f-01bc07176673/3383-1
00:24:10.978 --> 00:24:12.280
<v Aaron Banner>be the year of sassy.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3390-0
00:24:12.560 --> 00:24:14.840
<v Aaron Banner>I'm having a lot more
conversations about it.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3402-0
00:24:15.520 --> 00:24:18.000
<v Aaron Banner>People will have a lot more
interested in and there's a lot</v>

f2d1a99b-d951-4939-847f-01bc07176673/3402-1
00:24:18.000 --> 00:24:19.200
<v Aaron Banner>more understanding around it.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3407-0
00:24:19.200 --> 00:24:21.320
<v Aaron Banner>Then there was even six months a
year ago.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3408-0
00:24:22.000 --> 00:24:23.040
<v Aaron Banner>I'm finding a lot.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3422-0
00:24:23.870 --> 00:24:26.485
<v Aaron Banner>I'm finding it a lot easier to
have sassy conversations now</v>

f2d1a99b-d951-4939-847f-01bc07176673/3422-1
00:24:26.485 --> 00:24:27.270
<v Aaron Banner>than I had before.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3426-0
00:24:28.750 --> 00:24:29.630
<v Aaron Banner>With that in mind.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3437-0
00:24:31.190 --> 00:24:34.321
<v Aaron Banner>What is it that you think is is
driving this shift too sassy</v>

f2d1a99b-d951-4939-847f-01bc07176673/3437-1
00:24:34.321 --> 00:24:34.630
<v Aaron Banner>today?</v>

f2d1a99b-d951-4939-847f-01bc07176673/3449-0
00:24:36.060 --> 00:24:39.228
<v Martin Mackay>Yeah, I think it comes back to
those three things that I talked</v>

f2d1a99b-d951-4939-847f-01bc07176673/3449-1
00:24:39.228 --> 00:24:40.020
<v Martin Mackay>about, but also.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3481-0
00:24:41.590 --> 00:24:45.237
<v Martin Mackay>You know, if we if we go to the,
you know, sticking with the</v>

f2d1a99b-d951-4939-847f-01bc07176673/3481-1
00:24:45.237 --> 00:24:48.885
<v Martin Mackay>Gartner theme, the hype cycle,
you know, I think we've we've</v>

f2d1a99b-d951-4939-847f-01bc07176673/3481-2
00:24:48.885 --> 00:24:52.354
<v Martin Mackay>come out of the so-called
through of disillusionment. And</v>

f2d1a99b-d951-4939-847f-01bc07176673/3481-3
00:24:52.354 --> 00:24:53.670
<v Martin Mackay>I think organisations.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3486-0
00:24:55.310 --> 00:24:57.150
<v Martin Mackay>Are realising that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3488-0
00:24:59.030 --> 00:24:59.070
<v Martin Mackay>A.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3498-0
00:24:59.070 --> 00:25:03.750
<v Martin Mackay>That sassy driven architecture
philosophy is going to be key.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3516-0
00:25:04.810 --> 00:25:08.570
<v Martin Mackay>And then secondly, if by
definition the majority of</v>

f2d1a99b-d951-4939-847f-01bc07176673/3516-1
00:25:08.570 --> 00:25:12.763
<v Martin Mackay>organizations are not only
adopters, that there is enough</v>

f2d1a99b-d951-4939-847f-01bc07176673/3516-2
00:25:12.763 --> 00:25:14.210
<v Martin Mackay>proof in the market.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3550-0
00:25:15.750 --> 00:25:19.804
<v Martin Mackay>That real value can be extracted
from deploying the technology,</v>

f2d1a99b-d951-4939-847f-01bc07176673/3550-1
00:25:19.804 --> 00:25:23.669
<v Martin Mackay>so I think that's why it's a.
It's a market that is really I</v>

f2d1a99b-d951-4939-847f-01bc07176673/3550-2
00:25:23.669 --> 00:25:25.950
<v Martin Mackay>agree with you, shaped to take
off.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3562-0
00:25:25.950 --> 00:25:31.067
<v Martin Mackay>I think the other important
thing that organizations are</v>

f2d1a99b-d951-4939-847f-01bc07176673/3562-1
00:25:31.067 --> 00:25:34.390
<v Martin Mackay>wary of is, you know, we talk
about.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3583-0
00:25:35.200 --> 00:25:38.214
<v Martin Mackay>Universal, Sassy and our
integrated platform, that's</v>

f2d1a99b-d951-4939-847f-01bc07176673/3583-1
00:25:38.214 --> 00:25:41.512
<v Martin Mackay>true. But we have very few
customers who are taking a Big</v>

f2d1a99b-d951-4939-847f-01bc07176673/3583-2
00:25:41.512 --> 00:25:44.640
<v Martin Mackay>Bang approach because that just
becomes too difficult.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3629-0
00:25:46.190 --> 00:25:50.134
<v Martin Mackay>And so, you know, a big a big
element of the way that we talk</v>

f2d1a99b-d951-4939-847f-01bc07176673/3629-1
00:25:50.134 --> 00:25:53.824
<v Martin Mackay>to customers is is to offer, you
know, a journey to sassy</v>

f2d1a99b-d951-4939-847f-01bc07176673/3629-2
00:25:53.824 --> 00:25:57.196
<v Martin Mackay>supporting the ongoing digital
transformation of the</v>

f2d1a99b-d951-4939-847f-01bc07176673/3629-3
00:25:57.196 --> 00:26:01.077
<v Martin Mackay>enterprise, a journey to sassy
over, you know, several years</v>

f2d1a99b-d951-4939-847f-01bc07176673/3629-4
00:26:01.077 --> 00:26:03.750
<v Martin Mackay>onboarding either through a
revamped net.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3642-0
00:26:04.070 --> 00:26:07.443
<v Martin Mackay>Architecture or through
replacing you know a legacy VPN</v>

f2d1a99b-d951-4939-847f-01bc07176673/3642-1
00:26:07.443 --> 00:26:08.950
<v Martin Mackay>solution with zero trust.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3646-0
00:26:09.590 --> 00:26:11.070
<v Martin Mackay>And then expanding from there.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3672-0
00:26:12.870 --> 00:26:17.662
<v Martin Mackay>Or indeed, starting with that
campus capability that I talked</v>

f2d1a99b-d951-4939-847f-01bc07176673/3672-1
00:26:17.662 --> 00:26:22.300
<v Martin Mackay>about and then expanding from
there, you know, to prom zero</v>

f2d1a99b-d951-4939-847f-01bc07176673/3672-2
00:26:22.300 --> 00:26:24.310
<v Martin Mackay>trust on the campus level.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3701-0
00:26:24.470 --> 00:26:29.077
<v Martin Mackay>So one of the key things that I
think organizations are becoming</v>

f2d1a99b-d951-4939-847f-01bc07176673/3701-1
00:26:29.077 --> 00:26:33.188
<v Martin Mackay>more savvy about is having a
multi year strategy and then</v>

f2d1a99b-d951-4939-847f-01bc07176673/3701-2
00:26:33.188 --> 00:26:37.441
<v Martin Mackay>saying OK, how do we embark on
this to ensure that you know</v>

f2d1a99b-d951-4939-847f-01bc07176673/3701-3
00:26:37.441 --> 00:26:38.150
<v Martin Mackay>we're not.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3711-0
00:26:40.350 --> 00:26:43.710
<v Martin Mackay>Change so much in the enterprise
that we fail.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3750-0
00:26:43.710 --> 00:26:47.685
<v Martin Mackay>You know, those traditional
monolithic projects that I grew</v>

f2d1a99b-d951-4939-847f-01bc07176673/3750-1
00:26:47.685 --> 00:26:51.661
<v Martin Mackay>up with in the 1990s selling ERP
where you're spending $100</v>

f2d1a99b-d951-4939-847f-01bc07176673/3750-2
00:26:51.661 --> 00:26:55.571
<v Martin Mackay>million and you're actually
getting no value from it after</v>

f2d1a99b-d951-4939-847f-01bc07176673/3750-3
00:26:55.571 --> 00:26:56.830
<v Martin Mackay>three years effort.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3753-0
00:26:57.030 --> 00:26:58.550
<v Martin Mackay>That's today.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3761-0
00:26:58.550 --> 00:27:01.630
<v Martin Mackay>That's just not something that
any organization can swallow.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3782-0
00:27:01.630 --> 00:27:05.033
<v Martin Mackay>So I think that, you know,
people are more confident in the</v>

f2d1a99b-d951-4939-847f-01bc07176673/3782-1
00:27:05.033 --> 00:27:08.324
<v Martin Mackay>technology. People can see the
value. People can see that</v>

f2d1a99b-d951-4939-847f-01bc07176673/3782-2
00:27:08.324 --> 00:27:10.310
<v Martin Mackay>people have had the experience
of.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3807-0
00:27:10.980 --> 00:27:14.412
<v Martin Mackay>Deploying it successfully and
are looking at ways in which</v>

f2d1a99b-d951-4939-847f-01bc07176673/3807-1
00:27:14.412 --> 00:27:18.020
<v Martin Mackay>they can map out that journey to
bring value to to their own,</v>

f2d1a99b-d951-4939-847f-01bc07176673/3807-2
00:27:18.020 --> 00:27:19.300
<v Martin Mackay>their own enterprises.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3814-0
00:27:21.790 --> 00:27:24.310
<v Aaron Banner>Yeah, yeah, absolutely.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3851-0
00:27:24.310 --> 00:27:28.109
<v Aaron Banner>And and so you know I there's a
lot of different people who</v>

f2d1a99b-d951-4939-847f-01bc07176673/3851-1
00:27:28.109 --> 00:27:31.971
<v Aaron Banner>listen to to this podcast. And I
I wanna spend a few minutes</v>

f2d1a99b-d951-4939-847f-01bc07176673/3851-2
00:27:31.971 --> 00:27:36.024
<v Aaron Banner>focusing on I think what would
be most valuable to some some of</v>

f2d1a99b-d951-4939-847f-01bc07176673/3851-3
00:27:36.024 --> 00:27:39.950
<v Aaron Banner>our clients that are are looking
into sase trying to underst.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3863-0
00:27:40.110 --> 00:27:43.670
<v Aaron Banner>Sassy and and then looking at at
vendor selection.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3879-0
00:27:45.230 --> 00:27:48.823
<v Aaron Banner>And you know we we we've said
the term sassy and I think</v>

f2d1a99b-d951-4939-847f-01bc07176673/3879-1
00:27:48.823 --> 00:27:52.670
<v Aaron Banner>really there's there's probably
3 core elements within that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3886-0
00:27:53.350 --> 00:27:55.110
<v Aaron Banner>And that's SD Wan.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3894-0
00:27:55.150 --> 00:27:57.190
<v Aaron Banner>You know a little more on the
traditional side.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3900-0
00:27:57.190 --> 00:27:59.870
<v Aaron Banner>There's there's sassy, and then
there's the SSE markets.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3940-0
00:28:01.430 --> 00:28:06.140
<v Aaron Banner>And you know, you have some very
viable competitors out there.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3940-1
00:28:06.140 --> 00:28:10.925
<v Aaron Banner>You know that offer very similar
things and you know, matter of</v>

f2d1a99b-d951-4939-847f-01bc07176673/3940-2
00:28:10.925 --> 00:28:15.561
<v Aaron Banner>fact, Gardner released a report
about 3 weeks ago, four weeks</v>

f2d1a99b-d951-4939-847f-01bc07176673/3940-3
00:28:15.561 --> 00:28:19.972
<v Aaron Banner>ago, I think it was and it it,
it didn't rank the top ten.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3940-4
00:28:19.972 --> 00:28:20.870
<v Aaron Banner>Sassy. Prov.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3951-0
00:28:20.870 --> 00:28:24.479
<v Aaron Banner>In the market, but it identified
the top ten and Versa was one of</v>

f2d1a99b-d951-4939-847f-01bc07176673/3951-1
00:28:24.479 --> 00:28:25.190
<v Aaron Banner>those top 10.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3977-0
00:28:26.900 --> 00:28:30.246
<v Aaron Banner>And so, you know, looking at
your your competitors out there,</v>

f2d1a99b-d951-4939-847f-01bc07176673/3977-1
00:28:30.246 --> 00:28:33.539
<v Aaron Banner>I I would just like for people
to understand what is it that</v>

f2d1a99b-d951-4939-847f-01bc07176673/3977-2
00:28:33.539 --> 00:28:35.860
<v Aaron Banner>differentiates versa from from
the others?</v>

f2d1a99b-d951-4939-847f-01bc07176673/3984-0
00:28:36.700 --> 00:28:38.700
<v Martin Mackay>That's a a great question,
Aaron.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3986-0
00:28:38.740 --> 00:28:41.380
<v Martin Mackay>And there are.</v>

f2d1a99b-d951-4939-847f-01bc07176673/3998-0
00:28:42.950 --> 00:28:45.270
<v Martin Mackay>Other companies to consider the
business of, of course.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4005-0
00:28:45.270 --> 00:28:48.190
<v Martin Mackay>We've delighted if everyone just
ultimately chose us.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4008-0
00:28:49.070 --> 00:28:49.750
<v Aaron Banner>Absolutely.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4015-0
00:28:50.230 --> 00:28:52.350
<v Martin Mackay>But, but you know, I'll answer
it by.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4028-0
00:28:52.830 --> 00:28:57.043
<v Martin Mackay>I'll answer you a very good
question by referring to what a</v>

f2d1a99b-d951-4939-847f-01bc07176673/4028-1
00:28:57.043 --> 00:28:58.870
<v Martin Mackay>customer told me recently.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4037-0
00:28:58.870 --> 00:29:02.350
<v Martin Mackay>This is a new customer we'd
want.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4052-0
00:29:02.350 --> 00:29:06.776
<v Martin Mackay>I hadn't been involved in the
sales cycle, but I was asked to</v>

f2d1a99b-d951-4939-847f-01bc07176673/4052-1
00:29:06.776 --> 00:29:08.990
<v Martin Mackay>come in and meet them. Sort of.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4068-0
00:29:09.720 --> 00:29:15.302
<v Martin Mackay>The event, you know, as a sort
of executive meet and greet and</v>

f2d1a99b-d951-4939-847f-01bc07176673/4068-1
00:29:15.302 --> 00:29:15.480
<v Martin Mackay>I.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4074-0
00:29:15.480 --> 00:29:16.600
<v Martin Mackay>I asked the customer the
question.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4076-0
00:29:16.600 --> 00:29:17.920
<v Martin Mackay>Why did you choose versa?</v>

f2d1a99b-d951-4939-847f-01bc07176673/4083-0
00:29:19.470 --> 00:29:21.870
<v Martin Mackay>And customer said three things.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4138-0
00:29:22.430 --> 00:29:25.686
<v Martin Mackay>The first is that when they
spoke to our reference</v>

f2d1a99b-d951-4939-847f-01bc07176673/4138-1
00:29:25.686 --> 00:29:29.325
<v Martin Mackay>customers, our reference
customers wax miracle about the</v>

f2d1a99b-d951-4939-847f-01bc07176673/4138-2
00:29:29.325 --> 00:29:32.900
<v Martin Mackay>experience of using versa
technology working with versa</v>

f2d1a99b-d951-4939-847f-01bc07176673/4138-3
00:29:32.900 --> 00:29:37.050
<v Martin Mackay>and as they put it and these are
their words, not mine. They got</v>

f2d1a99b-d951-4939-847f-01bc07176673/4138-4
00:29:37.050 --> 00:29:40.625
<v Martin Mackay>the impression that our
competitors reference customers</v>

f2d1a99b-d951-4939-847f-01bc07176673/4138-5
00:29:40.625 --> 00:29:42.030
<v Martin Mackay>tolerated using their.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4141-0
00:29:42.030 --> 00:29:42.350
<v Martin Mackay>Technology.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4147-0
00:29:43.720 --> 00:29:43.880
<v Aaron Banner>OK.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4163-0
00:29:44.160 --> 00:29:46.887
<v Martin Mackay>The second thing they said was
that the customers said</v>

f2d1a99b-d951-4939-847f-01bc07176673/4163-1
00:29:46.887 --> 00:29:49.862
<v Martin Mackay>universally two things about the
experience of working with</v>

f2d1a99b-d951-4939-847f-01bc07176673/4163-2
00:29:49.862 --> 00:29:50.160
<v Martin Mackay>versa.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4201-0
00:29:50.160 --> 00:29:53.893
<v Martin Mackay>One was that versa delivered on
promises and that secondly,</v>

f2d1a99b-d951-4939-847f-01bc07176673/4201-1
00:29:53.893 --> 00:29:57.751
<v Martin Mackay>because we deliver very complex
technology, when when it goes</v>

f2d1a99b-d951-4939-847f-01bc07176673/4201-2
00:29:57.751 --> 00:30:01.733
<v Martin Mackay>wrong and it can go wrong versa
was always there to help put it</v>

f2d1a99b-d951-4939-847f-01bc07176673/4201-3
00:30:01.733 --> 00:30:05.217
<v Martin Mackay>right as quickly as possible.
And I think that customer</v>

f2d1a99b-d951-4939-847f-01bc07176673/4201-4
00:30:05.217 --> 00:30:06.960
<v Martin Mackay>centricity is is one of our.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4213-0
00:30:06.960 --> 00:30:09.600
<v Martin Mackay>Key characteristics and then
finally they said look.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4220-0
00:30:10.140 --> 00:30:13.420
<v Martin Mackay>We we know that we may not buy
everything from versa.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4255-0
00:30:13.420 --> 00:30:16.524
<v Martin Mackay>We've got some incumbent
competitors already, but what we</v>

f2d1a99b-d951-4939-847f-01bc07176673/4255-1
00:30:16.524 --> 00:30:19.897
<v Martin Mackay>like is what I was referring to
before, which is that the fact</v>

f2d1a99b-d951-4939-847f-01bc07176673/4255-2
00:30:19.897 --> 00:30:23.215
<v Martin Mackay>that we could go on this five
year journey and we could adopt</v>

f2d1a99b-d951-4939-847f-01bc07176673/4255-3
00:30:23.215 --> 00:30:26.641
<v Martin Mackay>the entire Versa platform, which
clearly would have benefits in</v>

f2d1a99b-d951-4939-847f-01bc07176673/4255-4
00:30:26.641 --> 00:30:27.980
<v Martin Mackay>terms of cost saving and.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4266-0
00:30:27.980 --> 00:30:30.660
<v Martin Mackay>In terms of, you know,
operational efficiency etcetera.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4277-0
00:30:30.660 --> 00:30:33.641
<v Martin Mackay>So although we're not obliged to
adopt everything we like, the</v>

f2d1a99b-d951-4939-847f-01bc07176673/4277-1
00:30:33.641 --> 00:30:34.540
<v Martin Mackay>fact that we could.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4290-0
00:30:35.320 --> 00:30:38.330
<v Martin Mackay>What they particularly like, and
this is, I think ultimately one</v>

f2d1a99b-d951-4939-847f-01bc07176673/4290-1
00:30:38.330 --> 00:30:39.720
<v Martin Mackay>of our key differentiators is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4321-0
00:30:40.560 --> 00:30:44.693
<v Martin Mackay>Versus innovation and I think
you know, if you choose to work</v>

f2d1a99b-d951-4939-847f-01bc07176673/4321-1
00:30:44.693 --> 00:30:49.026
<v Martin Mackay>with versa, what you get is a a
company that first of all really</v>

f2d1a99b-d951-4939-847f-01bc07176673/4321-2
00:30:49.026 --> 00:30:52.293
<v Martin Mackay>cares about your success,
customer success above</v>

f2d1a99b-d951-4939-847f-01bc07176673/4321-3
00:30:52.293 --> 00:30:53.360
<v Martin Mackay>everything else.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4344-0
00:30:53.720 --> 00:30:57.630
<v Martin Mackay>And secondly, is incredibly
innovative in the technology</v>

f2d1a99b-d951-4939-847f-01bc07176673/4344-1
00:30:57.630 --> 00:31:01.884
<v Martin Mackay>that we bring to market. And I
think those are the two things</v>

f2d1a99b-d951-4939-847f-01bc07176673/4344-2
00:31:01.884 --> 00:31:04.560
<v Martin Mackay>that I like people to say about
versa.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4348-0
00:31:05.400 --> 00:31:06.760
<v Martin Mackay>When when we're not there.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4354-0
00:31:08.310 --> 00:31:10.110
<v Aaron Banner>Yeah. No, I appreciate that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4374-0
00:31:11.680 --> 00:31:15.092
<v Aaron Banner>Are there any particular
verticals or markets where a</v>

f2d1a99b-d951-4939-847f-01bc07176673/4374-1
00:31:15.092 --> 00:31:18.000
<v Aaron Banner>versus solution would fit better
than others?</v>

f2d1a99b-d951-4939-847f-01bc07176673/4402-0
00:31:20.880 --> 00:31:24.268
<v Martin Mackay>You know, I think in many ways
the technology we bring to</v>

f2d1a99b-d951-4939-847f-01bc07176673/4402-1
00:31:24.268 --> 00:31:27.657
<v Martin Mackay>market sorts of business
problems that are universal, but</v>

f2d1a99b-d951-4939-847f-01bc07176673/4402-2
00:31:27.657 --> 00:31:30.812
<v Martin Mackay>where we've had success,
indubitably is in banking or</v>

f2d1a99b-d951-4939-847f-01bc07176673/4402-3
00:31:30.812 --> 00:31:31.280
<v Martin Mackay>finance.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4418-0
00:31:32.840 --> 00:31:37.930
<v Martin Mackay>In retail, in manufacturing, in
energy and in public sector, you</v>

f2d1a99b-d951-4939-847f-01bc07176673/4418-1
00:31:37.930 --> 00:31:40.280
<v Martin Mackay>know, it's a matter of record.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4423-0
00:31:40.280 --> 00:31:42.040
<v Martin Mackay>The US federal government.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4441-0
00:31:42.040 --> 00:31:46.302
<v Martin Mackay>The Defence Information Security
Agency has become a versa</v>

f2d1a99b-d951-4939-847f-01bc07176673/4441-1
00:31:46.302 --> 00:31:50.780
<v Martin Mackay>customer and we're extremely
proud of that. That relationship</v>

f2d1a99b-d951-4939-847f-01bc07176673/4441-2
00:31:50.780 --> 00:31:51.720
<v Martin Mackay>is expanding.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4462-0
00:31:52.550 --> 00:31:55.628
<v Martin Mackay>So you know, those are the four
or five verticals where I think</v>

f2d1a99b-d951-4939-847f-01bc07176673/4462-1
00:31:55.628 --> 00:31:58.515
<v Martin Mackay>we we're really strong, but in
many ways you know SAS is an</v>

f2d1a99b-d951-4939-847f-01bc07176673/4462-2
00:31:58.515 --> 00:31:59.670
<v Martin Mackay>architecture philosophy.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4464-0
00:31:59.670 --> 00:32:01.710
<v Martin Mackay>It applies whatever your
business.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4483-0
00:32:03.280 --> 00:32:05.988
<v Martin Mackay>Because you know, ultimately
coming back to those three key</v>

f2d1a99b-d951-4939-847f-01bc07176673/4483-1
00:32:05.988 --> 00:32:08.200
<v Martin Mackay>things, how do I create a great
user experience?</v>

f2d1a99b-d951-4939-847f-01bc07176673/4498-0
00:32:08.200 --> 00:32:11.366
<v Martin Mackay>How do I secure that user
experience and how do I do it</v>

f2d1a99b-d951-4939-847f-01bc07176673/4498-1
00:32:11.366 --> 00:32:14.194
<v Martin Mackay>with, you know ever ever
decreasing total cost of</v>

f2d1a99b-d951-4939-847f-01bc07176673/4498-2
00:32:14.194 --> 00:32:14.760
<v Martin Mackay>ownership?</v>

f2d1a99b-d951-4939-847f-01bc07176673/4503-0
00:32:14.760 --> 00:32:15.280
<v Martin Mackay>Those are.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4509-0
00:32:15.280 --> 00:32:17.867
<v Martin Mackay>Those are universal truths.
Whatever. Whatever business</v>

f2d1a99b-d951-4939-847f-01bc07176673/4509-1
00:32:17.867 --> 00:32:18.560
<v Martin Mackay>you're running.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4520-0
00:32:20.410 --> 00:32:25.130
<v Aaron Banner>You know, I I wasn't aware of
your relationship with DISA.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4540-0
00:32:25.650 --> 00:32:29.490
<v Aaron Banner>You know, based on my
background, I I spent, you know,</v>

f2d1a99b-d951-4939-847f-01bc07176673/4540-1
00:32:29.490 --> 00:32:33.330
<v Aaron Banner>almost my entire life working in
with or around dissa.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4541-0
00:32:33.820 --> 00:32:34.180
<v Martin Mackay>Right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4567-0
00:32:34.170 --> 00:32:38.297
<v Aaron Banner>And you know, that's a that's a
massive organization. They they</v>

f2d1a99b-d951-4939-847f-01bc07176673/4567-1
00:32:38.297 --> 00:32:42.424
<v Aaron Banner>have a a very key role to play,
not just in the army but in the</v>

f2d1a99b-d951-4939-847f-01bc07176673/4567-2
00:32:42.424 --> 00:32:44.810
<v Aaron Banner>military at large and in the
entire.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4574-0
00:32:45.560 --> 00:32:47.000
<v Aaron Banner>In the entire system, so that's
impressive.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4581-0
00:32:47.280 --> 00:32:50.000
<v Aaron Banner>I did not know that and I'm I'm
very happy to hear that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4611-0
00:32:50.970 --> 00:32:54.548
<v Martin Mackay>Yes, Sir. You'll be able to tell
from my accent that you know my</v>

f2d1a99b-d951-4939-847f-01bc07176673/4611-1
00:32:54.548 --> 00:32:57.685
<v Martin Mackay>interaction with our federal
business, although I'm very</v>

f2d1a99b-d951-4939-847f-01bc07176673/4611-2
00:32:57.685 --> 00:33:00.878
<v Martin Mackay>proud of it is, is relatively
limited because I carry the</v>

f2d1a99b-d951-4939-847f-01bc07176673/4611-3
00:33:00.878 --> 00:33:02.530
<v Martin Mackay>wrong passport. Really. To go.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4633-0
00:33:04.360 --> 00:33:08.909
<v Martin Mackay>Detailed discussions, you know,
at a certain point it's it's,</v>

f2d1a99b-d951-4939-847f-01bc07176673/4633-1
00:33:08.909 --> 00:33:13.092
<v Martin Mackay>you know, I'm less welcome than
our excellent SVP, North</v>

f2d1a99b-d951-4939-847f-01bc07176673/4633-2
00:33:13.092 --> 00:33:14.560
<v Martin Mackay>American Enterprise.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4640-0
00:33:14.560 --> 00:33:15.880
<v Martin Mackay>Who leads that business for us?</v>

f2d1a99b-d951-4939-847f-01bc07176673/4656-0
00:33:15.880 --> 00:33:19.470
<v Martin Mackay>But yet we, you know, happily
spend time offline talking to</v>

f2d1a99b-d951-4939-847f-01bc07176673/4656-1
00:33:19.470 --> 00:33:22.462
<v Martin Mackay>you about our dissent
relationship with your, you</v>

f2d1a99b-d951-4939-847f-01bc07176673/4656-2
00:33:22.462 --> 00:33:23.360
<v Martin Mackay>know, military.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4664-0
00:33:23.920 --> 00:33:29.520
<v Martin Mackay>Record. We're really proud of
that and you know.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4674-0
00:33:31.080 --> 00:33:33.998
<v Martin Mackay>It's true of the public sector
engagements that we have</v>

f2d1a99b-d951-4939-847f-01bc07176673/4674-1
00:33:33.998 --> 00:33:34.520
<v Martin Mackay>worldwide.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4688-0
00:33:36.200 --> 00:33:40.588
<v Martin Mackay>Your technology is tested to the
nth degree and the procurement</v>

f2d1a99b-d951-4939-847f-01bc07176673/4688-1
00:33:40.588 --> 00:33:41.480
<v Martin Mackay>cycles alone.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4708-0
00:33:41.600 --> 00:33:45.354
<v Martin Mackay>And so you've got to have both
incredibly robust technology and</v>

f2d1a99b-d951-4939-847f-01bc07176673/4708-1
00:33:45.354 --> 00:33:48.992
<v Martin Mackay>a lot of patience. And I think
we've, we've demonstrated both</v>

f2d1a99b-d951-4939-847f-01bc07176673/4708-2
00:33:48.992 --> 00:33:49.520
<v Martin Mackay>of those.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4723-0
00:33:49.520 --> 00:33:53.300
<v Martin Mackay>So we see that North American
federal, the US federal market</v>

f2d1a99b-d951-4939-847f-01bc07176673/4723-1
00:33:53.300 --> 00:33:56.400
<v Martin Mackay>as a as a big growth opportunity
for us for sure.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4769-0
00:33:57.710 --> 00:34:02.821
<v Aaron Banner>Yeah, the, the the process of of
you know getting from from start</v>

f2d1a99b-d951-4939-847f-01bc07176673/4769-1
00:34:02.821 --> 00:34:07.699
<v Aaron Banner>to to when you're working with
an organization like this, it's</v>

f2d1a99b-d951-4939-847f-01bc07176673/4769-2
00:34:07.699 --> 00:34:12.346
<v Aaron Banner>it's a very stringent embedding
process takes takes quite a</v>

f2d1a99b-d951-4939-847f-01bc07176673/4769-3
00:34:12.346 --> 00:34:17.070
<v Aaron Banner>while. So kudos to to Bursa for
for being able to get there.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4776-0
00:34:18.640 --> 00:34:19.280
<v Aaron Banner>Hey, you know I wanna.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4790-0
00:34:19.280 --> 00:34:22.859
<v Aaron Banner>I'm. I'm gonna. I'm gonna throw
you a bit of a curveball and you</v>

f2d1a99b-d951-4939-847f-01bc07176673/4790-1
00:34:22.859 --> 00:34:26.329
<v Aaron Banner>know, this is not a simple one,
but you know, we'll we'll work</v>

f2d1a99b-d951-4939-847f-01bc07176673/4790-2
00:34:26.329 --> 00:34:26.880
<v Aaron Banner>it out so.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4804-0
00:34:28.240 --> 00:34:31.815
<v Aaron Banner>You said you mentioned the word
AI earlier, talked about your</v>

f2d1a99b-d951-4939-847f-01bc07176673/4801-0
00:34:31.530 --> 00:34:31.730
<v Martin Mackay>Mm hmm.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4804-1
00:34:31.815 --> 00:34:33.200
<v Aaron Banner>you know how AI enables.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4837-0
00:34:34.760 --> 00:34:38.280
<v Aaron Banner>Enables versa in companies
throughout the word AI all the</v>

f2d1a99b-d951-4939-847f-01bc07176673/4837-1
00:34:38.280 --> 00:34:41.982
<v Aaron Banner>time, and sometimes I I feel
like they understand what it is</v>

f2d1a99b-d951-4939-847f-01bc07176673/4837-2
00:34:41.982 --> 00:34:45.685
<v Aaron Banner>that they're talking about,
when, when, when they say it and</v>

f2d1a99b-d951-4939-847f-01bc07176673/4837-3
00:34:45.685 --> 00:34:48.720
<v Aaron Banner>sometimes I I don't necessarily
get that they do.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4852-0
00:34:48.880 --> 00:34:53.575
<v Aaron Banner>So can you go a little bit into
how AI plays into the Versa</v>

f2d1a99b-d951-4939-847f-01bc07176673/4843-0
00:34:49.500 --> 00:34:49.660
<v Martin Mackay>Yeah.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4852-1
00:34:53.575 --> 00:34:54.280
<v Aaron Banner>platform?</v>

f2d1a99b-d951-4939-847f-01bc07176673/4856-0
00:34:55.430 --> 00:34:56.310
<v Martin Mackay>Yeah, absolutely.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4888-0
00:34:56.310 --> 00:35:00.073
<v Martin Mackay>And you know, I was attending a
presentation to a prospective</v>

f2d1a99b-d951-4939-847f-01bc07176673/4888-1
00:35:00.073 --> 00:35:04.079
<v Martin Mackay>customer the other day where our
head of AI was talking about how</v>

f2d1a99b-d951-4939-847f-01bc07176673/4888-2
00:35:04.079 --> 00:35:07.903
<v Martin Mackay>we've actually been using that
technology probably for five or</v>

f2d1a99b-d951-4939-847f-01bc07176673/4888-3
00:35:07.903 --> 00:35:08.510
<v Martin Mackay>six years.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4896-0
00:35:08.510 --> 00:35:10.950
<v Martin Mackay>But I think there are three or
four things that we do.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4901-0
00:35:12.520 --> 00:35:14.320
<v Martin Mackay>On the networking side.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4920-0
00:35:15.960 --> 00:35:23.404
<v Martin Mackay>We have an AI product called
Vani which is our network</v>

f2d1a99b-d951-4939-847f-01bc07176673/4920-1
00:35:23.404 --> 00:35:27.600
<v Martin Mackay>intelligence analytical module.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4938-0
00:35:28.120 --> 00:35:31.016
<v Martin Mackay>Effectively going to answer
questions about, you know, where</v>

f2d1a99b-d951-4939-847f-01bc07176673/4938-1
00:35:31.016 --> 00:35:33.865
<v Martin Mackay>are their performance problems
or why are those performance</v>

f2d1a99b-d951-4939-847f-01bc07176673/4938-2
00:35:33.865 --> 00:35:34.720
<v Martin Mackay>problems existing.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4965-0
00:35:36.280 --> 00:35:40.102
<v Martin Mackay>Across the platform we're using,
we've integrated ChatGPT, so</v>

f2d1a99b-d951-4939-847f-01bc07176673/4965-1
00:35:40.102 --> 00:35:43.800
<v Martin Mackay>that you have access to, you
know, pretty much not just the</v>

f2d1a99b-d951-4939-847f-01bc07176673/4965-2
00:35:43.800 --> 00:35:46.760
<v Martin Mackay>documentation, but you know the
entire sort of.</v>

f2d1a99b-d951-4939-847f-01bc07176673/4984-0
00:35:48.960 --> 00:35:52.246
<v Martin Mackay>Community of knowledge if you
like. Around versa products to</v>

f2d1a99b-d951-4939-847f-01bc07176673/4984-1
00:35:52.246 --> 00:35:54.240
<v Martin Mackay>ask questions about how do I do
XYZ?</v>

f2d1a99b-d951-4939-847f-01bc07176673/4991-0
00:35:56.080 --> 00:35:59.000
<v Martin Mackay>And then on the security side,
we using it.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5022-0
00:35:59.970 --> 00:36:05.120
<v Martin Mackay>You know, around a number of a
number of areas, but you know, I</v>

f2d1a99b-d951-4939-847f-01bc07176673/5022-1
00:36:05.120 --> 00:36:09.788
<v Martin Mackay>think particularly ueba doing
that analysis and trying to</v>

f2d1a99b-d951-4939-847f-01bc07176673/5022-2
00:36:09.788 --> 00:36:13.490
<v Martin Mackay>accelerate the you know, root
cause analysis.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5028-0
00:36:15.040 --> 00:36:16.000
<v Martin Mackay>Of security threats.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5030-0
00:36:16.000 --> 00:36:17.200
<v Martin Mackay>We're using it in our
sandboxing.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5051-0
00:36:19.920 --> 00:36:24.461
<v Martin Mackay>And you know, associated
analytics and we're also we're</v>

f2d1a99b-d951-4939-847f-01bc07176673/5051-1
00:36:24.461 --> 00:36:28.760
<v Martin Mackay>also using it just to you know
for the for the core.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5077-0
00:36:29.960 --> 00:36:33.842
<v Martin Mackay>Threat protection that we offer,
you know, identify identifying</v>

f2d1a99b-d951-4939-847f-01bc07176673/5060-0
00:36:32.820 --> 00:36:33.020
<v Aaron Banner>Right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5077-1
00:36:33.842 --> 00:36:37.724
<v Martin Mackay>potential threats and blocking
them based on, you know, pattern</v>

f2d1a99b-d951-4939-847f-01bc07176673/5077-2
00:36:37.724 --> 00:36:39.120
<v Martin Mackay>recognition, et cetera.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5103-0
00:36:39.120 --> 00:36:43.386
<v Martin Mackay>So you know, for us AI is is
right at the cornerstone of of</v>

f2d1a99b-d951-4939-847f-01bc07176673/5103-1
00:36:43.386 --> 00:36:48.008
<v Martin Mackay>the Versa one platform and it's
something that that is very real</v>

f2d1a99b-d951-4939-847f-01bc07176673/5103-2
00:36:48.008 --> 00:36:49.360
<v Martin Mackay>in what we deliver.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5119-0
00:36:49.360 --> 00:36:52.960
<v Martin Mackay>It's not just the the. As you
said, the AI wash that you may</v>

f2d1a99b-d951-4939-847f-01bc07176673/5119-1
00:36:52.960 --> 00:36:56.560
<v Martin Mackay>get from some vendors which used
to be, you know used to be.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5129-0
00:36:57.360 --> 00:37:00.200
<v Martin Mackay>5-6 years ago, Aaron, it used to
be the cloud wash, right?</v>

f2d1a99b-d951-4939-847f-01bc07176673/5136-0
00:37:00.200 --> 00:37:02.640
<v Martin Mackay>You know, you were dressing up,
you were dressing up.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5135-0
00:37:01.100 --> 00:37:01.460
<v Aaron Banner>Yeah.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5183-0
00:37:03.620 --> 00:37:08.339
<v Martin Mackay>On premise applications as cloud
in some shape or form primarily</v>

f2d1a99b-d951-4939-847f-01bc07176673/5183-1
00:37:08.339 --> 00:37:12.914
<v Martin Mackay>because you were changing the
purchase model from perpetual to</v>

f2d1a99b-d951-4939-847f-01bc07176673/5183-2
00:37:12.914 --> 00:37:17.415
<v Martin Mackay>subscription. So magically that
migrated your applications to</v>

f2d1a99b-d951-4939-847f-01bc07176673/5183-3
00:37:17.415 --> 00:37:22.063
<v Martin Mackay>the cloud seemingly and now AI,
if you haven't got the words AI</v>

f2d1a99b-d951-4939-847f-01bc07176673/5183-4
00:37:22.063 --> 00:37:25.040
<v Martin Mackay>in your marketing then you are
you know.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5187-0
00:37:25.040 --> 00:37:27.780
<v Martin Mackay>You're falling short, but you
know.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5200-0
00:37:28.720 --> 00:37:31.940
<v Martin Mackay>Versa genuinely has AI
capabilities deeply embedded in</v>

f2d1a99b-d951-4939-847f-01bc07176673/5200-1
00:37:31.940 --> 00:37:32.760
<v Martin Mackay>in what we do.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5229-0
00:37:34.200 --> 00:37:37.832
<v Aaron Banner>Yeah, I mean the, the, the buzz
words have have been there and</v>

f2d1a99b-d951-4939-847f-01bc07176673/5229-1
00:37:37.832 --> 00:37:41.580
<v Aaron Banner>and I I do see it just use a lot
of times as just hey we have to</v>

f2d1a99b-d951-4939-847f-01bc07176673/5229-2
00:37:41.580 --> 00:37:45.270
<v Aaron Banner>have it and we have to throw it
out there regardless of whether</v>

f2d1a99b-d951-4939-847f-01bc07176673/5229-3
00:37:45.270 --> 00:37:47.000
<v Aaron Banner>we actually know you know how.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5241-0
00:37:47.000 --> 00:37:49.480
<v Aaron Banner>It works in our platform, or
that's even actually there.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5245-0
00:37:50.240 --> 00:37:52.000
<v Aaron Banner>So I I appreciate that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5244-0
00:37:50.380 --> 00:37:51.300
<v Martin Mackay>Yeah, yeah.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5257-0
00:37:53.560 --> 00:37:56.920
<v Aaron Banner>Clearly Versa knows how to
leverage AI, and I'm sure that</v>

f2d1a99b-d951-4939-847f-01bc07176673/5257-1
00:37:56.920 --> 00:37:58.600
<v Aaron Banner>will just compound over time.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5265-0
00:38:00.240 --> 00:38:03.160
<v Aaron Banner>Speaking of compounding over
time so.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5272-0
00:38:04.650 --> 00:38:07.210
<v Aaron Banner>Give us a little bit about
what's next for versa.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5277-0
00:38:09.180 --> 00:38:09.660
<v Martin Mackay>No, I think.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5324-0
00:38:09.740 --> 00:38:13.448
<v Martin Mackay>I think what's next is in many
ways what we've what we've</v>

f2d1a99b-d951-4939-847f-01bc07176673/5324-1
00:38:13.448 --> 00:38:17.156
<v Martin Mackay>articulated in our announcement
today, which is the whole</v>

f2d1a99b-d951-4939-847f-01bc07176673/5324-2
00:38:17.156 --> 00:38:20.928
<v Martin Mackay>concept of the self protecting
network, you know, which is</v>

f2d1a99b-d951-4939-847f-01bc07176673/5324-3
00:38:20.928 --> 00:38:24.636
<v Martin Mackay>building on the concept of the
convergence of network and</v>

f2d1a99b-d951-4939-847f-01bc07176673/5324-4
00:38:24.636 --> 00:38:28.600
<v Martin Mackay>security that devolved universal
sase, which is involved, EV.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5340-0
00:38:28.600 --> 00:38:34.260
<v Martin Mackay>Now to this broad architecture
that encapsulates automation.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5347-0
00:38:35.120 --> 00:38:38.360
<v Martin Mackay>Which is really key and the use
of AI.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5374-0
00:38:38.900 --> 00:38:43.018
<v Martin Mackay>For anomaly detection, threat
detection and performance</v>

f2d1a99b-d951-4939-847f-01bc07176673/5374-1
00:38:43.018 --> 00:38:47.725
<v Martin Mackay>degradation, and then ultimately
the ability to use AI not only</v>

f2d1a99b-d951-4939-847f-01bc07176673/5374-2
00:38:47.725 --> 00:38:50.300
<v Martin Mackay>to identify but also to
remediate.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5386-0
00:38:50.900 --> 00:38:54.500
<v Martin Mackay>And that's the vision that we've
got for the Versa one platform.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5404-0
00:38:54.740 --> 00:38:59.360
<v Martin Mackay>And so I think you'll see us
putting a lot of emphasis into</v>

f2d1a99b-d951-4939-847f-01bc07176673/5404-1
00:38:59.360 --> 00:39:03.980
<v Martin Mackay>delivering those capabilities,
as I say, across the entire.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5413-0
00:39:05.360 --> 00:39:09.120
<v Martin Mackay>Network, as you rightly said,
integrating security.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5450-0
00:39:09.680 --> 00:39:13.420
<v Martin Mackay>As a as a you know as a key
philosophy into how you deploy</v>

f2d1a99b-d951-4939-847f-01bc07176673/5450-1
00:39:13.420 --> 00:39:17.286
<v Martin Mackay>your network, ensuring that the
performance is optimal, that</v>

f2d1a99b-d951-4939-847f-01bc07176673/5450-2
00:39:17.286 --> 00:39:21.470
<v Martin Mackay>that user customer experience is
optimal and using those concepts</v>

f2d1a99b-d951-4939-847f-01bc07176673/5450-3
00:39:21.470 --> 00:39:24.640
<v Martin Mackay>of automation and AI in order to
facilitate that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5456-0
00:39:24.720 --> 00:39:27.200
<v Martin Mackay>And that's fundamentally what
the Versa model platform is all</v>

f2d1a99b-d951-4939-847f-01bc07176673/5456-1
00:39:27.200 --> 00:39:27.440
<v Martin Mackay>about.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5465-0
00:39:29.650 --> 00:39:31.730
<v Aaron Banner>Yeah, security should never be
an afterthought.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5475-0
00:39:31.730 --> 00:39:34.383
<v Aaron Banner>Always needs to be a
forethought, and that's that's a</v>

f2d1a99b-d951-4939-847f-01bc07176673/5475-1
00:39:34.383 --> 00:39:36.250
<v Aaron Banner>great approach and I appreciate
that.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5494-0
00:39:37.800 --> 00:39:39.942
<v Aaron Banner>Hey, Martin, you know, I've
taken up a lot of your time</v>

f2d1a99b-d951-4939-847f-01bc07176673/5494-1
00:39:39.942 --> 00:39:42.200
<v Aaron Banner>today, but the the conversation
has just been fascinating.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5507-0
00:39:42.200 --> 00:39:46.016
<v Aaron Banner>So I you know, it went well over
the time we normally would</v>

f2d1a99b-d951-4939-847f-01bc07176673/5507-1
00:39:46.016 --> 00:39:47.480
<v Aaron Banner>budget for a a podcast.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5535-0
00:39:47.480 --> 00:39:50.967
<v Aaron Banner>I try to keep you know, things
about 30 minutes, but it you</v>

f2d1a99b-d951-4939-847f-01bc07176673/5535-1
00:39:50.967 --> 00:39:54.281
<v Aaron Banner>know it, it's rare to get
somebody of your stature to be</v>

f2d1a99b-d951-4939-847f-01bc07176673/5535-2
00:39:54.281 --> 00:39:57.652
<v Aaron Banner>able to come in and have a
discussion that's this lengthy</v>

f2d1a99b-d951-4939-847f-01bc07176673/5535-3
00:39:57.652 --> 00:39:59.920
<v Aaron Banner>and this open and and
straightforward.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5559-0
00:40:01.610 --> 00:40:04.532
<v Aaron Banner>But before we go I I would like
to just ask you are are there</v>

f2d1a99b-d951-4939-847f-01bc07176673/5559-1
00:40:04.532 --> 00:40:07.407
<v Aaron Banner>any things that you'd like to
share, you know that I haven't</v>

f2d1a99b-d951-4939-847f-01bc07176673/5559-2
00:40:07.407 --> 00:40:10.330
<v Aaron Banner>asked that we haven't covered
that you think is is pertinent.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5565-0
00:40:11.580 --> 00:40:13.860
<v Martin Mackay>That's a that's a a great
question.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5605-0
00:40:13.860 --> 00:40:17.901
<v Martin Mackay>Thank. Thank you so much for
asking. I think you know there</v>

f2d1a99b-d951-4939-847f-01bc07176673/5605-1
00:40:17.901 --> 00:40:22.212
<v Martin Mackay>are a couple of things that make
me really excited about versa,</v>

f2d1a99b-d951-4939-847f-01bc07176673/5605-2
00:40:22.212 --> 00:40:25.984
<v Martin Mackay>you know and and the first is
probably the the customer</v>

f2d1a99b-d951-4939-847f-01bc07176673/5605-3
00:40:25.984 --> 00:40:30.093
<v Martin Mackay>retention which is reflected in
our net revenue retention of</v>

f2d1a99b-d951-4939-847f-01bc07176673/5605-4
00:40:30.093 --> 00:40:31.980
<v Martin Mackay>what customers say about us.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5627-0
00:40:31.980 --> 00:40:35.083
<v Martin Mackay>Our reference ability and that
that's ultimately you know you</v>

f2d1a99b-d951-4939-847f-01bc07176673/5627-1
00:40:35.083 --> 00:40:38.286
<v Martin Mackay>and I were talking before about
why we do this job. And I think</v>

f2d1a99b-d951-4939-847f-01bc07176673/5627-2
00:40:38.286 --> 00:40:41.140
<v Martin Mackay>ultimately delivering value to
customers is is the most.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5670-0
00:40:41.490 --> 00:40:45.343
<v Martin Mackay>The only thing we can do, and we
hear that all the time, but I</v>

f2d1a99b-d951-4939-847f-01bc07176673/5670-1
00:40:45.343 --> 00:40:48.890
<v Martin Mackay>think the other thing is the
validation from the external</v>

f2d1a99b-d951-4939-847f-01bc07176673/5670-2
00:40:48.890 --> 00:40:52.743
<v Martin Mackay>experts. You know we positioned
in Gartner's three Sassy Magic</v>

f2d1a99b-d951-4939-847f-01bc07176673/5670-3
00:40:52.743 --> 00:40:56.718
<v Martin Mackay>Quadrant Leisure and St. One and
a challenger and each player in</v>

f2d1a99b-d951-4939-847f-01bc07176673/5670-4
00:40:56.718 --> 00:40:57.330
<v Martin Mackay>the other.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5677-0
00:40:57.330 --> 00:40:58.650
<v Martin Mackay>Two, but going up and to the
right.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5708-0
00:41:00.210 --> 00:41:03.990
<v Martin Mackay>We have cyber racing, some
really interesting agency</v>

f2d1a99b-d951-4939-847f-01bc07176673/5708-1
00:41:03.990 --> 00:41:08.341
<v Martin Mackay>because they test the products
in the real world and they've</v>

f2d1a99b-d951-4939-847f-01bc07176673/5708-2
00:41:08.341 --> 00:41:12.050
<v Martin Mackay>just given us, you know, for SD
Wan and ZERO trust.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5713-0
00:41:12.650 --> 00:41:14.370
<v Martin Mackay>Firewalls with AAA rating.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5748-0
00:41:15.930 --> 00:41:20.026
<v Martin Mackay>Which you know is just endorsing
if you like the the power of the</v>

f2d1a99b-d951-4939-847f-01bc07176673/5748-1
00:41:20.026 --> 00:41:23.874
<v Martin Mackay>technology and then one that I
really like actually Frost and</v>

f2d1a99b-d951-4939-847f-01bc07176673/5748-2
00:41:23.874 --> 00:41:26.730
<v Martin Mackay>Sullivan just gave us SD1 vendor
of the year.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5751-0
00:41:27.520 --> 00:41:27.960
<v Aaron Banner>What?</v>

f2d1a99b-d951-4939-847f-01bc07176673/5764-0
00:41:28.370 --> 00:41:32.553
<v Martin Mackay>Which is again, you know, come
back to the fact that we are the</v>

f2d1a99b-d951-4939-847f-01bc07176673/5764-1
00:41:32.553 --> 00:41:33.730
<v Martin Mackay>only sassy player.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5770-0
00:41:35.450 --> 00:41:37.290
<v Martin Mackay>That originated in the
networking.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5780-0
00:41:38.970 --> 00:41:41.672
<v Martin Mackay>Market and I think that gives us
a competitive advantage because</v>

f2d1a99b-d951-4939-847f-01bc07176673/5780-1
00:41:41.672 --> 00:41:42.130
<v Martin Mackay>ultimately.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5816-0
00:41:42.770 --> 00:41:45.770
<v Martin Mackay>Understanding how the network
operates, I think is at the</v>

f2d1a99b-d951-4939-847f-01bc07176673/5816-1
00:41:45.770 --> 00:41:48.976
<v Martin Mackay>heart of every enterprise. And
then as we said, securing that</v>

f2d1a99b-d951-4939-847f-01bc07176673/5816-2
00:41:48.976 --> 00:41:52.338
<v Martin Mackay>is is key, but that convergence,
if you understand both which we</v>

f2d1a99b-d951-4939-847f-01bc07176673/5816-3
00:41:52.338 --> 00:41:54.770
<v Martin Mackay>do, you've got the chance of
being successful.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5841-0
00:41:54.770 --> 00:41:57.997
<v Martin Mackay>So thanks for asking that
question. But what excites me is</v>

f2d1a99b-d951-4939-847f-01bc07176673/5841-1
00:41:57.997 --> 00:42:01.224
<v Martin Mackay>both the customer reception and
the the industry expert or</v>

f2d1a99b-d951-4939-847f-01bc07176673/5841-2
00:42:01.224 --> 00:42:03.850
<v Martin Mackay>analyst reception. And then
ultimately I don't.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5846-0
00:42:03.850 --> 00:42:04.850
<v Martin Mackay>I'm not just saying this.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5858-0
00:42:04.850 --> 00:42:08.087
<v Martin Mackay>I'm really, really excited by
the relationships that we're</v>

f2d1a99b-d951-4939-847f-01bc07176673/5858-1
00:42:08.087 --> 00:42:11.050
<v Martin Mackay>building with our key partners
like xentegra because.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5878-0
00:42:12.170 --> 00:42:15.336
<v Martin Mackay>You know, as I say, we will not
scale to be successful unless we</v>

f2d1a99b-d951-4939-847f-01bc07176673/5878-1
00:42:15.336 --> 00:42:18.114
<v Martin Mackay>have an incredibly tight
relationships with those market</v>

f2d1a99b-d951-4939-847f-01bc07176673/5878-2
00:42:18.114 --> 00:42:18.650
<v Martin Mackay>influences.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5883-0
00:42:18.650 --> 00:42:21.250
<v Martin Mackay>And so thank you for the support
that you've given us.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5899-0
00:42:23.160 --> 00:42:27.004
<v Aaron Banner>Yeah, you know and and thanks
for kind of talking about a few</v>

f2d1a99b-d951-4939-847f-01bc07176673/5899-1
00:42:27.004 --> 00:42:29.360
<v Aaron Banner>of those things that that we've
seen.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5936-0
00:42:29.360 --> 00:42:33.352
<v Aaron Banner>You know, I I've mentioned a few
whether it be you're in the top</v>

f2d1a99b-d951-4939-847f-01bc07176673/5936-1
00:42:33.352 --> 00:42:37.098
<v Aaron Banner>ten or you're talking about the
the triple-A rating you just</v>

f2d1a99b-d951-4939-847f-01bc07176673/5936-2
00:42:37.098 --> 00:42:40.845
<v Aaron Banner>received where you're at in the
the Magic Quad Quadrant. You</v>

f2d1a99b-d951-4939-847f-01bc07176673/5936-3
00:42:40.845 --> 00:42:44.468
<v Aaron Banner>know every report I see that
comes out that says something</v>

f2d1a99b-d951-4939-847f-01bc07176673/5936-4
00:42:44.468 --> 00:42:44.960
<v Aaron Banner>about S.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5956-0
00:42:45.680 --> 00:42:48.793
<v Aaron Banner>Versus always there and versus
always there as, as as one of</v>

f2d1a99b-d951-4939-847f-01bc07176673/5956-1
00:42:48.793 --> 00:42:50.120
<v Aaron Banner>the leaders in that group.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5959-0
00:42:50.120 --> 00:42:52.760
<v Aaron Banner>So, you know, sassy basically
is.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5974-0
00:42:53.250 --> 00:42:56.970
<v Aaron Banner>Anonymous with versa or, you
know versus now, synonymous with</v>

f2d1a99b-d951-4939-847f-01bc07176673/5974-1
00:42:56.970 --> 00:42:57.330
<v Aaron Banner>sassy?</v>

f2d1a99b-d951-4939-847f-01bc07176673/5975-0
00:42:57.330 --> 00:43:00.330
<v Aaron Banner>So absolutely appreciate it.</v>

f2d1a99b-d951-4939-847f-01bc07176673/5986-0
00:43:00.330 --> 00:43:03.470
<v Aaron Banner>Martin, your your time is very
valuable and thanks for spending</v>

f2d1a99b-d951-4939-847f-01bc07176673/5986-1
00:43:03.470 --> 00:43:04.010
<v Aaron Banner>it with me.</v>

f2d1a99b-d951-4939-847f-01bc07176673/6014-0
00:43:04.490 --> 00:43:07.366
<v Aaron Banner>So we're going to go ahead and
wrap up. As I said, we were</v>

f2d1a99b-d951-4939-847f-01bc07176673/6014-1
00:43:07.366 --> 00:43:09.902
<v Aaron Banner>quite a bit over what we
normally would be, but the</v>

f2d1a99b-d951-4939-847f-01bc07176673/6014-2
00:43:09.902 --> 00:43:12.730
<v Aaron Banner>conversation has just been
thrilling and I appreciate it.</v>

f2d1a99b-d951-4939-847f-01bc07176673/6019-0
00:43:13.010 --> 00:43:15.650
<v Aaron Banner>So to all our listeners, stay
informed.</v>

f2d1a99b-d951-4939-847f-01bc07176673/6024-0
00:43:16.450 --> 00:43:18.370
<v Aaron Banner>Stay connected and stay secure.</v>