Keith Cline, VentureFizz
Mariano, thanks so much for joining us.
Mariano Nunez, Onapsis
Thanks for having me.
Keith Cline, VentureFizz
I'm excited to talk to you because there's so much going on in the world of cybersecurity. I mean, it's growing by the day in terms of the number of threats out there, the problems, the issues. And thankfully, there's a number of growing companies that are helping solve these critical pain points. And Onapsis is one of these companies that's really focused on a critical area of security, which is a business application. So talk about your company and what you do.
Mariano Nunez, Onapsis
Yeah, Keith, I think it's great it's a great point because we're starting to see how cybersecurity evolved from a government to government, and really can't have more espionage on nation-state and activity to something that is here in everyday people's lives, right. So you'll see some of the recent attacks like affecting pipelines, people run out of gas, things affecting the electrical grid in some nations. So we're definitely starting to see how that bleeds into basically all of us every day. So at Onapsis, what we do is really secure what are the most critical applications or run the global economy today, if you think about financials, HR systems, payroll, manufacturing, logistics, and shipping applications, all those applications are really powering the largest organizations in their plan in both private and governmental agencies. And we're essentially secured right, so if you think about it from a vendor perspective, SAP, Oracle, Salesforce, Waterbay, all those types of applications are running the most critical data and processes of the large organizations out there, so that the food that we eat the cars that we drive, the the finances that we use every day, the drugs from a pharmaceutical perspective, all that is supported by these critical applications that at Onapsis, we're laser-focused on protecting to make sure that the bad guys are not stealing the data, modifying the data or shutting the systems down to really affect organizations and citizens.
Keith Cline, VentureFizz
And if I was a, you know, maybe the Chief Information Officer at one of these companies, and you know, these are my business-critical applications, like if these things are not functioning properly, my business is hurting majorly. So what types of things are they thinking about? Is it like external threats? Is it internal threats? Is it both like so what? Like Onapsis? How does it help?
Mariano Nunez, Onapsis
Yeah, it's both it's it's pretty you have and the platform we have today, so we have a SaaS platform that we have basically four different products that protect that these applications from an end to end from a lifecycle perspective. So on the way from looking at the vulnerabilities, what are the risk affecting this application today, and which ones do we need to secure which ones you can wait on? When someone attacking the system, we're not someone from a foreign nation or someone from outside your organization or someone that is inside your company already having access to these applications, maybe to perform fraud or malicious activities, were recently caught through the platform, an employee had taken over another employee account, was changing people's bank account information on the payroll system, and basically getting people's payments right to dispose of the bank account. So they were this organization, big oil, and gas company was able to find these activities through the Onapsis platform. And to your point, there are other parts of the product that help developers ensure developers are producing secure code, discuss dev sec ops shift left. So we do that for business-critical applications, as well, ultimately, a lot of compliance activities that need to be done. So it's a very, very deep and comprehensive platform specifically built for this business-critical applications. When you're doing quantum criticality, we have customers that if it's a SAP or Oracle Applications are down, they cannot ship the product. And we're talking about fortune 10 organizations, customers running $80 to $100 billion of revenue through these systems every year. So is very, very critical for their operation is their lifeline.
Keith Cline, VentureFizz
Yeah, I mean, it's the backbone of what powers their business across all different functional areas. Which leads me down the path of so your customers are these large global companies then, right?
Mariano Nunez, Onapsis
Yeah, absolutely. We have about 20% of the Fortune 100 customers and about 300 customers globally. And I think that's one of the things that makes us really proud for Onapsis is when we're signing up a new customer, we're not partnering with any organization, it's all companies that that you know about that your family knows about. It's not like we're really not focused on SMB or the mid market. We're really focused on companies over a billion in revenue mostly in SAP. So I mean, in our in North America and Europe, that running big SAP, Oracle, Salesforce, what are instances, so there's really a lot of the Fortune 10 a lot of the Fortune 100 really relate but a lot of the world's top brand names are relying on our our platform today.
Keith Cline, VentureFizz
So you're the CEO and co founder of the company. So what what's your background look like? Like what led you down the path of starting the company?
Mariano Nunez, Onapsis
Yeah, as you can probably tell, it's not a Bostonian accent that you hear here, right? I am original from Argentina from Buenos Aires. I was born and raised in Argentina. And that's when we started a company. We started a company in 2009 out of my co founders bedroom, which is the Argentinian version of a garage there. My background I worked was in cyber I got into cyber when I was 12. After watching the movie hackers and reading a book on on Linux and cyber Security so that cyber school is my passion. I used to do offensive security, so penetration testing, whatever we do research, and we break it into our customer systems to make sure they can protect it, basically doing the same thing that the bad guys were doing. And that's how we started. We started in 2009. Really, with a bunch of hackers, if you will, that kind of doing ethical hacking and really realizing that, for whatever reason, these large applications, critical applications, they will not be improperly secured.
Keith Cline, VentureFizz
So where's the company today, like as far as the size of the company of employees or whatever else you can share?
Mariano Nunez, Onapsis
Yeah, absolutely. So So we've been growing pretty fast for over the last few years, where today we're about 450 employees. HQ is in Boston, Massachusetts does work out really that extended to senior leadership team. And most of the commercial operations, we have a big part of the company still in Argentina. That's what we call it really our biggest r&d Center, and a lot of the supporting functions. And we have over 100 of the team members in Germany, that came through an acquisition, we basically acquired the biggest company in SAP that would be as completed on SAP space. So we put the best of those two companies together, and we consolidated that leadership position on that on that side of the house. So it's about 450 people, we were planning to continue growing aggressively, and really looking to continue to build that with the teams across all the functions.
Keith Cline, VentureFizz
So as far as hiring, is it all across the different functional areas in the company?
Mariano Nunez, Onapsis
Yeah, it's it's across its broad management's has made specifically to Boston, it's like product management it's sales, including the BDR Team 100 really good BDR team that is growing across marketing across customer success, or support professional services, technical account management, so it really allowed on the on the commercial kind of go to market side of the house. In Boston, we're also exploring the idea of like, also expanding on the r&d side, in Boston to be a bit closer to the product teams being closer to the market. So that's another area we're investing in, in the Boston area as well.
Keith Cline, VentureFizz
Now, once someone does join the team, what's it like working there? What's the culture like?
Mariano Nunez, Onapsis
Well, I like to say that, uh, that is great. And maybe I may be biased, right being the founder. But I think, what if I go, I'm a very data driven person. So if I go to that data, we have one of the best, basically, ENPS, if you will, employee engagement and satisfaction metrics in the industry. So it's really, really high, we also have a lot of like, Great place to award a great, great place to work awards. And over the years, so for us, like what we achieve on the success we have is as important as how we do that, how we achieve that. So we put a lot of emphasis and focus on making sure that that we are aligned with that what we think are the right values or important values for a company, which for us, relies a lot a lot around respect, integrity and ownership. Because I think that captures a lot of how we think about the world. And there's there's CEOs out there that maybe distinguish how they operate in their personal lives with this kind of justify things on there. It's only business. We don't think that way, I don't think that way, I think I feel you can only be one person. We try to have the same bodies, outside the company. That's how we do business. And I think that keeps things more simple. And I think it also helps have a strong team that operates this way, that way, right? So now at this scale we have we of course put a lot of emphasis on the hiring process. But if something if we miss something, then the team can really self correct, right? And realize that, hey, maybe this, this person is super smart. But it's not doing things the right way, not really caring about not respecting people. So we put a lot of emphasis on making sure that we're executing with those right bodies.
Keith Cline, VentureFizz
So the job market out there is very competitive. There's a lot of opportunities for people, which is a good thing. But why is now the ideal time to join Onapsis.
Mariano Nunez, Onapsis
Yeah, I think we're in an interesting like after, after 12 years or so, again, we started in Argentina, it's been about three years in stealth mode. So we really started the commercial operations about eight years ago in 2013, when it when I moved here to the US and started hirering sales marketing. If you look at now, what will happen over the last two years, three years in marketing back then we created a new market category, right? So it was a lot of education, a lot of evangelical sale, a lot of thought leadership to help people understand that they had to solve this problem and the manager of the product. What you see now like the last 18 months, we never seen an acceleration like this in the market. We have the largest companies out there reaching to us, the largest system integrator like Accenture's at KPMG, PwC. So they were already partnering with us already using our product internally, and like providing that to their customers. So we've seen this inflection point from a market maturity on the market we created that is an all time high. And we think we're really well capitalized to execute on that we raise a series D by the end of last year with really really good investors got a really fantastic board with like former CEO of Google, see former CEOs and operators of security and tech company that scale really high. So we have a lot we also expanded the leadership team to anything so we have a perfect I'll say a perfect opportunity window here where we can execute on were decided to go and do that. So that's what we're looking for the best and brightest people with the right values to really help us accelerate these and be the company that we know we can be.
Keith Cline, VentureFizz
Well, if you are interested in exploring opportunities at Onapsis, you need to go to their company page on VentureFizz, which is venturefizz.com/onapsis. And there, you'll see all their job openings. And as Mariano mentioned, they're hiring across the board, so there's plenty of plenty to check out. Well, Marianna, thanks so much for taking the time to walk us through all the great things happening at the company.
Mariano Nunez, Onapsis
Yeah, Keith was my pleasure. Thanks a lot for the time.
Transcribed by https://otter.a
