Latest / Sales Pipeline Radio / Lead Management Directly Leads to Revenue Impact for Palo Alto Networks

Transcript

Lead Management Directly Leads to Revenue Impact for Palo Alto Networks · Sales Pipeline Radio

• 0:15
  Matt Heinz: All right.
• 0:15
  Welcome back to the, uh, marketplace floor here at B2B summit from Forrester.
• 0:20
  Very excited to be doing a series of Sales Pipeline Radio interviews and episodes
• 0:25
  from a series of Forrester analysts, attendees go to market leaders, and
• 0:30
  with us here from Palo Alto Networks.
• 0:31
  Very excited to have Lauren Daley and Jeremy Schwartz, the Director of
• 0:35
  marketing operations and senior manager of Global Lead Management and Strategy.
• 0:39
  Respectively.
• 0:40
  Thank you guys for being here.
• 0:41
  Jeremy Schwartz: Thanks for having us.
• 0:41
  Lauren Daley: Thank you.
• 0:42
  Matt Heinz: Yeah, this is exciting.
• 0:43
  This is exciting for us to do this formally here on the floor.
• 0:45
  Excited to integrate with different people and just get a lot of
• 0:47
  conversations, especially for those of you that are award winners here.
• 0:50
  So congratulations on your B2B ROI award.
• 0:54
  Super excited to see your team present that tomorrow and
• 0:57
  talk about what they're doing.
• 0:59
  Talk a little bit about the programs that got you on stage tomorrow.
• 1:02
  What are the things that you're working on, you're so excited about?
• 1:05
  Lauren Daley: We have been on an 18 month journey to shift from an MQL
• 1:11
  focused funnel to buying groups and thinking about how we collect all
• 1:16
  the buying group signals together.
• 1:17
  Package them up, and send them over to sales.
• 1:21
  Jeremy Schwartz: Yeah, absolutely.
• 1:22
  I think that you know, this transformation, I call it a
• 1:25
  seismic shift in marketing.
• 1:26
  I'm gonna date myself and say that I was around when pixel tracking was
• 1:29
  invented and I thought that was awesome.
• 1:31
  And then ABM was invented, and that was an awesome way to track accounts.
• 1:35
  But now when we think about the buying group and being able to focus on
• 1:38
  buying centers within large accounts, that's really transformational.
• 1:41
  Matt Heinz: Yeah.
• 1:42
  The game key's changing, right?
• 1:43
  I mean, what worked before doesn't work today, or I guess maybe what we
• 1:47
  thought worked before doesn't work today, where we sort of like you
• 1:49
  got an individual that we're single threading at a large deal and just
• 1:53
  hoping that that white paper download.
• 1:55
  Is actually gonna turn into something.
• 1:56
  We're not really working in that kind of a world anymore.
• 1:58
  How have you guys adjusted to the new roles of the game and what are
• 2:01
  some things that you can point to that have helped you be successful?
• 2:04
  Jeremy Schwartz: Yeah, I mean, we think about it this way.
• 2:07
  Marketers are hyper-focused on MQLs and what is an MQL?
• 2:10
  It's a guy who filled out a form, maybe two forms, and that person is usually.
• 2:15
  The lowest man on the totem pole, he's usually the researcher.
• 2:17
  His boss got a job from his boss who said, do this research.
• 2:21
  And the guy goes out and does it, and that guy becomes an MQL and
• 2:24
  we send that guy to sales and we think that's gonna make a deal.
• 2:27
  But that person usually does not have BANT.
• 2:29
  That person is the researcher.
• 2:31
  So if we start to think about that, maybe he shared an ebook or a solution
• 2:35
  brief or a white paper with his boss and his boss downloaded that.
• 2:38
  Well, he's not gonna score up to MQL and in an MQL centric world,
• 2:42
  you're ignoring that person in a buying group centric world, you
• 2:45
  can think about that as a signal.
• 2:48
  Should we send that person to sales?
• 2:49
  Now, should we surround them with marketing tactics?
• 2:52
  But if we start to think that way, and we think beyond the MQL, because no single
• 2:56
  person buys Palo Alto software, right?
• 3:00
  Matt Heinz: Yeah, and I think that the buying committee and the buying
• 3:02
  group, I thought they did a great job in the keynote earlier today.
• 3:04
  Not just talking about that internal group, but talking
• 3:07
  about the ecosystem that exists.
• 3:08
  'cause there's the people inside the company that care about that,
• 3:11
  that might benefit directly.
• 3:12
  But then there's the whole ecosystem of analysts, of influencers and other people
• 3:17
  that indirectly are going to influence whether that deal gets done or not.
• 3:20
  Lauren Daley: Yeah, so we've been talking a lot about known and unknown
• 3:24
  visitors and making sure that we're surrounding everybody and taking those
• 3:30
  unknown visitors and identifying the accounts that are in market and how
• 3:35
  do you convert those unknown visitors into known visitors, and that's.
• 3:39
  Yeah, a shift, a mindset shift that is happening within our marketing org today
• 3:45
  because many of our campaign managers are hyper-focused on known visitors.
• 3:50
  Did they fill out my form and did I get credit for that form fill in MQL?
• 3:54
  Jeremy Schwartz: Yeah I'll expand on that.
• 3:55
  When you think about a typical MQL, and let's use the most valuable
• 3:58
  MQL someone request a demo.
• 4:00
  So wow.
• 4:00
  A demo that's gonna auto MQL every time and it's gonna go to sales and the
• 4:04
  seller's like, wow, that's terrific.
• 4:05
  But if you look at that person and you say, well, he's a networking admin
• 4:09
  and there's no other people from that account that are interacting with us,
• 4:12
  and there's no signal on our website, what does that demo request mean?
• 4:16
  Versus that same person where you might see three or four people.
• 4:20
  Returning visitors to the website, unknowns never submit a form
• 4:23
  looking at the same product line.
• 4:24
  You see these people engaging with us or people who might
• 4:28
  fill out a form and not MQL.
• 4:29
  If you start to look at that full signal, that guy who's looking at
• 4:33
  the demo becomes much more valuable because you see a buying group forming.
• 4:37
  So being able to discern that is the first and foremost.
• 4:40
  But knowing that.
• 4:41
  It's not critical to convert those unknowns.
• 4:43
  It's critical to focus on those unknowns.
• 4:46
  It's critical that we are able to be in front of them.
• 4:50
  Someone who sees our ad. Is great 'cause they're getting a brand touch.
• 4:55
  Someone who clicks on the ad even better.
• 4:57
  'cause that increases our signal.
• 4:58
  And I almost call that compounding interest on our marketing signals.
• 5:02
  And then finally, if someone submits a form, that's really fantastic.
• 5:04
  But every one of those pieces is important.
• 5:07
  The guy who sees our ad but doesn't click on it could be a decision maker.
• 5:10
  And that brand touch could be what makes him move over the top.
• 5:14
  Matt Heinz: And some of those
• 5:15
  signals are false signals, right?
• 5:17
  Someone could attend your last three webinars, not because they're
• 5:19
  qualified, but because they're bored.
• 5:21
  Right, or someone could be interested in a topic for themselves, but
• 5:25
  not be representative of the priorities of the organization.
• 5:28
  Whether it's not a priority or there's not budget there, how do you separate
• 5:32
  at an individual level as well as at the group level, the signals
• 5:36
  that matter in a collective way?
• 5:40
  Lauren Daley: Great question.
• 5:41
  And that's where we started to think about a buying group score.
• 5:45
  And we've used Forrester, Gartner as, you know, a,
• 5:49
  Jeremy Schwartz: sounding board
• 5:50
  Lauren Daley: Yeah.
• 5:50
  Or a structure to think about different cohorts.
• 5:53
  Almost like the magic quadrant and looking at the intent as well
• 5:59
  as the completeness to start separating out the groups of people and see if
• 6:05
  somebody has very low intent and low completeness of that buying group.
• 6:09
  Let's just let brand take care of them.
• 6:11
  There's not a lot of point in spending marketing dollars there.
• 6:14
  Whereas if we see a buying group forming and there's high intent, low engagement,
• 6:18
  that's where our teams can go in and try to drive up that engagement.
• 6:21
  If we see that the completeness is there, that's where we can
• 6:24
  pass that off to field marketing.
• 6:26
  So we're starting to think about buying group scores and really look at intent,
• 6:31
  completeness, propensity to convert into an opportunity and what's the engagement?
• 6:36
  Engagement.
• 6:37
  Yeah.
• 6:37
  Yeah.
• 6:37
  Jeremy Schwartz: And, and the difference, this is the other
• 6:39
  problem with the MQL world.
• 6:41
  The MQL world is focused on a scoring model that is passive.
• 6:47
  Someone has to do something.
• 6:48
  I come in, I download a white paper, I get 20 points.
• 6:51
  If I don't do anything else I never move forward.
• 6:54
  Our new scoring model is using signal that's active all the
• 6:57
  time, and so by looking at.
• 7:00
  Fit.
• 7:00
  Looking at intent, looking at engagement, and looking at completeness and combining
• 7:05
  those in these different cohorts that Lauren mentioned, we're able to activate
• 7:08
  accounts and then the people within those accounts, and it's always on the move.
• 7:13
  Every day we're looking at these accounts and moving people into
• 7:16
  different programs based on the signal, and so I come back to that.
• 7:20
  Idea of compounding interest on the signal.
• 7:22
  If we are putting ads in front of accounts that are showing signal and people are
• 7:26
  engaging with 'em, that signal go up.
• 7:28
  Mm-hmm.
• 7:28
  And so it's, again, it's this rinse and repeat cycle.
• 7:31
  And if we focus on that entire buying group and we look at
• 7:34
  people who are engaging and don't necessarily wait for them to score
• 7:38
  up, we're getting ahead of them.
• 7:40
  We're giving people to the sellers.
• 7:42
  We're putting people into marketing campaigns where it makes sense.
• 7:45
  We're not trying to surround everybody.
• 7:47
  We're surrounding those folks and those accounts that are
• 7:50
  showing that high signal.
• 7:52
  Matt Heinz: We are here live at the Forrester B2B Summit Marketplace
• 7:56
  with Lauren Daley and Jeremy Schwartz from Palo Alto Networks, winners
• 7:59
  of the B2B ROI award for 2025.
• 8:02
  Lauren, you mentioned a word that gives heart palpitations to
• 8:05
  marketers everywhere, and that is credit, so we're talking about.
• 8:09
  Not just single motion programs, right?
• 8:12
  This isn't an email campaign that generated Pipeline.
• 8:14
  This isn't a event activation that generates Pipeline to do this well.
• 8:18
  You have a lot of different people involved.
• 8:20
  Assigning credit becomes, I think, a kind of an impossible task.
• 8:24
  You've got this body of work and it's a team effort to do all of this, but
• 8:27
  how do you figure out, like, how do you think about attribution at Palo Alto?
• 8:34
  Lauren Daley: So we're thinking about it from multi-touch perspective.
• 8:38
  And we're really looking at where are we influencing ahead of opportunity
• 8:43
  creation and then after, and that's what we call bookings influence.
• 8:47
  And that's where the buying group is super important to the bookings influence.
• 8:50
  'cause that's where when we can build out the buying group, we notice
• 8:53
  that they move into our forecasted Pipeline at a much higher rate.
• 8:57
  But also extending that buying group on those opportunities is
• 9:01
  where we're seeing the deal size grow, the win rates increase.
• 9:04
  And so that's the bookings influence and that's the Jeremy and I
• 9:08
  talk about this all the time.
• 9:09
  Our team used to do a lot of fuzzy matching for attribution.
• 9:13
  And this is direct attribution.
• 9:16
  Yeah.
• 9:16
  That sales understands and you can explain it in 30 seconds to a
• 9:19
  sales rep and they're gonna get it.
• 9:21
  Jeremy Schwartz: And it's not only the attribution and believe it.
• 9:23
  Yes.
• 9:23
  And that's true.
• 9:24
  So sellers hate fuzzy match.
• 9:26
  They don't believe it.
• 9:28
  Hey, we did some marketing activity and that meant something to the
• 9:30
  deal, even if it never got to it.
• 9:32
  When we do this.
• 9:33
  Expansion of buying groups, not only does it create direct influence where
• 9:37
  we can say this person was added to this opportunity, but it provides more
• 9:40
  importantly, the context to a seller.
• 9:43
  When we can tell a seller that an important persona took an action and
• 9:47
  we weren't waiting for them to MQL, that there's an open opportunity and we
• 9:51
  see that a VP of cloud infrastructure downloaded a total cost of ownership
• 9:55
  ebook, and we can send that to a seller and attach it to his opportunity.
• 10:00
  They love it.
• 10:01
  I had an anecdotal statement that I tell all the time, A BDR attached of
• 10:06
  this story, the VP to an opportunity.
• 10:08
  The seller said, thank you.
• 10:10
  I know that guy.
• 10:10
  I have a meeting with him next week.
• 10:12
  Now I know what to talk to him about.
• 10:14
  And his opportunity's been stalled for three months.
• 10:16
  Yeah.
• 10:16
  And guess what?
• 10:17
  That opportunity moved forward.
• 10:18
  'cause he had the context,
• 10:19
  Matt Heinz: I love the word influence.
• 10:21
  You have the bookings influence, not full credit, not like this is what's
• 10:24
  gonna get all credit for the deal.
• 10:26
  But to know that this is a team sport.
• 10:28
  And some of that is around how you treat the data, some of that around the language
• 10:32
  you use around different campaigns.
• 10:33
  Some of that is just culture, right?
• 10:35
  Like what are some of the key elements of having a culture that can embrace the fact
• 10:40
  that this might be a little messy, but if we can treat it and manage some of the
• 10:44
  messy, but also know that it's gonna be a body of work, we're gonna be much better
• 10:48
  at creating Pipeline in a complex market.
• 10:50
  Yeah.
• 10:51
  Lauren Daley: Yeah.
• 10:52
  And at our company sales already gets this concept, they're already doing it.
• 10:58
  Right?
• 10:58
  All of our sales reps sell to a buying group.
• 11:02
  It's just the nature of our business.
• 11:04
  And so it's really been about getting marketers to shift their mindset.
• 11:08
  And a lot of it comes back to how you target them.
• 11:11
  And honestly, we do still have MQL targets, and Jeremy and I have been
• 11:15
  campaigning for that to move away from MQL targets into more of the
• 11:21
  opportunity creation with a buying group and getting marketers to think about
• 11:25
  those outcomes from their campaigns.
• 11:27
  And Jeremy, do you wanna expand on your campaign to opportunity conversion?
• 11:32
  Jeremy Schwartz: Yeah, absolutely.
• 11:32
  I've been talking to marketers about changing the way they think.
• 11:36
  And you know, when we think about marketers today, it's, I generate
• 11:39
  MQLs and I get opportunities.
• 11:40
  So MQL to opp is usually the most important metric that marketers focus on.
• 11:44
  But if you really think about that, well, if I generate a thousand interactions
• 11:47
  and they converted a generous 10%, that's a hundred MQLs and a generous 10% to
• 11:52
  opportunity that's 10 opportunities.
• 11:55
  But what about the other 900 people?
• 11:57
  So maybe some of those people actually belong in those 10 opportunities We've
• 12:02
  seen when buying groups are present, that deal sizes increase by 2, 3, 4 times.
• 12:07
  So take some of those people and put 'em in the existing opps.
• 12:09
  Maybe there's a bunch of people.
• 12:11
  Who, none of them, MQL, but there's a buying group in there.
• 12:14
  We can pull those over.
• 12:15
  So instead of operating on a hundred people and getting 10 opportunities,
• 12:18
  you cannot be operating on 2, 3, 400 of those people on the accounts
• 12:23
  and generating 15 or 20 opps.
• 12:25
  And those are bigger opps.
• 12:27
  So by focusing on campaign to opportunity instead of MQL to opportunity,
• 12:31
  you're able to start having marketers think about it in a different way.
• 12:35
  I'm almost having to disguise some of these conversations because
• 12:39
  you don't wanna scare marketers.
• 12:40
  Yeah.
• 12:40
  I actually, when I said I was doing a presentation and I said,
• 12:43
  well start to think beyond the MQL and the person I was doing the
• 12:46
  presentation with said, don't say that.
• 12:48
  That'll scare the team.
• 12:49
  So I said, okay, we won't say that.
• 12:51
  We'll say.
• 12:52
  How do you make more things happen with your interactions?
• 12:55
  Well, if you focus on buying group signals, you'll drive more MQLs.
• 12:58
  And they were like, okay, I like that idea.
• 13:00
  So we're actually like almost disguising it in a way.
• 13:03
  It's silly, but that's how you change the culture because if you try to
• 13:06
  move it too fast, people get scared.
• 13:08
  Yeah.
• 13:08
  That's something we have seen.
• 13:09
  Matt Heinz: Yeah, that's really great.
• 13:10
  The status quo is powerful.
• 13:12
  The status quo is powerful when you're trying to sell your status quo is powerful
• 13:16
  when you're trying to change inside.
• 13:17
  And I think MQL is such an, I mean, we're literally sitting at the conference.
• 13:21
  That years ago when it was SiriusDecisions Summit, they invented that acronym.
• 13:25
  I mean, I'm old enough.
• 13:26
  I remember when the waterfall covers came out and the idea of an SQL and
• 13:29
  an MQL was, it was transformative.
• 13:31
  And here we are sometimes saying, well, it's a vanity metric.
• 13:33
  Well, only if you let it.
• 13:35
  Yes.
• 13:35
  Like I don't think the MQL's the be all, end all of what marketing
• 13:37
  does, but I think it has value in the context of like finding the right
• 13:41
  person at the right company that might be leaning in a little bit.
• 13:45
  That doesn't mean they're sales ready, it doesn't mean they're
• 13:46
  gonna close next quarter.
• 13:48
  But I think if you have the right definition and put that
• 13:50
  in context, it's still useful.
• 13:51
  But again, we're getting back to everyone on the same page.
• 13:54
  With that definition, everyone able to think about that together.
• 13:58
  Just a few more minutes with our team here at Palo Alto, I wanna ask the question
• 14:02
  around the data behind all of this, and I believe fundamentally, that data
• 14:06
  is becoming one of the most important things for B2B marketers to manage.
• 14:09
  How do you attempt to corral the data across all the different
• 14:15
  platforms, across all the different functions to tell and activate on a
• 14:19
  complete picture of your customers?
• 14:22
  Lauren Daley: Well we have a great tech stack at Palo Alto Networks, so we use
• 14:26
  Demandbase, TechTarget what others?
• 14:31
  Jeremy G2, G2.
• 14:32
  Jeremy Schwartz: Our own website.
• 14:33
  Yeah.
• 14:33
  So we use first, second, third party signal.
• 14:35
  Sure.
• 14:35
  And that really helps us to hone in on what's happening.
• 14:39
  Around an account, not just in one area, you know we use Demandbase.
• 14:44
  Doesn't matter what your platform is, your intent platform that shows
• 14:46
  you that third party intent signal.
• 14:48
  We use TechTarget, we use G2 for that second party, and then our own data
• 14:52
  and those unknown website visitors.
• 14:54
  It's critical data that helps us to understand the buying
• 14:56
  group, our new scoring model.
• 14:58
  Is really designed to capture all this.
• 15:00
  So we've worked to create this model so that we can look at an account and say,
• 15:05
  well, we have five primary product lines.
• 15:07
  What is the buying group score in this account for each of those?
• 15:11
  And through that, we use that for activation in different platforms.
• 15:15
  So we'll use that for activation in Marketo.
• 15:17
  We use that for activation in Demandbase.
• 15:18
  We'll use that for web personalization, for chat
• 15:20
  personalization media personalization.
• 15:23
  And it really goes far.
• 15:25
  In understanding where the people are in their journey.
• 15:28
  So activating the account and then activating the people based on
• 15:31
  where they are in their journey is really fundamentally important.
• 15:35
  I think one of the other things that we've done is we've created some really
• 15:37
  amazing dashboards and that's allowed us to measure the success and we really
• 15:42
  focus on a couple of areas there.
• 15:44
  One is we do a lot of comparison between opportunities with no buying
• 15:48
  group with one or less contacts.
• 15:50
  And you might be surprised, but there's a lot.
• 15:52
  Of opportunities that have zero contacts on them.
• 15:54
  Mm-hmm.
• 15:54
  And then we look at the ones that have two or more.
• 15:56
  And you know, we look at things like progression from omitted into Pipeline
• 16:00
  progression to future stage deal size, and closed won in almost every case in
• 16:06
  almost every segment for almost every product at all of those numbers are up.
• 16:09
  Yeah.
• 16:10
  So that, given.
• 16:12
  Yes.
• 16:12
  You know, when we start to show that to leadership, they get it.
• 16:15
  Yeah.
• 16:15
  And that's the data that we try to compile.
• 16:17
  Now our scoring model is pulling all these pieces of data together and, you
• 16:21
  know, gosh, I wish we had a CDP Lauren.
• 16:23
  We've been struggling for that, but you can do it without it.
• 16:25
  We've pieced it together in our cloud platform with a custom app
• 16:29
  and we bring that signal in and we come up with this cohort score.
• 16:32
  And I think that's been a real win for us because at first when we were thinking
• 16:35
  about these four individual signals.
• 16:38
  It was confusing and we really wanted to make it easy for marketers.
• 16:41
  Hey, I want to activate on people who have high signal and everything, or I wanna
• 16:45
  activate on people who have high intent.
• 16:48
  And doing that has allowed marketers to really start to understand how
• 16:51
  to move people down funnel to really focus on full funnel marketing.
• 16:55
  If you drive in thousands of leads and content syndication, you can't
• 16:58
  possibly retarget them, right?
• 16:59
  But if you look at the accounts that are represented there and you say,
• 17:02
  well, 20% of them or 10% of them are in market, I'm using generous numbers.
• 17:08
  And you surround those, you can afford that.
• 17:10
  You know, Lauren says it a lot.
• 17:11
  It's free.
• 17:12
  You don't need more money to do this.
• 17:13
  It's about optimizing your spend, especially in the
• 17:16
  middle and lower funnel areas.
• 17:19
  Matt Heinz: Last question, I think I want to let you guys go for you, Lauren,
• 17:23
  big achievement of all the different programs to be on stage tomorrow.
• 17:26
  So congratulations on that.
• 17:27
  But I'm curious, as you think about the next 12 plus months, what are the things
• 17:32
  that are gonna help you keep that edge?
• 17:34
  What are the things you think are gonna be the short term, near term challenges
• 17:38
  to continue to deliver this kind of revenue value for the organization?
• 17:42
  Lauren Daley: For our company it's getting marketers to
• 17:45
  understand how to now activate.
• 17:48
  So I think Jeremy and I have done a great job of.
• 17:52
  Helping them understand that this shift is important and they should care.
• 17:56
  And now they're asking us, okay, well how do I do this?
• 17:58
  How do I incorporate all this data, these buyer signals into my targeting efforts?
• 18:03
  How do I, as Jeremy said progress them down our funnel into Pipeline.
• 18:09
  And so that's a big area that Jeremy and I are going to be
• 18:12
  focused on in the next 12 months.
• 18:14
  And then we were also talking earlier about.
• 18:17
  The vendor landscape and how Jeremy and I really had to piece this
• 18:21
  together with our tech stack.
• 18:23
  And we luckily have some really talented technical people on our team that we've
• 18:29
  partnered with to make this happen.
• 18:31
  But I'm excited to.
• 18:32
  See more vendor partnerships coming to fruition.
• 18:36
  So I know like Demandbase and Lean Data have a partnership and I feel that's
• 18:41
  gonna really help propel this forward and allow us to activate more effectively.
• 18:47
  Yeah,
• 18:47
  Jeremy Schwartz: absolutely.
• 18:48
  The other thing is some new metrics that we focus on, and I've already
• 18:51
  talked about campaign to opp.
• 18:52
  The other two metrics that we really are working on from a marketing perspective
• 18:56
  is we're teaching marketers to focus on targeting the complete buying group.
• 19:00
  Instead of just individual personas, we want the majority of representation
• 19:05
  of the personas we need for a particular product or solution.
• 19:08
  The other one is buying group coverage.
• 19:10
  If we look at our total opportunity universe, only about in the last quarter,
• 19:15
  only about 12% of our opportunities were.
• 19:17
  With buying groups.
• 19:19
  So we are setting goals of increasing that coverage.
• 19:21
  We want to go to 15%, we wanna go to 20%.
• 19:24
  Remember all those metrics I talked about are up.
• 19:26
  Mm. So given that if we can increase the coverage, what happens to our bottom line?
• 19:30
  Mm-hmm.
• 19:30
  If we're generating a lot of what we call incremental Pipeline, we can do
• 19:35
  a lot better if we go increasing that coverage of opps with buying groups.
• 19:40
  So those three metrics together are really what we're focused on over
• 19:42
  the next 12 months and teaching marketers how to really focus on
• 19:45
  those metrics within their campaigns.
• 19:48
  Matt Heinz: Love it.
• 19:48
  Lauren Daley.
• 19:49
  Jeremy Schwartz, Palo Alto Networks.
• 19:51
  Congratulations again on the award.
• 19:53
  Thank you for being here.
• 19:54
  Lauren Daley: Thank you.
• 19:54
  Jeremy Schwartz: Thanks so much.