Aiden's questions to Qualys Inc (QLYS) leadership • Q2 2025
Question
Aiden, on behalf of Rob Owens from Piper Sandler & Co., asked how channel and customer education for new products are tracking against expectations and what hurdles remain for adoption, especially with AI.
Answer
CEO Sumedh Thakar responded that CISO workshops have been effective for top-of-funnel engagement. He explained that since the Risk Operation Center (ROC) concept is new, the sales cycle involves educating customers who may not have a pre-existing budget. The current focus is on converting this strong initial interest into closed deals and scaling the educational efforts.