Jfrog Ltd To Host Investor and Analyst Event at swampUP Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Sanjit Singh - Morgan Stanley - Analyst : Sanjit Singh, Morgan Stanley. Thank you, Shlomi, for the great session today. And a lot of announcements. And I think from my perspective, since the kind of higher rate environment has taken hold, I've seen JFrog's product velocity enormously accelerate. And that's the good thing. I think what a lot of investors are trying to figure out is the go-to-market motion behind that. So let's take the GitHub announcement, the native integration today. So it sounds like you're natively integrating the platform from the product side. It sounds like, from a developer, workflows are going to be much more seamless. What can you tell us on the go-to-market side with GitHub? Are there any sort of financial incentives for their salespeople behind it or any sort of -- what's the go-to-market strategy for those joint JFrog-GitHub customers to drive that consolidation opportunity that you were speaking to? Shlomi Ben-Haim - Jfrog Ltd - Chairman of the Board, Co-Founder Yes. Thank you, Sanjit. Good question. What we have learned in the past 15 years that when you sell from the bottom up or top down that you sell developer tools, first thing you should do is to build your credibility, and first thing is to avoid any fluff about integration of features. And when you say a real platform experience, you should stand behind your world. So we build it in tiers, and we want to deliver it. Next month, GitHub Universe will kind of cover also the beta program of Copilot. And once it will be adopted, this will be, for me, the trigger to start and speak about co-sell. We already have co-marketing, everything we do here, as you saw, is in full collaboration with GitHub and with Microsoft. But when it comes to joint packages, joint subscription, same offering offered by different salespeople, this is too early. We will wait for the adoption, and we will see it happening. But as you know, net new is not only coming from prospect and new customers. It's also coming from the renewals. And I can already say that from what I hear, and it's too early, this is also a tool for retention. We have 97% retention rate, which is amazing. I'm very honored, but I know that I have -- as we grow and as we expand and as we cover more and more persona, I have to invest not only in net new and new offering, but also in retention. And the GitHub integration, once you chose GitHub and JFrog, especially if you migrate it to solutions like that and especially when you combine security on that, it would be a very important investment that you do. You don't just move two years after or three years after. So retention is also very important.