Jfrog Ltd at William Blair Growth Stock Conference Transcript

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

Question: Jason Ader - William Blair - Analyst : We don't have any slides today. So we're just going to do a fireside chat format. I'm just going to kick it off, Jacob, with a question for investors that are less familiar with JFrog. Can you just give us a quick overview of the history of the company, what you guys sell, and who your customers are?

Question: Jason Ader - William Blair - Analyst : Let's talk about the first, the DevOps core. Just explain to the nontechnical investor how it works, what is it replacing, what were people doing before they adopted Artifactory? And then maybe just talk about sort of some of your position you have in that market.

Question: Jason Ader - William Blair - Analyst : Got you. Okay. And then let's talk about security. You guys have had the Xray product for a while. Maybe we just talk about Xray and then how it's morphed into something a lot broader. And I know you've done some acquisitions in that space, but just talk about your strategy in security and some of the specific products you brought to market.

Question: Jason Ader - William Blair - Analyst : Let's double-click on that because we were talking yesterday about how JFrog is at a kind of a strategic control point in the DevOps workflow.

Question: Jason Ader - William Blair - Analyst : Maybe just talk about why that is and why you guys are in a very unique position to add some of this supply chain security?

Question: Jason Ader - William Blair - Analyst : How we doing on the technical stuff here? Are we too -- is this going over people's heads? Can you give me a little bit of feedback here? Should we should go a little more high level, or how are you guys feeling about it? Anybody? It's okay. All right. Okay. I just want to be careful because I know we're sort of getting into the weeds a little bit. Let's switch gears to gen AI on everybody's mind. What could gen AI and software co-pilot in terms of more packages, more package types, and sort of heightened security risks?

Question: Jason Ader - William Blair - Analyst : Got you. And in terms of the pricing model for you guys, are you user base pricing, consumption-based pricing? And then maybe talk through some of the different tiers that you offer.

Question: Jason Ader - William Blair - Analyst : Okay. And maybe talk about the impact of macro on the business. You talked about the cloud side of the business in particular. Maybe some comments on optimization.

Question: Jason Ader - William Blair - Analyst : Okay. So let's call it -- we're more than halfway done with the optimization, you think?

Question: Jason Ader - William Blair - Analyst : All right. Let's turn to competition. Who are you competing against most of the time? And how do you position yourself against some of the

Question: Jason Ader - William Blair - Analyst : Great. But let's turn to go to market. Since the IPO, when you guys were kind of primarily a bottom-up, selling directly to developers, you've evolved into more of a enterprise and channel organization

Question: Jason Ader - William Blair - Analyst : Maybe just talk about how that's played out and where you are on that journey. REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. JUNE 06, 2023 / 5:00PM, FROG.OQ - Jfrog Ltd at William Blair Growth Stock Conference

Question: Jason Ader - William Blair - Analyst : Got you. So do you feel like you have a lot more work to do on the direct sales or enterprise sales side? Or are you feeling pretty good about where you are today?

Question: Jason Ader - William Blair - Analyst : Okay, great. And then on the operating model, what's the long-term targets on profitability? I know you've set some specific dates. But how do you get there?

Question: Jason Ader - William Blair - Analyst : Anybody who have any questions, we're going to do the breakout right after this off at Adler. But if anybody has any questions in the last minute and a half, feel free to ask. If not, I'll just kind of leave you with my final question, Jacob, which is you've met with a lot of investors over the last several years. What do you think is least appreciated or most underappreciated about JFrog story?

Question: Jason Ader - William Blair - Analyst : Great. All right. Well, thank you, Jacob. And thank you, everybody, for joining us. And again, we'll be up in Adler for the breakout.