Transcript
and the company first, and then we can go into the news. Great. First, thanks for having me. I'm a big fan of the show. Thanks so much. It's an honor. And I'm a local in La Cunada, so pretty close to where you guys are. No way. No way. I live in Pasadena. That's amazing. Yeah, I knew that. But I'm Chris Mattarisi, founder of Ninja One. At Ninja, we believe the hardest problem in IT today is complexity and fragmentation at scale. As organizations are stitching together literally dozens of point solutions just to manage, protect, back up, and support their endpoints. And that fragmentation creates cost, risk, poor service, et cetera. And Ninja solves this challenge by bringing all of these operations into one unified, modern, cloud-native platform. In short, we really just help our customers reduce spend, unify IT, and simplify work. That's our thesis. Okay. That makes a ton of sense. And I think anyone who's been inside of a big organization has felt that. At the same time, point solutions are great sometimes. And I'm wondering about how you do the dance between, well, we're so baked into this, we're so locked into this, or only this point solution does this particular strategy or technique for us or solves this problem for us. We just can't rip it out. How do you integrate different point solutions without having people actually need to pull back from the software or the solutions that are providing real value? Yeah. I mean, well, first of all, we try to create our own solutions that are all unified together so we can replace all of these point solutions. The average Ninja customer replaces seven point solutions. And I think our whole key, we're a product-led company, our thesis is to build the best possible product. So we think we've built some of the best possible point solutions and unifying them together not only saves IT teams hassle, complexity, having to manage all these solutions, but the nature of having multiple point solutions is there are gaps between the solutions. And those gaps not only are inefficient, but they create vectors of attack and risk. So by unifying those, we eliminate those gaps. Now, if there are great point solutions that we feel like we don't have an answer to, we integrate them into our platform. So our IT teams that use Ninja have one pane of glass, fully integrated. Hopefully they've removed 10 point solutions. They're using Ninja to take care of all of their problems. And if there are one or two point solutions they love that they can't replace a Ninja, we have integrations for a lot of them. You have some huge customers, Deloitte, Porsche, Hyundai, Carnival Cruise, all companies that people know, Kawasaki, Birkenstock. But at the same time, you have 40,000 organizations on board. So what does the long tail look like? What's the smallest customer you're working with? How are you positioning yourself in the market and winning deals? Yeah. I mean, people ask me, who is Ninja's customer? And I'd answer it's every business in the world, literally, is a potential customer. So for small companies, we sell through MSPs, which are managed service providers. They may manage six local accounting firms and two law firms and a pizza shop. And all the way up to the largest enterprise customers. We've got some very large Fortune 10 customers we can't name. So we can literally service everybody. Yeah. Talk about the sword. Oh, yeah, the sword. Game of Thrones fans. So for those of you who watch Game of Thrones, that's Jon Snow's sword. Do they have flashbangs in Game of Thrones? I don't think so. We have flashbangs here on the show. I'm a big video gamer too, so they've got flashbangs in video games. What games? What games? We play everything. Okay. I actually started a couple companies that were video game companies. No way. My co-founder is really big into Call of Duty. So we've got Call of Duty. They got flashbangs in Call of Duty. They also got smoke grenades in Call of Duty. Exactly. UAV, I love that. And I'm into more of the strategy games. Are you? Are you a counter-strike? Oh, you're more strategy games. Okay. So are we doing counter-strikes or like Age of Empires, or are we doing Hearts of Iron? You know, we've done Age of Empires, but even games like Hearthstone or even my partner and I actually started playing Axis and Allies when we were kids. That's a great game. We always say Ninja is one big strategy game. It's just a high-stakes strategy game, but it's still fun. My business is so addicting. Is it getting more high stakes in the age of AI? Is it because of security risk? Or is it a pure accelerant to your business? How have you been processing the last few years? It feels like it's a great place to be with 40,000 organizations, 140 countries, lots of opportunity. But what is the shape of the impact actually been? Yeah. One thing I'd say is that's 40,000 customers. As I mentioned, some of those customers are MSPs that service hundreds of customers. So we might have close to a million businesses using Ninja. Whoa, that's crazy. But as far as AI, we see AI as a real tailwind that's been accelerating our growth and it's going to continue to accelerate our growth for three reasons. First, we monitor devices. And we've seen over the last several years device proliferation, and I think we're going to continue to see that, you know, laptops, computers, but it's smartwatches. It's Microsoft launched some smart badge and like Microsoft launched a desktop device and like it's clearly leaking into everything. Even fast food restaurants, you know, it's it's not only the computers in the restaurants, it's not only the point of service equipment, the order boards, but now the friars are endpoints, the grillers are endpoints, and we monitor all of those. With AI, we're going to have robots and even more devices coming in. So the more devices, the better it is for us, because that's more devices for us to manage. So, you know, that's one real tailwind. Secondly, we're incorporating AI into all of our products. So AI is making our product more efficient and more powerful, and that's more valuable to our customers. And we're also coming up with a number of AI native products that we just released a vulnerability product. We have a patch intelligence product. And then finally, and perhaps more importantly, and we've seen in the news even today, that AI is creating more vectors of attack. So more vulnerabilities are exposed. More things are being need to be monitored and managed because of those vulnerabilities and they need to be patched quickly. And that makes our product even more valuable. Very cool. Where is the company based primarily? You said you're in LA, but is the company distributed? I'm in LA, but we're all over the world. Our largest offices are in Austin, Texas, Florida, and Berlin, Germany. But we've got offices in Australia, England, Singapore, Spain, Philippines, you know, Indonesia, a bunch more. Global. I love it. I love it. Well, thanks so much for taking the time to come. Yeah, it's great to meet you, Chris. Thanks for coming on. And congrats on a massive milestone. I'm sure you'll be back on very soon. I don't think we hit the gong. Tell us about the fundraiser. Yeah, we got it. We got it. How much did you raise? So we raised $400 million. At a $12.3 billion company valuation. Fantastic. There we go. Doubling the valuation since February 2025. Thank you so much for taking the time to come chat with us. Not bad at all. Have a good rest of your day. Thank you. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Thank you for having me. Massive stuff. We'll talk to you soon. Great hanging out.
