Oracle loses $10B JEDI cloud contract appeal yet again

Oracle was never fond of the JEDI cloud contract process, that massive $10 billion, decade-long Department of Defense cloud contract that went to a single vendor. It was forever arguing to anyone who would listen that that process was faulty and favored Amazon.

Yesterday it lost another round in court when the U.S. Court of Appeals rejected the database giant’s argument that the procurement process was flawed because it went to a single vendor. It also didn’t buy that there was a conflict of interest because a former Amazon employee was involved in writing the DoD’s request for proposal criteria.

On the latter point, the court wrote, “The court addressed the question whether the contracting officer had properly assessed the impact of the conflicts on the procurement and found that she had.”

Further, the court found that Oracle’s case didn’t have merit in some cases because it failed to meet certain basic contractual criteria. In other cases, it didn’t find that the DoD violated any specific procurement rules with this bidding process.

This represents the third time the company has tried to appeal the process in some way, four if you include direct executive intervention with the president. In fact, even before the RFP had been released in April 2018, CEO Safra Catz brought complaints to the president that the bid favored Amazon.

In November 2018, the Government Accountability Office (GAO) denied Oracle’s protest that it favored Amazon or any of the other points in their complaint. The following month, the company filed a $10 billion lawsuit in federal court, which was denied last August. Yesterday’s ruling is on the appeal of that decision.

It’s worth noting that for all its complaints that the deal favored Amazon, Microsoft actually won the bid. Even with that determination, the deal remains tied up in litigation as Amazon has filed multiple complaints, alleging that the president interfered with the deal and that they should have won on merit.

As with all things related to this contract, the drama has never stopped.

Feature Spotlight: Introducing Cloud Funnel, the EDR Data Lake

Next generation EDR solutions create a wealth of endpoint telemetry data, operating autonomously to provide real-time endpoint protection, detection, and response, with or without a cloud connection. When such a cloud connection is available, this telemetry is securely streamed up to the cloud data lake. For many enterprises, a cloud data lake is the preferred option. For some, however, and for any number of reasons, storage of their EDR telemetry in their own enterprise data lake is required. To address this need, SentinelOne created Cloud Funnel.

Data Retention in the Cloud Data Lake

Let’s first consider the cloud data lake case. With SentinelOne Complete, an autonomous, lightweight SentinelOne agent is deployed to protect each of your Windows, macOS, and Linux endpoints. Even when offline (i.e., not connected to the cloud), the SentinelOne agent can detect and autonomously respond to security threats at the endpoint, using behavioral AI to identify processes gone wild, correlate related activity, and automatically assemble these events into a comprehensive event Storyline™ as shown in the figure below. When a cloud connection becomes available, each endpoint’s telemetry is uploaded to the SentinelOne Deep Visibility™ cloud, where aggregated analysis and threat hunting operations are managed from the SentinelOne management console.

Figure 1: Correlated Storyline™ telemetry viewed within the SentinelOne console

A wide variety of data retention options are available. And while this EDR data retention in the cloud fits most customer use cases, some organizations prefer to maintain a copy of their telemetry data within their own on-prem data lake. This is where the optional SentinelOne Cloud Funnel capability comes into focus.

Create Your Own Data Lake with Cloud Funnel

Cloud Funnel is a data subscription that enables you to store your organization’s EDR data locally in your own data lake. From there, security teams may take any number of actions on their EDR data.

Figure 2: What is Cloud Funnel?

Typical use cases for this data include:

  • Extended retention. SentinelOne currently offers various retention options, starting with 14 days, and extending up to a full year. However, you may want additional retention beyond a year, or you may want to be in direct control of your retention policy.
  • Regulatory Compliance and Audit Considerations. The various procedures and regulations that govern your business may require you to have custody of your EDR event data, and direct access to retrieve specific event data.
  • Correlation to other Data Sources. SentinelOne’s Deep Visibility cloud equips you to powerfully and intuitively analyze the entire scope of EDR data. Even so, cross-correlating endpoint telemetry to different data sources from across your enterprise might reveal further insight on potential threats. For example, combining firewall logs or active directory logs with EDR data from the SentinelOne agents could potentially reveal new findings. Cloud Funnel empowers you to achieve this in your own data lake.
  • Integration with Security Tools. The SentinelOne console provides a rich set of capabilities for managing your endpoint fleet, analyzing threats, configuring firewall and device policies, and more. You may also have investments in other components of a security stack, such as a SIEM, and wish to consolidate all your security operations in a single infrastructure. Cloud Funnel affords you the option to do exactly that.
  • SOAR Workflows. You may have an existing Security Orchestration, Automation and Response (SOAR) solution, with bespoke workflows that are aligned with your existing security processes. Cloud Funnel integrates SentinelOne EDR events directly with these workflows. For example, you may wish to automatically open a support tracking ticket whenever you encounter an EDR event that is associated with a specific set of conditions.
Cloud Funnel by SentinelOne
Aggregated Endpoint Telemetry in Your Data Lake.
Retain Your Data Locally. Correlate With Other Data Sources. Automate SOAR Workflows.

How Does Cloud Funnel Work?

Considering the sheer volume of EDR data generated by SentinelOne endpoints, we chose to build the solution based on Apache Kafka, an open-source distributed event streaming platform used by thousands of companies for high-performance data pipelines, streaming analytics, data integration, and mission-critical applications.

We chose Kafka for the following reasons:

  • Proven. Kafka is a tried and tested open source industry solution for messaging that is capable of supporting throughput of thousands of messages per second. It is capable of handling these messages with very low latency in the range of milliseconds, as demanded by most EDR use cases. It is also very durable, fault tolerant, and scalable, allowing us to expand the solution gradually as we on-board more and more customers.
  • Consumer-friendly. It is possible to integrate with a variety of consumers using Kafka, in different languages and based on different behaviours that match the consumption use-case. SentinelOne provides a code sample in Java via its Knowledge Base platform. Samples in additional languages can be provided upon request.
  • Secure. Kafka supports Salted Challenge Response Authentication Mechanism (SCRAM), an authentication solution from the SASL (Simple Authentication and Security Layer) family that addresses the security concerns with traditional username/password authentication mechanisms. We create a separate topic per customer account, and the communication is encrypted with SSL based on TLS1.2+ connection.
Figure 3: Sample Cloud Funnel Output translated to JSON

We chose the Protobuf as the protocol for the DV (Deep Visibility) event schema because it is language-independent, interoperable, extensible, and backward compatible.

Once you subscribe to Cloud Funnel, you will receive, from our support agents, the export schema, the topic name, the Kafka Broker address and the consumer credentials (user and password). You will also get a link to our Knowledge Base article with instructions on how to connect.

Conclusion

We believe Cloud Funnel is a powerful complement to the existing console-based Deep Visibility offering, and the perfect solution for customers interested in maintaining their own EDR data repository.

To learn more about how Cloud Funnel can work for you, contact us for more information or request a free demo.


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Read more about Cyber Security

A SonicWall cloud bug exposed corporate networks to hackers

A newly discovered bug in a cloud system used to manage SonicWall firewalls could have allowed hackers to break into thousands of corporate networks.

Enterprise firewalls and virtual private network appliances are vital gatekeepers tasked with protecting corporate networks from hackers and cyberattacks while still letting in employees working from home during the pandemic. Even though most offices are empty, hackers frequently look for bugs in critical network gear in order to break into company networks to steal data or plant malware.

Vangelis Stykas, a researcher at security firm Pen Test Partners, found the new bug in SonicWall’s Global Management System (GMS), a web app that lets IT departments remotely configure their SonicWall devices across the network.

But the bug, if exploited, meant any existing user with access to SonicWall’s GMS could create a user account with access to any other company’s network without permission.

From there, the newly created account could remotely manage the SonicWall gear of that company.

In a blog post shared with TechCrunch, Stykas said there were two barriers to entry. Firstly, a would-be attacker would need an existing SonicWall GMS user account. The easiest way — and what Stykas did to independently test the bug — was to buy a SonicWall device.

The second issue was that the would-be attacker would also need to guess a unique seven-digit number associated with another company’s network. But Stykas said that this number appeared to be sequential and could be easily enumerated, one after the other.

Once inside a company’s network, the attacker could deliver ransomware directly to the internal systems of their victims, an increasingly popular tactic for financially driven hackers.

SonicWall confirmed the bug is now fixed. But Stykas criticized the company for taking more than two weeks to patch the vulnerability, which he described as “trivial” to exploit.

“Even car alarm vendors have fixed similar issues inside three days of us reporting,” he wrote.

A SonicWall spokesperson defended the decision to subject the fix to a “full” quality check before it was rolled out, and said it is “not aware” of any exploitation of the vulnerability.

Transposit scores $35M to build data-driven runbooks for faster disaster recovery

Transposit is a company built by engineers to help engineers, and one big way to help them is to get systems up and running faster when things go wrong — as they always will at some point. Transposit has come up with a way to build runbooks for faster disaster recovery, while using data to update them in an automated fashion.

Today, the company announced a $35 million Series B investment led by Altimeter Capital, with participation from existing investors Sutter Hill Ventures, SignalFire and Unusual Ventures. Today’s investment brings the total raised to $50.4 million, according to the company.

Company CEO Divanny Lamas and CTO and founder Tina Huang see technology issues as less an engineering problem and more as a human problem, because it’s humans who have to clean up the messes when things go wrong. Huang says forgetting the human side of things is where she thinks technology has gone astray.

“We know that the real superpower of the product is that we focus on the human and the user side of things. And as a result, we’re building an engineering culture that I think is somewhat differentiated,” Huang told TechCrunch.

Transposit is a platform that at its core helps manage APIs, connections to other programs, so it starts with a basic understanding of how various underlying technologies work together inside a company. This is essential for a tool that is trying to help engineers in a moment of panic figure out how to get back to a working state.

When it comes to disaster recovery, there are essentially two pieces: getting the systems working again, then figuring out what happened. For the first piece, the company is building data-driven runbooks. By being data-driven, they aren’t static documents. Instead, the underlying machine learning algorithms can look at how the engineers recovered and adjust accordingly.

Transposit diaster recovery dashboard

Image Credits: Transposit

“We realized that no one was focusing on what we realize is the root problem here, which is how do I have access to the right set of data to make it easier to reconstruct that timeline, and understand what happened? We took those two pieces together, this notion that runbooks are a critical piece of how you spread knowledge and spread process, and this other piece, which is the data, is critical,” Huang said.

Today the company has 26 employees, including Huang and Lamas, who Huang brought on board from Splunk last year to be CEO. The company is somewhat unique having two women running the organization, and they are trying to build a diverse workforce as they build their company to 50 people in the next 12 months.

The current make-up is 47% female engineers, and the goal is to remain diverse as they build the company, something that Lamas admits is challenging to do. “I wish I had a magic answer, or that Tina had a magic answer. The reality is that we’re just very demanding on recruiters. And we are very insistent that we have a diverse pipeline of candidates, and are constantly looking at our numbers and looking at how we’re doing,” Lamas said.

She says being diverse actually makes it easier to recruit good candidates. “People want to work at diverse companies. And so it gives us a real edge from a kind of culture perspective, and we find that we get really amazing candidates that are just tired of the status quo. They’re tired of the old way of doing things and they want to work in a company that reflects the world that they want to live in,” she said.

The company, which launched in 2016, took a few years to build the first piece, the underlying API platform. This year it added the disaster recovery piece on top of that platform, and has been running its beta since the beginning of the summer. They hope to add additional beta customers before making it generally available later this year.

Hypatos gets $11.8M for a deep learning approach to document processing

Process automation startup Hypatos has raised a €10 million (~$11.8 million) seed round of funding from investors including Blackfin Tech, Grazia Equity, UVC Partners and Plug & Play Ventures.

The Germany and Poland-based company was spun out of AI for accounting startup Smacc at the back end of 2018 to apply deep learning tech to power a wider range of back-office automation, with a focus on industries with heavy financial document processing needs, such as the financial and insurance sectors.

Hypatos is applying language processing AI and computer vision tech to speed up financial document processing for business use cases such as invoices, travel and expense management, loan application validation and insurance claims handling via — touting a training data set of more than 10 million annotated data entities.

It says the new seed funding will go on R&D to expand its portfolio of AI models so it can automate business processing for more types of documents, as well as for fueling growth in Europe, North American and Asia. Its customer base at this point includes Fortune 500 companies, major accounting firms and more than 300 software companies.

While there are plenty of business process automation plays, Hypatos says its use of deep learning tech supports an “in-depth understanding” of document content — which in turn allows it to offer customers a “soup to nuts” automation menu that covers document classification, information capturing, content validation and data enrichment.

It dubs its approach “cognitive process automation” (CPA) versus more basic applications of business process automation with software robots (RPA), which it argues aren’t so contextually savvy — thereby claiming an edge.

As well as document processing solutions, it has developed machine learning modules for enhancing customers’ existing systems (e.g. ECM, ERP, CRM, RPA); and offers APIs for software providers to draw on its machine learning tech for their own applications.

“All offerings include machine learning pipeline software for continuous model training in the cloud or in on-premise deployments,” it notes in a press release.

“We have deep knowledge of how financial documents are processed and millions of data entities in our training data,” says chief commercial officer Cem Dilmegani, discussing where Hypatos fits in the business process automation landscape. “We get compared to RPA companies like UiPath, enterprise content management (ECM) companies like Kofax Readsoft as well as generalist ML document automation companies like Hyperscience. However, we are quite different.

“We focus on end-to-end automation, we don’t only help companies capture data, we help them process it using our deep domain understanding, enabling higher rates of automation. For example, to automate incoming invoice processing (A/P automation) we apply our document understanding AI to capture all data, classify the document, identify the specific goods and services, validate for internal/external compliance and assign financial accounts, cost centers, cost categories etc. to automate all processing tasks.

“Finally, we offer this technology as components easily accessible via APIs. This allows RPA or ECM users to leverage our technology and increase their level of automation.”

Hypatos claims it’s seeing uplift as a result of the coronavirus pandemic — noting it’s providing a service to more than a dozen Fortune 500 companies to help with in-shoring efforts, which it says are accelerating as a result of COVID-19 putting pressure on the traditional business process outsourcing model as offshore workforce productivity in lower wage regions is affected by coronavirus lockdowns.

“We believe that we are in a pivotal moment of machine learning adoption in large organizations,” adds Andreas Unseld, partner at UVC Partners, in a supporting statement. “Hypatos’ technology provides ample opportunity to transform many core business processes. We’re impressed by the Hypatos machine learning technology and see the team in a perfect position to take a leading role in the machine learning revolution to come.”

The Joys of Owning an ‘OG’ Email Account

When you own a short email address at a popular email provider, you are bound to get gobs of spam, and more than a few alerts about random people trying to seize control over the account. If your account name is short and desirable enough, this kind of activity can make the account less reliable for day-to-day communications because it tends to bury emails you do want to receive. But there is also a puzzling side to all this noise: Random people tend to use your account as if it were theirs, and often for some fairly sensitive services online.

About 16 years ago — back when you actually had to be invited by an existing Google Mail user in order to open a new Gmail account — I was able to get hold of a very short email address on the service that hadn’t yet been reserved. Naming the address here would only invite more spam and account hijack attempts, but let’s just say the account name has something to do with computer hacking.

Because it’s a relatively short username, it is what’s known as an “OG” or “original gangster” account. These account names tend to be highly prized among certain communities, who busy themselves with trying to hack them for personal use or resale. Hence, the constant account takeover requests.

What is endlessly fascinating is how many people think it’s a good idea to sign up for important accounts online using my email address. Naturally, my account has been signed up involuntarily for nearly every dating and porn website there is. That is to be expected, I suppose.

But what still blows me away is the number of financial and other sensitive accounts I could access if I were of a devious mind. This particular email address has accounts that I never asked for at H&R Block, Turbotax, TaxAct, iTunes, LastPass, Dashlane, MyPCBackup, and Credit Karma, to name just a few. I’ve lost count of the number of active bank, ISP and web hosting accounts I can tap into.

I’m perpetually amazed by how many other Gmail users and people on similarly-sized webmail providers have opted to pick my account as a backup address if they should ever lose access to their inbox. Almost certainly, these users just lazily picked my account name at random when asked for a backup email — apparently without fully realizing the potential ramifications of doing so. At last check, my account is listed as the backup for more than three dozen Yahoo, Microsoft and other Gmail accounts and their associated file-sharing services.

If for some reason I ever needed to order pet food or medications online, my phantom accounts at Chewy, Coupaw and Petco have me covered. If any of my Weber grill parts ever fail, I’m set for life on that front. The Weber emails I periodically receive remind me of a piece I wrote many years ago for The Washington Post, about companies sending email from [companynamehere]@donotreply.com, without considering that someone might own that domain. Someone did, and the results were often hilarious.

It’s probably a good thing I’m not massively into computer games, because the online gaming (and gambling) profiles tied to my old Gmail account are innumerable.

For several years until recently, I was receiving the monthly statements intended for an older gentleman in India who had the bright idea of using my Gmail account to manage his substantial retirement holdings. Thankfully, after reaching out to him he finally removed my address from his profile, although he never responded to questions about how this might have happened.

On balance, I’ve learned it’s better just not to ask. On multiple occasions, I’d spend a few minutes trying to figure out if the email addresses using my Gmail as a backup were created by real people or just spam bots of some sort. And then I’d send a polite note to those that fell into the former camp, explaining why this was a bad idea and ask what motivated them to do so.

Perhaps because my Gmail account name includes a hacking term, the few responses I’ve received have been less than cheerful. Despite my including detailed instructions on how to undo what she’d done, one woman in Florida screamed in an ALL CAPS reply that I was trying to phish her and that her husband was a police officer who would soon hunt me down. Alas, I still get notifications anytime she logs into her Yahoo account.

Probably for the same reason the Florida lady assumed I was a malicious hacker, my account constantly gets requests from random people who wish to hire me to hack into someone else’s account. I never respond to those either, although I’ll admit that sometimes when I’m procrastinating over something the temptation arises.

Losing access to your inbox can open you up to a cascading nightmare of other problems. Having a backup email address tied to your inbox is a good idea, but obviously only if you also control that backup address.

More importantly, make sure you’re availing yourself of the most secure form of multi-factor authentication offered by the provider. These may range from authentication options like one-time codes sent via email, phone calls, SMS or mobile app, to more robust, true “2-factor authentication” or 2FA options (something you have and something you know), such as security keys or push-based 2FA such as Duo Security (an advertiser on this site and a service I have used for years).

Email, SMS and app-based one-time codes are considered less robust from a security perspective because they can be undermined by a variety of well-established attack scenarios, from SIM-swapping to mobile-based malware. So it makes sense to secure your accounts with the strongest form of MFA available. But please bear in mind that if the only added authentication options offered by a site you frequent are SMS and/or phone calls, this is still better than simply relying on a password to secure your account.

Maybe you’ve put off enabling multi-factor authentication for your important accounts, and if that describes you, please take a moment to visit twofactorauth.org and see whether you can harden your various accounts.

As I noted in June’s story, Turn on MFA Before Crooks Do It For You, people who don’t take advantage of these added safeguards may find it far more difficult to regain access when their account gets hacked, because increasingly thieves will enable multi-factor options and tie the account to a device they control.

Are you in possession of an OG email account? Feel free to sound off in the comments below about some of the more gonzo stuff that winds up in your inbox.

InfoSum raises $15.1M for its privacy-first, federated approach to big data analytics

Data protection and data privacy have gone from niche concerns to mainstream issues in the last several years, thanks to new regulations and a cascade of costly breaches that have laid bare the problems that arise when information and data security are treated haphazardly.

Yet that swing has also thrown up a whole series of issues for organisations and business functions that depend on sharing and exchanging data in order to work. Today, a startup that has built a new way of exchanging data while still keeping privacy in mind — starting first by applying the concept to the “marketing industrial complex” — is announcing a round of funding as it continues to pick up momentum.

InfoSum, a London startup that has built a way for organizations to share their data with each other without passing it on to each other — by way of a federated, decentralized architecture that uses mathematical representations to organise, “read” and query the data — is today announcing that it has raised $15.1 million.

Data may be the new oil, but according to founder and CEO Nick Halstead, that just means “it’s sticky and gets all over the place.” That is to say, InfoSum is looking for a new way to use data that is less messy, and less prone to leakage, and ultimately devaluation.

The Series A is being co-led by Upfront Ventures and IA Ventures. A number of strategics using InfoSum — Ascential, Akamai, Experian, British broadcaster ITV and AT&T’s Xandr — are also participating in the round. The startup has raised $23 million to date.

Nicholas Halstead, the founder and CEO who previously had founded and led another big data company, DataSift (the startup that gained early fame as a middleman for Twitter’s firehose of data, until Twitter called time on that relationship to push its own business strategy), said in an interview that the plan is to use the funding to continue fueling its growth, with a specific focus on the U.S. market.

To that end, Brian Lesser — the founder and former CEO of Xandr (AT&T’s adtech business that is now a part of AT&T’s WarnerMedia), and previous to that the North American CEO of GroupM — is joining the company as executive chairman. Lesser had originally led Xandr’s investment into InfoSum and had previously been on the board of the startup.

InfoSum got its start several years ago as CognitiveLogic, founded at a time when Halstead was first starting to get his head around the problems that were becoming increasingly urgent in how data was being used by companies, and how newer information architecture models using data warehousing and cloud computing could help solve that.

“I saw the opportunity for data collaboration in a more private way, helping enable companies to work together when it came to customer data,” he said. This eventually led to the company releasing its first product two years ago.

In the interim, and since then, that trend, he noted, has only gained momentum, spurred by the rise of companies like Snowflake that have disrupted the world of data warehousing, cookies have started to increasingly go out of style (and some believe will disappear altogether over time) and the concept of federated architecture has become much more ubiquitous, applied to identity management and other areas.

All of this means that InfoSum’s solution today may be aimed at martech, but it is something that affects a number of industries. Indeed, the decision to focus on marketing technology, he said, was partly because that is the industry that Halstead worked most closely with at DataSift, although the plan is to expand to other verticals as well.

“We’ve done a lot of work to change the marketing industrial complex,” said Lesser, “but its bigger use cases are in areas like finance and healthcare.”

12 Paris-based VCs look at the state of their city

Four years after the Great Recession, France’s newly elected socialist president François Hollande raised taxes and increased regulations on founder-led startups. The subsequent flight of entrepreneurs to places like London and Silicon Valley portrayed France as a tough place to launch a company. By 2016, France’s national statistics bureau estimated that about three million native-born citizens had moved abroad.

Those who remained fought back: The Family was an early accelerator that encouraged French entrepreneurs to adopt Silicon Valley’s startup methodology, and the 2012 creation of Bpifrance, a public investment bank, put money into the startup ecosystem system via investors. Organizers founded La French Tech to beat the drum about native startups.

When President Emmanuel Macron took office in May 2017, he scrapped the wealth tax on everything except property assets and introduced a flat 30% tax rate on capital gains. Station F, a giant startup campus funded by billionaire entrepreneur Xavier Niel on the site of a former railway station, began attracting international talent. Tony Fadell, one of the fathers of the iPod and founder of Nest Labs, moved to Paris to set up investment firm Future Shape; VivaTech was created with government backing to become one of Europe’s largest startup conference and expos.

Now, in the COVID-19 era, the government has made €4 billion available to entrepreneurs to keep the lights on. According to a recent report from VC firm Atomico, there are 11 unicorns in France, including BlaBlaCar, OVHcloud, Deezer and Veepee. More appear to be coming; last year Macron said he wanted to see “25 French unicorns by 2025.”

According to Station F, by the end of August, there had been 24 funding rounds led by international VCs and a few big transactions. Enterprise artificial intelligence and machine-learning platform Dataiku raised a $100 million Series D round, and Paris-based gaming startup Voodoo raised an undisclosed amount from Tencent Holdings.

We asked 12 Paris-based investors to comment on the state of play in their city:

Alison Imbert, Partech

What trends are you most excited about investing in, generally?

All the fintechs addressing SMBs to help them to focus more on their core business (including banks disintermediation by fintech, new infrastructures tech that are lowering the barrier to entry to nonfintech companies).

What’s your latest, most exciting investment?

77foods (plant-based bacon) — love that alternative proteins trend as well. Obviously, we need to transform our diet toward more sustainable food. It’s the next challenge for humanity.

What are you looking for in your next investment, in general?
Impact investment: Logistic companies tackling the life cycle of products to reduce their carbon footprint and green fintech that reinvent our spending and investment strategy around more sustainable products.

Which areas are either oversaturated or would be too hard to compete in at this point for a new startup? What other types of products/services are you wary or concerned about?
D2C products.

How much are you focused on investing in your local ecosystem versus other startup hubs (or everywhere) in general? More than 50%? Less?
100% investing in France as I’m managing Paris Saclay Seed Fund, a €53 million fund, investing in pre-seed and seed startups launched by graduates and researchers from the best engineering and business schools from this ecosystem.

Which industries in your city and region seem well-positioned to thrive, or not, long term? What are companies you are excited about (your portfolio or not), which founders?
Deep tech, biotech and medical devices. Paris, and France in general, has thousands of outstanding engineers that graduate each year. Researchers are more and more willing to found companies to have a true impact on our society. I do believe that the ecosystem is more and more structured to help them to build such companies.

How should investors in other cities think about the overall investment climate and opportunities in your city?
Paris is booming for sure. It’s still behind London and Berlin probably. But we are seeing more and more European VC offices opening in the city to get direct access to our ecosystem. Even in seed rounds, we start to have European VCs competing against us. It’s good — that means that our startups are moving to the next level.

Do you expect to see a surge in more founders coming from geographies outside major cities in the years to come, with startup hubs losing people due to the pandemic and lingering concerns, plus the attraction of remote work?
For sure startups will more and more push for remote organizations. It’s an amazing way to combine quality of life for employees and attracting talent. Yet I don’t think it will be the majority. Not all founders are willing/able to build a fully remote company. It’s an important cultural choice and it’s adapted to a certain type of business. I believe in more flexible organization (e.g., tech team working remotely or 1-2 days a week for any employee).

Which industry segments that you invest in look weaker or more exposed to potential shifts in consumer and business behavior because of COVID-19? What are the opportunities startups may be able to tap into during these unprecedented times?
Travel and hospitality sectors are of course hugely impacted. Yet there are opportunities for helping those incumbents to face current challenges (e.g., better customer care and services, stronger flexibility, cost reduction and process automation).

How has COVID-19 impacted your investment strategy? What are the biggest worries of the founders in your portfolio? What is your advice to startups in your portfolio right now?
Cash is king more than ever before. My only piece of advice will be to keep a good level of cash as we have a limited view on events coming ahead. It’s easy to say but much more difficult to put in practice (e.g., to what extend should I reduce my cash burn? Should I keep on investing in the product? What is the impact on the sales team?). Startups should focus only on what is mission-critical for their clients. Yet it doesn’t impact our seed investments as we invest pre-revenue and often pre-product.

What is a moment that has given you hope in the last month or so? This can be professional, personal or a mix of the two.
There is no reason to be hopeless. Crises have happened in the past. Humanity has faced other pandemics. Humans are resilient and resourceful enough to adapt to a new environment and new constraints.

Salesforce beefing up field service offering with AI

Salesforce has been adding artificial intelligence to all parts of its platform for several years now. It calls the underlying artificial intelligence layer on the Salesforce platform Einstein. Today the company announced some enhancements to its field service offerings that take advantage of this capability.

Eric Jacobson, VP of product management at Salesforce says that when COVID hit, it pretty much stopped field service in its tracks during April, but like many other parts of business, it began to pick up again later in the quarter, and people still needed to have their appliances maintained.

“Even though we’re sheltering in place, the physical world still has physical needs. Hospitals still have to maintain their equipment. Employees still need to have equipment replaced or repaired while working at home and people still need their washing machine [or other appliances] repaired,” Jacobson said.

Today’s announcements are designed in some ways for a COVID world where efficiency is more critical than ever. That means the field service tech needs to be prepared ahead of time on all of the details of the nature of the repair. He or she has to have the right parts and customers need to know when their technician will be there.

While it’s possible to do much of that in a manual fashion, adding a dose of AI helps streamline and scale that process. For starters, the company announced Dynamic Priority. Certainly humans are capable of prioritizing a list of repairs, but by letting the machine set priority based on factors like service agreement type or how critical the repair is, it can organize calls much faster, leaving dispatchers to handle other tasks.

Even before the day starts, technicians receive their schedule and, using machine learning, can determine what parts they are most likely to need in the truck for the day’s repairs. Based on the nature of the repair and the particular make and model of machine, the Einstein Recommendation Builder can help predict the parts that will be needed to minimize the number of required trips, something that is important at all times, but especially during a pandemic.

“It’s always been an inconvenience and annoyance to have somebody come back for a follow-up appointment. But now it’s not just an annoyance, it’s actually a safety consideration for you and for the technician because it’s increased exposure,” Jacobson explained.

Salesforce also wants to give the customer the same capability they are used to getting in a rideshare app, where you can track the progress of the driver to your destination. Appointment Assistant, a new app, gives customers this ability, so they know when to expect the repair person to arrive.

Finally, Salesforce has teamed with ServiceMax to offer a new capability to get the big picture view of an asset with the goal of ensuring uptime, particularly important in settings like hospitals or manufacturing. “We’ve partnered with a long-time Salesforce partner ServiceMax to create a brand new offering that takes industry best practice and builds it right in. Asset 360 builds on top of Salesforce field service and delivers those specific capabilities around asset performance insight, viewing and managing up time and managing warranty processes to really ensure availability,” he said.

As with all Salesforce announcements, the availability of these capabilities will vary as each is in various forms of development. “Dynamic Priority will be generally available in October 2020. Einstein Recommendation Builder will be in beta in October 2020. Asset 360 will be generally available in November 2020. Appointment Assistant will be in closed pilot in US in October 2020,” according to information provided by the company.

InCountry raises $18M more to help SaaS companies store data locally

We’re seeing a gradual expansion of national regulations that require data from SaaS applications to be stored locally in the country where it’s sourced and used. Today a startup that’s built a service around that need — specifically, data residency-as-a-service — is announcing some funding to continue building out its company amid strong demand.

InCountry, which provides a set of solutions — comprising software as well as some consultancy — that helps companies comply with local regulations when adopting SaaS products, has raised $18 million in funding.

This is technically an extension to its Series A, but in keeping with the growth of its business, it comes with a big bump to its valuation: the startup is now valued at “north” of $150 million. Founder and CEO Peter Yared said this is more than double the valuation of its previous round a little over a year ago

The money is coming from a mix of strategic and financial investors. It’s being led by Caffeinated Capital and Abu Dhabi’s Mubadala, with participation from new investor Accenture Ventures and previous investors Arbor Ventures, Felicis, Ridge Ventures, Bloomberg Beta and Team Builder Ventures. Accenture is one of InCountry’s key channel partners, reselling the software as part of bigger data management and integration contracts, Yared tells me.

The company has seen a decent bump in its business in the last year, expanding to 90 countries from 65, where it provides guidance and services to store and use data in compliance with legal requirements. Alongside that it has an increasingly long list of software packages that it covers with its products. The list currently includes Salesforce, ServiceNow, Twilio, Mambu and Segment, with customers including a large list of enterprises including stock exchanges, banks and pharmaceutical companies.

“This company was based off a crazy thesis,” Yared said with an almost incredulous laugh (he has a very jocular way of talking, even when he’s being serious). “Now it’s 20 months old, and our customers are banks, pharma giants, stock exchanges. We are proud that large institutions can trust us.”

A big bump in its business in recent times has been in Asia Pacific and the Middle East, which are two main regions when it comes to data residency regulations and therefore ripe ground for winning new customers — one reason why Mubadala is part of this round, Yared said.

“At Mubadala we are committed to backing visionary founders whose innovations fuel economies,” said Ibrahim Ajami, head of Ventures at Mubadala Capital. “Since day one, InCountry’s cloud solution has addressed a massive challenge in this era of regulation by giving businesses the tools to grow internationally while remaining compliant with data residency regulations. We’re doubling down on our investment and are supporting InCountry’s expansion into the MENA region because we believe they are the best team to help drive global business forward.”

Partly due to the growing ubiquity, flexibility and relatively cheap cost of cloud computing, software as a service  has been on a fast growth trajectory for years now. But even within that trend, it has had a huge boost in 2020 as a result of the global health pandemic.

COVID-19 has given the need for remote computing, and being able to access data wherever you happen to be — which in many cases today is no longer in your usual office space. On top of that, we have a lot more “wiggle room” in business, with organizations quickly scaling up and down with demand.

The knock-on effect has been a big boost for SaaS. But that growth has come with some caveats, and one of the biggest alongside security has been around data protection, and specifically national requirements in how data is stored and used. Arguably, SaaS companies have been more concerned with scaling their software and business funnels than they have been with how data is handled and how that has changed in keeping with local regulations, and that’s the opportunity that InCountry has stepped in to fill.

It provides not just a set of software to store and handle data in a secure way, but also an extensive list of legal advisors with expertise at the local level to help companies get their data policies in order. It’s an interesting model: While InCountry’s been an early mover in identifying this market opportunity and building technology to address it, it’s buffered its competitive position not with a sole focus on technology, but an extensive amount of human capital to get each implementation right.

That can prove to be a costly thing to get wrong. In the EU in July, the Court of Justice of the European Union (CJEU) put down the EU-US Privacy Shield — a framework that let businesses transfer personal data between the European Union and the United States while ensuring compliance with data protection regulations. This has impacted some 5,000 companies, which now have to rethink how they handle their data. The fine for not complying with storing data locally means that they can be fined up to 4% of their revenues.

Yared tells me that for now, the main competitor to something like InCountry has been companies building their own policies in house. Some of those solutions would have been done completely in house and some in partnership with integrators, but all of them were hard to scale and were painful to maintain, one reason why companies and their business partners are turning to working with his startup.

“Accenture Ventures is pleased to support InCountry as it continues to expand globally,” said Tom Lounibos, managing director, Accenture Ventures, in a statement. “InCountry’s software solutions are helping companies address the critical issue of becoming and remaining compliant with a multitude of data residency laws. This expansion will help support enterprises as they unlock their business across borders.”