FCC Proposes to Fine Wireless Carriers $200M for Selling Customer Location Data

The U.S. Federal Communications Commission (FCC) today proposed fines of more than $200 million against the nation’s four largest wireless carriers for selling access to their customers’ location information without taking adequate precautions to prevent unauthorized access to that data. While the fines would be among the largest the FCC has ever levied, critics say the penalties don’t go far enough to deter wireless carriers from continuing to sell customer location data.

The FCC proposed fining T-Mobile $91 million; AT&T faces more than $57 million in fines; Verizon is looking at more than $48 million in penalties; and the FCC said Sprint should pay more than $12 million.

An FCC statement (PDF) said “the size of the proposed fines for the four wireless carriers differs based on the length of time each carrier apparently continued to sell access to its customer location information without reasonable safeguards and the number of entities to which each carrier continued to sell such access.”

The fines are only “proposed” at this point because the carriers still have an opportunity to respond to the commission and contest the figures. The Wall Street Journal first reported earlier this week that the FCC was considering the fines.

The commission said it took action in response to a May 2018 story broken by The New York Times, which exposed how a company called Securus Technologies had been selling location data on customers of virtually any major mobile provider to law enforcement officials.

That same month, KrebsOnSecurity broke the news that LocationSmart — a data aggregation firm working with the major wireless carriers — had a free, unsecured demo of its service online that anyone could abuse to find the near-exact location of virtually any mobile phone in North America.

In response, the carriers promised to “wind down” location data sharing agreements with third-party companies. But in 2019, Joseph Cox at Vice.com showed that little had changed, detailing how he was able to locate a test phone after paying $300 to a bounty hunter who simply bought the data through a little-known third-party service.

Gigi Sohn is a fellow at the Georgetown Law Institute for Technology Law and Policy and a former senior adviser to former FCC Chair Tom Wheeler in 2015. Sohn said this debacle underscores the importance of having strong consumer privacy protections.

“The importance of having rules that protect consumers before they are harmed cannot be overstated,” Sohn said. “In 2016, the Wheeler FCC adopted rules that would have prevented most mobile phone users from suffering this gross violation of privacy and security. But [FCC] Chairman Pai and his friends in Congress eliminated those rules, because allegedly the burden on mobile wireless providers and their fixed broadband brethren would be too great. Clearly, they did not think for one minute about the harm that could befall consumers in the absence of strong privacy protections.”

Sen. Ron Wyden (D-Ore.), a longtime critic of the FCC’s inaction on wireless location data sharing, likewise called for more string consumer privacy laws, calling the proposed punishment “comically inadequate fines that won’t stop phone companies from abusing Americans’ privacy the next time they can make a quick buck.”

“Time and again, from Facebook to Equifax, massive companies take reckless disregard for Americans’ personal information, knowing they can write off comparatively tiny fines as the cost of doing business,” Wyden said in a written statement. “The only way to truly protect Americans’ personal information is to pass strong privacy legislation like my Mind Your Own Business Act [PDF] to put teeth into privacy laws and hold CEOs personally responsible for lying about protecting Americans’ privacy.”

Business Email Compromise | What is BEC (And How Can You Defend Against It)?

While ransomware has been making all the headlines recently, criminals have been reaping far more rewards under the radar through Business Email Compromise (also known as ‘Email Account Compromise’), netting at least 17 times more per incident than ransomware. BEC/EAC, a relatively low-tech kind of financial fraud, yields high returns for the scammers with minimal risk. In this post, we take a look at how the Business Email Compromise scam works and how you can defend your organization against it. 

How Serious Is Business Email Compromise?

Business Email Compromise was the number one source of financial loss due to internet related crime in 2019, and by some margin. To put it in context, stats from the FBI suggest that losses due to ransomware averaged out at around $4,400 per incident and totalled just shy of $9 million in the U.S across 2019. In contrast, losses due to BEC were around 17 times higher, at $75,000 per incident, and amounted to a total financial loss north of $1.7 billion for the same period. 

Of all financial losses due to internet crime recorded by the FBI during 2019 – in sum, around $3.5 billion worth – BEC accounted for around 50% of the total. 

image of financial loss according to internet crime type in 2019

What is Business Email Compromise?

Business Email Compromise is a type of fraud in which organizations are tricked into making wire transfers to a third party that they falsely believe is a legitimate external supplier from overseas. 

The scam begins by either compromising or spoofing the email account of an executive or senior manager who is able to authorize other employees, such as those in Finance or Accounts Payable, to make wire transfers. 

The first part of the scam typically involves either a targeted phishing (aka spear-phishing) attack or credential theft through keyloggers. For example, a C-Suite executive may be targeted with a phishing attack that installs a Remote Access Trojan (RAT) to harvest credentials and other useful business information.

After that, the account is used to instruct other employees to complete a wire transfer request from a fake supplier. For example, a spoofed or hijacked account of a C-Suite executive may be used to send an internal email that reads something like the following:

image of example of BEC fraud email

Overseas banks, often in China, are used by the criminals to receive the funds. 

Necessarily, there is an element of social engineering involved as the attackers need to convince someone to push the wire transfer through. Social engineering may also be used in order to steal passwords and compromise or spoof the initial account. 

How Can You Defend Against BEC?

As we’ve seen above, Business Email Compromise revolves around three interrelated factors: email, people, and wire transfers.

Confirm Your Wire Transfers

Your company should always confirm wire transfer requests by some medium other than email: verify the request via a phone call through a known legitimate company number (not one provided in the email), a workplace communication channel like Slack, or even better face-to-face in person or via tele-conferencing software. 

Ideally, your company should put in place a policy for secondary confirmation for wire transfers such that everyone knows the drill. Demands not to initiate communication through any other medium than email (itself hardly a confidential means of communication) should be treated with suspicion.

Enable Multi-Factor Authentication

Protecting your users email accounts from compromise should also be high on your priority list. Although not perfect, 2FA and MFA will prevent by far and away the majority of account takeover attempts. Hardware security keys like Yubikey and others are worth considering for certain use cases.

How to Detect Malicious Emails

Having a strategy to protect your users against malicious emails is the third, and absolutely vital, pillar of your defensive strategy. Email has long proven to be the malicious actor’s best friend. It’s been estimated that anywhere between 80% – 95% of all enterprise attacks propagate through email, so this is definitely where you need to concentrate your efforts. 

Aside from the actual textual content of an email, which can be used to socially engineer individuals to take actions that may be harmful to their own or their organization’s interest, there are two main technical risks associated with emails: malicious attachments and links.

Strategies for Dealing with Malicious Attachments

In Business Email Compromises, attackers may use attachments to run executable code that can drop a RAT in order to install keyloggers, backdoors and other post-exploitation tools to help steal credentials and useful data such as contacts and previous email correspondence. BEC scammers typically spend some time profiling their victims in order to craft content that is as convincing as possible to pull off the social engineering aspect of the scam. For that reason, it’s important that you look at a range of options for preventing attachments from executing code. 

Attachment filtering can be used in a number of ways to help mitigate code execution. For example, email scanning software could be used to change file formats of attachments so that they cannot execute hidden code. 

While this may be effective to a certain extent, it suffers from the drawback that it may prevent users from carrying out ordinary business tasks with documents that need to be edited or returned in their original format. Given that impact, user-resistance could be high.

A better solution would involve content disarm and reconstruction (CDR), which deconstructs the attachment and removes harmful content. This has the benefit of being both highly effective and meeting low user-resistance, since the process is transparent at the user level. 

Dealing with Macros, Archives and Whitelists

It’s also a wise idea to disable or restrict Macros, as many attacks make use of Microsoft Office’s VBA scripting language to call out to C2 servers and download malicious payloads.

Also, ensure that your email scanning software deals with archives properly. Compressed files can bypass some unsophisticated scanning engines if they do not decompress files fully. Attackers have been known to append archive files to other files like images, which some security software might overlook.

Be careful with (or avoid) whitelisting files by extension: it’s a simple trick for attackers to bypass such whitelisting rules by renaming executable files with non-executable file extensions. If whitelisting attachments is a must, at least use a policy that whitelists by file typing – scanning the file to examine its format – to avoid the easiest of bypasses. 

Dealing with Links and Sender Verification

For emails that contain malicious links, one strategy used by some organizations is to defang hyperlinks in emails so that they are unclickable. This forces the user to copy and paste the link into a browser, a conscious process that provides an opportunity for users to pause and consider what they are doing.

Again, however, the issue is that whenever security impacts productivity and convenience, you will meet some user resistance. This security measure has the twin drawbacks of being both inconvenient and fallible, in the sense that introducing the delay still does not guarantee the user will not visit the link, so proceed with this policy with caution.

Another strategy to consider for dealing with emails is sender verification, such as through DMARC and SPF/DKIM. These technologies can help flag up fake sender identities (i.e., spoofed accounts), but they may not help in cases where the account belongs to a legitimate member of an organization but has been compromised by an attacker.

Finally, ensure that you are protecting against both malicious attachments and malicious links by arming your endpoints with an AI-driven security solution that can detect and block malicious code as it attempts to execute regardless of its origin: file or fileless, link or Macro. 

Conclusion

Verifying wire transfers and enabling multi-factor authentication are simple, effective ways to get ahead of scammers intent on Business Email Compromise. On top of that, consider the practicality of the techniques we’ve mentioned above as part of a layered, defense-in-depth approach.

While Business Email Compromise scams target the weakest link – busy staff trying their best to be productive – an automated, behavioral security solution like SentinelOne can also ensure that attempts to install RATs, keyloggers and other malware are stopped in their tracks.

If you would like to see how SentinelOne’s Singularity platform can protect your enterprise from all attacks, including Business Email Compromise, contact us or request a free demo.


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London-based Gyana raises $3.9M for a no-code approach to data science

Coding and other computer science expertise remain some of the more important skills that a person can have in the working world today, but in the last few years, we have also seen a big rise in a new generation of tools providing an alternative way of reaping the fruits of technology: “no-code” software, which lets anyone — technical or non-technical — build apps, games, AI-based chatbots, and other products that used to be the exclusive terrain of engineers and computer scientists.

Today, one of the newer startups in the category — London-based Gyana, which lets non-technical people run data science analytics on any structured dataset — is announcing a round of £3 million to fuel its next stage of growth.

Led by U.K. firm Fuel Ventures, other investors in this round include Biz Stone of Twitter, Green Shores Capital and U+I , and it brings the total raised by the startup to $6.8 million since being founded in 2015.

Gyana (Sanskrit for “knowledge”) was co-founded by Joyeeta Das and David Kell, who were both pursuing post-graduate degrees at Oxford: Das, a former engineer, was getting an MBA, and Kell was doing a Ph. D. in physics.

Das said the idea of building this tool came out of the fact that the pair could see a big disconnect emerging not just in their studies, but also in the world at large — not so much a digital divide, as a digital light year in terms of the distance between the groups of who and who doesn’t know how to work in the realm of data science.

“Everyone talks about using data to inform decision making, and the world becoming data-driven, but actually that proposition is available to less than one percent of the world,” she said.

Out of that, the pair decided to work on building a platform that Das describes as a way to empower “citizen data scientists,” by letting users upload any structured data set (for example, a .CSV file) and running a series of queries on it to be able to visualise trends and other insights more easily.

While the longer term goal may be for any person to be able to produce an analytical insight out of a long list of numbers, the more practical and immediate application has been in enterprise services and building tools for non-technical knowledge workers to make better, data-driven decisions.

To prove out its software, the startup first built an app based on the platform that it calls Neera (Sanskrit for “water”), which specifically parses footfall and other “human movement” metrics, useful for applications in retail, real estate and civic planning — for example to determine well certain retail locations are performing, footfall in popular locations, decisions on where to place or remove stores, or how to price a piece of property.

Starting out with the aim of mid-market and smaller companies — those most likely not to have in-house data scientists to meet their business needs — startup has already picked up a series of customers that are actually quite a lot bigger than that. They include Vodafone, Barclays, EY, Pret a Manger, Knight Frank and the UK Ministry of Defense. It says it has some £1 million in contracts with these firms currently.

That, in turn, has served as the trigger to raise this latest round of funding and to launch Vayu (Sanskrit for “air”) — a more general purpose app that covers a wider set of parameters that can be applied to a dataset. So far, it has been adopted by academic researchers, financial services employees, and others that use analysis in their work, Das said.

With both Vayu and Neera, the aim — refreshingly — is to make the whole experience as privacy-friendly as possible, Das noted. Currently, you download an app if you want to use Gyana, and you keep your data local as you work on it. Gyana has no “anonymization” and no retention of data in its processes, except things like analytics around where your cursor hovers, so that Gyana knows how it can improve its product.

“There are always ways to reverse engineer these things,” Das said of anonymization. “We just wanted to make sure that we are not accidentally creating a situation where, despite learning from anaonyised materials, you can’t reverse engineer what people are analysing. We are just not convinced.”

While there is something commendable about building and shipping a tool with a lot of potential to it, Gyana runs the risk of facing what I think of as the “water, water everywhere” problem. Sometimes if a person really has no experience or specific aim, it can be hard to think of how to get started when you can do anything. Das said they have also identified this, and so while currently Gyana already offers some tutorials and helper tools within the app to nudge the user along, the plan is to eventually bring in a large variety of datasets for people to get started with, and also to develop a more intuitive way to “read” the basics of the files in order to figure out what kinds of data inquiries a person is most likely to want to make.

The rise of “no-code” software has been a swift one in the world of tech spanning the proliferation of startups, big acquisitions, and large funding rounds. Companies like Airtable and DashDash are aimed at building analytics leaning on interfaces that follow the basic design of a spreadsheet; AppSheet, which is a no-code mobile app building platform, was recently acquired by Google; and Roblox (for building games without needing to code) and Uncorq (for app development) have both raised significant funding just this week. In the area of no-code data analytics and visualisation, there are biggies like Tableau, as well as Trifacta, RapidMiner and more.

Gartner predicts that by 2024, some 65% of all app development will be made on low- or no-code platforms, and Forrester estimates that the no- and low-code market will be worth some $10 billion this year, rising to $21.2 billion by 2024.

That represents a big business opportunity for the likes of Gyana, which has been unique in using the no-code approach specifically to tackle the area of data science.

However, in the spirit of citizen data scientists, the intention is to keep a consumer version of the apps free to use as it works on signing up enterprise users with more enhanced paid products, which will be priced on an annual license basis (currently clients are paying between $6,000 and $12,000 depending on usage, she said).

“We want to do free for as long as we can,” Das said, both in relation to the data tools and the datasets that it will offer to users. “The biggest value add is not about accessing premium data that is hard to get. We are not a data marketplace but we want to provide data that makes sense to access,” adding that even with business users, “we’d like you to do 90% of what you want to do without paying for anything.”

Google Cloud’s newest data center opens in Salt Lake City

Google Cloud announced today that its new data center in Salt Lake City has opened, making it the 22nd such center the company has opened to date.

This Salt Lake City data center marks the third in the western region, joining LA and The Dalles, Oregon with the goal of providing lower latency compute power across the region.

“We’re committed to building the most secure, high-performance and scalable public cloud, and we continue to make critical infrastructure investments that deliver our cloud services closer to customers that need them the most,” said Jennifer Chason, director of Google Cloud Enterprise for the Western States and Southern California said in a statement.

Cloud vendors in general are trying to open more locations closer to potential customers. This is a similar approach taken by AWS when it announced its LA local zone at AWS re:Invent last year. The idea is to reduce latency by moving compute resources closer to the companies that need them, or to spread workloads across a set of regional resources.

Google also announced that PayPal, a company that was already a customer, has signed a multi-year contract, and will be moving parts of its payment systems into the western region. It’s worth noting that Salt Lake City is also home to a thriving startup scene that could benefit from having a data center located close by.

Google Cloud’s parent company Alphabet recently shared the cloud division’s quarterly earnings for the first time, indicating that it was on a run rate of more than $10 billion. While it still has a long way to go to catch rivals Microsoft and Amazon, as it expands its reach in this fashion, it could help grow that market share.

RSAC 2020 Kicks Off with SentinelOne’s Singularity Platform

It’s RSAC 2020, and as you would expect from a company that puts innovation and customer experience at the heart of everything we do, we are here with a stunning booth that is delighting our visitors. 

image of tweet about SentinellOne being favorite booth at RSAC 2020 conference

The booth at #727 South has a completely digital floor and ceiling, each portraying data entering and leaving our platform; it’s dynamic and changing all the time. In the center, there’s a tree-like structure which symbolizes not only the consolidation of a variety of cybersecurity spaces (EPP, EDR, IoT, CWPP) but also movement of data to and from other solutions into one platform. 

Announcing the Singularity Platform

Did someone mention one platform? Yes, we did! We kicked off the day and the conference with a demonstration of our Singularity platform, an industry-first data lake that seamlessly fuses together the data, access, control and integration planes of EPP, EDR, IoT and CWPP (Cloud Workload Protection) into a singular platform. What this means for our enterprise customers is integrated coverage of every attack surface, offering protection and visibility along with contextualized data right across the enterprise. Our Singularity platform – with one codebase, one deployment model –  provides autonomous protection, automation and threat intelligence from endpoint to cloud.

There’s One Virus That Isn’t Here

With so many AV specialists around, it’s no wonder that the conference is in full-swing, and fears of that other kind of virus, Covid-19, aka the novel Coronavirus, don’t seem to have dampened the enthusiasm of attendees to explore the many fascinating aspects on offer or to explore the offerings from different areas of the world. Among others, Germany, the UK and Israel all hosted national “pavilions” to showcase the capabilities and cyber security solutions of vendors from their regions. 

Sadly, three major vendors including AT&T and IBM did withdraw from the event out of health concerns, but aside from a somewhat quiet China booth, it seems like business as usual for everyone else. 

The Human Element

This year’s conference theme puts the spotlight on ‘the Human Element’ in cybersecurity. With a well-publicised shortage of talent in the industry, it’s more important than ever to recognize the role that good people, not just great technology, play in defending organizations against other people: the bad actors intent on stealing our data, money and intellectual property. 

SentinelOne helps individuals at all levels to grow into and succeed in their role. From giving CISOs peace-of-mind and sparing SOC analysts the evils of alert fatigue, to helping IT staff succeed in defending their networks with a product that does not require complex training or certifications to master, SentinelOne’s easy-to-use console with deep visibility and rapid threat hunting platform is here to help. 

image of mitre indicators

Conclusion

With 500 sessions, and over 700 exhibitor booths at RSAC 2020, it’s practically impossible to take in everything that the RSA Conference has to offer. But if there’s one booth that you are going to want to experience first-hand (the pictures just don’t do it justice), it’s the SentinelOne Singularity booth at #727 South. Come along and say “hi”, snap a selfie under our digital “tree” and learn about what other surprises we’ve got in store for the rest of the week. See you there!


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Salesforce grabs Vlocity for $1.33B, a startup with $1B valuation

It’s been a big news day for Salesforce . It announced that co-CEO Keith Block would be stepping down, and that it had acquired Vlocity for $1.33 billion in an all-cash deal.

It’s no coincidence that Salesforce targeted this startup. It’s a firm that builds six industry-specific CRMs on top of Salesforce — communications, media and entertainment, insurance and financial services, health, energy and utilities and government and nonprofits — and Salesforce Ventures was also an investor. This would appear to have been a deal waiting to happen.

Brent Leary, founder and principal analyst at CRM Essentials, says Salesforce saw this as an important target to keep building the business. “Salesforce has been beefing up their abilities to provide industry-specific solutions by cultivating strategic ISV partnerships with companies like Vlocity and Veeva (which is focused on life sciences). But this move signals the importance of making these industry capabilities even more a part of the platform offerings,” Leary told TechCrunch.

Ray Wang, founder and principal analyst at Constellation Research, also liked the deal for Salesforce. “It’s a great deal. Vlocity gives them the industries platform they need. More importantly, it keeps Google from buying them and [could generate] $10 billion in additional industries revenue growth over next four years,” he said.

Vlocity had raised about $163 million on a valuation of around $1 billion as of its most recent round, a $60 million Series C last March. If $1.33 billion seems a little light, given what Vlocity is providing the company, Wang says it’s because Vlocity needed Salesforce more than the other way around.

“Vlocity on its own doesn’t have as big a future without Salesforce. They have to be together. So Salesforce doesn’t need to buy them. They could keep building out, but it’s better for them to buy them now,” Wang said.

Still, the company was valued at $1 billion just under a year ago, and sold for $1.33 billion after raising $163 million. That means it received 8.2x total invested capital ($1.33 billion/ $163 million invested capital), which isn’t a bad return.

In a blog post on the Vlocity website, founder and CEO David Schmaier put a positive spin on the deal. “Upon the close of the transaction, Vlocity — this wonderful company that we, as a team, have created, built, and grown into a transformational solution for six of the most important industries in the enterprise — will become part of Salesforce,” he wrote.

Per usual, the deal will be predicated on regulatory approval and close some time during Salesforce’s second quarter in fiscal 2021.

Twilio 2010 board deck gives peek at now-public company’s early days

Twilio is best known for its communications API, which allows developers to add messaging, voice or video to their apps with just a small slice of code. The company’s tools are used by customers like Lyft, Airbnb, Salesforce, Box and Duke University.

The former startup went public in 2016 at $15 a share. Yesterday Twilio’s stock closed at $113.90, giving the company a market cap of about $15.6 billion (after a horrendous week on Wall Street). It’s easy to look at its value (among other measures) and declare Twilio a successful public company. But just like every former startup out there, its ascent wasn’t always so certain.

Founded in 2008, Twilio was once a tentative early-stage company feeling its way forward in the market with an unproven product and more future potential than actual results. Recently, the company’s CEO Jeff Lawson shared a Twilio board deck from March 2010.

Naturally, we read through it — how could we not? — but we also decided to analyze it for you, pulling out what we learned and using the snapshot of Twilio’s history to illustrate how far the company has come in the last decade.

The presentation’s original time stamp lands after Twilio’s Series A and just before its Series B, allowing us to see a company molting from a hatchling to something more sturdy that could stand on its own two feet. The company raised $12 million six months after the deck was presented.

To get everyone on the same page, we’ll start with a little history, and then get into the deck itself. Let’s go!

Where Twilio came from

Stonly grabs $3.5 million to make customer support more interactive

Stonly is building a service for customer support teams so that they can share step-by-step guides to solve the most common issues users have. The startup just raised a $3.5 million funding round led by Accel with business angels also participating, such as Eventbrite CTO Renaud Visage and PeopleDoc founders Jonathan Benhamou and Clément Buyse.

The startup isn’t building a chatbot for customer support — chatbots usually don’t understand what you mean and you end up contacting customer support anyway. Stonly believes that scripted guides with multiple questions work much better than both chatbots and intimidating knowledge bases.

But the company is well aware that it isn’t going to replace Zendesk or Intercom overnight. That’s why a Stonly guide is a module that you can embed in your existing tools. The startup currently supports Intercom, Zendesk, Freshdesk and Front.

This way, if somebody contacts you on Front or Intercom, you can reply with a Stonly guide to help your users solve their own issues (at least if it’s a common issue). Stonly is also launching its own more traditional knowledge base powered by Stonly guides so that your client can access common questions through a chat widget.

Putting together a Stonly guide doesn’t require any technical skills. After defining the steps, you can write text, add images, videos and buttons in a web interface. Stonly also supports translations.

And it’s been working well for the startup’s first clients. For instance, Dashlane noticed a 25% decrease in opened tickets for their most frequent issues after using Stonly. Other clients include Devialet, Happn and Calendly.

With today’s funding round, the startup is expanding to the U.S. with a new office in New York and David Rostan, VP of Sales and Marketing at Calendly, is joining as head of revenue.

Freshworks acquires AnsweriQ

Customer engagement platform Freshworks today announced that it has acquired AnsweriQ, a startup that provides AI tools for self-service solutions and agent-assisted use cases where the ultimate goal is to quickly provide customers with answers and make agents more efficient.

The companies did not disclose the acquisition price. AnsweriQ last raised a funding round in 2017, when it received $5 million in a Series A round from Madrona Venture Group.

Freshworks founder and CEO Girish Mathrubootham tells me that he was introduced to the company through a friend, but that he had also previously come across AnsweriQ as a player in the customer service automation space for large clients in high-volume call centers.

“We really liked the team and the product and their ability to go up-market and win larger deals,” Mathrubootham said. “In terms of using the AI/ML customer service, the technology that they’ve built was perfectly complementary to everything else that we were building.”

He also noted the client base, which doesn’t overlap with Freshworks’, and the talent at AnsweriQ, including the leadership team, made this a no-brainer.

AnsweriQ, which has customers that use Freshworks and competing products, will continue to operate its existing products for the time being. Over time, Freshworks, of course, hopes to convert many of these users into Freshworks users as well. The company also plans to integrate AnsweriQ’s technology into its Freddy AI engine. The exact branding for these new capabilities remains unclear, but Mathrubootham suggested FreshiQ as an option.

As for the AnsweriQ leadership team, CEO Pradeep Rathinam will be joining Freshworks as chief customer officer.

Rathinam told me that the company was at the point where he was looking to raise the next round of funding. “As we were going to raise the next round of funding, our choices were to go out and raise the next round and go down this path, or look for a complementary platform on which we can vet our products and then get faster customer acquisition and really scale this to hundreds or thousands of customers,” he said.

He also noted that as a pure AI player, AnsweriQ had to deal with lots of complex data privacy and residency issues, so a more comprehensive platform like Freshworks made a lot of sense.

Freshworks has always been relatively acquisitive. Last year, the company acquired the customer success service Natero, for example. With the $150 million Series H round it announced last November, the company now also has the cash on hand to acquire even more customers. Freshworks is currently valued at about $3.5 billion and has 2,7000 employees in 13 offices. With the acquisition of AnsweriQ, it now also has a foothold in Seattle, which it plans to use to attract local talent to the company.

As Block exits, Salesforce forecasts it will surpass $20B in revenue in FY2021

When Keith Block joined Salesforce from Oracle in 2013, the CRM giant was already a successful SaaS vendor on a billion dollar quarterly revenue cadence. When the co-CEO announced he was stepping down yesterday, the company reported revenue of $4.9 billion for the quarter.

During his tenure, the company’s revenue more than quadrupled, earning an impressive $17.1 billion last year, and as Block announced at the earnings call, the company he was leaving was forecasting revenue of $21 billion for FY2021.

Consider that it was not that long ago in May 2017 that we wrote about the company reaching the $10 billion mark. It’s perilously easy to get lost in these numbers, to take them for granted and think they don’t mean as much as they do. It’s hard work to build a billion SaaS business, never mind $10 billion or $20 billion.

Yet Salesforce is embarking on unchartered territory for a SaaS company. It’s approaching $20 billion in revenue for a single year.

Growth through acquisition

Granted the company keeps growing revenue by making big deals like buying Mulesoft for $6.5 billion in 2018 or Tableau for $15.7 billion in 2019, or just this week buying Vlocity for a mere $1.33 billion. That means the company spent more than $25 billion over a couple of years to buy substantial companies that help them build their business.

Block took a moment to brag a bit about his accomplishments including how some of those purchases performed during his swan song call with Salesforce, calling it a capstone of his time at Salesforce.

“In Q4, we grew 32% in the Americas, 28% in APAC and 47% in EMEA in constant currency. Now that includes our recent acquisitions. And at the close of FY 2020, the number of Salesforce customers spending $20 million annually grew 34%,” he said.

Think about that last number for just a minute. This a SaaS vendor with the number of customers spending $20 million growing by 34%. Block helped orchestrate that growth and worked with the executive team to help determine which companies it should be targeting.

At a press conference in 2016 at Dreamforce, he discussed Salesforce’s acquisition strategy. At the time, it had bought a 10 of 12 companies it would end up acquiring that year. It would buy only one in 2017, before revving up again 2018. Here’s what he said about what they look for in a company, as we reported in an article at the time:

“We look at culture. Will it be a good cultural fit? Is it a good product fit? Is there talent? Is there financial value? What are the risks of assimilating the company into our company,” Block explained.

What’s next for Block?

There is no word on what Block will do next beyond acting as an advisor to his former co-CEO Marc Benioff, who took time in the earnings call to thank his colleague for his time at Salesforce. As well, he should.

As Ray Wang, founder and principal analyst point out, Block leaves a big hole as he steps away. “If there is no equivalent replacement, you will see a significant impact in sales. Keith brought industries and sales discipline,” Wang told TechCrunch

It will be interesting to watch what he does next, and who, if anyone, will benefit from his vast experience helping to build the most successful pure SaaS company on the planet.