Zscaler Inc · NASDAQ:ZS
Zscaler — Investor Day (2024)
70 slides from Zscaler's investor day presentation, 2024
Slide 1: Zscaler Zenith Live 2024
© 2024 Zscaler, Inc. All rights reserved.
Slide 2: Safe Harbor
Safe Harbor FORWARD-LOOKING STATEMENTS Unless otherwise noted, all numbers presented will be on an adjusted, non-GAAP basis. Reconciliation of GAAP to non-GAAP financial measures is in the appendix of this presentation. This presentation has been prepared by Zscaler, Inc. (“Zscaler”) for information
Slide 3: Agenda
Expanding Our Platform Opportunity Customer Journeys Jay Chaudhry | Founder, Chairman, and CEO Sanmina Gray Television Platform Innovations Syam Nair | CTO and EVP of R&D Go-to-Market Strategy Raanan Raz | VP & GM, Data Analytics Mike Rich | Chief Revenue Officer and President of Global Sales Deepen
Slide 4: Expanding Our Platform Opportunity
Slide 5: Secure Data, Secure Communication, Secure Apps
Internet SaaS Cloud DC 2 1 3 Secure Data Secure Apps Secure Communication Cloud, Endpoint, Internet DLP Attack Surface, AppCloaking, Advanced Threats: Ransomware, Phishing, etc. SaaS: CASB, Supply Chain Deception, ITDR, WAF 5 Deliver Actionable Insights Risk360 Breach Prediction Copilots Zero Trust
Slide 6: Zscaler Data Fabric
IoT/OT devices4 Zscaler IoT/OT devices4 + Data Fabric © 2024
Slide 7: Innovations are growing serviceable addressable market (SAM)
Innovations are growing serviceable addressable market (SAM) $72B SAM (as of Jan 211) @zscaler Experience your world, secure + $412B ap $2B $96B Incremental SAM New SAM New SAM? Current from Data Protection from Zero Trust for from Risk360 and BI Expanded pillar expansion Branch/Factory, ($62 ARPU x
Slide 8: Expanding take-off teams to new product pillars
Expanding take-off teams to new product pillars ARR" Take-off teams: * Data Protection * Zero Trust Networking * Al Cloud Solutions Broader Go-to-Market organization Take-off team Quarters 4. For illustrative purposes only @zscaler’ Experience your world, secured? (©2024 Zscaer, Inc, All rights rese
Slide 9: Platform Innovations
Slide 10: CXO Insights, Security Operations
CXO Insights Security Operations CASB, SSPM, Posture Control, Supply Chain DSPM Policy Actions Logs
Slide 11: Data Fabric for Security
Apps Data Fabric & Al Services Training, modeling, inference Data Sources (Logs) The world’s only Data Fa bric for Security® Risk360 | | UvM | Breach Predictor | Smart Detections Incident Response Copilot | | Managed Threat Hunting | Detection & Response | Security Graph Data Fabric for Security Dis
Slide 12: Demo: Unified Vulnerability Management
Slide 13: Focus on Using Data, Not Compiling It
Focus on Using Data, Not Compiling It Score Settings HIGH RISK ©) User clicks on phishing links ©) Has access to Pll © Has a known exploit @ Ils exposed to the internet CVE with CVSS 7.0 found @ Asset has EDR In a dev environment LOW RISK
Slide 14: Connect New Data Source
Connect New Data Source Recorsed Future Snyk SAST Qualye Vulnerabitties Frechearviee GD) csc Exploited Vulnerabities Exploit 08 Google Workspace Drive Activity Jira Audit Logs Data Theorem = Policy Violations Gooule Sheets Crowdstrike Assets Snyk Issues Path itv - avait Loge Veracode Threstintel Qua
Slide 15: Data Preview
EE Proview O Map Ingested Data review Concet as can prodet.coveag
Slide 16: Risk overview dashboard
Bovey 4.72 Findings by Source Names 3.01k Risk Severity by Ass0t Owner 1D OverallRisk Key Metrics Over Time 40 Findings by Asset Type € 3.01k 4.4K 291 Number of Assets by Risk Score “ns Data paling RED
Slide 17: Assets
Assets Severity & SLA utcontia Remeciation History My Das 6 Vulnerabilities Score Settings Base Score Facto: Name Original Severity Score Score Components + Add Factor MIN % © Risk & Mitigating Factors | 170% »| 40% © 14 Risk Factors (11) Facto: Name Open To wed Asset Has Pll High Risk User User Pro
Slide 18: Vulnerabilities
“ Vunersbities SF Detostons Vulnerable org.apache.httpcomponents:httpelient on Repository Remediation Hub ete =] "78 nr) liable “Sutin coved 01%) Severiy Y Sowees VStute ACTIVES s ninge 2 ono)
Slide 19: Remediation Hub
Remediation Hu Aetwe FT wratey st re rekets toured Vulnerable org.apache.httpcomponents:httpclient on Repository 78 ai 5 Findings (2 Remediated) Original Severity Score V State + SEVERITY status Base Score Score Adjustments Score Share % Undetectes
Slide 20: Remediation Hub Fixes Summary
“fh Vunersbtties Remediation Hub Vulnerable org.apache.httpcomponents:httpelient on Repository Fixes Summary
Slide 21: Finding Duplication
Finding Duplication Active Findings Open Tickets 64k (24671) Active Open Tickets | 64k
Slide 22: Remediation History
Remediation History Active Tickets Progress Over Time Open Tickets by Current Status ‘Analyze Remediation Work
Slide 23: Detections
Detostions laFoable SSttue evelty Soueee SZ) Aatignee + Mere ceerFtere oy foro, 2026- Jun 06, 2028, Analyze Remediation Work Total Tekets Over SLA Total Tickets Over SLA Total Open Tikes Assignee V
Slide 24: Demo: Risk360
Slide 25: Risk360 Dashboard
& oo ®@® 2k O & Riska60 Search Insights Financial Risk Frameworks My Profile Help Logout Dashboard Organization Risk Score Medium ° 2 External Attack Surface 70.00 1 Compromise: 20.21 —| — FE Lateral Propagation 27a & Date Loss: 48 © ton © Maske © Hah © Crt! Risk Events by Location ‘Top Risky Locati
Slide 26: Risk360 Dashboard
& Rk Ow ee go & Qo Risk360 © rch Dashboard Insights Financial Risk Reports Alerts ta My Profile Help Logout Dashboard Organization Risk Score Medium ° 100 22 External Attack Surface @ 70.00 1 Compromise D 2021 —| — ——— FE Lateral Propagation@ = 2174 & Data Loss © 3148 © Low © Medim © High © Cotes! R
Slide 27: Organization Risk Score
Organization Risk Score -d& External Attack Surface@ 70.00 = Lateral Propagation © 274 © Low @ Medium @ High @ Critical
Slide 28: Risk360 Dashboard
& Rk Ow ee go & Qo Risk360 © rch Dashboard Insights Financial Risk Reports Alerts ta My Profile Help Logout Dashboard Organization Risk Score Medium ° 100 22 External Attack Surface @ 70.00 1 Compromise D 2021 —| — ——— FE Lateral Propagation@ = 2174 & Data Loss © 3148 © Low © Medim © High © Cotes! R
Slide 29: Risk Score Trend
Risk Score Trend Riek Score ss a 6 (customized Rak Sere EU Risk Score (W industry Pear erage Score SKay Events Pa Top 10 Events ® © cttectve ate: ar 25,2024 {847 paln ron (2738 » 18.871 Postre Pree Not Used in Azeees Poic {VEN Usage Observed 5.00) Eecive Date Ape 02, 2028 1154 point op 1838 3 684) A
Slide 30: Risk360
Risk360 Q search & ® Insights Financial Risk rou Reports io} ® My Profile fo) Help & Logout Dashboard Organization Risk Score 2 External Attack Surface@ 70.00 —| — FE Lateral Propagation; 27a —_————<| — 100 wf Compromise 20.21 & Data Loss: a146 © Low © Medim © High © Cotes! Risk Events by Location ‘
Slide 31: Risk360 Dashboard Details
ee SGROvDEB & © toy © Medium © Hon ® cra! (a custonizd isk Score [Risk Score Industry Per Average Seore Risk Events by Location ‘Lear 6 Openstreetiascontrbutors @ CARTO. Contributing Factors by Entity View all AE Workforce: 3rd Parties: Applications Assets 91 13 om 19 10 woe Total Factors sou Total
Slide 32: Top 10 Factors
@ iska6o ¥ search Dashboard Factors Assets te Insights Financial Risk Frameworks Reports My Profile Help Logout Top 10 Factors Category Factor “2 External Attack Surface “AE external attack Surtace ‘2 External Attack Surface & pata Lose © data Loss # Lateral Propagation Lateral Propagation 1 comprom
Slide 33: Contributing Factors to Organizational Risk Score
e riska6o © Q search ® dachboors Be Assets ou & sights $Flnaneal Risk © Frameworks le Roporte {Alerts| ® MyProfile © Hep 2) Logout Contributing Factors to Organizational Risk Score (Creu ack sirtce EEE) (S coneroice EET) (52 tate mopcaton EIN ) (Sete oe ED Factor Known Vulnerabltos (CVE) Outdated SS
Slide 34: Contributing Factors to Organizational Risk Score
oO Riska60 + Dashboard Factors Contributing Factors to Organizational Risk Score tii non ore GED) CEE Gtavaronosn ED) Soin ES) Factor Sandbox - Behaviors Analysis Malware (Malicious Content Blocked) Lnscanned Traffic Observed From Frewal Disabled Location > Advanced Settings > Mobile Advanced Theat
Slide 35: Contributing Factors: Tenable
iv Contributing Factors to Organizational Risk Score C@ ERM & tree view Risk360 ¥ Q search (2 External Attack Surface Ge) (5 Compromise ) @ Lateral Propagation (s Data Loss (EXERD ) Q tenable \ ) ) ) ) @ Dashboard Rat Factor Category Your Score} Last30Days _ Entities Licensed? Recommended Actions In
Slide 36: Contributing Factors: CrowdStrike
Q Contributing Factors to Organizational Risk Score & ree View Risk360 ¥ C ‘ ( We P) ) Q Search ( 2% external attack Surface (EEE ) (ef Compromise [1 ) ) ( # Lateral Propagation |") ) ( Sbatatoss |) ) Q crowd ® Dashboard actors Factor Category Your Score] Last30 Days Ent Licensed? Recommended Action
Slide 37: Contributing Factors: CrowdStrike
@ Risk360 ¥ Q search ® Dashboard Factors Assets (seta Insights Financial Risk Frameworks MITRE ATT&CK® NIST CSF Reports Administration Alerts (peti My Profile Help Logout Contributing Factors to Organizational Risk "4 \) (ec External Attack Surface (FEES) (s Compromise 7) 7 me 2 Factor VY CrowdStrik
Slide 38: Assets overview
oO Risk360 + Q search ® Deshboord Factors Accots tee Insights Financla Riek Frameworks & a 8 Q & Reports Aerts sie MyProfile ee 8 Hep ©} Logout Assets Overview Reset chart poston Distribution of Assets by Authentication Status © 820 Risky Asset Inventory © (Basetio =) (asset Te +) (ation >) Asset ¢
Slide 39: Risky Asset Inventory
o sre : nisiaeo xin Q seach eset chartpostion achboard Distribution of Assets by Authentication Status © Authenticated Assets factors Fb Assets soe & insights © Frameworks . . Reports @Wsurrentiestes é 820 i TH Alerts seis Total Assets @ Unauthenticated 8 @ MyProfile " Hy © tie D ©D Logout , 2 Risky
Slide 40: Factor details and recommended action
QO Risk360 Q Search ® q©u OB Dashboard Factors Assets init Insights Financial Risk Frameworks MITRE ATT&CK® NIST CSF Reports Administration Alerts (pata My Profile Help Logout Contributing Factors to Organizational Risk (2 external Attack Surface ) (s Compromise ) @ Factor Category Tenable - Attack
Slide 41: Asset Risk Score details
QO Assets > ID: 41becO685a5ee81b99c872e35fdadd49 rskaeo © Q soareh Asset Risk Score ‘Asset Risk Score Trend 100 : a 37 : $ @ e Q © tow 8 Medan Hoh © ie ke Reports a ‘iar a0 Tino 18 Atonts xe) ” @ Wy Prete © Holp . Asset Details: ©D Logout AssetiD ambecoossaseestbosce72e3staedda9 Deparment department
Slide 42: MITRE ATT&CK coverage
Q MITRE ATT&CK® (v1s.) miskae0 > Legend « Q seren ctv Subseripton scaler for Users Enterprise ices. © dashboard 1S rectors am & Asets sa & nsionts 18 out of 226 Financia ise ‘Tesniqaes Covet © Guan +e zscaler coverage 108 svn ara custom Coverage ° Not Covered 120 st est le epots Configurations 108 C
Slide 43: MITRE ATT&CK coverage
eo aR Financial Rick Frameworks MITRE ATTECK® nist esr MITRE ATT&CK® «v13.1) Legend «, Active Subscription ‘calor for Users EntorpriseLicen. 47% ) roe ow of 228, Techriquos Covered © 2ecaler Coverace 106 2 custom coverage ° Not Covered 120 ‘configurations 100 © contigured 2 G2 Miscontigued a eat or
Slide 44: Reports
Q Reports CISO Board Slides Attack Surface Report Downloadable reports for securty leadership summarizing the isk asaclated with your envionment for @ner-techrieal audlence including your Douloacale powerpoint and sprescshest reports wit ful data on exposed! savers and known CVES. financial exposure
Slide 45: Reports
Q Reports n CISO Board Slides Attack Surface Report Downloadable reports for securty leadership summarizing the isk asaclated with your envionment for @ner-techrieal audlence including your Douloacale powerpoint and sprescshest reports wit ful data on exposed! savers and known CVES. financial exposu
Slide 46: Cybersecurity Maturity Assessment report
Slide 47: Executive Summary Risk
12, executive Summary Risk - risk score of 24.1 (compared #0 Pee'? at 50.0) ‘organization Risk Score 24 Low eee ones 2 ia v= ae “te Zero Test Exchanas yerat cybersecurity Hk score 6244 nen is signicntiy fower than tS Tere. The sk ore vansiates Ne erry beg azoroxiaety 76% 0 MOY in achieving KS 229 er
Slide 48: Zero Trust Exchange overall risk score
The Zero Trust Exchange's overall cybersecurity risk score is 24.1, which is significantly lower than its peers. The risk score translates to the company being approximately 76% of the way in achieving its zero trust journey. This report lays out the key findings related to The Zero Trust Exchange's
Slide 49: Data Protection
Slide 50: © 2024 Zscaler, Inc. All rights reserved.
© 2024 Zscaler, Inc. All rights reserved.
Slide 51: © 2024 Zscaler, Inc. All rights reserved.
© 2024 Zscaler, Inc. All rights reserved.
Slide 52: Data Protection Pillar
Email DLP DSPM Gen-AI Security Endpoint SaaS Supply Endpoint SaaS Supply DLP Chain DLP Chain Watermark Encryption Watermark Encryption BYOD Browser Isolation BYOD Browser Isolation Workflow Automation Workflow Automation Workflow Automation Data AI/ML Data Discovery AI/ML Data Discovery AI/ML Data D
Slide 53: Data protection coverage: Web, SaaS, IaaS, Endpoint, Email, BYOD
Web SaaS IaaS Private Endpoint Email BYOD © 2024 Zscaler, Inc. All rights reserved.
Slide 54: © 2024 Zscaler, Inc. All rights reserved.
© 2024 Zscaler, Inc. All rights reserved.
Slide 55: Data Protection customer wins
Global Bank Fortune 500 Fortune 100 (New Zscaler logo) Financial Services Technology (Endpoint DLP upsell) (Data Protection platform upsell) ~150k seats >70k seats Realized Value SSE Play (SWG, ZTNA and DP) Inline DLP & OO API based data at After 6 months of ZIA use, realized rest security they need
Slide 56: Zero Trust Networking
Slide 57: Zero Trust SD-WAN
1 Zero Trust SD-WAN 2 Workload Communication Secure Branch, Campus, Factory, Cloud, and DC Communication VPC to VPC, VM to VM using workload tags VPC 1 VPC 1 VM 1 VM 2 VM 3 VM 4 Cloud Internet Cloud / SaaS Direct Connect Express Route Secure cloud, branch and Virtual Firewalls DC to internet / SaaS
Slide 58: Zero Trust for Branch creating new market opportunities
Zero Trust for Branch creating new market opportunities Branches/Factories (including loT/OT) > 7 B fe (3" party vendors and customers of customers) Incremental opportunities in Branches/Factories $12B 4 5 B serviceable “Te devices? (Current target market of ~20k organizations! with 2k+ employees) S
Slide 59: Zero Trust SD-WAN customer upsells
Global Legal Services European IT Services Healthcare (Zero Trust SD-WAN Upsell) (Zero Trust SD-WAN upsell) (Zero Trust SD-WAN upsell) 70 sites 45 sites 90 sites ZT400, ZT600, ZT800 ZT800 ZT600, ZT800 Forcepoint Firewall Replacement Cisco Firewall & SD-WAN Palo Firewall & Cisco SD-WAN • Global deplo
Slide 60: © 2024 Zscaler, Inc. All rights reserved.
© 2024 Zscaler, Inc. All rights reserved.
Slide 61: Mike Rich
Mike Rich Chief Revenue Officer an
Slide 62: Zero Trust platform at the cusp of a massive opportunity
400B+ Daily transactions @zscaler’ Experience your world, secured? The world’s leading Zero Trust platform at the cusp of a massive opportunity 40%+ $96B 500+ F500 customers Serviceable addressable $1M+ ARR customers market opportunity 50+ $5M+ ARR customers
Slide 63: Evolving the transition from transactional to strategic selling
Evolving the transition from transactional to El«<eliare-ateres selling Focus on continuous Increased footprint into Collaborative pursuit customer value realization the Global 2000 and of strategic focus and account penetration Fortune 500 accounts with GSls @zscaler’ Experience your world, secured
Slide 64: Scaling a proven playbook to add more $10M+ ARR customers
Scaling a proven playbook to add more $10M+ ARR customers Results of Account-centric selling Real Fortune 500 customer example Global 2000 customers with <$1M ARR today >$10M <$200K ARR ARR F500 Customer ZIA Land ZIA ZIA Data 4 ‘@) ‘@) 7 Phase 2 Phase 3 Phase 1 @zscaler’ Experience your world, secur
Slide 65: Stronger GSI partnerships to drive greater value for customers
Stronger GSI partnerships to drive greater value for customers Zscaler already delivers customer outcomes that are important to GSls Acceleration of large transformation projects Cost take out Network modernization Cloud migration M&A @zscaler’ Experience your world, secured? Stepping up GSI partner
Slide 66: Verticalization will drive significant upsell and new logos
Verticalization will drive significant upsell and new logos FY25 Focus | Future Maximize TAM capture ® Healthcare =) Financial Services Dedicated sales and marketing teams Specialized knowledge (e.g., regulations) @ Public Sector @ Manufacturing (>) Technology Purpose-built, scalable solutions Speci
Slide 67: Achieving scalability with simplicity
Achieving scalability with simplicity Simplification Standardizing for Scalabi Decrease comple: Global operating c Value Realization Strengthening Customer Centricity Value based sales methodology Align pre- and post-sales activities to support the entire customer journey Mutual success account plan
Slide 68: Customer journey: buy, own, loyalty
Loyalty Purchase Evaluate Value Realization Buy Own Market & Sell Service & Grow Research Adoption Need Onboard © 2024
Slide 69: Closing
Slide 70: Zero Trust SD-WAN enables every branch and factory to be treated like a Starbucks
Zero Trust SD-WAN enables every branch and factory to be treated like a Starbucks, which means there is no lateral threat movement. Zero Trust segmentation eliminates the need for firewall-based segmentation. © 2024