Rubrik CPO on Scaling AI, Cybersecurity & Business Model Transformation | Anneka Gupta | E274

The Product Podcast

In this episode, Carlos Gonzalez de Villaumbrosia interviews Anneka Gupta, Chief Product Officer at Rubrik, a leading cybersecurity company helping over 5,000 customers, including half of the Fortune 500, protect and manage their data against cyber threats.
Under Anneka's leadership since 2021, Rubrik has undergone one of tech's most impressive product transformations, evolving from an IT backup solution into a comprehensive cybersecurity platform. This transformation has driven remarkable growth, with subscription ARR crossing $1.09 billion and the company successfully going public in 2024.
In this episode, we explore Rubrik's journey through three major transformations: shifting from perpetual licenses to a SaaS-first model, expanding from a single product to a multi-product platform (with two new product lines approaching $100M in ARR), and repositioning as a cybersecurity-first company. We'll dive deep into the challenges and strategies behind managing such significant organizational change at scale.
What you'll learn:

• How to successfully transition a business model from perpetual licenses to subscription
• Strategies for expanding from single-product to multi-product portfolio
• Methods for structuring teams around strategic pillars rather than just product lines
• Approaches to maintaining growth while managing significant organizational change
• Techniques for leveraging existing customer relationships to validate new products
• Frameworks for creating clear career progression during transformation

Key Takeaways👇:

• Business Model Transformation
• Successfully managed parallel tracks of maintaining core business while building new capabilities, growing from $100M to $1.1B ARR in 4 years.
• Portfolio Expansion Strategy
• Created specialized go-to-market teams for new product lines while leveraging existing customer base for validation and early adoption.
• Organizational Design
• Structured teams around strategic pillars (core business, public cloud, security, AI) with a dedicated platform team for cross-functional needs.
• Change Management
• Implemented transparent communication and clear career frameworks while setting firm deadlines for business model transition.
• Customer-Centric Innovation
• Used existing customer relationships to validate new product opportunities and guide portfolio expansion into cybersecurity.
  

This episode is essential listening for any product leader managing large-scale business transformation or considering major strategic shifts in their organization.

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Credits:
Host: Carlos Gonzalez de Villaumbrosia
Guest: Anneka Gupta