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.

This episode is brought to you by Persona, the adaptable identity platform that helps businesses fight fraud, meet compliance requirements, and build trust. These days, it's easier than ever for fraudsters to steal voices, faces, and identities. That's where Persona comes in; helping leading companies to securely verify individuals and businesses worldwide, providing flexible building blocks to create tailored verification flows that maximize conversion while minimizing risks.
Whether you work at a startup or large enterprise, you can get started for free here: https://withpersona.com/productschool

Social Links:
- Follow our Podcast on Tik Tok here
- Follow Product School on LinkedIn here
- Join Product School's free events here
- Find out more about Product School here
-
Credits:
Host: Carlos Gonzalez de Villaumbrosia
Guest: Anneka Gupta

Shiv Gupta on How to Build a Modern Adtech Salesforce

Open Market

How Will AI Change Consumer Attention and Browsing?

The AI-powered Podcast Player