Nikesh Arora | All-In Summit 2024

our next speaker is actually fortunate enough to have had seen his brand name turn into a verb one of the probably most fific Executives in this current generation is mesh Aurora the Big Daddy of the cyber security space these guys are really at the Forefront of the industry there are very few people who consistently time and time again find a way to just persevere be relevant NES is one of those people this is a man who has tremendous insight into technology he helped turn Google into the dominant player in search this is the most Innovative

industry in the world who were constantly paranoid from an innovation perspective I've got to be in my toes because once we figured out how they did it last time they're trying a new way to do it next time this is the country where your dreams come true and if you go around the world and you ask young people where do they want to go they still want to come to America I think this is one of the most successful democracies in the world this is where capitalism thrives all right ladies and gentlemen niora guy appreciate

you thanks for coming David David how are you what's up BR um let me just do this intro properly look at all the phones go up wow you joined Google in 2004 although there was a nice prolific buildup to that career but you joined in 2004 you left in 2014 um you started in ad sales and you left as the SVP and chief business Officer of Google Revenue went from 3 billion I checked this actually just to make sure cuz I have it's staggering to 66 billion when you left and then you because we're going

to talk about that and then you got seduced to go work with Masa yoshian at soft Bank where you're Vice chairman and president yeah that must have been interesting Jason has a look at Jason he's looking ATP so many good questions um there we go but then you left yes and look I've known you for a long time we've been very good friends for a long time I was surprised because I got you know you called and you're like hey I'm going to be SE chairman and CEO of Paulo Alto networks and I had known

what it was but I didn't really understand uh and then meanwhile in the last what's it been seven years six and a half six and a half years um market cap is up by 5x you took a 20 billion company it's 110 billion as it stands I think you've tripled Revenue um so this is clearly no longer luck so now you're you're in the skill Camp oh good um I'm in founder mode no founder mode is cocaine I was wondering when that I was going I was wondering founder mode on you no he has to

fly to Europe you cannot bring founder mode no waffles on the plane no waffles on the you can get founder mode in Europe though heard start let let's just start and just um actually let's just start there okay um you've seen a lot of different Executives You' played a lot of different roles you've seen Founders you've advised a lot of Founders tell us what what what takes what what does it take to be successful and you can use these labels or not founder mode manager mode whatever it is but what does it take to figure

things out consistently look um I think you already put that out there didn't you didn't you say that uh if you think about building great businesses at the center of great businesses great products if you don't have a great product you're not going to build a great business for the long term and this is something I know Serge is here I learned that with Larry and Sergey at Google that they were obsessed about product on a constant basis so when I came to my job I said the first thing I'm to focus on is build

a great product but I think it's slightly different in consumer and Enterprise in consumer you build a great product you find the fly wheeel you try and figure out how the fly continues to work an Enterprise eventually you take a great product you got to figure out how to get it out to all the amazing customers out there so I think it requires a tremendous amount of focus tremendous amount of um sort of detail inspection but I think at the same time you got to find a way of taking lots of amazing people getting them

on the same train and getting them to execute at scale it's impossible for one human being to do that at scale so you have to have a lot of people doing it amazingly well that's the trick tell tell us about that first that first story or that version of that story inside of Google because you were there for a long time and a lot of good things happened what was that like what did you learn look Google has one of the best flywheels there is in the consumer space right so we were blessed that we're

working with a product that nobody had ever seen everybody wanted to use and it's funny like every one of us worries about customer support he didn't need it it was an amazing simple product easy to use free and our job was to go monetize advertising so part of that was how do you scale that around the world in every country where there is a single product with a single use case where you have to see how you can attract lots of advertisers and that requires building a system how you get thousands of people around the

world to build a system and execute so you build a system you build a programmatic system you look at stuff you inspect and you have really amazing people who gotten do their best that they can and when you're doing that and the thing is growing so fast what is the what has to happen for you to go from running Europe I think is how you started to being the head of business there what does that take well you know it was such an amazing Juggernaut that you had to figure out how to differentiate and what

is interesting cuz when I joined Google was 24% of global Revenue when I moved to the US it was 49% and in Europe yes in this one of the few tech companies in the world whose European Revenue was higher than the US revenue for a brief period of time so I think somebody noticed and what what happens you get the call and you're like we need you to move to America yeah I was uh I was on a trip to Russia trying to open an office there which had to be shut down at some point

in time for a bit um and I got a call from Eric Schmidt and he said your boss is retiring we'd like you to come here here and do what he does that was it um and so why what then motivates you to leave a job like that because you're you're kind of then at the top of the Pinnacle you see everything you're meeting everybody I guess uh I wanted more I wanted to do more get involved sort of the overall business wanted to do some product work as well I didn't have product jobs at

Google I've seen as a sales guy at P all I do is product for the first six years of my life yeah so do be able to go out and do that differently but I had to take a brief Soldier on to my Japanese trip lots of good sushi and lots of it was a great vacation let's talk about it oh come on it wasn't a vacation well great surger but I mean it this was the largest Venture fund ever created $100 billion and you have this Mercurial brilliant individual masi yoshian and um he starts

placing bets in a way that we've never seen what was the genius in that and what was the the Achilles heal look um Masa is one of those people whose risk appetite grew as he grew older and you mention that because that is a very unique thing it usually goes think about I have two young kids and every time you know I'm constantly trying to drisk them saying hey be careful when you cross the road be careful when you do this you get married people tell you be careful buy a house go settle down so

we're constantly drisking Our Lives as we get older on a constant basis all of us do it we don't realize we do it right Mas is the opposite the older he gets like come on let's go all in he's like you guys right he wants to go all in so he's like N I have a great idea we'll put a billion we'll borrow 19 billion I'm how does that work again all you got is a billion yeah I have one great idea a billion in 19 billion that's what he did that's how he buil SoftBank

Japan I think he was the richest man in the world for 88 days in the last internet boom then he was left with a billion dollars unbelievable from scratch again so yes un so there were a series of incredible bets yes maybe walk us through some of those bets because there was Nvidia there was arm so all those happened after I left but that's and then you had arm happen after you left that was where we kind of you know unpack it sorry unpack that uh unpack this uh well Masa likes a trillion he likes

the number one trillion yes so okay it's a good number it's better than a billion beats a billion it beats it is greater than a billion it's greater than a billion last day Check Yes um and when I met him the first time after we' done a deal at Google he was uh you know we met when he was uh he came to see Larry Sergey and Eric and said I'd like to do a search deal with you I have yaho Japan I try to explain to him there's something called like you can't have two

search engines both powered by Google in Japan and to say you can as long as the advertising systems are different so if you look in Japan today Yahoo Japan is powered by Google and Google's powered by Google but the advertising systems are different hence it's non-competitive so he got that done and then he's uh says to me showed me this plan he was going to buy a lot of companies in Telecom and get to $100 billion in iida which at 10 times iida would be a trillion dollar okay so then that kind of fizzled out

he lost interest after a while and then his next idea was to raise I think it was 1 2 3 4 100 200 300 and 400 billion dollars yes for the vision fund so that'll make a trillion on a second let's we're doing that yeah that's a trillion dollars one two three four yeah yeah you know it's interesting and then like he had the whole portfolio companies and there's a bunch of Japanese analysts who sit in the office MBS from University of Tokyo and eventually they took all the business we had and forecast their fee

cash flow at the end where the DCF was a trillion so he was good at setting goals so he thought arm was going to be a trillion dollar company got it um we were let me ask do you think the was the mistake not the mistake is is it about being financially oriented as opposed to product or impact oriented is there an orientation thing there where if money is the goal it becomes a lot harder to achieve versus well I look money is a way to keep track it's not the goal that was the way

he kept track I get it but you know he was not financi unit as much as he went by his gut he you know it's like many Founders when he believed in it he was all in he totally believed in it and sometimes to a fault and you saw that one thing I did learn from which is very fascinating is you know like a person who's like used to getting things wanting to get things right I'd make an investment with him and then be one investment say that's not going let me go and talk to

the company help them help them fix it we can get them up and run he calls me S one day this Nik you're spending too much time with the mistake he said if you go spend that time with a company that's growing at three times they can grow at six times we'll make our money up six times in that company instead of you trying to fix that from half back to one so it's kind of interesting you know that's an incredible lesson actually cut sunken cost I mean there's a million ways to say it but

you have to let your winners ride you got to focus on the winners go all in on the winers go all on the it's hard to do it's hard to say oh my God I made a mistake you go and say I can fix it I'm good I'm going to Sal yeah that's an e problem that's a Hubert's problem I don't want to have a mistake on my record or a good person wants to help the founder you know realize their vision and the Cutthroat nature of this with the power law is such that six

Xing something that was at 3x is much much more likely than getting a zero to a one do you do you apply that principle it's an operator and if so like how at P Alto networks look uh in the last 6 and a half years I've got 19 companies right we can show the you can the slides we got slid we got some slides that just here's your stock good job thank you it's not bad go back let's see if you go back it's go back a second back y what's the market cap now 110

billion 110 billion yeah that's where they and when you started it was at 20 20 20 what you're seeing here is um the um economic principle of uh founder mode okay and the re the revenue and the uh operating income yum yum which so how do you how do you look at something like this when you were first approached for the job how do you underwrite the job like what are you looking at and you said you you I mean you spent the last six and a half years in product did you see a product

that just it was was it missing something that's the thing I want to hear about it like did you go all in on one or two brok that was always the Steve Jobs model was pick the winner and go all in on it get rid of all the other stuff does that principle apply here or no this is slightly different principle look yeah it's $180 billion industry on an annual basis the largest market share was one and a half% which is us and it's a sub sector of Technology the most amount of fragmentation you look

around you know bennyhoff I think is going to be here builds builds a platform for Salesforce you have service now you have work dat there is no cyber security platform you sit there and say this is a phenomenal opportunity one two it's a company that's fully public so I don't have to deal with voting controls and Founders who I have to deal with which have different mod motivations um it's a Evergreen sector there more we get connected the more people want to hack the more you're going to connect it the more data is there for

people to take away so you're not going to have a demand problem yeah sadly if you can go into sector where there's no demand problem you can look at it and say what did everybody get wrong so well everybody sort of lived in their swim Lane so we were in our swim Lane we did one thing there are five swim Lane in cyber security in six years we looked forward and said where is the world going to it's going to the cloud there's a bunch of AI that was our sort of plastics moment cloud and

AI so we said let's not go reinvent the past so one of the things I also learned during you know my time at Google and Masa is like a lot of people get hung up in trying to make the stuff work assuming everything around you is going to stay the same so say now we're just going to focus that assume that 50% of the world is in the public Cloud what's security going to look like then assume latency is low you can process in the cloud data storage is cheap what's going to change so we

built for that we bought 19 companies we went and looked at how everybody does m&a and who failed oh what did you learn from that well we learned that people things trade at a price for a reason so very often people say you know what ah number one is a billion dollars number four is $200 million I can take $200 million and clean it up and fix it it's at 200 for a reason and the billions of billion of Reason they'll still be around yes so why don't we guy the buy buy buy the guy

who's got who's worth a billion dollars we'll be number one we'll be leading the market we have brute force that go to market we'll go use that and we're probably going to slow them down a little bit because they're a larger company so we'll compensate for slowdown with go to market that we bring to them and we'll let them lose so we're the only company where when we acquired companies there a funny story is I got a guy who says oh great we're buying a company in Cloud security I'm the senior vice president of blockchain

cloud and AI I'm like great welcome to your new boss it's like what do you mean I said that's the guy going to work for like we just bought his company I said yeah he kicked your ass with low resources out there in the market you're going to learn something from him there you go Welcome to New York boss well you know there is an analogy you uh share a passion for basketball as well I see you all the time at the Warriors game and I I I don't think this is a jump to say

watching that team play and how they manage talent and play as a team definitely informed how you play the game yeah that not lately but yes in the past but look we've done that 19 times we had seven out of 10 we've gotten right and we still possibly have the most number of Founders who still work for palal yeah actually can you explain that so when you buy a company isn't the typical motivation wait till I Cliff it's a year and then most people just Vose they're gone no no so here's how it works if

you come to palal we'll take your Equity away first we like I'm going to give you back one and a half times of equity if you stay with me for 3 years oh wow to the founder yes okay wait a second so the founder owns let's say it's a100 million a billion dollar company they own 20% they got 200 million you say hey stay again I'll give you 300 million right got to work for me for three years pretty good because when you buy a company you're buying a half half a product and a full

vision ah right I lose the vision part of it I get half a product right that's how much of the success is predicated on the engine at paloalto networks to drive sales to sell into the Enterprise how much do you come in and then the founder feels like there's an interference model now that's like how are you getting in my way and so how do you manage that balance so what happens is like look the customers in security want the best product that's why everybody lived in their swim Lanes we said we got to be

in multiple swim Lanes to be in multiple swim Lanes with multiple people saying I've got great products you know in Enterprise there's this bizarre thing called Magic quadrants which Gardner has and your you your badge of honor is you're on the top right which is the leader cordant in in Garder when I joined p in two we're in 24 right now in the top right so now when you go to customer saying hey I got some great products you're going to sell me some good and some bad like you know you pick there's all 24

are in the top right and they all work together better so for that we need the founders building the product and staying there yeah they do feel a little sometimes they feel like they're being directed but there's also another rule I had a wonderful conversation with the founder which was my first acquisition and I think we didn't set the bit right so we had to fix it in future deals SP the founder reasonable amount of money probably $850 million to the company he had about $150 million he was going to get2 200 then he comes

into my office and say Cas I had a problem um I think we should do it this way you're telling us to do it this way because this way is the way it's going to work for us he's like yeah but when I came here you know with my company I said oh wait a minute I said have you ever sold a house it's like yeah I said who decides what and you you get to St in it who decides what color the wall is going to be painted the new owner the new owner of

course I said Thank you so he stayed there he really liked us and he stayed for three years he made two and a half times that money he got but from then on we changed the game when we acquire a company we set the founder down say okay the lawyers will do their thing you're going to sit in my head of product and design a product strategy we both agree on yeah so we don't buy a company until we have a joint agreed product strategy with the founder now in Cisco Oracle Salesforce they've all kind

of had this m&a Playbook that they claim is part of their engine of success how differentiated is it for you what do you what's kind of the biggest contrast for your playbook versus those Eng biggest contrast for us is we like to buy product which we can integrate and sell to customers we have a go to market engine we like to keep it the way it is I think if I'm going to buy a company at 8 to 10 times Revenue I'm just overpaying for customers and sales I have all the customers already why would

I pay 8 to 10 times Revenue to buy a customer I already have it on a different product so I'd rather buy the product use my go to market capabilities go sell them to the customer base unless I can take the two companies merge them and I can make it worth 16 times if you you you as an investor can buy both our companies enjoy yourself why would I have to pay a premium to buy it at 8 times Revenue so we're very clear we don't want to buy customer bases we want to buy products

which we can integrate and sell into our customer base let's talk a little bit about the threats that are out there in the modern world how they're evolving with artificial intelligence obviously can be used on both sides of the um of this competition to see who can protect information and then who can steal it who are the actors what's the motivation today and how are they coordinating because it feels like there is now this new um uh Allegiance between American hackers very young anonymous working with to do the social engineering working with some Brute Force

tools out of China Russia other places um who who's orchestrating these very large um you know hacks that occurred at the casinos recently and then we can get into how should our government if at all be thinking about stopping these and partnering with corporate America um and to neutralize these threats because some of them are are involving the governments of these countries yeah so I think look if you trace the history of cyber hacking we had these big hacks which used to take 30 or 50 days to figure out people were doing them as a

hobby you'd think of your notion of a hacker was some kid sitting in their parents' basement who didn't get out of there on his little you know PC trying to hack this and trying to get all the data out of there and then suddenly people discovered wait I can get better than this right because it was usually to prove it's a badge of honor oh I hacked into this database or I hacked in there I got in there you guys aren't strong enough now as the world got more connected what happens was people says wait

why am I wasting my time hacking one user one company at a time let me go after a piece of supply chain if I hack The Exchange Server everybody uses an exchange server is fair game if I hack a agent or not an antivirus I can get everybody's computer if I hack you know a large email provider I can have access to every dissident email which is when nation states got involved nation state said wait a minute if I got want data why bother hacking one person let me go hack the back end and get

in let me Gmail yes more effective so when that began to happen began to happen nation states started getting Wasing that's interesting if I can if I can do that I can destabilize Nations I can get data about other people that I want so that became a bit of a nation state activity now cyber security offenses is way easier than defense the defense you got to right 100% of the time offens is going to find one door so so put that aside then what happen on top of that is that nation state started cultivating these

entrepreneurs and the hacking World saying listen that's how you keep your skills up to date if you go after stuff we'll look the other way while we're going and doing it because if we need you we' have found a way and then we discovered this notion wait there's tremendous economic value now in hacking so we can ran somewhere people when to says you and there's like a magic number they ask for $30 million or less because that's director's liability insurance wait sorry sorry sorry when when you get when you get hacked for ransom 30 million

is what is what companies can give you where it's covered by Insurance oh it's covered by Insurance purely working backwards from that policy huh so there's about $2 billion that's been paid in the last 12 months on ransomware wow wow that if you think here's here's the anatomy of a hack right somebody says I found a solar wind server it's hackable so they some set of guys go quickly and plant themselves at 1,800 solar wind servers which are exposed to the internet then there's a separate industry sub Subs segment they sell it to saying listen

I'm only in the seating business you can go run Ransom as a Ser ransomware as a service negotiations with customers wow that's their go- to Market yes say they go to market amplification to system integration yes yeah and then there's a third set of people who are payment clearing people say I'll collect the money I I know how to process $30 milon bit oh my go so sophisticated this is so sophisticated and where are they geographically like where is it all over everywhere everywhere everywhere where extradition treaties are light and uh Are there specific foreign

Nationals that it mooved to jurisdictions to do this is this like there's there's a lot of people in the world out there who do this and they're hard to find and remember think about the enforcement like where are you going to go go to your local police station you're freaking me out somebody takes a million doll away from your bank account who you going to local police guy says actually sir this looks like somebody in Greece yeah do you know our our our like panic attack yeah let me let me shift the conversation I want

to talk about AI for a second cuz you mentioned it as well um but I want to first ask it to you more as just a smart Observer of the market you're in the market you've invested in a bunch of companies as well um what's the state of AI take it however you want whever yes I mean look what's interesting is I think a lot of people are chasing llms and I think there's a very well established expectation out there these llms will get smarter and smarter inflence will come latency will go down uh cost

to deploy cost to train will all come down so the good news is we've seem to have established a nicely competitive space out there between all these people that you can expect some sort of economic rationality to Trail and a lot of people are sort of investing a lot of dollars to get it there and thanks to Mark Zuckerberg throwing out open source models he keeps them honest and fair everywhere around there so we'll all get access to to these models but for the most part as you get into the application of these models I

think the world changes in consumer Enterprise in consumer you got to figure out how these models are going to translate into consumer services and make them better and you can see that the question is do we get a whole new Google that's formed or a whole new Facebook that's created or do the existing players move fast enough to embody sort of to to embed AI in there and our hooks those Services have to us are so strong that we don't shift yeah our usage yeah so let's spark that for a second we'll go go back

there in a minute on the Enterprise side it's not useful unless you can train on my data and you'll disc 90% of companies has bad data 90% of companies like how do you solve this from I don't know I don't know how I fix the last firewall that broke down if I don't have that data and if I don't have 10 good instances how do I make it work in the 11th instance so we're all busy refactoring our data figuring out how to collect good data on the Enterprise side which is going to happen it's

all the easy stuff that Sebastian will tell clar I've got it figured out I'm going to answer questions those are easy questions how much balance do I owe you when do I owe you can I pay you tomorrow no you have to pay me today that even in iBot can answer that question right but it's very hard to say my firewall broke down I don't know what happened how do I fix it CU I need a lot of data so I think on Enterprise side a lot of companies have to do a lot of work

to get their data sorted and that's in process what we've done is we stimulated all of us to go out and get that figured out on the consumer side it's going to be very interesting I think we can all imagine a future which says hey my favorite phone or favorite Hardware device or favorite interface go book me a ticket to Geneva which I'm going after this and book me a a restaurant and a hotel room now you just in your brain said wait wait wait wait I just did booking.com I did open table and I

did hotels.com now we're going to see this happen who's going to control the user interface and whose agent is going to talk to who right try telling any of the existing app guys that listen suppressor UI I'm just going to send you an API call send it back to me I'll control the data about the consumer yeah let's see how far that lasts I mean that's yeah might you're just handing over your business to them yeah well then what's going to happen one or two things happen that always happens right these people become the Legacy

players and you'll have new companies that are formed which are agent based only it's like you know yeah half your fortune is better than none yeah so if I start a company tomorrow I would say listen I only have an agent that does Airline bookings just pay me 20% I'm good I don't need a brand what happens then so I think there's going to be I think there's going to be much more upheaval in the consumer space than anyone of us realiz this I think 5 million apps will be redesigned in the next 10 years

they'll all become agents right the ones that want to survive will do that first but it's very hard yeah your margins my opportunity I guess is the way we say it in the industry yes yes but it's very hard can you try going to any of these large branded apps that sit on everybody's phone and say listen shut it off yeah become a service provider of data they would they would just talk to Siri just talk to whatever whatever it is yeah and we'll get it done for you um Ai and attacks and sophistication of

the attacks that occur how how often does human factors fishing tricking people come into play these days and and how much of that can is going to be exacerbated by AI deep fakes Etc oh the attacks are most simple most simple explain you know uh we had a whole B Des company uh and they do this is a thing they said listen we're going to penetrate your defenses it's not not possible it's just impossible we're going to figure it out the guy goes in the morning 8:00 at the parking lot drops a bunch of USB

T sticks with little tape on it taks my home videos oh my god wow he drops about 25 of them six of them log in with the USB stick in the computer in the office they're in oh my God oh my God so great oh my so I don't know if you need to go like get a battery RAM and break your door do this is It's human behavior human behavior it's like and they possibly said something more colorful than my home videos on that but I'm just going to keep it PG here right so

you can decide at what point in time your curiosity with a z that got 100% yeah so it's like these are not heart attacks like you know there's we had a we sent an email out there we saying National Pet Day please take a picture of your fluffy pet at home and upload it to with his website and the person who does it will give $10,000 to the SPCA oh my God you seen the beautiful fuzzy pictures uploaded to this hacking site where we had all your details all the IP addresses everything yes everything no

no you had to actually add to your username oh godword and there's things like is your pet so wonderful that he used their name as a password yeah let's what's your pet's name love it let's uh love it let's F so great this is not hard you don't need like you know use cyber security sensors to block this stuff uh okay wait flip it around for a second there's something going on I don't know if you read you probably did uh there's a there's a an explosion of deep fake porn in South Korea going on

right now that's not my area of specialization no you guys you guys might know more about that heard from a friend I don't have time for that kind of stuff no no I met more he read on Twitter and jam search for and there wasn't any no but so there's all this fake content that's going to emerge there's going to be all is it fake somebody's fake is somebody's reality yeah I know but my point is more different how do you if you're asked by a customer tell me if that's real or not how do

you figure out tomorrow if something is real well look there's a huge conversation going on that there needs to be some form of Regulation that insist that water marking needs to happen if you generate a video using any AI tool it has to say created by AI if it doesn't it's very hard to tell the difference yeah and as I was saying to somebody else the other day it's like most likely if it seems to perfect it was probably created by how is that different let me just ask philosophical how is that different than airbrushing

in Photoshop than making the person look completely different we we don't have any of those disclosures today I always feel like there's a spectrum that I guess scale would be the issue right and Fidelity I don't know sorry scale and Fidelity like you know the number of people who can do what you're saying is .1% of the population or 1% now it's 100 I think if if it's with the intent to deceive I see ah yeah anyway and then what about on the other side in terms of Defense have you started to make AI you

know uh Shields that yes yes so look the two biggest risks today in AI are is that I think about 20 to 30% of most companies have employees the younger side who are using AI apps to try and get their job done faster and easier write me a marketing blog try and figure something out you know write me a script for this or take this data analyze it for me the risk there is that you're sending proprietary data up into a model oh yeah for company you know here's a here's a napkin drawing of a

chip design I just made for inferencing turn this into real CAD drawing for me they could do it but except that that llm was brought down from hugging face and it's going back to North Korea yep so there's that risk that your employees are being targeted with AI apps in your company who are uploading proprietary data in a happy way very nicely for you same guy who picked up the USB stick so there you have we have a product that watches all these apps and makes sure that what you're using what you're uploading is is

not being sent to dangerous apps or if you don't want your employees to send it will block you the other one which is kind of interesting is that I think almost every company is experimenting with deploying llms internally because they all want their favorite proprietary chat interface and there you need to be careful because you can what you used to do with SQL injection you can do with prompt injection you can bombard models you can bias them you can do a whole bunch of stuff so we have you know what we call an a firewall

that will protect you I want to be sensitive time I know you have to fly to Geneva thank you very much for coming ladies and gentlemen the C thank you for