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ARMO offers a runtime-powered, open-source first, Cloud Security Platform and the creator of Kubescape. Kubescape is a leading open-source Kubernetes security project and a Cloud Native Computing Foundation (CNCF) sandbox project, signaling its importance in the broader open-source ecosystem.
Kubescape helps developers identify and fix misconfigurations, vulnerabilities, and compliance issues across the CI/CD pipeline and detect and respond to threats in runtime using eBPF based anomaly detection agent. It is deployed and tested across over 100K clusters in environments as small as a few workloads, and up to enterprise scales with over 50K running workloads. With over 10,000 GitHub stars, Kubescape has become a popular tool in the cloud-native community.
However, as Kubescape grew in popularity, ARMO faced a new challenge: visibility into how their project was being used, especially after donating it to CNCF. This is where Scarf came in.
The Challenge
While maintaining Kubescape, ARMO had access to basic metrics such as GitHub stars and download numbers. But after donating it to the CNCF, they were faced with new layers of privacy that made it harder to track who was using their project. Without this visibility, ARMO found it difficult to convert open-source users into paying customers for their commercial solutions.
"After donating Kubescape to the CNCF, we lost the ability to track conversions to our commercial solution," explains Kaftzan. "It became hard to know who was using it, when they transitioned to our platform, and what kind of opportunities we could develop."
ARMO’s marketing, sales, and DevRel teams all wanted better insights into user behavior, but they needed a solution that respected the privacy policies of the CNCF while still delivering actionable data.
The Solution: Scarf
Scarf, a platform designed to provide open-source projects with deeper insights into their users and usage patterns, was the answer ARMO needed. By integrating Scarf into Kubescape, ARMO was able to regain visibility into which company has been using Kubescape, filling the gap left after their CNCF contribution.
"We installed Scarf in Kubescape and immediately got visibility into which companies were using it and how frequently. This was a huge ‘aha’ moment for us," says Kaftzan.
Scarf also provided ARMO with insights into user engagement on their website, including visits to high-intent pages like the pricing and demo pages. This gave ARMO a clearer understanding of which users were not only using Kubescape but also showing interest in ARMO’s enterprise solutions.
"The combination of Kubescape usage data and website visits is extremely valuable. When a company uses Kubescape and then visits our pricing or demo pages, it’s a lead we need to chase," Kaftzan emphasizes.
The Value of Scarf
Scarf provided ARMO with the visibility they needed to effectively target and convert high-intent users. Here are five key outcomes from their use of Scarf:
Five Key Outcomes
Enhanced Visibility: Scarf revealed which companies were using Kubescape, offering ARMO insights they hadn’t previously had access to.
"Scarf gave us visibility into companies we didn’t even know were using Kubescape, revealing just how many regular users we had," notes Kaftzan.
Prioritization of High-Intent Leads: By tracking users who visited high-value pages like the pricing page, ARMO was able to identify companies with serious interest in their commercial solutions.
"When a company uses Kubescape and also visits our pricing page, that’s a lead we can’t ignore," says Kaftzan.
Improved Sales Strategy: Armed with Scarf data, ARMO’s sales team could prioritize outreach to users with clear intent, resulting in more focused and effective sales efforts.
Stronger Marketing Campaigns: With insights from Scarf, ARMO tailored marketing campaigns to target companies already engaged with Kubescape, which led to stronger results.
"We ran campaigns targeting companies identified by Scarf and saw stronger results, especially when we combined that data with other marketing tools," shares Kaftzan.
Pipeline Generation: Scarf contributed directly to ARMO’s sales pipeline by surfacing qualified leads from Kubescape users, helping move them closer to conversion.
"We’ve already seen several advanced opportunities thanks to Scarf’s insights, adding real value to our pipeline," Kaftzan adds.
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ARMO offers a runtime-powered, open-source first, Cloud Security Platform and the creator of Kubescape. Kubescape is a leading open-source Kubernetes security project and a Cloud Native Computing Foundation (CNCF) sandbox project, signaling its importance in the broader open-source ecosystem.
Kubescape helps developers identify and fix misconfigurations, vulnerabilities, and compliance issues across the CI/CD pipeline and detect and respond to threats in runtime using eBPF based anomaly detection agent. It is deployed and tested across over 100K clusters in environments as small as a few workloads, and up to enterprise scales with over 50K running workloads. With over 10,000 GitHub stars, Kubescape has become a popular tool in the cloud-native community.
However, as Kubescape grew in popularity, ARMO faced a new challenge: visibility into how their project was being used, especially after donating it to CNCF. This is where Scarf came in.
The Challenge
While maintaining Kubescape, ARMO had access to basic metrics such as GitHub stars and download numbers. But after donating it to the CNCF, they were faced with new layers of privacy that made it harder to track who was using their project. Without this visibility, ARMO found it difficult to convert open-source users into paying customers for their commercial solutions.
"After donating Kubescape to the CNCF, we lost the ability to track conversions to our commercial solution," explains Kaftzan. "It became hard to know who was using it, when they transitioned to our platform, and what kind of opportunities we could develop."
ARMO’s marketing, sales, and DevRel teams all wanted better insights into user behavior, but they needed a solution that respected the privacy policies of the CNCF while still delivering actionable data.
The Solution: Scarf
Scarf, a platform designed to provide open-source projects with deeper insights into their users and usage patterns, was the answer ARMO needed. By integrating Scarf into Kubescape, ARMO was able to regain visibility into which company has been using Kubescape, filling the gap left after their CNCF contribution.
"We installed Scarf in Kubescape and immediately got visibility into which companies were using it and how frequently. This was a huge ‘aha’ moment for us," says Kaftzan.
Scarf also provided ARMO with insights into user engagement on their website, including visits to high-intent pages like the pricing and demo pages. This gave ARMO a clearer understanding of which users were not only using Kubescape but also showing interest in ARMO’s enterprise solutions.
"The combination of Kubescape usage data and website visits is extremely valuable. When a company uses Kubescape and then visits our pricing or demo pages, it’s a lead we need to chase," Kaftzan emphasizes.
The Value of Scarf
Scarf provided ARMO with the visibility they needed to effectively target and convert high-intent users. Here are five key outcomes from their use of Scarf:
Five Key Outcomes
Enhanced Visibility: Scarf revealed which companies were using Kubescape, offering ARMO insights they hadn’t previously had access to.
"Scarf gave us visibility into companies we didn’t even know were using Kubescape, revealing just how many regular users we had," notes Kaftzan.
Prioritization of High-Intent Leads: By tracking users who visited high-value pages like the pricing page, ARMO was able to identify companies with serious interest in their commercial solutions.
"When a company uses Kubescape and also visits our pricing page, that’s a lead we can’t ignore," says Kaftzan.
Improved Sales Strategy: Armed with Scarf data, ARMO’s sales team could prioritize outreach to users with clear intent, resulting in more focused and effective sales efforts.
Stronger Marketing Campaigns: With insights from Scarf, ARMO tailored marketing campaigns to target companies already engaged with Kubescape, which led to stronger results.
"We ran campaigns targeting companies identified by Scarf and saw stronger results, especially when we combined that data with other marketing tools," shares Kaftzan.
Pipeline Generation: Scarf contributed directly to ARMO’s sales pipeline by surfacing qualified leads from Kubescape users, helping move them closer to conversion.
"We’ve already seen several advanced opportunities thanks to Scarf’s insights, adding real value to our pipeline," Kaftzan adds.
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Scarf, a platform designed to provide open-source projects with deeper insights into their users and usage patterns, was the answer ARMO needed. By integrating Scarf into Kubescape, ARMO was able to regain visibility into which company has been using Kubescape, filling the gap left after their CNCF contribution.
The foundation of Scarf company tracking is IP Address attribution. Our Company Tracking algorithm considers confidence and reputation scores from multiple sources to provide what we believe to be the best matching data in the industry. In a nutshell, Match Feedback allows you to fix and fine-tune your company matches.
We're thrilled to announce that Scarf has successfully completed the SOC 2 Type 2 examination! This might sound like legal jargon at first glance, but let’s break down what this means for us, our users, and the open-source community as a whole.
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On July 16th, we hosted our first-ever Scarf Summit, celebrating analytics for open source and the significant improvements we’ve made to the Scarf platform. In case you missed it, here’s a recap of all the key updates shared by our Engineering Leader, Aaron Porter.
In this episode of the Haskell Interlude Podcast, Joachim Breitner and Andreas Löh sit down with Avi Press, the founder of Scarf, to discuss his journey with Haskell, the telemetry landscape in open source software, and the technical as well as operational challenges of building a startup with Haskell at its core.
Scarf Basic and Premium tiers have long had the ability to sort their open source usage data by company, domain, events, last seen, and funnel stage. But our customers have been wanting more. Now you can hyper target by combining region, tech stack, and funnel stage, making outreach as refined and low friction as possible.
Understanding open source user engagements and usage is obscured by a lack of actionable data, a result of its inherent openness and anonymity. Embracing a data-driven approach to open source projects helps them not only grow, but also understand the keys to their success, benefiting everyone involved.
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Union is an open source first company. It uses Scarf to drive their DevRel strategy and improve their open source project. It also uses Scarf to power its consultative sales approach to help customers where it makes sense. Union has been successfully leveraging Scarf funnel analysis to shape the product to better fit the market so that they can focus on ensuring that companies can get value from Flyte sooner.
In this latest episode of "Hacking Open Source Business," Avi Press and Matt Yonkovit sit down with Adam Jacob, the co-founder of Chef and current CEO of System Initiative. With a rich history in the open-source world and numerous thought-provoking opinions, Adam delves into the intricacies of open-source commercialization, offering valuable insights and alternative strategies to the commonly held Open Core model.
Smallstep wanted to understand the impact of their open-source project on enterprise adoption of their commercial security solutions. Smallstep uses Scarf to better understand user interactions and software usage, providing insights into its user base and potential customer segments as an important signal for commercial use.
Diagrid was founded in 2022 by the creators of the popular Dapr open source project. Making data-driven decisions for a commercial company built on an open source project that had no real concrete data, was a real challenge. Diagrid translated Scarf data into valuable insights for marketing and product development of their commercial product.
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Unstructured had so much usage of their open source, but so little data. Prior to Scarf, they mostly had GitHub information for things like downloads and stars. It was difficult to separate the good signal from the noise without any specific information that would help them to better target this large and growing open source user base or data to influence their product roadmap.
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Many open source contributors are reluctant or skeptical about metrics. They think metrics are overrated, irrelevant, or even harmful to their projects and communities. But in this blog post, we argue that metrics are essential for making better decisions, improving the experience for users and contributors, and demonstrating the impact and value of your open source work. We also share some tips and examples from OSPOs and DevRel teams on how to choose and use metrics effectively.
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You can use the open source Scarf Gateway to switch hosting providers, container registries, or repositories without impacting end users in the future.
What is driving all this tech layoffs? , What is their impact on the open source software industry? We will walk through all the potential reasons from an economic downturn, herd mentality, excessive borrowing and spending due to low interest rates, and growth at all costs as the main reasons behind the layoffs. Companies can continue to grow in this tight economic market if they are focused on optimizing efficiency and sustaining the right growth.
At the All Things Open conference, Emily Omier, a seasoned positioning consultant, sat down with Avi Press (Founder and CEO, Scarf) and Matt Yonkovit (The HOSS, Scarf) to discuss how to message, position, and validate your open source product on The Hacking Open Source Business Podcast. You can watch the full episode below or continue reading for a recap.
On the Hacking Open Source Business podcast, Joseph Jacks aka JJ (Founder, OSS Capital) joins Avi Press (Founder and CEO, Scarf) and Matt Yonkovit (The HOSS, Scarf) to share what you need to know before starting a commercial open source software (COSS) company and how you can set yourself and your project apart in a way that attracts investor funding. As an investor who exclusively focuses on open source startups, JJ provides a VC perspective on what he looks for when evaluating investment opportunities.
On The Hacking Open Source Business podcast, CEO Chris Molozian and Head of Developer Relations Gabriel Pene at Heroic Labs elaborate on their usage and shift to open source and how it accelerated their adoption.
In this recap of the first episode of the Hacking Open Source Business Podcast, co-hosts Matt Yonkovit and Avi Press, Scarf Founder and CEO, dig into a recent controversy that highlights the challenges open source projects face trying to create sustainable revenue streams to support a business or a non-profit that funds the project’s growth.
Scarf Sessions is a new stream where we have conversations with people shaping the landscape in open source and open source sustainability. This post will give a recap of the conversation Scarf CEO, Avi Press and I had with our guest Stefano Maffulli.
Community is important to the success of open source software. To understand and grow a community, project founders and maintainers need visibility into various technical, social, and even financial metrics. But what metrics should we be using?
Should Python eggs be deprecated in favor of wheels? What does the data show? This post explores how the right data can make decisions like this easier for maintainers and Open Source organizations.
Keeping your Salesforce accounts in sync with Scarf’s company data gives your team a clearer picture of how organizations are engaging with your open-source project.
Companies offering open source are pouring resources into the project, but it remains a black hole for go-to-market teams—high adoption, but no clear path to conversion. With Scarf, company-level usage data is available while maintaining privacy. The native integration with Salesforce and Hubspot, brings your open source users from passive usage to pipeline acceleration.
Open source projects generate a treasure trove of data (downloads, doc views, project usage), but most open source companies aren’t tapping into it. Here’s how Scarf helps us, and how it can help you do the same with your marketing.
ARMO offers a runtime-powered, open-source first, Cloud Security Platform and the creator of Kubescape. Kubescape is a leading open-source Kubernetes security project and a Cloud Native Computing Foundation (CNCF) sandbox project, signaling its importance in the broader open-source ecosystem.
Kubescape helps developers identify and fix misconfigurations, vulnerabilities, and compliance issues across the CI/CD pipeline and detect and respond to threats in runtime using eBPF based anomaly detection agent. It is deployed and tested across over 100K clusters in environments as small as a few workloads, and up to enterprise scales with over 50K running workloads. With over 10,000 GitHub stars, Kubescape has become a popular tool in the cloud-native community.
However, as Kubescape grew in popularity, ARMO faced a new challenge: visibility into how their project was being used, especially after donating it to CNCF. This is where Scarf came in.
The Challenge
While maintaining Kubescape, ARMO had access to basic metrics such as GitHub stars and download numbers. But after donating it to the CNCF, they were faced with new layers of privacy that made it harder to track who was using their project. Without this visibility, ARMO found it difficult to convert open-source users into paying customers for their commercial solutions.
"After donating Kubescape to the CNCF, we lost the ability to track conversions to our commercial solution," explains Kaftzan. "It became hard to know who was using it, when they transitioned to our platform, and what kind of opportunities we could develop."
ARMO’s marketing, sales, and DevRel teams all wanted better insights into user behavior, but they needed a solution that respected the privacy policies of the CNCF while still delivering actionable data.
The Solution: Scarf
Scarf, a platform designed to provide open-source projects with deeper insights into their users and usage patterns, was the answer ARMO needed. By integrating Scarf into Kubescape, ARMO was able to regain visibility into which company has been using Kubescape, filling the gap left after their CNCF contribution.
"We installed Scarf in Kubescape and immediately got visibility into which companies were using it and how frequently. This was a huge ‘aha’ moment for us," says Kaftzan.
Scarf also provided ARMO with insights into user engagement on their website, including visits to high-intent pages like the pricing and demo pages. This gave ARMO a clearer understanding of which users were not only using Kubescape but also showing interest in ARMO’s enterprise solutions.
"The combination of Kubescape usage data and website visits is extremely valuable. When a company uses Kubescape and then visits our pricing or demo pages, it’s a lead we need to chase," Kaftzan emphasizes.
The Value of Scarf
Scarf provided ARMO with the visibility they needed to effectively target and convert high-intent users. Here are five key outcomes from their use of Scarf:
Five Key Outcomes
Enhanced Visibility: Scarf revealed which companies were using Kubescape, offering ARMO insights they hadn’t previously had access to.
"Scarf gave us visibility into companies we didn’t even know were using Kubescape, revealing just how many regular users we had," notes Kaftzan.
Prioritization of High-Intent Leads: By tracking users who visited high-value pages like the pricing page, ARMO was able to identify companies with serious interest in their commercial solutions.
"When a company uses Kubescape and also visits our pricing page, that’s a lead we can’t ignore," says Kaftzan.
Improved Sales Strategy: Armed with Scarf data, ARMO’s sales team could prioritize outreach to users with clear intent, resulting in more focused and effective sales efforts.
Stronger Marketing Campaigns: With insights from Scarf, ARMO tailored marketing campaigns to target companies already engaged with Kubescape, which led to stronger results.
"We ran campaigns targeting companies identified by Scarf and saw stronger results, especially when we combined that data with other marketing tools," shares Kaftzan.
Pipeline Generation: Scarf contributed directly to ARMO’s sales pipeline by surfacing qualified leads from Kubescape users, helping move them closer to conversion.
"We’ve already seen several advanced opportunities thanks to Scarf’s insights, adding real value to our pipeline," Kaftzan adds.
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