Aaron Newman

Eventually, they figured out not an efficient thing to do.

We're going through that same cycle.

So, you know, we I immediately said everything's going to the cloud, everything going to the public cloud.

We bet big on it and we started building management platforms around it.

Well, think about it as you have all these tools in the data center to do everything from manage your inventory, help you track costs, help you make sure you're utilizing your resources well.

When you move into the cloud, all the tools that worked over there, they don't work in the cloud because there's fundamental differences.

You don't have IP addresses that are around for months.

They're gone in hours.

So how the tool interacts with it has to be rewritten.

So we have to throw a lot of the old tools away and reinvent things.

And so we've written those tools that approach the cloud from a cloud-friendly way to do inventory management, to do security, to do cost optimization and allocation.

So we range anywhere from we have customers as small as $100 a month to $50,000, $100,000 a month.

So it's a pretty wide range.

Our average price is maybe $2,000, $3,000 a month MRR.

Well, it's designed to be like the cloud, right?

You want to get in easily.

So if you have a small cloud deployment, you don't want to be paying a ton of money for it.

If I'm paying $1,000 for the cloud,

I don't want a management platform that costs me $2,000, $3,000.

So we have to design it to scale with what you're doing, yet let it grow as our need for infrastructure and all that grows.