Alexander Yampolsky

see very good network effects out of what we do because if you have a company if you have a company who is using us to monitor 10 000 plus of their suppliers naturally those suppliers also want to know what their scorecard is they want to know how to get better they want to know how to how to improve for example suppose you have a very important marketing relationship and uh

that marketing relationship says, I'm going to put in $2 million into Nathan's podcast, but we're concerned about your security.

Well, it's going to be an incentive for you to sign up for security scorecard because you want to make sure you're protected.

So the very strong network effects that we're seeing.

We're seeing good return on investment from

conferences from events.

For example, we did a big splash at RSA.

We launched a new product recently called Bridge Insights that nobody else in the market has that measures concentration risk.

We're spending heavily on events and just brand recognition.

Yeah, we're spending more than a million.

I mean, we see in LTV to CAC over three, which is good in the enterprise SaaS space.

Yeah, for sure.

So we launched the company in the beginning of 2014.

And the story is that I was a chief security officer at Guild Group.

And one day we were looking at a solution that helped mitigate e-commerce fraud.

It was a software as a service that helped mitigate e-commerce fraud.

It would look and say, hey, Nathan, today is logging in from New York, buying $200 worth of clothes, but all of a sudden you're in Austin, Texas, buying $1,000.

Something is suspicious.

And so it was a very good solution, and we had to integrate our systems with that.

and we looked at the contract we looked at the penetration test results everything looked great and literally at the last moment when we started integrating with that company we looked at their systems and we discovered unencrypted credit card data floating in their systems and that was an oh shit moment for me because i realized i could lose my job as a chief security officer due to negligence of somebody else and um the question uh really uh