Asaf Ezra

Both.

It has to be both because a customer, as we discussed earlier, could lend you a deal of just a few hundreds of dollars, and that's great.

They're getting the confidence.

They know that you can give them the value.

And then it's up to them to start scaling it with the organization, obviously.

It's up to you to qualify everything and make sure that you help them progress as you move forward and to find the right candidate.

But it has to be both because it's sort of like a 70-30 base model that at most you're going to get 30% of the infrastructure on your landed deal because no one's going to risk all the most sensitive workloads or the most important ones

Um, it was obviously it in those areas, by the way.

Um, I think, I think that the average customer value tripled, uh, from existing customers over the last year.

Yes, but we're also in much smaller numbers.

I can't comment on that.

The numbers I gave you earlier are accurate, but I can't comment on the revenue.

And, uh,

The Hard Thing About Hard Things.

Always.

By the way, I have a few that I use as my own sort of mentors.

So we have all the ones that are a leg ahead of me.

But I think both Dimitri from Big ID and Evgeny from Armis are great guys to consult with.

And I would recommend them to everyone.

I have a few that I really enjoy.