Deepak Balakrishnan

So we keep bombarding them with useful information so that we stay top of mind for them.

I think until we started doing that, people started to easily forget about us, even though they buy it and then they leave it on the shelf.

So that's the one thing I have learned that we're trying to push into the product.

No, that is not a good thing.

When the time comes, we're typically doing at this point annual contracts, so it's good we're not prepaid for 12 months typically.

But at the end of that, when the time comes to renew, it will be a tough sell if they don't continually use the product.

Yeah, I think what we're doing is essentially selling insurance, right?

Nobody likes it, but it's important.

But you have to sign, as you correctly said, is we noticed the following things went wrong in the last week.

And here you go, we already corrected it for you, right?

So we have to keep constantly reminding them of that.

Exactly.

Exactly.

So in our specific case, last week we alerted a customer saying that one of their most critical documents had by mistake gotten shared externally to the world.

They didn't realize it.

We did.

We alerted them and fixed it for them and sent them a mail saying so.

And it was all automated.

So that was showing useful information where it showed value to them.

And we have to keep doing that on a continual basis.