Drew Liwer

that a mid-market company might need.

So as you can tell, in 2019, we had a very respectable zero revenue.

And we've grown since then very aggressively, including during COVID, including during all kinds of conflicts, and so forth and so on.

So when we launched the product, it was cybersecurity for SMBs.

So we literally

went into a dark room and built something that we thought they would need.

So we built something for the first time that we called an all-in-one.

So instead of buying multiple cybersecurity products, we made it very simple for them to consume it.

It's one product that covers the user, the endpoint, the network, the cloud, the data, the email, everything in one system.

In 2020, we launched it aggressively into the market with a very much old school direct sales model.

So we had a team that basically out of Chicago that cold called into organizations and sold them cybersecurity.

And you have to understand that when you look at the small businesses or the mid-market, the deal size is relatively small.

So a cybersecurity company normally sells a deal size of anywhere between $700 to $1.5 million.

We are a fraction of that.

I'm talking to companies who are 200 employees, 500 employees, not 30,000.

So we needed to figure out a really good way to scale this thing and direct sales, while very important,

didn't cut it.

In comes in 2021 this fine gentleman, Jim Tarantino.

We hired him as our CRO.

He looked at our plan, and he said, you guys are nuts.