Drew Liwer

Right now, we are at about 70% channel.

2023, we ended at 70%.

And in 2024, we expect it to be 85%.

Why are we even keeping direct?

If channel is so successful, why keep the direct?

Two reasons.

Direct is our way of testing the market with new products, new concepts.

Our channel partners don't have an appetite for testing or

adventures or new stuff.

So when we came up with a modular cybersecurity platform, the first people to sell it into the market were our direct people to show that you can actually sell it.

And then you go to the channel partners and say, you see this stuff actually sells.

You can actually make money on this.

So this is why in the previous slide I said you can't skip direct.

You can't go all channel immediately.

All the companies that sell predominantly through channel have a direct arm as well.

Even Cisco, which I think is about 90% channel, has a direct team.

And that's because you need to prove to the channel that this stuff works.

And the only way you can prove it to them is if you can sell it.

And you can't just expect them to sell it if you can sell it.

So again, we grew our channel program very aggressively.