Drew Liwer

We're at about 300.

And actually, this is a little bit old.

But we plan to be close to 1,000 channel partners by the end of this year.

Now, when I say partners and channel, what do I actually mean?

So for us, there are three different types.

There is a lead exchange channel.

So for example, we have some companies that we work with that basically they throw leads our way, and they get a commission.

We close the deal.

They don't do any of the actual selling.

They do the introduction, and that is it.

We have service providers, which are our largest channel.

Those are MSPs, MSSPs, and so forth.

These are people that already have a relationship with that mid-market small business, and they're selling them normally IT services.

So what have we done?

We came to the table and told them, now you can sell security effectively, safely, and very profitably.

You see, building that big stack that they had to do in the past and trying to sell it into the enterprise was easy.

Not easy, but doable.

And they could make money on it.

But selling that expensive stack to the mid-market or small business was completely impossible.

Definitely not something they could make money on.