Joe Payne

So a big company is going to pay a lot of money if they have a breach from an insider.

So we're a small drop in the bucket compared to that.

Well, Nathan, the thing I love about SaaS software is it's democratized software for everybody.

So the same awesome product that I'm giving people at $120,000, I'm giving to a 200-person company.

So I'm giving them that same power and capability.

So I'm not going to define a sweet spot per se.

I will say the people that are buying fastest today from us are mid-market companies.

So think of that as companies between sort of 1,000 and 5,000 employees, because honestly, they're making fast decisions today and it's much easier for them to make decisions.

Today in this economy, big companies are taking forever to make a decision on new technology purchases.

So again, if you talk about who's buying today, I would say the sweet spot is in that

1000 to 5000 sweet spot or medium.

Yeah, that's right.

So I joined a company called CrashPlan in 2015.

It was called Code42, but the product was called CrashPlan.

It was an endpoint backup product, and the board hired me to figure out what we were going to do with that product long term.

And that's an endpoint backup product.

So basically think,

backing up all your data from your laptop into the cloud.

And the idea was that like, look, that long-term is going to go away because most people keep their data in the cloud today.

You keep your data in OneDrive, you keep your data in G drive, et cetera.