Jon McNeill

And so then we started to ask ourselves, like, is there a one size fits all here scenario?

And it turned out there was.

We asked, we just happened to ask the question, how many cybersecurity platforms have been created for the cloud in the last five years?

And the answer is like 1300.

And then we said, how many have been created for the SMB in the last five years?

And the answer was zero.

All right, this is a one-size-fits-all market.

Cyber is sized to the cloud, which I totally get.

As a computer scientist, I get that it's easier to write to Amazon, Azure, and Google, and it's super difficult to write to an infinity number of tech stacks in SMB.

So that one size fits all is creating an opportunity.

And then we asked one more question because then we felt like we knew the answer to this question.

Where are the ransomware attacks happening?

And no surprise, it's in the S&P side because they haven't had tech in five years.

And so we set out to build a company that is essentially...

a super modern cyber platform for widely variable tech stacks and introduced that.

It's got a ton of market traction and it's like one of the fastest growing companies in cyber right now.

But it came from that first insight of like, ooh, we just tripped across a one size fits all.

The market has been 100% cloud and there's this small medium thing hanging out here that isn't large or extra large.

How about we like split the market and go after where the competition isn't?

Exactly.