Raaz Herzberg

And I also think security specifically, it's a specific market security, right?

And I also think security specifically, it's a specific market security, right?

My knowledge is very limited to my market, but in security I've always felt you want to buy things from

My knowledge is very limited to my market, but in security I've always felt you want to buy things from

the place your bank buys things from, you know what I mean?

the place your bank buys things from, you know what I mean?

Like you want to buy insurance from the place your bank buys insurance from.

Like you want to buy insurance from the place your bank buys insurance from.

So if you manage to actually help the most complex enterprises in the world, the most heavily regulated and complex organizations in the world adopt you, then your way down market becomes so much easier.

So if you manage to actually help the most complex enterprises in the world, the most heavily regulated and complex organizations in the world adopt you, then your way down market becomes so much easier.

So it's definitely not a move that will work for everybody or is easy and it's definitely very unusual, but it is what worked for us.

So it's definitely not a move that will work for everybody or is easy and it's definitely very unusual, but it is what worked for us.

Yes, with a caveat.

Yes, with a caveat.

I don't think it was about the name we had.

I don't think it was about the name we had.

I mean, a staff or a CEO, which is now very well known, it's not like he would walk into a room and people would know who he was.

I mean, a staff or a CEO, which is now very well known, it's not like he would walk into a room and people would know who he was.

Nobody heard our name.

Nobody heard our name.