Ray Rothrock

And it's not a loss leader, but it's darn close in terms of that first bite of the apple.

That's pretty, that's pretty good.

Yeah.

I have to think that through some more and I can think of a handful of deals where we spent way less and got the deal.

And I,

I can think of a few where we spent way more.

So yeah, probably on average.

I'm willing to spend it when the first year's, yeah, I'll say yes.

I had to think that through.

Well, I don't know what the technology elements are per se, the installation and all that requirement.

Our software gets embedded into the fabric of the network, into the devices and everywhere.

So it's a longer deployment cycle.

So it's hard to compare that.

If they're doing sort of individual endpoint stuff, I can see where they could get that growth rate very fast.

The biggest friction to deployment is how embedded is the technology.

There's a lot of software.

There's a lot of cyber software that just sits in front of things.

That's easy to install, very quick.

You download it, put it on a device, and off you go.

So that's how I think that can go fast.