Sean Sankaran

I used to be a chief information security officer.

I spent 10 years in cybersecurity industry with Microsoft and IBM.

And I had a huge network of people, my CISO community.

So I kind of used that to get the first 10 customers now.

Today we have 230 customers put together.

Not necessarily.

So actually, interestingly, we were the first ones to discover this whole software as a service business model in this space.

So governance risk and complaints used to be on-premises, Fortune 100, Fortune 1000.

Eight years before, we were the first one to discover this, even the SaaS momentum.

I think we said, we made a statement, we want to be the sales force of GRC.

So interestingly, it's a kind of 230 customers cumulatively through our journey, not necessarily on a MRR, ARR, Nathan.

Actually, we used to do a lot of small deals like $250 type clients in the past.

We used to help pharmaceutical compliance.

We had volume licensing deals with partners where they provide services as part of the product to automate the process systems for their compliance certifications.

But I think we thought it's not adding a lot of value.

So we moved away and we are now focusing more on $2,500 or $6,000 kind of per month clients.

Kind of, yes.

Yes, we are seeing a huge attraction post-COVID-19.

Why is that?

Because I think everybody has moved remote.