So how do I explain the value of what you're doing to my CEO? What does your solution do and what does it not do? And what is the pricing model? Can you help us out here?

Yeah, you bet.

Thanks for that.

So explaining the value does start a little bit with explaining the problem, especially when you're talking to a CEO.

The reality is change, innovation, and threats are now moving at the pace of AI.

And the other reality is the business fundamentally demands 24 by seven availability of what matters most, in addition to compliance obligations and everything that continue to evolve on this front.

In that light, and considering that security is fundamentally the digital risk management entity of the organization, we must continuously assess our ability to not only prevent but also recover from cyber disruptions and disruptions in general.

And so with your tooling, what information would I actually or would you recommend that I put in front of my CEO or my board? Is there a resilience score? Is there expected downtime? Can you estimate potential financial impact? Or how do I show the confidence for them in advance that, that our critical services will meet our recovery objectives?

Do you think from, from your perspective, organizations have sort of have built some sort of resilience? They have so much data available to them, but that complexity in itself has become a risk because this deluge of information and so much more, um, awareness of risk creates a little bit of where do we go, what do we do first?

Oh, 1000%.

It's we, we used to build much of our programs around the more data I have the better, then we overwhelmed ourselves with data, including threat information.

This is why I, I really look at it and say it the way that I do.

And the challenge we have as the defenders, as the third parties that are operating in that realm that you spoke to in terms of responsible disclosure, et cetera, is if we as researchers identify something bad in terms of a way that an attacker can compromise technology, we go through a process of making sure everyone who owns the remediation of that and is impacted by that is aware.

We then work through a process of determining how long it's gonna take to build patches for those types of things, publish them, publish all of the details.

That could be 90 days, could be longer depending on the scenario.

So if you had to describe an organization that is, like, getting it right, not perfect, 'cause it's always an immovable situation, but someone that's really defending against the unknown and sort of thinking about the habits and strategies they've deployed, what would you give advice to others, uh, in trying to sort of put that together?