Ian said many customers won't fund security until after a breach.

There's...

A lot of what we sell is security and where our solutions are going to protect a customer from being hacked, breached, attacked.

And a lot of customers know that they are going to be breached at some point.

It's not if, it's just when.

but they're not protecting themselves with investment until it happens.

I have lots of conversations where the customer says, we've got budget if it's going to improve productivity, and we haven't got budget for... cyber, for the cybersecurity.

Absolutely.