something that's been really enlivening to use AI for in particular that you've just especially gotten satisfaction from lately.

Yeah, I mean, there's a couple of things, but one is some of the challenges of marketing in B2B SaaS is being able to deliver messaging and information into the sales org and field sales org in a timely manner because the demands are so high and product rolls out and there's just only so many people.

The solution isn't, hey, people use AI.

The solution that we've been able to capture has been, hey, everybody, what's the system that we can use? What system can we build with AI that will help us automate out the problem of marketing, bringing sales enablement value to this organization? And we built that system.

And it is a system where there's multiple flows and data repos and processes to where as a marketing leader, you go to your AI system and you say, here, we're going to market with this.

Help me think through and flesh out all of the sales enablement materials that will help them deliver this message.

And instead of six months later, in six days, you're ready to go.

so in the setting of kite works i mean this is cyber security and it's a famously fear-driven anxiety-driven category it's cyber security it's bad guys in cyberspace I mean, speaking of human, talk about that, like marketing and leading strategy for an organization that is, it's solving a real anxiety and that anxiety, that fear is well-founded and you want to honor that, but also building warmth and a brand that people love and embrace in a way that's not just about cold fear or like avoidance of anxiety.

So Tim, what's your origin story? Sure.

Yeah, well, thanks for the invitation to give it.

I'll make it as short but insightful as possible.

So I was originally from Montana.

I'm one of the few people that makes it out.

It's such a beautiful state.

But, you know, aside from fly fishing and things like that, which I love, to pursue a career, you kind of have to go somewhere else.

Yeah.

In your opinion, what are the biggest blind spots you're seeing that leadership teams are missing right now? And what advice do you have for them?

Oh, there's a few.

I mean, I touched on shadow AI last time.

That's gotten better.

At least what I see in our customer base and just kind of paying attention to the industry, The reason shadow AI has gotten a little bit better is because there's more orchestrated and organized deployment of enterprise AI.

There's more options for enterprise AI rollouts.

So, you know, Claude and OpenAI both have enterprise tested rollout systems for, you know, air gapped and and fully governed AI so that your data doesn't leak.

So given what you've learned from this year's survey, has your view changed about what organizations must do first? And if they were sitting in a security or risk executive chair today, what three capabilities would you insist on having in place before significantly expanding the use of agentic AI in their organization?

So I've got to ask, from what you're seeing here, what's driving that number and which incidents are causing maybe the most business damage right now?

Yeah, and also I'll say that 20% are lying.

Or just haven't figured it out yet.

Look, There's sort of this concept of defense in depth, which is where you assume breach.

And the reason that assume breach mentality is there is because you've been breached.

I mean, there's just...

That's why I say 20% are lying or don't know or however that shook out.

So why does more technology sometimes produce a larger version of the same exposure? What are you seeing there?

And I'd like Camilo to weigh in on this from his perspective too, but where should AI governance live in an organization? Who should be responsible? What's that look like?

Yeah.

I mean, it's the same question that has been asked pre-AI, which is where does the responsibility live for...

Another way to ask the question is who gets thrown under the bus when something bad happens? and look you have there's no clean answer to it the ceo is the answer but everybody wants to push that down a little bit further and so you've got the infrastructure organization that's responsible for deploying ai systems in the company to create shareholder value sort of Best way to put that.

And so they're under pressure, like Camilla said, from the board and from the CEO to get these systems in place.

The pressure of that team is not to ensure it's secure.

The security comes in the CISO team.

And Tim, could you just summarize Why Kiteworks is uniquely positioned to address some of these challenges that organizations are facing today.

What does that look like in the data?

Yeah, I mean, it's sort of a springboard over what I just said.

There wasn't an industry for agent observability.

It just didn't exist six months ago.

So you see all of these vendors popping up to create identities so you can see what they're doing.

There's a lot of vendors that don't need that.

They're looking at signatures of activities and they're correlating and they can understand what's happening on their network for agents.

But why is it still such a sleeper problem, do you think?