If you're trying not to- That's actually

really complicated, right? Because something that is so broadly applicable, you need to basically be able to zero in on their use case and then help show them how you can use the tool.

So that's basically made our sales process and things like that fairly laborious because essentially we need to kind of like tailor the discussion, tailor the topics and stuff like that to the individual use cases because we can facilitate so many use cases.

So- Generally, we start by, you know, we have most organizations kind of enter the door via CTI and things like that.

And so that's usually the easiest starting point.

But then we have discussions where we can encourage them to get other teams involved and things like that so that essentially it becomes an inter-team resource and stuff like that.

Ultimately, I think that, you know, in a lot of instances, we discuss the use cases with each individual customer and not to sort of like pre preempt to future questions and stuff like that.

Let's

And I feel like there's also kind of a little bit of that pressure as well, that I wonder how much that leads into the, reporting and then impacts kind of the, I don't know how I would say it, like the trustworthiness overall or like the value of the reporting, because you can see that some of it seems much more clearly geared towards marketing.

Really, there's a really important aspect in there, too, that's kind of buried and is sort of hidden, which is essentially the more things that you need to codify an assessment about in order to publish the name.

the more work your analysts are having to do before that cluster can be made public.

Right.

And so, like, basically, you end up with a cost benefit tradeoff between accuracy, right, and timeliness.

So that essentially, like, if you're going to have a threat cluster that just has left semi opaque identifier, red cat, green tree, you can publish that threat cluster immediately upon discovery.

and subsequently release updates that refine your perspective or the assessments that you're making about it.

So that's kind of like my takeaway is it's also on us to be accurate in our reading and precise and making sure that we could, you know, vouch for what we're claiming as we try to take action with whatever they want us to do.