I want to ask why. I'm curious if you can go deeper into the technical side, if you have that understanding between Netskope and Zscaler. Can you go deeper into why they did it differently?

I can tell you about two Fortune 10 companies who have had incidents where employees were told about layoffs and warned not to do anything foolish. Yet, within hours, ten or twenty executives were sending out sensitive information. One of the largest car companies in the world had three such incidents. People were blind to these actions unless they had Netskope in place. That's a good example of why Netskope is valuable. However, it was challenging to convince customers of this. I sat in a conference room with a team from Ares, a big investment company. The CISO suggested looking at Netskope, but the team insisted they were managing with Microsoft. They tried moving data in the conference room, and sure enough, they couldn't differentiate. We were able to demonstrate it with our Netskope client in just 20 minutes.

It sounds like Netskope is typically a new product that people are adopting. It's not often replacing something else; you're adding Netskope to your security stack because you realize the need to address data at the web application layer. Is that correct, or am I oversimplifying?

Well, nowadays everyone's doing some level of that. We were able to replace things like Websense, which is now Forcepoint, and other legacy web filtering companies. I actually got my start in web filtering by accident, so it was an interesting journey. Back then, we never lost to Websense, but we just didn't have the leadership. That's something I learned over the years. There are line items you're able to replace, like with a dental company, which was a very large couple million dollar deal. They were able to take the funds they were spending on Forcepoint and allocate them to Netskope, plus some additional features. There are so many different add-ons and things that Netskope is now able to do, alongside all these other new companies.