Most Pressing Needs

CF: What are your partners’ and customers’ most pressing needs and is that being impacted by the evolving threat landscape?

Crawford: The biggest one that we’re trying to help solve and augment is just the shortage of talent within our customer sites. And I think that’s a huge piece of how we could show our advantage of helping our customers and being an extension of their teams internally. Not being just another VAR trying to sell them products that overwhelm them to manage, but being able to actually look at solutions holistically. Looking at their pain points and tie solutions to their pain points, and be an extension of their team to operationalize those solutions to to resolve their threats.