Dealing with Economic Uncertainty

CF: How can Salt Security help partners that are potentially impacted by ongoing economic uncertainty?

MK: Part of it is extending patience. I have seen — and I anticipate it’ll continue for at least a quarter or two — that the sales cycle is longer right now. The purse strings are tighter. And because API security is a newer threat attack surface, there’s a lot more education that has to be done at the customer level. So giving those partners every tool they need to educate their customers on the importance of protecting APIs and how this is going to save them money in the long run, I think helps. And again, the patience and being active partners with them throughout the sales process so they know they’re not alone and that we are not in it for just a deal. We want to help them help their customers be successful long-term. I have been really impressed with the way our management team has approved us working with our partners to help end users be successful even when budgets are tight.