Demand for API Security

CF: Is API security a tougher sell because it’s newer and organizations may not know they need it?

MK: API security is not a harder sell and I’m really curious to see what it looks like this year with new budget cycles because there’s not a lot of convincing. Especially when you get into the financial and insurance sectors, there are some industries that you don’t have to educate them on the problem. They get it. It was just an unbudgeted problem because they weren’t aware of it before. So I’m really curious to see what it looks like this year because I don’t think we’ve had to help a partner convince a customer that there’s a problem. It’s more trying to be creative on, is this a bigger problem than something else that you’re going to pull budget? Is this something we can start to build out so that when you do have the budget we can implement? I think the budgeting side of it is a way different discussion than the maturation of needing to solve the problem.