Economic Headwinds

CF: There’s a lot of ongoing economic uncertainty right now. How can SentinelOne help partners who are being impacted by that?

KM: We have a very fair program on margins. If you talk to our partners, I think they’ll echo that. We also don’t compete with them on services. So as partners make the bulk of their profitability on services, they can do that with us and feel confident that we’re not going to come in and try to take that revenue from them like some of our competitors. And then there are other areas. By working through our distributors, they can get financing to then propose to their customers as customers look at financing projects.

But the benefit of being in this space is being in cybersecurity, which is a must have for customers, and being in cloud cybersecurity, which is absolutely a place that customers are moving to faster and faster. We’re in a good spot there. And we’re there for our partners to not compete with them so that they can feel comfortable in continuing to make investments when they have to choose who to build their practices around. They can feel comfortable that you can still invest with us and you’ll get a return on it. It’s a confidence level from a partner perspective.