“We are targeting to continue to grow the sales and marketing headcount by double digits in 2024, and we are on track to meet that goal.”

In context

“Joo Mi Kim (CFO): Yes, happy to. The international growth, we're seeing stronger demand in that region relative to the U.S. With that said, the U.S. growth rate is impacted by Microsoft Defender, and so that's been a headwind on the U.S. business as well as the direct business that we just shared the growth rate for. In terms of the sales and marketing investments that we feel have been doing really well and are at higher return on ROI, it's from the investment that we made on the partner side. Our initiatives, when it comes to enhancing our partner relationships and really working with them to revamp how we go to market and further incentivize our partners to understand why it makes sense for them to propose and put Qualys as a vendor of choice, has been resonating. And so for us, it's number one, partner, and then number two, of course, primarily our investment is related to the headcount. We are targeting to continue to grow the sales and marketing headcount by double digits in 2024, and we are on track to meet that goal. We're positive with the momentum that we're seeing in the business today.”