“We will grow the customer base, and sales productivity and ARR per sales rep are expected to improve this year.”

In context

“Corey Thomas (CEO): Yes. I think both of those are important. On the first question, when we think about mainstream cloud, we had direct access when we started in the cloud. We have a very healthy cloud business and a growing cloud business. We’re accelerating our investment in the cloud because we've found that the early adopters of cloud security technologies were cloud security specialist teams. These specialist teams were not the main security teams focused solely on cloud security. If you think about the mainstream enterprise, they need security as part of their core. It has to be integrated, highly functional, easily accessible, and should keep bringing results. They have adopted cloud security progressively, and we see it as a massively untapped market. We're looking to invest in simplifying and assessing risk, detection, and response in cloud environments as part of overall security operations. Now regarding customer count, I think we have plenty of space to grow customer count. However, I want to grow it strategically. The customer count volume from years past had many transactional sales in it. I actually like the 11,500 customer count because we've made a much more strategic base that allows us to achieve our total addressable market and material ARR per customer. Going forward, we expect that to continue to increase. We will grow the customer base, and sales productivity and ARR per sales rep are expected to improve this year. Our focus on that partner ecosystem is critical; we believe we are ready and equipped, and we have a compelling portfolio.”