“On a sales perspective, we're actually adding a modest amount of sales headcount and we expect to see productivity gains.”

In context

“Corey Thomas (CEO): On a sales perspective, we're actually adding a modest amount of sales headcount and we expect to see productivity gains. That's primarily because our sellers have now more products to sell. Remember, last year, we had like a partial year of selling with the transition from CRC to Exposure Command. The lion's share of the productivity gains is just a full year of selling with better pipeline coming into the year on Exposure Command. So we feel really good about that. On your point about the staffing changes from the time that we actually did the restructuring through now, I remind you that – now you see some of the results. Our intention was always to actually rotate our business towards D&R and what we eventually called Exposure Command. I will say that we expect more of that expenses to hit last year. So we were a little bit slow off the mark on actually reaccelerating the hiring around that. That definitely has some implications on the growth and the velocity that we wanted to see. In some ways, this year was sort of like rebalancing for some of the hires that we originally expected to actually start last year. But we're still on the plan that we originally intended with rotating the business from traditional vulnerability management towards a detection and response-oriented business with the core exposure command underlying base that really targeted that greenfield market.”