“We see the new add stabilizing this year and we see the retention we factored in as stable from last year.”

In context

“Corey Thomas (CEO): I'll remind you two things. One, last year, we actually were not selling our VM and CRC solution for a big part of the year when we were actually going through the transition. So that added growth pressure overall last year. I would also just say, in retrospect, we did not manage the transition from the traditional vulnerability management to our integrated security operations stack with MDR and Exposure Command as well as we actually could have. And so, what we saw was increasing pressure when customers were trying to figure out what our strategy was. And that caused both retention pressure, but most importantly new add pressure while we were waiting to actually add the new product. We see the new add stabilizing this year and we see the retention we factored in as stable from last year. We're looking at improvements as we upgrade our install base from vulnerability management from our InsightVM product to our Exposure Command product, which is a much stickier, much more integrated product. So I would just say our baseline assumptions assume stability, and we feel really good about the stability right now. The upside is, if we're able to actually upgrade our install base faster, that prevents both expansion dollars, but those customers are also stickier because they're more integrated into the overall environment.”