“But to answer your core question is that we expect moderate stabilization as we actually go through the year.”

In context

“Corey Thomas (CEO): That's a great question. And this is one of the things that we focus a lot on. I would say, if you look at the guidance range that we actually have now, we're expecting moderate stabilization over the course of this year. And then I would just say, reacceleration as we actually move forward. When we look at the core drivers, you really do have to break it down and say what's happening by a segment basis. And so what we're finding right now is that customers that actually have flexibility in budget, we're seeing a movement, and we're continuing to see upgrade cycles, not at the pace that we would want to see, just to be clear, to offset the larger macro pressure, but we are seeing momentum, and we are seeing upgrades, and we are seeing proof points around those. The deal cycles tend to be a little bit larger, which is one of our indicators that we're seeing more pressure in our core mid-market installed base. There are some things that we're doing around packaging and pricing to actually try to ease the upgrade cycle for that core mid-market customer. But to answer your core question is that we expect moderate stabilization as we actually go through the year. We are expecting to be more pressured than we actually expected as we started the year overall in the Risk and Detection business, but we're constantly focused on what it takes to unlock that. The steps that you outlined are sales and channel enablement, honing in and tuning the price and packaging, driving campaigns against the installed base and segmenting the installed base, really focusing on those who actually have the budget and the ability to actually upgrade overall, and most importantly, continuing to improve the product value proposition. Those are the keys that we actually see that drive the midterm cycle there. In the interim, we're not jamming the timing on that. We're focused on our sales teams and marketing teams on what's working. We have a strong value proposition in Detection and Response, and so we're really focusing on that as we actually continue to drive the systematic upgrade on the installed base.”