“I do think that this year will match up the demand and supply capabilities to actually do the more customized accounts.”

In context

“Corey Thomas (CEO): Yeah. I mean, look. I mean, clearly, you look last year, our assumptions on deal cycles, especially in the pipeline, or off significantly, which is why we've actually revised we look at things, how we think about things. As we actually come into this year. These were conservative, would just say we have a much more thoughtful approach around the learnings from last year and how they apply coming into this year. Way that I would frame last year's pipeline is that on the DNR side, we actually built a backlog of larger deals faster than we could actually consume them and deliver them and execute them in the market. And I think that's fine, but it represents customer demand. And so we have a lot of urgency on responding to that sort of like customer demand that we actually see there. I do think that this year will match up the demand and supply capabilities to actually do the more customized accounts. I think it's the right thing to be gated on that, but to be clear, I do think that'll be more matched and in line this year. Look, we also just need lots more transactions in singles and doubles. Was the other quality. So one of the big things that Alan's focused on is not just doing the big deals, but also getting, you know, I hate to keep using baseball in Nashville, singles and doubles. But that matters hugely. Now, again, this is one of the things that kind of worked well coming out of last year. We did start to see that mentalities of these singles and doubles starting to hit. Need to see that systematized across a few quarters. But if you look at the recipe for growth acceleration, which is what we all want, is it is the singles and doubles. Think about that as the mid-market AI MDR. It's the incident command, it's the exposure command, which includes the upgrades of those, which we have plenty of capacity and room for. It is continuing to deliver the pipeline then actually being able to convert and service the, I would just say, the larger deals. When I say larger deals, those are the customers that are with somewhere between five and twenty thousand employees, which is sort of in our core sweet spot. And unlocking that. And I think that that is a big focus area. Those are the things that actually unlock growth as we come in. When we look at how we're actually looking at the pipeline in the planning assumptions this year, is one, look, we're factoring in that we need a multiple of the coverage ratios that we actually did last year. So we actually are taking the learnings from last year and applying them in to this year as we actually think about the pipeline overall. And certainly, as we actually think about how does that relate to guidance. But again, there's a couple tailwinds that I would just say our team's ability to go get the singles and doubles, which should, in things over the course of the year. But we wanna see that evidence done, and they will actually communicate that and we'll give you updated guidance.”