Hi everybody, my name is Niels van Ingen with Keepit. I have the great pleasure to be here today with Barb from Zerto. In the Keepit world, we talk a lot about data protection and backup in context of SaaS and obviously Zerto as part of HP has been a great partner for us. But Zerto also does some other things that really help the customers from a data protection perspective. Barb Kiernan, Zerto account executive, Dallas-Fort Worth area and Oklahoma. I've been with the company about four and a half years, so very familiar with the Keepit product and ransomware and disaster recovery, which Keepit fits right into our portfolio. What has the Keepit been for you as far as dealing with, especially with enterprise customers as a seasoned sales veteran here, like one who is the persona you're sort of dealing with? So the CISO, they're the ones that have the money now because they're the ones that I have to protect against all the things going on out there in the world, the hacking and so forth. So we're getting a lot more C-suite on the security side. I just had a meeting, several meetings a couple of weeks ago with a very large retail provider with the CISO. And he's the one that's looking at the vault, looking at what can I do to protect my revenue stream against invasion, malware, ransomware and so forth. So in the past, it'd be the CIS admin, hey, boss, we need this. And now it seems to be more director and above going, okay, what are we going to do? What is your overall posture for what we need to do here? We hear that too. And we see it also coming back in the numbers. One, obviously, if you look over the last couple of years, the budget around security spend has been the biggest bucket, which is specifically tied to the CISO. I think the other piece is just, but yet the world is not, and the company is not necessarily more secure. Exactly. And so is your sense also that they're on top of it or are they still very much going to learn a curve? I had a couple accounts, a very large airline. They just went, they weren't even looking for anything. And they went, okay, this is going to be such a time saver for us, not only for the protection and recovery times, but just a time saver. So that's one aspect. Another, as you said, you got to drag them across the glass. What is your pain? What would happen if you got hacked? Can you recover? Can you recover in a week? What's your current business continuity plan? Have you done tabletop exercises? Have you figured out what would happen if you got attacked? So, and we've had several customers that have gotten attacked before and after Zerto. And the difference was. Massive. Massive. So sometimes we're a little bit afraid to hack. have these types of discussions, sort of call it out for what it is. So what is, you know, what happens? Are you ready? What are you going to do about it? You've seen in generally, if you have to get the right people in the room, respond well to that, where they're opening up and willing to share, because I think it comes back to, you know, sort of phase them with reality. You sort of need to push through to that because again, nobody wants to say it was, it was on my watch that we got attacked and we have all these problems. They have to keep business up and running. They have to have business continuity. They can't let the business be down or fail. So I think it's become an easier and easier conversation, especially since, you know, day after day, you hear stories and they don't want to be that story and they want to be ready. So it's reallocating of the budgets. Where do we need to spend this? And more and more, the security organization is getting a lot of that budget.