How to Sell Cybersecurity

Charles: How do I take a solution provider today and go, how do you change what you've been doing to a model that's less dumbed down. We have a whiteboard in the tech office and there are three analogs. The alphabet soup counter is almost gamified where if they hear somebody saying an acronym, they put it on the board. And then we also have the hot take counter for when one of our techs has a hot take on something DNS problems. That says literally, you know, we have had X days since DNS, we never get past one. So kind of a funny thing. What you're doing is you're creating culture around maturity. You're