Name: Forcepoint Partner Program Launch - APAC
Uploaded: 2026-03-03T05:15:04.144Z
Duration: 1 h 14 min 44 s
Description: Forcepoint Partner Program Launch - APAC

Transcript for "Forcepoint Partner Program Launch - APAC": Hi, everybody. Welcome, and thank you for joining us today. I'm Tim Pucccio. For those of you who don't know me, I lead the global partner ecosystem here at Forcepoint. And I wanted to personally thank each and every one of you for not only your time commitment today, but more importantly, continued commitment to Forcepoint and all the great things you do for our joint customers. The team has worked really hard over the course of the last year, and I'm very excited for today with the launch of the new partner program for not only Forcepoint, but for every partner that's joined us today. So before I get started with the agenda, I just wanna go through a few housekeeping items. You know, today's session will be recorded. We will share a link to you and to all that have registered. I ask that you share that with your colleagues, anyone that has interest, and make sure they have access to the information we shared today. Also, the lines will be muted throughout the call just to help with the quality of the the voice. In addition, we have a q and a toggle switch on your screen. Feel free to post questions to the q and a at any point in time during the conversation, and we will make sure we carve out time at the end of our session today to answer the questions that do get posted. For the agenda today, really wanna cover off on three major topics. One, I've asked Ryan Wyndham, our CEO, to join us and share a little perspective on the data security market, where it's going, some of the changes that are happening, and then really how we fit in the space. I then will spend some time and talk through the partner program at a high level, give you some insights to the themes and the strategy behind what we've built with your partnership. And then the fun part, well, I guess you get to bring, who many of you know, Bjorn Engelhardt, our SVP of of of APAC, to the stage and just have a little interview session. And we'll close the the conversation with a q and a and hopefully answer any questions that you might have. With that, you know, we have about forty to forty five minutes that we expect the conversation to go. So I'd like to jump right into the dialogue and and welcome our CEO, Ryan Wyndham, to the stage. Hey. Thank you, Tim. Appreciate it. Thanks, Ryan. We're we are incredibly excited to hear about the fundamental shifts in the market and what's what's taking place. And I'm gonna I'm gonna go off stage and and and listen with the rest of the team. Thanks, Tim. Thanks for having me come today. Appreciate it. So it's great to be here. Thanks everyone for joining us today, you know, especially our channel solution and our service provider partners from around the world. You know, at Forcepoint, we are a channel led company, and we're grateful for the role that you play in delivering data security everywhere to end user customers every day. So over the next few minutes, I wanna share the remarks that I'm gonna make at our Aware webcast later this week. So Aware is our virtual summit on AI risk. And for us, it's about really kind of stepping back from the noise of the market and having just a really direct honest conversation about where data security is headed, you know, not just about, you know, what's new, but what we actually think, you know, needs to change and why. And so today, you know, we're gonna give you a little bit of a preview of that conversation so you're aligned on what's happening in the industry and how we together can really differentiate around data security in a way that creates real durable, repeatable value for customers and predictable growth, for you, for our partners. So we're gonna start our agenda with a little bit of perspective, and then we're gonna go deeper into some of the new capabilities and solutions, that we're announcing at Forcepoint. And then later this month, you know, we're gonna continue these conversations with you, I hope, in person at RSA twenty twenty six in San Francisco. So, you know, I wanna start with just kind of a simple observation, and that is that the biggest shift in security, it's not just a new threat or some new compliance regulation. It's that AI has fundamentally changed the behavior of data itself. You know, data used to be predictable. You know, it was created by people largely. It lived in known systems, and it moved at a pace that security teams could track. And, you know, I think we're all recognizing that that world no longer exists because you've now got AI generating data continuously. You know, it's it's rewriting it. It's summarizing it. It's expanding upon it, and it's spreading that data across SaaS applications, AI tools, and workflows instantly. So when I think about, you know, what AI has done to data, it's effectively animated it. It's brought it to life, and it's made data self perpetuating. And once that data paradigm changed, the old way of securing it has stopped working. So the the problem really is that most legacy models, they're not just outdated. They're incompatible with the AI era. That's because old security was really built on three assumptions. And I think, you know, a lot of you guys have been in this space for a while, I think you'll recognize kind of these fundamental assumptions. You know, the first one is that you could preassign access and be done. You know? I started my career actually in IT, and I remember, you know, you'd new joiner would join the company. You'd add that person to a group, and that group would get access to, you know, files, database, SharePoint portals via an access control list. But that assumption only holds when data stays in known places and when it changes super slowly. The other big assumption is that you can classify data once and just trust the label. But that breaks when you have AI constantly generating more versions, summaries, derivatives. And a lot of times, these are more sensitive than the original. The third big assumption, that the old security world was built on was that you can control risk with this kind of static concept, this binary concept of, you know, you either allow this or you you block it for, you know, a user for a given piece of data. But that logic assumes predictable behavior. It's not valid in a world where data and risk change in real time. And when these three assumptions break, the entire model of how you secure data breaks with them. And, you know, we have a lot of conversations with CSOs. You know, many of them are telling us that their stack can't keep up, and it's not because the CSOs or even the vendors that they're using don't understand the problem. It's not that at all. They get it. They understand this the same thing that we're all living through. But their tools were never designed for this concept of, you know, boundaryless data that we see that's being created with AI. And that is creating both this, you know, urgency and opportunity because, you know, end users are actively looking for trusted advisers who can help them rethink how data security should work in this AI era. You know, things are changing very, very fast, and customers are, you know, turning to, providers like you and like us to figure out how they can secure their data in this new era. You know, AI isn't just increasing data volume. It's really compressing the time. Really, it's compressing all sorts of time when it comes to, you know, production and productivity. But it does the same when it comes to the time between creation, exposure, and impact, if you think about that in kind of data security terms. So AI is really turning every millisecond of data use into a security decision, and this is why the industry needs a new model. So for many of your end user customers, visibility continues to be a huge challenge. You know, it's just seeing where your sensitive data actually lives. It sounds maybe really simple and basic, but it's a problem that many, many of your end customers likely have, as we see it in the market every day. You know, it's not just as a snapshot in time that they're looking, you know, to get this visibility, but they need to be able to see how this data moves throughout their enterprise or their government agency. And even when you're able to get that visibility, you still have that critical challenge to be able to fix the risk immediately before you get, you know, a breach, a regulatory fine, or, you know, have some sort of lasting brand damage, especially data risk that can change in the blink of an eye. And, you know, this is the gap that I talk about a lot. It's the gap that keeps widening between visibility and control. It's when enforcement lags behind a user or device behavior. The problem goes beyond just visibility. It's the timing of the security response. And I don't necessarily see this gap as, you know, a failure per se. I see it as signal, something, you know, that we need to be learning from. And the only real solution is a single continuous loop. You've gotta be able to identify risk and act instantly. And that's how you keep up with AI. You've gotta provide both visibility and control in a continuous loop. Because if you have visibility without action, that's not protection. And if you've got action without understanding, you know, that isn't either. In fact, that's dangerous. So looking ahead, what's needed? What's needed is security that can understand data as it's being created, you know, recognizing when risk changes, and making decisions fast enough to stay relevant without waiting on humans to intervene. So you might be asking, what replaces the old world? Well, that's self aware data security. So for those of you who joined us in October for our inaugural aware event, you heard me talk about this vision. So self aware data security, that doesn't imply, you know, autonomy or sentience or something else, you know, scary like that. It's security that is context aware, adaptive, continuous. Because if you have, you know, data that now has this life of its own that's constantly adapting, you need security, that works in the same basic way. So this is guided by what's happening right now. It's the baseline for securing AI driven boundaryless data, and it's a high bar. And for our our partners, you know, this isn't just a technology sit shift. This is an opportunity to really lead a more strategic conversation with your end user customers about how security has to evolve. And it's you know, I admit it. It really is. It's a different way of thinking because the new data landscape doesn't wait for human reviews or tuning. It moves now, And our platform moves with it. It's real time. It's adaptive. It's contextual. It's got AI that's built in, not bolted on, and we believe strongly that this is the model that the next decade's gonna run on. For us, it's powered by that AI mesh. That's our unified system. It knows where risk is by discovering and classifying all data. It adapts policy by evaluating context for behavior, and it protects immediately. You know, it automatically enforces the right action in the moment that data is created, used, or moved. And it's not dependent on access control lists or perimeter controls. It's not driven by old assumptions that were hard coded months ago. So we are taking the next step in how Forcepoint delivers this model. We're advancing Forcepoint data security cloud to operationalize the self aware data security at scale, and we're aligning our global partner program alongside it to make it easier for you to differentiate around data security and to build predictable, repeatable practices on our data security cloud. So here's what we're gonna announce. First thing, new AI aware policy creation and automation that can recommend an enforcement policy in seconds. Number two, expanded support for AI driven analytics and collaboration workflows so that protection follows data into the environments where risk now forms. And number three, a unified platform. We're bringing together DSPM, DLP SaaS, and adaptive enforcement under a single policy framework. We built these advancements for one reason, to help security teams act before risk becomes impact. So these data security cloud enhancements, they give our partners a real tangible way to lead on securing AI adoption, especially our new AI assistant that we call ARIA. That stands for adaptive risk intelligence assistance. ARIA identifies policy gaps like unprotected copilot. It generates enforceable policies using plain English, and it deploys them across channels from a single interface. So later this week, our team's gonna walk through the product innovations and demos at the Aware conference. I hope you're able to join that. And in just a few minutes, Tim and his team are gonna share how we're evolving the partner program to support this opportunity. And together, these platform and program updates are gonna enable something bigger than any single feature. They enable data security everywhere. That means your customers contain data sprawl. They can secure generative AI, reduce insider risk, and simplify compliance. And they can do this with the confidence that security decisions are gonna happen in time so that they matter. So it means they can adopt AI faster. They can collaborate more openly knowing security works with the business, not against it. And for you, it means a clear path to differentiated, repeatable revenue built around data security outcomes. And data security everywhere is the outcome we're all working toward. Okay. So what does this mean for all of us? So we know AI has changed how data behaves today, which means data security has become a real time problem. Self aware data security is how we solve that problem. Data security cloud is how we deliver it at scale. And for customers, that means confidence. For you, our partners, that means leadership. The ability to lead a different conversation on how to turn awareness into adaptive protection, to differentiate around a unified platform and a shared perspective on where our industry is headed. So later this week at Aware, you're gonna see this model in action. You're gonna hear from Liberty University about their journey in AI data security. You'll hear from Forrester analyst Heidi Shea and other members of our team on why this shift matters now. And you're gonna see how our innovations bring it all together. So I really encourage you to join us for the full event because I firmly believe you, our partners who recognize this shift and lead with it, are going to define the next decade of security. So I look forward to building that future together. Now I wanna invite, Tim and his team back on to share more. So thank you very much. And, Tim, if you could come back up. There you are. Hey, Ryan. Wow. So incredible insights, and and thank you for sharing. I was gonna point out, just just a couple observations. One, you you you stated it clearly. AI has invalidated the three assumptions in which most security practices were built on. We're hearing it every day in the field. Our CISOs have problems. They're trying to figure out how to handle their data, and they need partners to advise them. So really two high level observations. Just a few more takeaways. The growth in this market, 37% CAGR, is incredible, and it's just starting. It's just getting moving. And and I truly believe that, what we're delivering from a platform perspective offers every one of our partners the ability to build a three to five to seven x multiple from a consultative services, managed services, and services perspective on top of what they deliver. So truly thankful that you took some time to share this with our partners today, Ryan. He he ran away from me so fast. He couldn't wait. Oh, just kidding. So, hey, team, I'm gonna shift gears now and and just talk a little bit about the partner program. I could probably spend six hours on this. I'm gonna try and keep it brief at a high level, and I ask that you work with your local channel teams and sales and SE teams on the specific details. But I think all of you know and many of you on this phone I had the opportunity to meet with over the last year. We traveled the globe, met with over a 100 partners, listened to each of you, talk about what it is you needed from us, what you wanted to see from us. And, really, the message was was pretty clear. You want the ability to have long term growth, profitability, and predictability. And and when I say predictability, it's predictability in the economics. It's predictability in the engagement model. It's predictability in how we sell with you, how we solution with you, and what you can expect from us when we show up to support you and your customer conversations. So this is really what we've spent our time focused on. Sorry. Brandi's a a little ahead of me here. So hey. The first thing we did, just to be clear around the the the opportunity, I think it's clear. The growth is there. The platform investments that we've made are phenomenal. You asked us to invest in the platform, invest in our legacy technology, bring it forward. And Ryan team, the engineering team, has spent a ton of time making sure that we, we drive this forward. Team, I think everybody knows this. We are a channel company. 98, 99% of all revenue that flows through our organization flows through our partners, and we depend on each and every one of you every day. The opportunity for us, leveraging our legacy platforms and environments, as well as the history we have in the strong customer base, is tremendous. So what's the first thing we did? We focused on a couple areas. One is the structure of the financials. I wanna be really clear with everybody here. Economics matter. We believe what we've built is a partner program that's simple, easy to understand, has a clear path that allows you to take advantage of the margins, of the opportunity to advance your skills with a set of requirements and a clear set of capabilities and tools for you to leverage while you move through that journey. It's imperative that we make sure you are profitable. In addition to support that, we spent significant time looking at all of the tiers, making sure they're competitive, making sure that each one of those tiers has a clear set of outcomes for you. So resell is only part of this. We've changed the model to support total total contract value, your renewal base, your cross sell, your upsell. And we believe two things are really important. One, you've gotta have a good set of consulting services, implementation services wrapped around the offerings. So we're gonna spend some time in a minute talking about how we help you do that. And then in addition, we've redefined the deal registration process. We spent a lot of time to make sure that it's clear, it's predictable, and it truly gives you the advantage to win and retain those customers over their journey. One of the things I heard from each of you while I was traveling and and meeting with you was that we we we kinda fell off the path on enablement, education, content. So we spent the better part of last year. We've consolidated our customer and partner hub into one platform that allows you to get access to the use cases, the success stories, the wins, the content, the collateral, all of the great things that we're producing to support you. I ask you to spend some time, go in there, make sure you understand how to get to the assets, how to leverage those assets, and how to use them to drive that. In addition, we've added a new member to our team to handle content creation, social media, and collaboration. My commitment to you is we will do a better job at communicating across the ecosystem and making sure that you understand all the great innovations that we're delivering. From a from a from a technology and the building of practice perspective, we need to enable you. We're spending a lot more time accelerating the the the course and the path the courses in our curriculum, whether it's the e curriculum, leveraging our ELTs, leveraging our Gopher Labs. Each of the levels in our partner program have a unique set of skills and enablement capabilities and encourage you to go back and visit the e curriculum and look at what we've developed around DSPM and the future technology that we're delivering. We will continue to invest here heavily because, candidly, at the end of the day, the value that Forcepoint brings is the platform and the solutions we deliver. I want the partner program to be easy to understand, simple to understand, and I want you to be able to take the data security everywhere story, together with us, build implementation, consulting, advisory services that support this journey along the way. So with that, I have a very simple set of asks. I I I would really like to see each of you spend some time after this conference, reach out to your channel account team, reach out to the local sales team. Let's get together, align on some objectives and KPIs that support your business goals. Let's get together and leverage the SEs and the specialists in our field to make sure your teams are fully enabled, and let's have some fun. Let's go win together. So I I highly encourage each of you to go on and spend time with your partner teams and engage with the team locally. So with that, I wanna thank everybody on the partner program update, all the work that's gone into that. On the on the right hand side of your screens, you will see a content library. You can download the partner program brochure. You can also download a few other assets that we provided to support this conversation. At at this time, I'd like to ask my friend to join us on stage. Hey, Tim. Hey, Bjorn. So I think many of you know Bjorn. Bjorn's our six year plus veteran here at Forcepoint, our Asia Pac leader. And, you know, depending on the day and depending on, his tone, you may get, the musical Bjorn. You may get the photographer Bjorn. You may get the technologist Bjorn. You may just get the the the leader in Bjorn. But I I I truly appreciate you taking some time to spend to connect with the team. I wanna talk a little bit about what it takes to win in APAC. I mean, every when I think about APAC, I think about the strengths that are coming from our India business, our North And South Asia business, and then all the investments that you're making in Korea and and Vietnam, Australia, so on and so forth. You know, with with that said, I would love to kinda understand from you, how are you building and aligning your teams to support this growth and to support our partners in their journey with the customers? Yeah. Thanks, Tim. Today, it's the channel champion beyond who's who's turning up here. So every day, a different personality, but every day still loving the opportunity we have in front of us and excited to be working with our partner community. And I'm actually gonna catch up with some partners in KL this week and Bangkok next week as well. So it's all part of the journey. And you are right. We there's a great opportunity across APAC. We did well last year. The business grew, and how you measure it, you know, double digit growth. And if you look at the strategic areas, it grew, you know, some of our products, DSPM and data security, over a 100% growth. And so it's really an exciting time. And one of the areas where we need help and where there's great opportunity is from our partner community, and that is from our traditional partners, our consulting partners, and Ryan talked about our service provider partners as well. So, you know, a few things we're changing this year. Number one, you know, we brought leadership closer to the field. Many of the partners would already have heard from Shalab who's looking after our India team, and CJ, who's looking after our Asia team, including North Asia, Hong Kong, Taiwan, etcetera, and the ASEAN regions. And I was a great believer in, you know, with your rep support and help there, Tim, that we bring leadership closer to our partners and closer to the businesses to better understand what goes on in each of those countries. Because I think sometimes there's the danger of trying to homogenize APAC as one region or Asia as one region. You know, there are similarities, but there's definitely, you know, vast differences between how a Singapore partner works with a customer versus a Vietnam partner at the other end of the spectrum, and so we need to recognize that. So, you know, leadership and bringing that in, you know, is important. We're expanding the team at the moment. If you see on LinkedIn, you'll probably see CJ is hiring and Shalab is hiring. We're making more investments, putting more people in the field out in the regions where our partners work, the customers are. And so I think that's another important area, and so we can get closer and leverage this program that you've created, particularly for those partners who are in the the upper tiers, who have existing installed bases and, you know, really making that commitment around skills and and training that we can work closely with that. And I think lastly, Tim, you know, one of the things that, you know, my initiatives this year is really formalizing our relationship with our distributors. We've got some great distributors across APAC partners. Distributors have been with us, some of them for ten plus years. And I think there's a big opportunity for us to formalize how our distributors become our extended arms and legs, our extended reach across each of the countries. Now we can't have people in every single country or at least channel folks in every every single country, but our distributors have presence, and they're there to support us. And we will really formalize the enablement pieces. We'll formalize go to market activities and formalize ongoing engagement with the channels generally through those distributors. So it becomes more coordinated as well. So a bunch of stuff. Like, you know, I wish I could say I could answer it in one or two minutes, but it's probably an hour of exciting things that we're doing this year to really ramp up our channel engagement and get more or get closer to our partners overall and help them do the business. Yeah. That's great insights, Bjorn, and I truly appreciate your partnership and the investments you're making. You know, one of the things that I find when I travel across the APAC region is that your partners tend to do more. And when I say more, they're not really that excited about reselling technology. They're so excited about the services, the support, the solutioning that they can provide their customers. So tie that concept together with all of the data localization and sovereignty requirements that are happening in your market, you know, Singapore, PDPA, India, DBDP, so on and so forth, what are you asking the partners to do to help you, and how can they help you advance and help themselves advance in that space? Good good point. And, you know, sometimes I don't know if we're different or we're we're leading how you wanna look at it because I I don't know I don't know many customers who say, just let me sell me a product, and I'll sort it out myself, particularly when we get into more complicated areas such as data security or or similar areas. And I know, you know, every customer I've dealt with for countless years, and as you and I joked, Tim, I I have many years behind me, is that every customer wants an outcome. They don't need a product. They need an outcome. And so partners being part of selecting the product, working on the user requirements, implementing it, post sale support, and working through the life cycle because it's never a product that stays fixed for five years. There's regular upgrades. There's policy changes. And so our customers are definitely asking that. When I say our customers, it's ours and the partners' customers are wanting a full service. And as you look at the legislative requirements, whether it's in India, it's in Singapore, the PPA, whether it's in Australia, whether it's in Vietnam, I think you look at every single country across APAC. There is some level of regulatory compliance that's being, you know, pushed, you know, hard at organizations, particularly regulated financial services, telecommunications, governments. And, you know, a lot of our partners have skills in that area. They have skills in general legal requirements. They have skills in data, you know, policies for that country because they work, you know, in in a much broader environment that we do. They have consulting skills, Tim. You know, we we focus on the product, but implementation and operationalization is something that our partners bring to us in that regard. And so we're gonna continue to, you know, work with our partners to give them the skills of how do you implement and how do you meet the regulatory requirements from a force point perspective when our partners are so critical in understanding the customer's specific needs, the nuances, what how our particular customer works, the quirks of a particular customer. And so, you know, I think each of the our partners has a set of customers they're very familiar with, and their ability to go deeper inside that business, you know, extends far beyond what we can do as well. Now I think back to some of those regulatory requirements, Tim, we're all learning. You know, we're all learning where how to prioritize because this isn't a matter of just I have to meet everything. You have to prioritize what is PII, what is, you know, particularly regulated information that the board is sensitive about, that the government is very sensitive about. And so, you know, our partners, a lot of partners have our skills, and a lot of them who are going on that journey together as well. So, Bjorn, one last question, and I'm gonna cap you to, like, a minute and a half, two minutes so we have time for q and a. I know that's hard to do with you, but I'm gonna try. So when you think about emerging markets or expansion beyond the core markets in APAC, what are you looking for help from our partners? What are you what are you asking of them? Yeah. It's alright. Start the clock ticking. Look. I think there's great opportunity in every single country in APAC. As I mentioned, the regulatory frameworks are tightening and putting, you know, pressure back on the customers, which means customers are looking for somebody who can help them. And so I look at it in three areas. One, help be a representative in front of the customers, be our voice, be our kind of marketing arm to reach out to those customers and say there are solutions for the problems that you're facing. Two, you know, I look for our partners to to build a practice, to build skills because ultimately, customers trust people and organizations with skills and experience around that. And then the third piece, I I look for an open relationship. You know, when things are going great, pat each other on the back. When things aren't working or the economics, as you talked a lot about, Tim, don't make sense, reach out to us, communicate with us. You have been more than willing to change programs to to make sure that our partners get rewarded out of this. And so that'd probably be the three big things I look at. But most openly and most importantly, an open, transparent relationship because I know our team will deliver that, and and I look look for that from our partners as well. That's great, Bjorn. Thank you. I'm going to transition. I'm going to actually ask Ryan to come back on stage for the remaining, you know, ten minutes for some some q and a. I remind everybody that you're able to post questions in the q and a on the on the right hand side, and we're happy to answer them. Give me one moment just to to read through what we have here, and I'll I'll I'll just one where whilst you're doing that, Tim, that says I did not mention Vietnam. I think I've plugged it three times as our new area, Paul. Our very energetic and capable rep who joined us very early this year in in Vietnam. We're super excited, and he's he's already said he's created 50 new opportunities in the last two months. So, you know, big plug out for Vietnam. You guys you guys rock. Absolutely. Hey. One of the questions I have here actually comes from a partner in Mumbai. And if I had to guess, I think I know who this is coming from, but it it's anonymous, I I can't tell. But the question is for Ryan. Ryan, you know so there's a ton of technology out there. Partners have choice. Partners have the ability to choose where they're gonna invest their time. Why would they invest their time in Forcepoint today given, you know, the dynamics? Yeah. Let me just make sure I'm off mute. Yes. Okay. No. It's a it's a it's a great question. I think, you know, data security, especially in this era of AI, it really is, you know, the defining category of the next decade. And, you know, Forcepoint owns that position. And if you think about kind of the architectures and how things have evolved, you know you know and and I am a security practitioner. I think I mentioned before, you know, I started my career in IT. You know, the way that we protected data before was a little bit indirect. Right? It was kind of we would build a moat around the data. We never really understood what the data was exactly. The security solutions didn't. And so it was all about kind of brokering access, you know, typically at the network or maybe some sort of access control. And then, you know, more recently, everybody went to SaaS SASE, right, SSE and SASE, as data kind of moved into SaaS applications. And there was this concept of the perimeter dissolving and all that, but, really, all that did was it kind of took that physical perimeter and it just made it virtual, but it still maintained that kind of moat concept and that kind of walled garden idea where you would have, you know, users accessing, you know, data. It could be on premise or in the cloud, but essentially, you kind of have that sort of communication channel to intercept, you know, and and control. But with AI, that's really changing everything, with agentic AI, and now you're seeing, obviously, agents that are outside the perimeter, outside of your, ability to to proxy that traffic, talking with, you know, MCP hubs or other data sources. And so it's really important that you have the right architecture to be able to intercept that, those, you know, communications and understand what's actually happening there. So to be able to really, you know, discover those conversations, classify the content, and then apply policy. And so Forcepoint, you know, we've invested a lot in, obviously, our our heritage of proxies, but also doing more and more, through endpoint controls and most importantly in this AI era, you know, APIs and being able to, kind of hook into flows, directly. So I think this is, a real advantage for us. It allows us to kind of capture that convergence of, you know, GenAI adoption, compliance mandates, cloud transformation, and all this is really creating, you know, urgent demand for our our solutions. And we're one of the few vendors that can cover data security across the entire environment, whether it's on prem, the cloud, structured, unstructured. And, you know, for our partners, you know, bringing it back to what what's in it for you, you know, prioritizing Forcepoint means it's higher margin deals in a category that has a ton of real growth momentum. So investing the time with us is going to be high ROI investment for sure. So I hope that answered the question. Thanks, Yeah. Tim. Great answer, Ryan. And actually, the next question, shockingly, Vjorn, comes from a partner out of Vietnam. We must have a Vietnam contingent on the call today. But the partner asked the question, so what's a realistic sales cycle for new logos, and and what kind of support do we have in place to help them engage and and mature that opportunity through the funnel, to closure and win? Yeah. No. I look. Look. Yeah. Thanks for the question around that, and I'll answer it in in two parts. It's not just an answer for Vietnam. It's the same answer everywhere. So it depends where you are in the sales cycle. You know, as we know, most customers do a lot of research understand their issues probably far better than most of us do, and they reach out to vendors or partners when they're well down that path. So you can kind of assume that many prospects we meet have already gone down the journey of discovery of what their requirements are, what their challenges, and some options for solving that. And so we see sales cycles typically six to nine months, you know, relatively early. We see some very quickly because the customer's got an immediate need. And then if you're going back and on budgeting and starting that whole cycle with customers that haven't thought about it, it's it's probably twelve months as you get through the budgeting cycle. But, you know, you in I would be surprised in Vietnam or any country if the key regulated industry, particularly financial services, carriers, and governments, don't already have work underway to want to understand what their needs and requirements are. So goal is to really look for those, target the the ones who have a higher propensity to buy and the ones who already have an awareness of that they have a problem to solve and and then move some some of the longer term customers out onto a more nurture type style of engagements. Excellent. Thank you, Bjorn. So one or two more questions, and I think we're gonna run out of time. And out of respect for people's schedules, we'll we'll stay tight here. I I noticed, one of these here. I recently onboarded to Forcepoint portal. Is there a training portal for partners where I can follow the training and cert path in an orchestrated way? So in the portal, there is a drop down that actually has all of our curriculum and courses in there, I can what I'll do is we'll share with the team and everybody the full curriculum and a path, and and work towards making sure you can find it quickly and easily. So, yes, the answer is yes. Ryan, maybe I'll throw this one to you. Does Forcepoint have any solutions for securing AI agent deployments? Yeah. We do for, OpenAI today. We also have, a solution that works with, you know, the the Copilot in Microsoft. And we are working on, right now, a connector that allows us to support, Anthropic, which a lot of folks are moving over to now. So that will be out next quarter. So we have some of the core foundational solutions today and and more are are coming, so stay tuned. Great. I'd love to go tactical with with you, Ryan. You you can you can go high and low. It doesn't matter. So, hey, one last question to kinda close off here, and I I think it's a really good question from one of our partners out of Australia. So where is Forcepoint heading as a company? Are you growing? Are you profitable? What gives you the staying power power as a business? Yeah. Do you you want me to take that one, Yeah. Tim? Please, Brian. Yeah. I'm, sure Bjorn wants to fight you over it, but you could answer that. Great. Yaron, you can you can chime in after. I mean, I, for those of you who don't know, actually I I started my career at this company when it was web sense, when I was at my, early twenties. So it certainly has had staying power. And I was here, when we acquired, Port Authority back in 2006, and that gave us a lot of the tech that we still use today for, you know, our our our data loss prevention technology. But yeah. So we are growing. We're growing double digits. We're profitable. We're backed by one of the top private equity companies globally that is continuing to invest in us and invest in, you know, our growth. We acquired a DSPM vendor about a year ago and have, you know, some some additional m and a lined up. So, you know, you guys should have confidence in our our stability, our trajectory. You know, we see this as, you know, a rapidly growing market. Our investors look at it the same way, and, you know, we're gonna continue to to follow the growth. You know, we don't, you know, build a new partner program like the one we're building here if we're not betting on growth. So that's another kind of in in indication. Bjorn, did you wanna add anything to that? Or No. Look at what I said before, we grew, you know, very strongly in the data security products. Overall, we added 350 new logos, not sold to three fifty customers, but added 350 new logos last year across APAC. That's with the help of our partners. So this is both selling to existing and significant growth into new logos as well. So I you know, I'm very confident that we have a a a strong future ahead of us, and particularly leveraging our DLP and our web install base. It's a very rare asset to have to be able to leverage. Gentlemen, I want to thank you both for taking the time out of your day to join our partners, spend some time with them, answer some questions, share some insights. Team, I would just say that we are at an inflection point in data security. It's nothing we've seen in the last twenty years, and the opportunity is real for all of us. I I just wanna make sure that we are transparent with you. You continue to press us. I heard it loud and clear. You want us to win. We want you to win. And if we do this together, we're only gonna be stronger. I would ask at the at the close. It's gonna take one moment. There will be a poll if you could, answer the questions in the poll and and give us some feedback on the session. This is for you. This is not for us. So we wanna make sure that every time we do this, we get better, and we provide you with information. For anybody that had a question in the q and a that did not get answered, we will respond with an f a FAQ and provide those answers to you directly. Appreciate your time today, and good luck selling, and have a great day. Cheers, Thank. you.