Transcript for "Forcepoint Partner Program Launch - America's": Welcome, everybody, and thank you for joining us today. I'm Tim Puccio. For those that don't know me, I and I lead our global partner ecosystem here at Forcepoint. Before we get started, I wanna personally thank each of you for your time commitment to join us today, and and more importantly, your continued commitment to Forcepoint and delivering successful outcomes for our joint customers. The team has worked incredibly hard over the last year to improve, modify, enhance the platform, deliver on exciting new things. I'm so excited for today and the launch of the new partner program and have a a packed agenda. Before I get started, though, just a couple housekeeping things, pretty traditional. First, this session is being recorded. We will share it with each of you in a link within twenty four hours of the call, give you the opportunity to share that with your colleagues, and we'd appreciate that. In addition, all attendees are muted on the call today, and we will leverage the q and a panel to the right hand side. If you click on there, you certainly can post information in there. Ryan, we appreciate you being here already. Ryan Foley, that is. Welcome to the call. Also, we have carved time at the end of the conversation for, an ask me anything to answer the questions that you do post. And if if we don't get to them, we will absolutely make sure that we cover them, in a in a follow-up communication. So for we've got a lot to cover today in forty five minutes to do it. So, you know, I'm gonna just give you a quick preview of the agenda. First, I'm gonna welcome our CEO, Ryan Wyndham, to the stage to to share some perspective on the ever changing landscape in data security, where we are, where we fit, and just give you some perspective. Then we'll transition over. I'll share some insights, albeit very high level insights on our new partner program and and get you kinda oriented around the themes and the directions that we're going. After that, I get the pleasure of welcoming John Sorensen, our SVP of Americas, to join me on stage for a little q and a. We're gonna pick on him a little bit, have some fun, talk about the Americas region and what it takes to win here. Again, we'll close out with a q and a session, and, hopefully, we have time to make sure we get to everyone's questions. We will respect the forty five minutes, and and keep this quick. So with that, I would love the opportunity to welcome our CEO, Ryan Wyndham, to the stage. Hi, Tim. Welcome, Ryan, from whatever part of the world you're in today. I appreciate you taking some time to join us with the America's partners. Yeah. Thank you. I'm in the Bay Area today. So thank you, Tim. And, thank you to everyone who's joining us today, especially our channel, solution, and service provider partners from around the world. You know, here at Forcepoint, we are a channel led company, and we're really 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'd like to share the remarks that I'm gonna make at our Aware webcast tomorrow. And Aware, if you're not aware, is our virtual summit on AI risk. It's about stepping back a bit from the noise of the market and having a more, you know, direct honest conversation about where data security is headed, not just what's new, but what actually still needs to change. So today, you know, I wanna give you a preview of that conversation so you're aligned on what's happening in the industry and how we together can differentiate around data security in a way that creates durable, repeatable value for customers and predictable growth for you, our partners. So, you know, we're gonna start our agenda with perspective, then we'll go deeper on new capabilities and solutions that we're announcing. And then later this month, I'm hoping we can continue these conversations in person at RSA twenty twenty six here in San Francisco. So I wanna start with just a simple observation, and that is that the biggest shift in security isn't a new threat or a new compliance regulation. It's that AI has fundamentally changed the behavior of data itself. You know, data used to be predictable. It was largely created by people. It lived in known systems. It moved at a pace that security teams could track. But I think we've all recognized that that world no longer exists, And now we've got AI generating data continuously, you know, rewriting it, summarizing it, expanding on it, and it's spreading that data now across SaaS applications, AI tools, and know, business operation workflows instantly. And, you know, as I think about it, you know, AI has effectively animated data. It's really brought data to life and has made that data self perpetuating. And I think once that paradigm has changed, the old way of securing data has stopped working. And I think the problem is that most legacy models, they're not just outdated. They're incompatible with the AI era. And the reason for that is because old security was built on three assumptions. And I know a lot of you guys have been in this space for a while. I myself started, you know, as an IT practitioner. So these assumptions are are near and dear to my heart. But, unfortunately, they're not valid anymore. You know, the first one is that you can pre assign access and then be done. You know, when somebody joined the company, you'd add that new joiner to a group, and that group would get access to data via an access control list. And I think we have to recognize that that only works when data stays in known places, it's not moving around, and it's changing slowly. The nature of that data is pretty much fixed. I think that assumption is clearly no longer valid. Second big one is that you can classify data once and then just trust the label, but that breaks when AI is constantly, you know, modifying that data, generating new versions, summarizing it, creating derivatives. And a lot of times, those derivatives that AI is creating is more sensitive than the original inputs. Third big assumption that's no longer valid is that you can control risk with kind of this binary a lock, allow or block rules. But that logic assumes predictable behavior, but not data and risk that change in real time. And that's clearly, the situation that we're in now. And so when these assumptions break, the entire model breaks with them. And, you know, I have a lot of conversations, with CSOs every week. Many of them are telling us that their stack just can't keep up with this. And it's not because the CSOs or even the vendors that they're using don't understand the problem. It's that these tools were never designed for AI driven boundaryless data. And that is creating, you know, an urgent opportunity because end users are actively looking for trusted advisers who can help them rethink how data security should work in the AI era. I think one thing that's clear is AI is not just increasing data volume, it's compressing the time between creation, exposure, and impact. AI is turning every millisecond of data use into effectively a security decision, and that's why the industry needs a new model. So I know, you know, for many of your end user customers, visibility continues to be a huge challenge. That's just, you know, seeing where your sensitive data actually lives. It sounds simple, but in this world of, you know, distributed data, it's really not. You know? And they're looking for not just a snapshot in time, but understanding how that data moves throughout their enterprise or their government agency. And then once you have visibility, you still have a critical challenge to fix the risk immediately, you know, before the breach, before the regulatory fine, or the irreparable brand damage. And especially data risk that can change in the blink of an eye. And I talk a lot about, you know, this gap, the gap that keeps widening between visibility and control, you know, when enforcement lags behind user or device behavior. And this problem goes beyond visibility. It's really the timing of the security response overall. And I don't see this gap as necessarily a failure. I see it as a signal and something that we can all learn from. And what we've come to realize at Forcepoint is that the only real solution is, you know, you've gotta have a single continuous loop that is identifying risk and acting instantly and then, you know, repeating consistently. So the only way to keep up with AI is you've got to do both of these, visibility and control as a continuous loop because visibility without action isn't protection, and action without understanding isn't either. In fact, that's dangerous. So what we need is security that can understand data as it's being created, recognize when risk changes, and make decisions fast enough to stay relevant without waiting on humans to intervene. So you might ask, what replaces this old world that I'm talking about? Well, self aware data security. So for those of you who joined us in October for our inaugural AWARE event, you heard me talk about our vision, and self aware data security is it. This doesn't imply autonomy or sentience. It's security that is aligned with how data behaves now. You know, data is animated. You know, it's moving, and being generated practically on its own. We need security that is aware of this context that is also adaptive and continuous. So you need security that matches the attributes of the data, and data needs to effectively be self protecting now. So self aware data security is guided by what's happening right now, and that's the baseline for this AI driven boundaryless data. And it's a pretty high bar. And for our partners, you know, this is not just a technology shift. You know, this is an opportunity to lead a more strategic conversation with your end user customers about how security needs to evolve in this new era. That's a different way of thinking because the new data landscape, it doesn't wait for human reviews or tuning of access lists. It moves now. And Forcepoint's platform moves with it. It's real time. It's adaptive. It's contextual. It uses AI that's built in, not just bolting on. And I believe strongly that this is the model that the next decade will run on. At Forcepoint, it's powered by our AI mesh, and that's our unified system that knows where data risk is by discovering and classifying all data, whether it's structured, unstructured, cloud, on premise. It adapts the policy by evaluating context for behavior and risk, and it protects immediately, automatically enforcing the right action in the moment that data is created, used, or moved. And it's not built on access control lists. It's not dependent on perimeter controls, and it's not driven by old assumptions that were hard coded, months ago. So at Forcepoint, we're taking the next step in how we deliver this model. So we're advancing Forcepoint data security cloud to operationalize 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 build predictable, repeatable practices on our data security cloud. So here's what we're gonna announce. You know, few things. Number one, new AI aware policy creation and automation that can recommend enforcement policy in seconds. Number two, expanded support for AI driven analytics and collaboration workflows so that protection follows data into environments where risk now forms. And the third one, a unified platform. So we're bringing together DSPM, DLP SaaS, adaptive enforcement under a single policy framework. And we've built these advancements for one reason, to help security teams act before risk becomes impact. So these data security cloud enhancements, they give you, our partners, a tangible way to lead on securing AI adoption, especially our new AI assistant called ARIA, which stands for adaptive risk intelligence assistant. 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 our team's gonna walk through the product innovations and demos tomorrow at Aware. I'm really excited about these. I hope that you can make it and and tune in and see these. 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. And what does that mean? Well, that means your customers can tame data sprawl, secure generative AI, reduce insider risk, and simplify compliance with the confidence that security decisions are happening in time to matter. It means they can adopt AI faster. They can collaborate more openly. We'll know that security works with the business, not against it. And for you, it means a clearer path to differentiated repeatable revenue built around data security outcomes. And data security everywhere is the outcome that we're all working toward. Okay. So what does this mean for all of us? Clearly, AI has changed how data behaves today, which means data security has become a real time problem. Self aware data security, that's how we solve that problem, and data security cloud is how we deliver it at scale. So for our customers, that means confidence. For you, our partners, that means leadership and the ability to lead a different conversation on how to turn awareness into adaptive protection and to differentiate around a platform and a shared perspective on where our industry is headed. So tomorrow 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're gonna hear from Forrester analyst, Heidi Shea, and other members of our team on why this shift matters now, and you'll see how our innovations are bringing it all together. So I encourage you, please join us for the full event because I firmly believe that our partners that recognize this shift and lead with it are gonna define the next decade of data security. So I look forward to building that future together with you. And so now I'd like to invite Tim and his team back on to share a bit more. Thank you. Hey, Brian. Thank you so much for taking the time and the incredible insights that you shared. I just have few comments, though. So couple things I observed. I I think my list is about 30 long, but, you know, AI has has really invalidated the top three legacy assumptions that we made in security models. And the reset's now. The market is now. The opportunity is now, and I think it's there for all of us. The second thing that was really clear to me is we're getting asked by CISOs across the globe to help them. They need. to figure out how to solve this data security and rethink the way they do that. And what an amazing opportunity for our partners, let alone the fact that the market's growing at 37 plus percent CAGR. And, you know, just it's amazing where we are. I believe what you and the team have built in the platform offers our partners a minimum of a five to seven x multiplier on solutions, services, consulting, MSSP, so on and so forth. So very excited to have the partners participate in Aware tomorrow and get an in-depth detailed look into the technology. So thank you for your time today. Yeah. Thank you, Tim. So, folks, with that, I'm I'm gonna shift to, the the next topic and cover off, high level themes in our partner program. I think you're all aware, I've met many of you that are on this call today. Over the past year, I've had the opportunity to travel the go the globe and meet with our partners, some who've been with us for twenty plus years, some who are at different stages of their journey, and the message was pretty consistent and pretty clear. You all asked for how do we build long term growth together in solving customer problems? How do we make this more profitable for your own businesses, and how do we drive that in a consistent way? And most importantly, you asked for predictability. Predictability not only in the margins, but predictability in the engagement, predictability with our sales team and our SE teams when they show up at you with you and a customer. What can you expect? How are you comfortable that we're gonna deliver something that immediately adds value? So the team has spent a a great deal of time designing this, and and I believe what we've built in the program will happily, get you along along that journey. So why why partner with Forcepoint? Listen. I believe the market opportunity is here. The market opportunity is now. I'm gonna just jump this forward. And and we have spent significant r and d and investment in rounding out that platform, bringing all that technology forward, and driving it. I also think it's you need to understand that we are a 99, 98% channel business. All transactions that we do with our customers for new, renew, upsell, cross sell, engage through our partners, and we will continue to do that. We bet might have an investor who comes direct to us, and I'll talk to Ryan about that later and see if we can make sure we put that with a partner in the upcoming years. But just remember the commitment we have and the loyalty we have in this program. So what we've done here from a tiers perspective in our program is we've gone back to basics. I wanna be really clear. We we believe that the simple medallion level program that affords you the opportunity to grow your practice, build your margin, and support not only new business, but renewal business cross sell is the key to just simplifying the engagement. I want each of you as partners focused on the value we bring with our platform and our technology and make the process of engaging us simple. To do this, we've simplified the deal registration process. We've tightened up the rules and the governance around that to ensure that partners who bring us into the opportunities, whether new renew or cross sell or upsell, are awarded with a a margin advantage that allows them to do that. In addition, we've simplified and tightened up our incumbency rules. We've increased the margin opportunity in incumbency. We have an incredible customer base across the globe, specifically here in North America, and we wanna actively engage with you on how do we cross sell, how do we expand, how do we work with that. So, hopefully, the the program will give you that opportunity. One of the things that I heard consistently from the partners as I traveled was, where did you go? Where are your assets? How are you training us to position for the CISO? How are you helping us drive revenue? How are you helping us get enabled on the new use cases, the new challenges that customers are facing? So we've doubled down our investment in a couple areas. We've expanded our channel team coverage in each of the regions. We've hired many new folks into this team, and I think you'll see a much deeper alignment and proximity to you. In addition to that, we've consolidated a partner hub into our customer hub and made it simply the hub. And the hub is an amazing place for you to visit because it's filled with use cases, success stories, collateral, content, assets, cross sell plays, enablement curriculums, all the great things that you would expect to be in there, and we will continue to invest in making sure that we drive those assets forward for you. It's important at each level on this journey that we unlock additional and incremental value. So you'll see, when you work with your channel managers, the specifics in each of those of each of those areas. This only works if we help you build expertise. So we have spent a significant amount of time, effort, and resource to double down on our elearning curriculums, our go for labs environments, our test environments, our demo environments, our NFR process, and we wanna continue to make it easy for you to access our technology and become enabled. So you'll see tracks for sales enablement, presales enablement, significant amount of investment in our DSPM portfolio, and post sales and implementation deployments to give you the advantage so you can begin to build that practice. We've set aside MDF dollars for the partners here in The Americas to help you build those practices. So as you're thinking about resourcing and building out your capability, please engage with your channel team and ask for help. We are ready, able, and willing. And, candidly, the value of Forcepoint is the platform. It's data security everywhere. It's all of the investment and innovation that we've put into this environment. Having said that, I believe we together can build services, solutions, offerings regardless of where a customer is in their journey. We can take them at any point in the time and back into helping them be successful with this new AI driven journey in the world. So, you know, a simp simple ask for me. The channel teams are well equipped, and the field teams are well equipped to go into the specifics and the details of the partner program. So get engaged quickly. Get engaged with your local channel manager, your team. Let's establish joint KPIs and goals. And when we do that, I'm less interested in your goals of selling our technology. I'm more interested in how we weave success into your business. How do we help you drive your business and your business model? Make sure our channel teams understand that, and we're supporting you. Let's make sure we get enabled. The innovation is coming fast. You heard just a few of the things that we've released. It just keeps coming, and it's hard to keep up with you. So my commitment is that we will continue to communicate and do a better job at at Comms and making sure you're all aware of what's going on. And lastly, let's have some fun. Let's get out in the field together. Let's go break some bread. Let's have some customer wins and enjoy some success. So thank you for taking the time on the update. I I am gonna transition off of the program, and I'm gonna welcome, John Sorenson to the to the stage. I think I think many of you probably have met John Sorenson, you know, extremely seasoned, incredibly capable resource that we have here in North America to lead our teams. John, I'm just gonna jump right into the questions. because I think this will be this will be fun. You know, you're you're a, I call you a boomerang. So you had a. journey early in your career here at Forcepoint and chose to come back. So I'd I'd love to hear why. Like, what was behind that? Yeah. Yeah. And thank you everybody for joining the call. You know, there there there's a number of reasons, Tim. Number one is you've heard it from from Ryan and the and the overall strategy of the organization, anybody that knows me, and I know a lot of folks that are on this call right now, I'm incredibly passionate about security and adding value with partners and customers. I I believe, as as Ryan articulated, right, defining the next decade, right, I want to be a big part of that. Right? I want to be a part of the AI revolution and how we solve for our customers and really enable AI. So I'm very, very optimistic and excited about our our strategy and our and our portfolio and and what we can do. But, you know, equally, if not more importantly, it's the people that you work with. You know, I have worked at Forcepoint before. I think we have an incredible organization end to end. We are just chock full of folks that care that care tremendously. We have a very strong leadership team, and and we're making the investments in the right places. And I love the the team that I that I that I lead. Right? I love the overall organization and how we work collectively. And because we're on a on a partner call, right, I am a partner centric leader. I've always been. And and and we are clearly investing and continue to invest in our partners, our partners' success. I know that that is where we're going to advance. I know that's where we're gonna be able to modernize base and and really build strong value going into the future. So the the this is exciting for me. It is delivered on all of that since I've been back, get challenged every single day, and I like that, and and breaking new ground. So it's it's been a great decision. I'm really happy that I decided to come back. So, John, great insights, and and we're happy you're here. Hey. Massive opportunity in The Americas. I mean, such a diverse market, whether it's public sector, federal, strategic enterprise in Manhattan, commercial accounts across the globe. How. are you thinking about supporting the partner ecosystem with the way you've deployed your resources from a sales and presales perspective to really help these customers along the journey. Yeah. It's a great question, Tim. First of all, we're modeled in order to be able to to work with partners. Right? So we've enterprise. We've got commercial mid market. We have a a federal team. So we're aligned in in in these particular areas to help partners that are very specialized in those areas or partners that wanna move in that direction. But we don't have the scale. Right? We have a we have a lot of customers, existing customers. You brought it up earlier. Right? We need to modernize that base. It's very difficult to get to everybody. There's no way. So we are very much in this partner centric model where we work very closely with the partner ecosystem. Each individual works on their very specific partner relationships that they have. I'm out there working with partners every single day. So regardless of the vertical or the go to market that we have, we are aligned to make sure that we have a need, a dependency on partners, right? It's a natural pull to make sure that we're working together across the board. So I think we're in an excellent model to be able to do that. I think the programs actually support that quite well, right, for partners that want to move in that direction. One of the things that I always think about and and we always we you know, and this call is an example of this. Right? We wanna make sure that we're educating. We wanna make sure whether it's the program, whether it's the go to market, whether it's the the solutions, all the things that come together. But the other piece of this is how we fit into your goals, right, as a partner ecosystem. Right? We're not the you know, what is your go to market? How do you make money? What does success look like for you for you? So this is where we get this, you know, this very tight interlock with our partners to truly try to understand, right, you on the call, right, what is it that you need to be successful and those types of things. So we get to those areas quickly. We focus. So you're hitting your goals. We're hitting our goals. And collectively, we're all kind of spiraling up in that way. So it's it's it's really a two way interdependent thing that we that we work on to get to to get to understand all of that that's associated with with your success. It's exciting to work with you and your team knowing that we're all focused on trying to figure out how to win with the customer and solve problems and. not not working on internal politics around who's getting credit and all those great things. It's amazing. Yes. Hey. Just changing changing topics a little bit. So, obviously, AI is on the top of all of our CISOs minds, and they're struggling to find ways to to solve for or to. take their organization on a journey to accelerate the the ability to leverage AI. How do you envision the partners helping us in this journey? Because, you know, it it's to me, it's pretty obvious, but I'd love to hear from a sales leader's perspective what you think the partners bring to this in. that conversation. Yeah. I actually think that the folks on this call are already in these conversations, have very intimate relationships with the customers that you work with, and likely understand a lot of the AI initiatives that that organizations are are trying to solve for now and where we bring that value in. And this is what I've seen when we are working collectively together, which is all the time. We are very, very tight with our partners. And I think a lot of folks on this call know this. But partners have a holistic view mostly, right, of the organizations that they serve. And we fit into a a certain aspect of that. Right? So where do we fit into the broader customer strategy? Because sometimes, you know, customers might put us in a lane or something like that where you break that open and say, okay. Here's the value that that force point can bring today. And in every meeting that I've been in, it is it is a eye opening experience for the customer as we go in together and the partner in some ways of of of how we can really solve this and how we're looking at this. You know, I like to put things in kind of real life terms to simplify it. Quite frankly, we've as Ryan articulated, right, it's the data, right? It's the classification, right? It is the discovery classification prioritization based on the usage and utilization, who's doing what, where, when, and who's accessing things, you know, as we continue to go forward. And, basically, that's the equivalent of of what's happened over the last probably four or five decades is we've been storing a lot of stuff and putting things in a lot of you know, I look at this, like, you know, like like a storage container that's filled to the brim. Where do you start? Right? And we we bring that ability to get the visibility and control. And that is a major step in, you know, in progress around all this data. So, you know, we use this term. We use it often, which is data is the oxygen for AI. AI doesn't do anything without the data. Right? It doesn't. Right? So understanding where all this is and how you can make sense of it all and make sure that the right people have the right access to things, you could start to open up the potential for AI even more. So customers can start utilizing more of this and get the true value of what AI brings. It's an it's incredible. Right? We've got to tap into that. But we've got to know that we're safe in doing it, and we've got to know what potentially is being pulled in there. So I think we had a tremendous value. And when clients start to see this, right, with our partners, right, they see a path. Right? We're defining this and say, okay. I'm I'm gonna move from my traditional DLP over to a more data security everywhere, data security centric posture, and that lowers the risk and it enables AI. This is where we're bringing our customers today. And, Tim, you talked about it before. We have a lot of customers. Right? We have a lot of customers, very fortunate in that regard, that we have to modernize and we have to bring, you know, to to this place right now so they can really, really achieve the AI promise, right, that's out there right now. So I think collectively, you know, as our partners understand what their customers are facing and utilize us in how to make sense of all this and really open all this up. I think we have an incredible story to tell. And I love getting out there and telling that story with our partners every single day. So, John, you've got one minute on the. next question. Thirty seconds to answer my next question. Maybe even fifteen. I wanna see how crisp you could be. Okay. So I'm a partner. I'm on the fence. I've been on the journey with Forcepoint. Why now? Why do I sign up and and really invest in engaging your their sales organizations, their teams to go after this? Yep. Yep. Number one, we're great people to work with. Right? We are excellent people to work with. We have your back. We'll work with you, and we will align ourselves to your goals, right, and make sure that we are absolutely, you know, delivering on that. But the other piece of it is be informed. Make an informed decision. Right? We have you know, we've been we've been around. We've been solving for customers for a very, very long time, and we're advancing the ball very aggressively. Ryan articulated it. I'll keep saying that. Be informed. Make an informed decision, right, when you're looking to partner with Forcepoint. Because I think when you really understand it, if you don't already, I think we'll be able to change your perspective on that and the go to market and align with us completely. So I though, that's exactly where I you know, we are great people to work with. We will stand up. We will we will absolutely align 100% and make an informed decision because I think we have something incredible that could drive your business. Nice job. You actually kept it in the time limit. I love. it. It's amazing. It's I'm a talker. to do that. Like, So like to talk as that New Jersey guy. So, hey, I'm gonna ask, Ryan Wyndham to join us back on stage and maybe get through some of the questions that have been, posted in the in the chat session and some of the the the pre questions that we received. So just give me one moment to kinda read through this real quick and come up with a few. Alright, Ryan. We're gonna go right to you for the first one. This is actually coming from a partner in the Southeast. I'm pretty sure I know who asked this question. So I will call you later. We'll have a conversation. But listen. We have a lot of choice as partners, and I I wanna understand why would I invest my time, my dollars in Forcepoint today? Yeah. Good good direct question. I think, you know, if you step back, and I I touched on this a little bit on my my keynote, really, the architecture of security now has fundamentally changed as a result of, you know, having to secure data itself now. And I think that's why this moment matters. I think, you know, initially, was data being inside the network. You protected it kind of behind this this mode. We intercepted North South traffic with proxies. You know, users were accessing applications through these kind of control paths. And then you had SaaS and remote work, and everyone declared, well, the perimeter's dead. You know? But in reality, all we were really doing then, I think, was really just virtualizing the perimeter. We still relied on, you know, intercepting traffic through inline controls. And I think now we're in clearly a different phase. You know? You've got now with, you know, generative AI, agentic AI, a lot more API to API communication, machine to machine workflows. You can't assume any longer the traffic is gonna flow through something that you control or at least not traditional controls. You know, data is now moving, you know, directly between SaaS platforms from endpoints to cloud, into AI systems that are outside of traditional boundaries. And so you can't rely on proxies alone anymore. So you've gotta have that API level controls, endpoint enforcement. You gotta be able to also, you know, just discover and classify your data ahead of time before it before it moves so you can force it as it as it kind of flows into these systems. So that's why I think data security is really becoming the defining category this decade. You know, it's convergence of, you know, these big use cases, you know, Gen AI adoption, which is, you know, leading to tighter regulation, cloud transformation. It's all creating real urgency, and we're one of the few vendors that can unify DLP, DSPM, CASB API, endpoint into data centric architecture that's really been built for this new reality. So, know, you bringing it back to the partners, you know, you guys, what what's in it for you. And this is not a commodity category. Right? This is emerging, high margin, high growth, strategically important to customers, requires, you know, consultative sale. You know, it's there's a lot to do on the partner side here. So prioritizing Forcepoint, this isn't just about, you know, adding another vendor. This is aligning with, you know, the right architecture for where where the market's going. I really appreciate the insights. The the the investment's real, and and we appreciate it that everyone's making it. So I have another one here, John. I'm gonna direct this one towards you. Sure. So given your engagement with field teams, we have this person says, hey. We we're working several customers that have brought us opportunities and are discussing their GenAI initiatives. What's the realistic timeline for working an opportunity through the funnel? And then more importantly, how are you going to support us, and and what's the best way to engage your team to. bring this expertise forward? Yeah. I mean, starting with the engagement of the team is making sure you have full visibility. We've got great channel account management team in The Americas, right, making sure that you have escalation paths for all of that. So we can engage very, very easily so you understand how we go to market and what we look like from an organizational standpoint. So that should never slow us down at all. You know, it really depends on on what the projects look like, the urgency for the customer, depending the climate that they're currently in because we all know that things happen. So things can be very quick, and we can get in front of a customer and do POVs very quickly and close business within months. Sometimes it takes a lot longer depending upon exactly, you know, what the customer is really trying to accomplish. But every single step of the way, we will bring you our resources. We will continuously educate you on that so you can build your own strength as you go forward. But our engineering organization, our product organization, our leadership, our SCs, that is all available to you, right? This is I don't look at this as that these are multiple organizations. Our go to market is inclusive of the partners, right? So we go to market together and we work our opportunities collectively together and we bring the resources that are necessary in order to, you know, to achieve success. So it's all interdependent. It's all collective we go forward. But we can range from months to, you know, up to a year plus, depending upon those types of projects and what the customer, you know, can bite off as we go forward. Yeah. No. John, I would just add to that as you started the conversation. Engage your channel team. We will make sure you're absolutely mapped to the right resources, whether it's technical, presales, post sales, you know, whatever it is you need, content collateral. We'll make sure we get you engaged with the right resources there. Ryan, I think this question is probably best for you. John may wanna support the answer, with his own point of view, but I I I'd love to kinda get your questions. Where is Forcepoint heading as a company? Do you have the staying power? Are you growing? What's the strategy? Yeah. Happy to kinda add on, to to what I had said before. Also, some of you, who've been partners with Forcepoint for a while, may actually, you know, remember me. I I have been, I was with the company back in the WebSense days, kinda started my career here. So, certainly, we have had a lot of staying power. I was here when we, not as CEO, obviously, but I was here, when we acquired Port Authority, which gave us that DLP technology that we've built upon. So we have a lot of staying power. Today, you know, we are focused on, the data security problem. We are backed by, Francisco Partners, one of the world's, largest and most successful private equity companies. You know, we're not this kind of sprawling vendor trying to cover every security category. You know, we've made very deliberate choice to focus on protecting data wherever it lives, and that really gives us clarity in, you know, product direction, investment, go to market execution. You know, we're investing a lot in innovation. We are we are profitable. We've got a lot of financial discipline, you know, and our strategy is basically centered on leading in data security, not kind of chasing these other adjacent markets because we think it's all about data. And I think, you know, just to say it very, very bluntly, you know, you don't invest this much in rebuilding and funding a global partner program like this unless, you know, you're confident in your growth trajectory. So, you know, we're positioning for expansion in a category that's, you know, emerging but clearly is gonna be huge. So that's our direction, you know, focused, intentional, built for continued long term staying power. I don't know, Josh, you wanna add anything else. No, I mean, I think that's perfect. And I will just add that I think we're one of the most resilient organizations around. You know, it's all systems go. So very stable, right, and all the things that you articulated there, Ryan. I think we're solid. Awesome, guys. One last question that actually was directed towards my towards me, and I'll I'll just take it. So where do you see the partner program going from here? Team, I just wanna say we've started with a basic foundation to establish a model that makes it easy for you to engage with us. I will be spending time with the partners and each of you to make sure we understand where you want it to go and how we can continue to support your business models, whether that's in a different engagement methodology, whether that's through different philosophies and strategies. So we'll continue to evolve the program, make it easier, more efficient. It should be a privilege to partner with Forcepoint, and we should be privileged to work with you. And I wanna make sure that's really clear. So with that, a couple things. I I neglected to to point out earlier in the conversation. In the docs section on the right hand side, you can find a copy of the partner, program overview documents and several other assets that we've provided you from today's call. And then I would simply ask that if you would stay for thirty seconds at the end of the conversation to answer three very simple poll questions. It's really helpful. We wanna make sure this is important. With that said, John, Ryan, thank you so much for your continued commitment to this ecosystem, to the success of Forcepoint, and we look forward to an incredible 2026. Thank you all. Thank you. Thanks, Tim. Thank you.