From Cloud to Sovereign: Exploring Versa’s Three SASE Deployment Options

My name is Anuj Tuia, and, um, I lead the global strategy for Sovereign Sass, e and Sass e solutions in general at Versa. Um, so sovereign Sass E, right? What is, what is the nuance of it?

Like Kelly rightly said, we are not here to present what SASS e is. You guys are experts, you know, the basics are pretty well known in the industry, but what was the need of the sovereign SAS in the first place? Um, every red box here is a big issue depending on which customer we talk to and when, when I say customer, large enterprises, the banking sector, the, um, uh, retailers, and they each have different reasons.

To give you some example, regulatory compliance, right? Kelly said it very well wherein, um, it's not just the, uh, bad guys that people are afraid of people, you know, if you go on the other side of the pond, they'll clearly say, Hey, we don't wanna share data with some of, some of the governments, and rightly so. So all these things are becoming much, much more, uh, prevalent.

Now, when you say regulatory compliance, generally people associated with the industry, specific things, but it's more than that. Uh, data residency, we talked about it. Uh, customization, that's actually a big deal for service providers, telcos, um, even sometimes large enterprises that have, uh, a centralized, um, centralized services shop, um, leveraging existing infrastructure.

This is one of the most common things that we have seen in the industry where people will say, I have my managed services. I have my, um, uh, data centers, colos, and what have you. Why do I just need to be a cloud reseller?

So different, different, um, uh, personas, different needs, but it all comes down to the same thing that can I get entire cloud and be that cloud guy? Um, and what if I wanna do something hybrid? Each and every option is possible.

Today, we are talking about sovereign sass e wherein everything that they want to own. Um, AI controls. This is becoming a huge problem in the industry, as we all know.

Uh, I want to take, uh, I want to take advantage of my infrastructure, including even managing my licensing and encryption keys. So these are all those pillars of sovereignty that we were hearing over and over again that we said, huh, based on what Kelly said, right? That's, it's a big stack that we have developed, which can be deployed anywhere.

We are a pure software play. Why not? Why not use a sovereign Sassay version?

And that has been the game changer for us. Quick Question. Sure.

Ron Westfall, please. Uh, Futurum Group. I see, uh, nine drivers, they're all important.

However, is there a way to characterize if there's one or two of them that's really pulling through the entire conversation? I'll marry that question with the next slide, right? So, um, there are three versions, which we speak Versa, SASS e as a service, versa, private, sass, e and versa.

Sovereign Sass E how is it related to your question is the drivers for each vertical is slightly different. That's why you see them nine. I'll give an example.

When I take sovereign SAS and I take a very large global service provider, the service provider's main needs are my assets. I don't wanna be a cloud reseller. I wanna make sure that your leveraging my underlay network, my data centers, I have hundreds of millions of dollars invested over there.

So those two or three boxes fit into that bucket. Then you look at someone like, um, a retailer or, or a low margin industry. They need three things, and I have case studies to cover those as well.

They, they need three things just to spill the beans a little bit lower TCO user experience. And that means I want the gateway to be near me as simple as that, instead of being somewhere on the other side of the, uh, country. And then comes the, the big bucket of people who want complete control.

That's because of compliance, because of sometimes it's out of sheer capabilities. We know very large customers who will say, I have an army. I don't need your need, need your support for everything.

I love your tech stack. Can I get a sovereign version of it? And this is the answer, but good question.

And I have three big or three big pillars, and I will go over these points in the case study as well. Okay? So, uh, one, one minor point that I wanted to mention here is when you see Versa, SASS e as a service, this is Versa, cloud delivered.

Um, uh, I love this analogy that we use internally, that, that, uh, drives the point. Home. SS e as a service is like renting a room in the hotel.

Everyone is doing that in the industry. Private ss e is renting the entire hotel. It's still managed by Versa.

It's still maintained and deployed by Versa, but it's, so entire hotel is yours. Sovereign sassy is, you give me the lot, I'll build a hotel for you at that point. I give you the keys when the build is complete at that time, you can decide if you want me to manage it or you would do it yourself.

But the sovereign version is generally, okay, you know what? I have my Army, I have my requirements. This is my lot.

You, you, you give, you get me your technology and I'll do the rest. So that's the purest form of Sovereign Sassay. One thing that can be helpful is sovereign sassy's new kid on the block.

Can you characterize, uh, the deployment, uh, split between sass e as a service and private sass e Is there a way to understand? Um, So Sass e as a service is an, is an end all solution. Anybody with a limited number of users, limited number of geographies, um, or a very large company with very widespread, like where, where they don't want to take on anything, uh, and they just want e from the model.

They want. Okay, I just want a user based model. SS e as a service works just fine mid-market to higher mid-market, sometimes even large enterprises, um, which are very well spread.

Private Sass e is getting very popular wherein, um, I have my big hubs. Generally, if you are a company with say, a hundred thousand employees, you will have hubs of three locations or four locations of 20,000 each. And the remaining 20,000 are spread across, um, the Globe Private Sass e is a game for them because now they say, I control it.

But the difference between, although you did not ask that, but the difference between private sass e and sovereign Sassis is also, I don't see the need for all those pillars to be applicable to me. So I don't see the need to, um, take complete control of everything. I still want a private network.

I still want, um, a, a a separated version, but I want to consume it, uh, in, in a different way, in a dedicated way, maybe even as a service. So tho that's the nuance. So shared SS e share, shared as a service, and private ss e is one area of comparison.

And then pe when they get, when they cross that bridge, they even compare, okay, do I need this or that? And we see both, and you'll see that in, in the case studies, Very helpful. And also, uh, uh, for example, do 80% of customers use SAS a as a service?

Uh, is that a, a figure you can share as well as Current currently that is accurate or near accurate? I don't know the latest numbers, but that shift is changing, um, uh, as, as time goes by. And we are seeing the penetration of the other two, uh, coming way faster than even what we anticipated earlier, but good question.

Very Good. Mm-hmm. Um, so we described Sovereign in different words, and I think, um, um, uh, everyone is in sync that one of the key words here is air gapped.

This, this typical phrase is very important to defense, to large banks, to, um, um, to, you know, very heavily regulated industries, uh, for obvious reasons, but it's also coming in as, uh, almost a necessity in a lot of these deals that, um, that we are seeing over and over again. So it is becoming this air gap deployment that is purpose built. Purpose built is another interesting word, because there's a lot of customization that, uh, uh, they want to do.

So they want to make sure that the client is, um, uh, is white labeled. It's, it's, it's at a point where it's their service versus a worser service. So Sovereign sasi meets all those needs, and I think the, the more I think about it, the more I go into the use cases and the case studies, things will Get cleared.

Sorry, adu, if I could just break in with a question real quick. This Drew Meyer from Pack Pushers. Uh, what is, uh, it air gap from, Just, from everything.

So it's, what, what we are gonna do is when Air Gap has, has three flavors, am I separated from an infrastructure standpoint? In other words, um, it's funny, I'm looking at the screen, but I should be looking at the camera because you can, um, so is it, is it the, the data, the data centers or the hosting infrastructure, the underlay network, even the managed services, uh, component where everything is completely separated. So for example, um, a typical, typical defense, um, uh, company or an organization would want to make sure that when I say air gap, I'm not sharing a single piece of hardware network.

Um, sometimes even the data centers in colo or the cloud with anyone else. So it is control plane data, plane management, plane and control, and data management plane is equally important, not just the data plane, because with our multi-tenant system, even though in the sass e uh, as a service model, right, the, um, the, the data plan is still pretty separated. Uh, everything is multi-tenant, but when it comes to sovereign sass, e not a single component is shared.

So when you say, when I say air gapped, it is completely separated from every other enterprise service provider or, um, any other customer that is out there. Does that, does that help? Uh, Yeah.

So essentially air gapped from, uh, versus zone, uh, multi-tenant infrastructure, Correct. And in some, and in just to extend that, in some cases, um, air gap from, um, our, our infrastructure, but even separated from, um, like put it in a, in a, in a specific type of cloud or specific type of compliant data center, which is air gap further for their industry. Got it.

Thank you. Question. So enterprises, and this, this dives a little deeper into your earlier question.

Um, enterprises and service providers have slightly different needs in enterprise. It's about corporate security mandates, um, industry specific or vertical specific regulations. Um, they wanna achieve compliance quickly and maintain the business continuity because, um, right now there is some fear out there that, oh, you know, everyone claims a very resilient cloud, but when something goes down, and, and we've seen that in the industry, in, in not so re uh, distant past, something goes down, I'm heavily dependent on you and I don't want to be.

So they have those specific needs. Um, some of the things not addressed here, but you'll see in the, in one of the slides for the case study, is it also drives cost efficiencies from a different angle. That doesn't come naturally when you first look at it.

And I'll, I'll talk about it a little bit. So I think I, I did, I did cover most of these. Uh, so this, this case study is good for, for a North American retailer, right?

This is counterintuitive to everything else in terms of sovereign sass e wherein, oh, this is not about compliance. This is, this case study is not about, um, uh, you know, I want to protect from the, from any kind of nation state actors or any of that sort. It was simple.

It was lowering TCO with a single stack solution, but with a single fabric. And I, I purposely put this controversial thing out because when we say sovereign sass e it's, it's almost always like, it's, it's for the data sovereignty, which it is. But they wanted, they wanted to make sure that it is close to their applications.

It is, you know, it is, it is the GA sass e gateways and SD van appliances, or the entire FA sass e fabric comes in. It's integrated with the applications end users and stores. So slightly different, um, uh, slightly different, uh, needs, right?

Uh, the rich user experience with low latency is utmost important to them, for obvious reasons. Um, so what's the solution? Solution Is single stack sassy in, in the dcs that are close to where they want?

The other interesting thing based on the, your earlier question was, these people, these kind of profiles don't care to have a gateway in Manila, because I'm say, a North American retailer. Why would I care what's happening in other parts of the world? So you may have your end number of pops around the globe, that's just you fighting with other vendors.

You, you guys, we don't need that. So that's, that's one, one, uh, uh, use case, right? But what ends up happening also is they get their TCO and user experience, but they also get operational efficiency, because now there're a single pane of glass.

There are no firewalls and routers and cloud protection, and even within the cloud protection, a separate one for ZTNA and, and then for internet protection, all of that is, uh, all in the, into a single stack. And that is the beauty of sovereign acid. Um, uh, let's talk about defense now for obvious reasons.

This is a completely, uh, completely understandable use case, data sovereignty, uh, completely complete air gap solution. And in this case, uh, drew, the, the air gap is way more than what what we discussed generically. It is literally making sure that every component and the personnel, um, does not, does not, uh, interact with anything else for, again, for obvious reasons.

So, uh, but again, cost efficiencies are a common theme even in this scenario. Although we all think defense are deep pocketed organizations, which is true, but operational simplicity. So there were, there, if there are stacks and stacks of technology, it just makes it much easier because their networks are complex.

So the more complex complexity you add in the use cases, the tech stack can get that much complex too. So defense is probably the easiest use case to, um, uh, to understand. But, um, and the word sovereign even resonates very well over there.

Anish would, scotton would at any point, do you have like, representative pictures of those deployments? I was, I was told to not say anything on live tv, but, uh, we can, we can talk about it offline. Okay.

Yeah. All right. But Fair point representative, like, you know, I'm trying to piece together, okay, what do sites or branch locations look like versus, Oh, you mean the, the architecture?

Yeah, yeah, yeah. Adrian is gonna cover that. Okay, great.

Oh, absolutely. With the pictures, and then we'll go over the details of the architecture as well. And then how, how that air gapping is implemented.

A hundred Percent. I think it's a detailed, yeah, so we have, we have that in Adrian's presentation, and we also have a demo. Great.

Cool. That's why I'm trying to, to rush through a few, three, a few things, so don't Rush, not trying to rush you. Um, now the motivation for service providers, like I mentioned a few minutes ago, is very different from everyone else, right?

Um, they care about, um, using their, leveraging their assets. There have been decades and millions of dollars of investment gone into the infrastructure. AKA, like I said, data centers, switches, colos, underlay network, that's bread and butter.

The managed services personnel, they have armies. Um, most service providers, telcos, will, will say, I don't wanna be selling somebody else's cloud. So their, their motivation for sovereign sass e is beyond just the compliance and the control of the data.

It is also to leverage their, their core bread and butter customization comes in very key. So in the sovereign sass, e as opposed to, uh, shared sass, e as a service, the client is, is customizable. The portals are customizable.

The Kirkland and Costco example that, that, uh, Kelly gave very relevant here. Now it's about, okay, you know what, you have the tech stack, you can brand it on your, your own. You can price it, you can bundle it with other services and make a very attractive offer for your end customer while driving the cost efficiencies.

So it's, it's, it's very, very, um, uh, easy for them to appreciate, um, this kind of offer, uh, and meet sovereignty requirements that is equally important to them, because a lot of, not a lot, all service providers also have their, uh, their, uh, end customers that need data sovereignty. So it is, it's just making it very easy for them that firstly you are separating the, or air gapping, the control plane management plane and data plane for yourself. But now you can take that little piece of it, or not little piece of it, but the whole piece, whole thing with the, with the, with the slice and deploy it for your end customers and, and it'll still work.

Is there a model for which you can use to migrate an existing customer that's on a, uh, hosted or shared, uh, SAS versus SASS E environment into a sovereign SASS e environment? Yes. So, or vice versa?

Yeah, Vice versa is something we haven't seen a whole lot because it's, it's kind of the, they want to go towards sovereign, and this is typically for a very large customer. So it ends up happening that this, this solution may not be a right fit for a mid-market or SMBA as we, as we discussed. But to your question, we also tell them that if you wanna start off with a shared SSE, be on it till you hit the scale and then you make the decision.

But I will not sugarcoat it. The, the, the journey has, its, uh, has its lift and shift, um, components, because now you're separating the, the, not just the data plane. Separating data plane is not that hard because you have your shared version today.

I, I, I take that tenant and put it on a dedicated version. I have separated the data plane, but now I have to separate the control plane too, because now this gateway will have a new master, which is you, not me. So then that migration has to be planned.

So it is, it is, what we do these days is we sit with the customers and make sure we understand their motivations very well. And sometimes we, we advise them that if you don't, if you don't foresee yourself going to the sovereign route, maybe you, you, you, you start and stay with SA with shared as a, uh, SaaS as a service. But the migration is something we have done many, many times.

It's not the most recommended thing because of the disruption due to the change of the control Team. Oh, what if I'm a service provider who's deployed a sovereign SaaS E environment, have a bunch of customers, new customer comes along, they, they're an existing Versa customer. Yeah.

I wanna migrate them into my sovereign environment. Yeah, that is absolute, that, that, that is a very common use case. So that happens all the time.

So there is a whole migration professional service that is set in place where we map all the policies, make sure everything is replicated, and then there is a smooth handoff, uh, that that happens. But it's not like the whole service provider is on the shared SSE, and then they say, now, tomorrow I wanna move to Sovereign, because that's a bigger lift and shift, right? Oops.

Hi, Anush, can I, uh, clarify one thing with you? It's the Bruno Wallman here. Sure.

Um, so far, or maybe I've got the, the point wrong, but so far what I'm hearing is the, the sovereign sa, it sounds like it's still built in somebody else's data center, not my data center as an enterprise is, do I have that right or would can this be built in my data center? Oh, I'm glad you asked that question because I thought, I thought that was clear differentiation between private SS e and sovereign SS e. So what you just described, in other words, is a private SS e where it's still your private, you can build in your data center, or you can have us build it in a data center of your choice.

And then sovereign sass e is the, the purest form where you say, Hey, versa, I want your software stack, and that's it. And then I will put it wherever I want, be it my data center, be it in a cloud, or be it somewhere else. Um, but I want the entire stack.

I don't want anything to go out to your, to, to, to your world and come back. So, to, to answer your question, Bruno, that's exactly, that's pretty much a difference between private sass e and sovereign sass. And in reality, um, sometimes there are blended solutions between the two where they say, I want everything in my data center, but can you come and manage it for me for a, for a year or two while my staff, uh, ramps up?

We are like, yeah, that's, that's fine. So we have a ramp up model there. We talked about it, so I won't belabor on these points, but there are a couple of important points for service provider, like we discussed cloud reseller, that's a big no-no there.

So they want it. And second one is my service versus yours. So customized, customized, white labeled, and it directly impacts the margin in positive ways, uh, for them.

So again, we, we talked about most of it. Uh, one important point for service providers is also they are always looking for full stack. A lot of times some enterprises will say, you know what?

I'm okay with my firewall as a service swag. Um, ZTNA, um, don't worry about DLP because I'm, I'm, I'm doing some endpoint DLP with some other vendor, and that's not a problem. Service provider really, really thrives on the fact that I have one single stack, and if I can get, get all from versa, then I can roll out my service and then I can retail it or I can piecemeal it.

And that's where the, the big margins add up for them as well. And it's of course, white labeled On the cloud reseller status. They, they wanted to avoid being cloud reseller.

Yes. Okay. Not, we don't want versa to be a cloud.

No, No, no. Okay. Yeah.

So, so their point is, if I'm taking, if I go to the industry, all the major players, and I take your service and sell it to my enterprise customer with my network, I'm still making money only on the network. Um, whereas I have the hosting capability, I have the management capability, why can't I do it myself? Here you go.

That's a sovereigns asset for you. Um, some deployment models in terms of, uh, roles and responsibilities, and this, this doesn't go into the architecture, like I said with Adrian will, but what do we do in terms of all these three? Right?

So very simple way to think about it is, in each of these three locations, we, uh, I mean three deployments, we have Versa software for obvious reasons. We, when it comes to infrastructure, data centers, network, um, hardware, um, and everything in between, in terms of the actual infrastructure in shared service, uh, of course it's all gonna be versa in private dedicated service. That's, that was kind of in line with your question, Bruno, where, um, it could be, it could be vers data center where you say, I want a dedicated version, but I don't, I don't want to, I don't wanna be in the business of, um, procuring the, the space in a, in a data center.

So ver that's the private version, and the sovereign is put it in my data center wherever I want near my applications, uh, the maintenance monitoring, it's, that's the gray area, like I call it, um, in the first one, of course is versa. In second one, it's, it's, it's a blend. Sometimes they would say, you know, I just want to do it.

And, and other times they would let, let us do it in the sovereign sass e nine out of 10 times, or I would say 10 out of 10 times, it is, I wanna do it all by myself. I'm capable. I may use your services for six months a year, but then I, I'll take over the keys to the kingdom eventually.

Quick, quick question, Brad Gregory, um, when you're doing private sass, e dedicated, when you talked about a ramp earlier, right? Mm-hmm. You'll, you'll run it for a while and then hand it over to, to me, correct.

Uh, when say I've checked off every box for air gap and then you're managing it, would that be considered sovereign sassy if you're Managing it? Yes. That's a very good question.

And that was that that blend that sometimes we see wherein the goal is sovereign sass e but I'm not ready today because I may have the personnel and the infrastructure, but I don't know the know, I don't have the know-how this is cutting edge technology, right? So they'll say, come in for a year, uh, and sometimes they will go even one step forward and say, um, even that team has to be separated from rest of your, because of the specific, uh, nuances. And, and they, they'll be willing to, willing to pay for it.

But you're absolutely right. Then at the end of x amount of time, one year, two years, three years, they'll say, I'm ready. I'll take over.

So, and, and we'll be surpri we are, we are surprised sometimes when they say, you know what? This is working fine. Just continue.

Okay. But that would not be considered sovereign sassy if, if versus is gonna manage it, even though everything else is air got isolated from an audit standpoint, that would not be considered Correct. Because, because, um, that's, that's where we call it as private or dedicated service.

Yeah. Moving towards sovereign at some point of time, they can, they can take that keys to the kingdom and it becomes sovereign sassy, but not in the beginning. Correct.

Anush on that, that slide, um, on the policy and configuration, uhhuh policy configuration and management mm-hmm. On manage management piece, does that mean mean like I'm, I'm responsible for updating, for applying updates from Versa? Uh, okay.

So I, I'll I'll address, I, I'll, I'll talk about both the points. Policy configuration is always customer period, uh, because that's where I wanna own, own my destiny. And actually that's true for all three services, uh, for the management piece, the shared as a service and private is versa in terms of the software upgrade at times, because at that time, they need our help.

So that's that blended part for Sovereign Sass e um, it is generally the customer, because remember, these sovereign sass e customers are large customers, so they do have the manpower, they do require versus help in the background, but generally they would do it themselves. When, when I say management here, it, it was not about the, the upgrades, because upgrades come into the maintenance part on the previous row. So that's, that's the only nuance that, uh, probably was relevant to your question.

So I am a customer. I, I had a customer before applying like software updates from, if I'm doing software content, Uh, it is optional. In other words, they want to do it because that's their definition of sovereignty.

Um, we as a, as a company, we say, you want us to do it? We'll be happy to do it. But that's, that's your, uh, that's your prerogative.

Okay. Okay. I, I guess I'm just, maybe I'm splitting hair their parameters in the sovereign SASS e product, where, where's, where's the sass e it sounds like I'm just running your software on my infrastructure and I'm responsible for managing all that infrastructure and managing that software.

Yeah, so in, in reality, drew, what happens is in reality they would say, I want to have this entire air gap solution, but the maintenance, in other words, the upgrades, you do it, but that will be, that will be, I'll let you in only for a limited amount of time. So you hit the nail in the head in terms of they don't wanna get into nitty integrities of the software upgrades update. The security updates are happening automatically anyway, because they, they want to integrate that threat intel as well.

The upgrades, that's the, that's the key. Um, they want to control the destiny and then their destiny of upgrades, and they would say, we would do it with your help. That's, that's how in, in reality, in practical sense, how it works.

Um, uh, we have seen big telcos who say, I'm not, I just give me a, give me a sandbox environment and, and train me and I'll do the rest. So they actually want to control that. But from a, from a help perspective, they always fall back on us when it comes to upgrades.

But that, that comment is specific to upgrades, which is probably where your, was your, where your question was coming from in a way. Okay. Final, yeah, go.

I play it back to you this way to make sure I'm understanding. And I think it might hit on a, some things a couple of us are asking, like if I think back the advent of sdwan, a lot of that was about, I, I just want connectivity and I don't wanna deal with the carrier and I don't wanna order MPLS circuits, and I don't, I I really want most like your as a service model. Correct.

Right. And that seems to be like a very common starting point for SD wan, and then with the features you've been able to layer in over time. Correct.

And if I go to the other, the rightmost column, you now have more customers that wanna take control sovereignty over that infrastructure and maybe undo some of the SD WAN urges of 10, 15 years ago and just take control or, or either want to or have to, is am I tracking? Like does that are a reasonable story? No, you're tracking it.

Absolutely. Absolutely. Well, um, that is why the underlying theme and the important message here is we are seeing this only from very large enterprises.

Yeah. And sps, so when it's a, when it's a, a run off the mill customer, a garden variety customer, they don't even touch Sovereign sa. They love to know, they explore, but they don't touch it.

Is the, I wouldn't, I wouldn't be as bold as calling it anti cloud trend, but the control trend is only with a large enterprises because they are, they are in the security space, they're a little nervous Compliant. They have staff that can actually do these things. Hundred percent.

Or the ability to get and maintain staff. Exactly. Exactly.

And Jason, I see you tuning in. Like, do you have any observations from having been in that space? Yeah, I mean, I, I, I guess I'm just wondering what the, the, you've mentioned some to the drivers, like, but like primarily is there any significant change that's happened in the SD-WAN and sassy space that that is, that that is, you know, has these large enterprises asking, like, I need to bring this back now.

Like, is like, is there like a, a sassy SD-wan repatriation movement happening? That's A, a fantastic point. Um, basically Infrastructure repatriation.

Yeah. Yeah. Right, right.

There are three motivation over there and, and you, you kind of guessed it to some degree based on your question. First is I 100% control? How will I ever get it if I don't even know, where are you guys hosting what you're hosting, right?

Um, second is attack surface. That is, that is something that is very critical in the SASS e world, which was in the SD van world, give or take. It wasn't the most critical.

The, the security teams did not come in and say, you have to do it this way because you are increasing the attack surface. That is very important. Third, and an interesting point that is coming up is, I want my own threat intel because I have been, I have been, um, uh, I mean, they'll blatantly tell all the vendors, and, and they're right at times, I have better threat intel than you because we pay boatload of money because we have to keep our, say, financial networks up and running within milliseconds.

And the final point is that, uh, user experience or latency, why will I go to a cloud in Chicago when I'm in San Francisco? I have money, expertise and infrastructure to host it in Right where I am, I'll do it. And it sounds like they have, they have the personnel resources to manage it.

They have probably custom tailored threat intel for them, which, you know, it's tough for you guys to do as, you know, as a service for everybody, correct. To have it tailored so well, so, um, uh, and, and there, there's, yeah, I've definitely seen that movement where it's, where just owning it and, and not having the, you mentioned like, um, you know, uh, the, the threat exposure, like the attack surface, and I've seen a lot, lot more of like internal scanning that's exposing, you know, um, certain, certain flaws. And, and, and many customers do ask, you know, for hosted elements, uh, on maybe some of your competitors platforms, uh, elements that are hosted in the cloud.

Like, I don't, like, I don't like that. And, and there's some exposure there, and I wanna bring that in-house, but there wasn't an option for the, for the cloud hosted option. So I, and It could be a religion, it, this is my company's religion.

I'm not gonna trust your methodology. Okay, here you go. So we, we welcome that kind of, uh, feedback and we said, Hey, we'll enable it for you.

Makes sense. Perfect. So this is, I think the final si, uh, final slide, bringing everything together.

Uh, I won't repeat things that I've already said, but this kind of summarizes everything we have talked about from a different persona standpoint. And I will leave you with this, this, this three key personas. One more time.

Large enterprises defense service providers, I'm being very clean in. We are seeing the demand from these three main, um, segments, right? And each of these become very important for different kind of personas.

Uh, sovereign AI controls. We didn't talk about a whole lot, but we, we all know what, why that's a dangerous play these days. So, um.