Unlocking the Value of IT Security...

They've never been told that. So it's really difficult when clients and prospects and all these people do not value security. They do not value at all recoverability, they do not value at all insurability because they don't understand it because understand insurance companies, we talk about this all the time. At our roadshow day one out of the box insurance company sales reps walk into prospects and say how much money do you have in your bank account? And the prospect says well I got this much. If we walked in as MSPs and said literally the first question you're like how much money you got in your bank account? What are they going to say? They're laugh you out of the room. Why are you, this has nothing to do with technology. I don't want to talk about this. Tell me how to manage my servers, tell me how to do my backups. They don't care about that stuff.