Speaker unverified: belief

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…I would have thought that compliance is very different for founders who have never even heard of it, versus companies who have a lot of existing teams here with opinions and stuff built out. How does that work? Yeah, it is true. Down market, we're not quite TurboTax but I think that is the experience a founder wants. It's like, "This is high stakes, and I don't want to get it wrong, and I don't really know, but just guide me through." That's more of the product experience. Then the output is like, "Here's a set of controls, security rules you follow that are monitored on an ongoing basis." Because of that, you're constantly audit-ready, you always have everything in place. Great. That's the experience a founder wants, but the output is still a security program that's monitored all the time. Upmarket, especially when I'm talking to an engineer, it's more Datadog for your compliance controls. You're like, "I have my program, I have my thing, but it lives in a spreadsheet. It lives in Jira, custom Jira, it lives in something like that. I want real-time dashboards and visibility, and deviations, and auto-remediation, I want that world." There's almost two layers to Vanta. There is what your controls should be, and then how the controls are monitored and implemented. Early-stage companies want both. Later-stage companies may want more of the latter.…

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