Nice follow-up piece Tim.  As a venture capital investor in cyber security innovation, we spend a lot of time with enterprise customers to: 1) understand where they see the threat vectors based on their technology infrastructure and business profile, and 2) to seek input into the opportunities we are evaluating.  The symbiosis here is to draw connections between those with the problems and those looking to provide the solutions.  Historically, enterprise customers have been reticent to purchase solutions from young companies for the reasons you articulated through your two pieces,  Cyber is definitely an exception to that generalization.  Frankly, the nature of cyber threats evolves and morphs faster than most legacy solution providers can track.  Experienced customers understand this and turn to the start-up community out of necessity – they simply don't have a choice in many cases. The cutting edge innovation is coming out of Silicon Valley (and other innovation clusters) and the imperative to "get it right" with cyber security outweighs the risk of engaging with a start-up company in many cases.  Look to the resignation of the Target CEO earlier this week when you think about the consequences of getting it wrong in cyber.  Expect to see more of this in the future.  Maybe this is a reason why you see groups like Blackstone actually setting aside a pool of capital to engage and work with cutting edge cyber innovators to provide advanced cyber security solutions for their portfolio companies.