When we get to the bigger agreements we have for enterprise-type access, that conversation is now required.
In 2018 there was no requirement, and 2018 was the beginning of the big crypto stories we heard back then. It was occasionally, and nobody liked talking about it.
Construction companies are not known for spending on IT. So, they were particularly vulnerable over the last year. A lot still are.
Depending on the firm’s size, if you build $10 million worth of buildings every year, you’re considered very small, and you maybe spend a 10th of a percent or 2/10 of a percent on IT.
Well, what it ended up being was that construction became a big target. Because typically, even though it’s $10 million and that’s small in volume, it still gives you the ability to get in the middle of a cash flow of $10 million.
So, the little guys are aware and fearful, but they still don’t necessarily take the steps.
Since the whole adventure began in Ukraine with Russia, we have seen an elevated approach in construction companies.
Every construction company needs to get insured and bonded and have certain controls in place from insurance companies. Insurance companies are now putting a requirement in for them to get their bonding and insurance to have a method to guarantee security.
I see now the evolution of the insurance companies, and the people who control the money are getting into the game.
Now, the federal government started mandating in the states called DFARS. It’s a NIST compliance. And if you were to do any work for anything federally funded, you need to have certain security requirements.
The billion-dollar companies are the ones that do 400 or 500 projects yearly that are 5 million to $50 Million. They’re spending 10, 12, $14 million. And when you have that backstop, you can be better suited to deal with intrusion detection and prevention.
So, it’s very relevant. It’s coming to market in our space more than it ever has.