Aegis / Axiom Labs - Multi-Year Renewal

Of course, of course. Mina, how are you doing? I feel like the last time we actually talked was, what, the Comply v2 early access sessions back in February?

Good to hear. Okay so, the reason we're all here — obviously the renewal is coming up, I think you're looking at end of May for the contract anniversary, so I wanted to make sure we had plenty of runway to actually have a real conversation about it rather than just firing off a DocuSign at the last minute.

Yeah, no, we appreciate that, and honestly our intention is very much to continue — I don't think there's any ambiguity there. We've been really happy with the platform overall.

+1Ryan says they have been really happy with the platform and intend to continue. · product capability

I appreciate that framing actually. Um, I think the honest answer is — the platform has matured a lot since we first came on board, and Detect and Identity especially have become kind of foundational for us at this point.

Yeah I'd second that on the Identity side, the SSO rollout we did in Q4 went really smoothly and the MFA enforcement policies have been... I mean, they've saved us a couple of headaches for sure.

That's great to hear on Identity, we've put a lot of engineering investment there in the past two quarters so that's really validating. And Detect — I do want to address the elephant in the room, which is the March outage.

Yeah, I was going to bring that up at some point so I'm glad you're leading with it.

Look, I'm not going to sugarcoat it — six hours of no threat monitoring visibility is not okay. And I think we said that very clearly at the time. But I do want to give credit where it's due, the communication from your team during that incident was actually really good. Like the status page was updating every 20-30 minutes, we got a direct call from support, that mattered.

-1Ryan says six hours without threat monitoring visibility is not okay, though he credits the vendor's communication. · service reliability

Yeah, the comms were solid. And the post-incident report that came out like five days later — super detailed, it walked through the root cause, the single point of failure in the ingestion pipeline, and then what you were doing to fix it. That's the kind of transparency that actually builds trust, you know?

+1Mina praises the detailed post-incident report and transparency. · support experience

I'm really glad that landed well, and I can tell you — I've seen the engineering changes firsthand, the redundant processing nodes are live, the circuit breaker pattern is in production, I was actually on a call with our infrastructure team last week and they walked me through the current architecture and it is meaningfully more resilient than it was before.

Yeah, we've been watching the uptime since then and it's been clean, so... we're not holding a grudge. These things happen, it's how you respond that matters.

+1Ryan acknowledges uptime has been clean and they are not holding a grudge. · service reliability

Totally agree. Okay so let me shift gears a little — I want to talk about Comply v2 because we just launched GA on April 7th and I know Mina you were in some of the early access stuff. What's your take now that it's fully out?

Honestly? It's kind of a game changer for us. The on-demand SOC 2 reporting alone — like, do you know how many hours we used to spend just pulling evidence together for audits? It was painful.

+2Mina calls Comply v2 a game changer, citing on-demand SOC 2 reporting. · compliance reporting

And now it's just... you click a button essentially. The multi-framework support is really what sold us because we're dealing with SOC 2 obviously but also we have some customers that require HIPAA alignment and having that in one place rather than three different tools is huge.

+2Mina highlights multi-framework support as a major advantage. · product capability

Are you also using the ISO 27001 reporting or is that one you haven't gotten to yet?

We're looking at it, we haven't started an ISO certification process yet but it's on our roadmap for 2027 and honestly knowing that it's already built into the platform means we don't have to scramble later. That's, um, that's actually a bigger deal than it might sound.

+1Ryan values ISO support being built into the platform, calling it a bigger deal than it sounds. · product capability

Yeah that's a really good point, and I'd love to set up a dedicated session with our compliance team to kind of do a readiness walkthrough for ISO when you're getting closer to that timeline — just so there are no surprises.

That would be fantastic, yeah let's put that on the list.

+1Ryan reacts positively to the offer of an ISO readiness walkthrough. · support experience

Okay, perfect. So let's talk about the actual renewal structure. Right now you're on Protect, Detect, Comply, and Identity — all four modules. We're looking at a three-year proposal, and the numbers I'm going to share reflect a significant improvement over your current per-seat rates.

Yeah, I saw the preview you sent over before this call and the pricing looks competitive. I did want to ask — we're expecting to grow our headcount by probably 40% over the next 18 months, is that factored in or are we going to be renegotiating seat counts constantly?

Great question, and that's actually something I wanted to address directly. We can structure this as an elastic seat model where you have a committed baseline but you can flex up without triggering a full contract renegotiation, and we true-up annually. So you're not paying for seats you don't have yet, but you also have the headroom to grow without friction.

Okay that's much better than what we had before, because I think last year we had to do like two mid-year amendments and that was annoying for everybody.

+1Mina says the elastic seat model is much better than the prior amendment process. · pricing and billing

Yeah so we've built some internal dashboards that pull from the Detect API and it's been working well but we hit some rate limits last quarter that were kind of annoying. Is there a tier or an add-on that gives us higher throughput there?

-1Mina reports hitting API rate limits that were annoying. · product capability

Yes, absolutely. The enterprise API tier — which honestly I should have already flagged for you, that's on me — gives you significantly higher rate limits and also access to the real-time event streaming endpoint which I think would actually be more elegant for what you're building than polling the REST API.

Oh, the streaming endpoint — I didn't know that existed. That would actually solve a completely different problem we've been having with latency in our internal alerting pipeline.

+1Mina is excited to learn about the streaming endpoint, which would solve latency issues. · product capability

Agreed. Aisha, one thing I do want to put on the table — and I want to be clear this isn't a threat, it's just due diligence — we did get outreach from SentinelShield and VaultEdge this quarter. We're not actively shopping but I want to be transparent.

I respect that, and I'd rather know than not know. Can I ask what they led with? Like what was the pitch?

SentinelShield was mostly on price, and VaultEdge was making some noise about their compliance module. But honestly neither of them has the breadth of what Aegis is doing — the fact that Identity, Detect, Comply, and Protect are all in one platform with a single pane of glass is something we've come to really value. Fragmented tools are a nightmare.

+2Ryan contrasts competitor pitches with Aegis's platform breadth, valuing the single pane of glass. · competitive alternative

Yeah, and integration overhead is real — like we had a point solution for compliance before and the engineering time just to keep connectors working was not trivial.

Please do! Alright, so to kind of land the plane here — I'll send over the formal three-year proposal by end of next week, it'll have the elastic seat model baked in, the enterprise API tier included, and the pricing we discussed. I'll also include a proposed roadmap check-in cadence because for a three-year commitment I want us to be doing formal QBRs at minimum.

Absolutely, I'll send a scheduling link today. And Ryan, is there anyone else on your side who should be looped into the renewal review? Legal, procurement?

Yeah, I'll need to loop in our VP of Finance for the final sign-off on a multi-year, and our legal team will want a pass at the contract language, but that's pretty routine. I don't anticipate any major issues.

Perfect, that's totally expected. Just let me know who to include on the proposal email and I'll make sure everyone's got what they need. This has been a really good conversation, I feel like we're in a great place.