“Enterprise” security tends to take comfort from hearing you do Qualys scans, tends to be unimpressed with Falco, Twistlock, or Aqua, given maybe 1 in 3 odds they’ve heard of each. How you manage those expectations (along with satisfying procurement, risk, and compliance) tends to shape how well you sell into big FS, whether internal champions can count on being able to get you into the environment in timeframes needed for their projects.