2026 Strategic Focus ... momentum > positioning

Leadership Team Direction - These are strategic focus areas, not day-to-day expectations.

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Company 2026 Targets

FY26 Revenue $35.5M Post RXT Reset
YoY Growth >5% bouncing from bottom
MDR Growth >$1M dumb conservative
MDR Churn <$0.3M we should drive to none
AEC Growth >$0.8M upside here if we get micro-AEC right
AEC Churn <$1.3M Big opportunity for revenue protection
PS Revenue >$1.5M Catalyst for MDR growth
EBITDA >10% Balancing company health
Margin >50% Ability to improve with AI
NNMRR >50% New logos extremely important

Armor - Company Wide

12-Month Wins Looking back from January 2027

  • MSFT SEA strategy has delivered real customer wins or we've pivoted
  • NA Microsoft & Oracle partnerships are generating revenue
  • AI is how we operate - not a side project
  • Engineering is leaner and shipping more
  • Nexus is being used daily by customers
  • We've developed an option to have a monopoly - not just competitiveness

Drake

CEO

Strategic & Execution Focus Areas

  • Prove out MSFT SEA strategy with intense coverage model
  • Identify 2-3 strategic partners with better-together potential
  • Create a team that runs toward hard problems
  • Have pivot plan ready if no success
  • Hire and ramp sales leader by Q2
  • LT leads by example on AI - no exceptions, no excuses

6-Month Wins

  • Sales leader hired and ramped
  • MSFT SEA either validated or pivoted with a clear decision made
  • New positioning and business model tested - story is sharper
  • Strategic partner conversations active with at least one selling together

12-Month Wins

  • Armor shareholders closed out and refreshed
  • Strategic BOD built
  • Mentorship model for LT established
  • Market position elevated - seen as leader, not just competitor

AK

Operations / Finance

Strategic & Execution Focus Areas

  • Fix the pricing model - know if it's the model, cost basis, or both
  • Understand and address AEC churn - it's eating growth
  • Operations runs lean and scales without headcount
  • Be the business model gut-check as product strategy develops
  • Arm Marketing/Sales with analytics they can act on
  • Leverage AI for forecasting, reporting, and automation

6-Month Wins

  • Pricing Analyst hired, model restructured, cost basis understood - hard decisions made
  • AEC churn root causes identified with action plan

12-Month Wins

  • AEC churn reduced - growth outpaces churn
  • Pricing is competitive - no longer losing deals on price
  • Ops processes automated - team doing more with less
  • Marketing/Sales trust the numbers and use them

Stouff

Security / Support

Strategic & Execution Focus Areas

  • Deliver security within MSFT/Oracle ecosystems - actions, agents, playbooks
  • Own Nexus customer adoption - make it indispensable
  • Anticipate threats and issues before they hit
  • AI code out legacy pain points and swap costly vendors
  • Build self-service and reduce ticket dependency
  • Team ready to defend against AI-era threats

6-Month Wins

  • Long-standing problems finally fixed
  • Costly vendors replaced - we own more of our stack
  • Nexus has real daily usage from customers

12-Month Wins

  • AI/agent security capability deployed and generating revenue
  • SOC/Support plugged into MSFT/Oracle delivery model
  • Support ticket volume down, customer satisfaction up
  • Nexus is why customers stay

Phillip

Engineering / Product

Strategic & Execution Focus Areas

  • AI coding is the default, not the experiment
  • 2x output at 0.5x engineering cost
  • Product Owners + AI = fast value curve
  • Only retain next-level talent
  • Cut low-value/legacy work
  • Invest in rising star POs vs. seasoned PMs
  • Nexus, Dash, Reactor roadmaps locked and shipping

6-Month Wins

  • AI-first development is how the team works
  • Team is the right size with the right people - no dead weight
  • AI strategist/owner hired and ramping the company

12-Month Wins

  • Transformed team: velocity up, cost down, knowledge distributed
  • Armor Principles embedded company-wide
  • Dash/Reactor shipped and winning deals
  • Ideas to production in weeks, not quarters

Nancy

Compliance / Audit

Strategic & Execution Focus Areas

  • Compliance/Audit must drive customer value - customers say it, not just us
  • Own the CISO experience in Reactor and Dash - make it indispensable
  • Break and recreate all processes that slow Armor from moving at AI speed
  • Take on compliance work customers hate doing - even if it's uncomfortable for us
  • Integrate with Microsoft data/compliance ecosystem

6-Month Wins

  • Identified specific compliance work we'll take off customers' plates - plan in motion
  • CISO experience in Reactor/Dash has clear roadmap and first features shipping
  • Microsoft compliance integrations live
  • First customer says "this is different good" unprompted

12-Month Wins

  • We own compliance work customers used to dread - it's our differentiator
  • CISO experience in Reactor/Dash is why customers stay
  • Customer testimonials prove compliance drives value - not just our claim
  • Microsoft ecosystem fully integrated and selling

Gary

Services / Consulting

Strategic & Execution Focus Areas

  • Services becomes a deal accelerator, not just delivery
  • Productized offerings that Sales can sell without Gary in the room
  • Get dangerously sharp on AI - how it impacts customers and how we help them navigate it
  • Package repeatable use cases (agentic AI, data readiness, etc.)
  • Build IP during downtime - not just busy work
  • Build direct MSFT/Oracle technical relationships - not dependent on Armor partnership teams

6-Month Wins

  • 2-3 packaged offerings Sales can pitch independently
  • MRR attached to 25% of services deals at close
  • SCs in market with MSFT/Oracle - not waiting for deal assignments

12-Month Wins

  • MRR attached to 50% of services deals at close
  • Services is why customers buy, not just how they implement
  • Repeatable playbooks driving margin improvement

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