For a vendor that entered the UK market with such a bang, you could be forgiven for thinking that the turnout at Cylance's partner conference on Liverpool Street, London, yesterday was fairly modest.
Around 50-60 people filled an event room at the Andaz hotel - around half the attendance of Cylance's first UK event two years ago.
But this doesn't necessarily mean that the vendor is failing to get traction in the UK channel.
In fact, Cylance's global channel execs will tell you that they spent a relatively quiet 2017 "recalibrating", and positioning the vendor for long-term growth after moving out of start-up mode.
Part of this recalibration was focusing on partners that are putting Cylance at the forefront of their cybersecurity offering, rather than those that just want to have a next-gen vendor in their portfolio.
Taking such a measured approach to the channel - and not signing up every partner to drive revenue as much as possible - suggests that Cylance is planning for the future and not looking to quickly boost sales ahead of selling up.
In a cybersecurity industry full to the brim with start-ups this is a concern for partners, who don't want to invest time and money in a vendor only to see it acquired by a legacy provider that they do not work with.
This issue was tackled head on at the partner event by Cylance's global channel boss Tim Mackie.
"The model that we have built is not something we're talking up so we can get purchased in the next year," he said.
"Some of the other players in our space, I think that is their objective. Ours is to build a sustainable business.
"Rest assured that, as you take a look at your line card and choose who you're going to invest in, in choosing Cylance you've chosen a good partner."
Speaking to CRN during the conference Mackie expanded on this issue, explaining that Cylance is as open as possible about its strategy and future plans to prove to partners that it is worth investing in.
"For me that is one of the key reasons why I think a partner would want to engage with us," he said.
"There are some others in the space, that will remain un-named, and there objective is to be acquired. That is why I think it is always important for us to discuss our global strategy and the fact that we are building a $1bn model.
"There is always a price, but you get to a certain level where only a handful of companies can afford you and so we are at that point."
"We set out to build the infrastructure instead of doing those feel-good short-term things that look good on paper and solve an immediate problem. They're not the structural strength that will get you to $1bn and that's why we made the decision a couple of years ago to do that right.
All of the signs point towards this being true. After exploding into Europe in 2016 with bold marketing and aggressive interviews slamming legacy vendors, Cylance was almost silent in 2017.
From CRN's perspective, we spoke to executives multiple times in 2016, and were even invited to Dublin at the end of the year (where Cylance's EMEA HQ is located), but had no contact with them last year.
But behind the scenes the vendor has been putting in place a channel ecosystem that sees Westcon as its sole global distributor, with each region having a handful of smaller, specialist distributors to build out local markets - again suggesting that Cylance is thinking long term.
Over the next two years the vendor envisages the EMEA market becoming far more important to the wider business and carrying some of the weight currently being held by the US.
By 2020, the vendor wants the North American market to make up less than half of its overall sales, at 45 per cent.
South America is expected to make up around five per cent, leaving EMEA and APAC to pick up the remaining 50 per cent.
Cylance's international business accounted for just 15 per cent of total business in its last financial year, so the firm is targeting substantial foreign growth over the next few years.
As well as branching out geographically, Cylance has also expanded technologically and added to its flagship CylancePROTECT product.
An end-point detection and response offering (EDR) is currently in its second version, while an identity product is set to launch at the end of this year - with capabilities that Cylance claims can detect a fraudulent user if they use a keyboard and mouse in a different way to the user they are imitating.
The broadening of the portfolio has helped increase Cylance's chance of being one of the cybersecurity vendors to see success beyond its flagship product and have an impact on the market, according to Computacenter's chief technologist Colin Williams.
"Cylance two years ago was a one-trick pony and they knew that," he said.
"The view was that if they could prevent you don't need all the other sexy things like EDR and, to their credit, they did shake up the market; because of them Symantec and everyone else has a degree of predictive functionality.
"I did say two years ago that their approach has reshaped the market, but that they won't survive if that's all they've got.
"They have a very rounded proposition now and because they've lasted two years I think they now have a critical mass of customers and a portfolio rich enough to displace other vendors, which they couldn't do without more functionality."
Williams also praised Cylance for the approach it has taken to partner recruitment, generally avoiding partners of the powerhouse vendors like Symantec and McAfee (Computacenter is one of the exceptions to this, he said).
"What they have done is try to avoid the stalwards of McAfee, Symantec and Cisco, and gone to the people that previously would have had Sophos, Kaspersky and all of those people," Williams explained.
"What's the point in targeting a partner that isn't going to turn their back on Symantec, who they sell millions of pounds off, for a vendor that hasn't sold a bean?"
Williams said that, at Computacenter at least, Cylance is "absolutely" involved in the conversation when the channel giant is establishing which end-point protection vendor is right for a customer.
But while this is a step in the right direction, Cylance is not yet consistently posing a threat to the established vendors.
"Are they in there and winning? The jury is out," Williams claimed. "They are making inroads, but have they made a step change from a numbers point of view? Not yet. But with the product much richer maybe their time is now."
The million dollar question then, is can Cylance push beyond the start-up phase and its flagship product to become a truly commanding player that can compete with the big boys?
Cylance will (of course) tell you that the answer is yes.
Execs at the partner conference said that the company is first and foremost, an AI company, not a cybersecurity company - which means it has huge opportunities to expand into other areas.
Williams said that he would not be surprised to see Cylance eventually end up operating in spaces that we might not currently expect it to.
"When Cylance first arrived there was always a chance that they could be, similar to FireEye, synonymous with one bit of functionality, and when that functionality becomes broad brush you question what plan B is," he said.
"But because they are underpinned by AI and data they can also reskin that logic and apply it in so many different ways to effect lots of different security controls, and controls in other areas.
"Who knows, we may end up seeing Cylance pop up in other areas of IT and security operations that they're not currently aligned to today."
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