Cybersecurity is an area where a lot of hard work is required to...

Cybersecurity is an area where a lot of hard work is required to get your deal across the line. Below is a quote from another firm involved in the Cyber space. It seems to tell me that it is becoming a more cost intensive area and one would hope that if the time taken to seal a deal is becoming longer then the cost of the deal is commensurate.
"Cybersecurity & Government Spending“BlackBerry along with many others in the cybersecurity space is experiencing elongated deal cycles, deals that require multiple rounds of review and scrutiny, and while this isn't impacting win rates, it's having a real impact on the timing of when the deal close. This is especially true in government where Blackberry has a very strong presence” John Chen, CEO, BlackBerry Ltd"