Денис Шокотько - Опыт создания продукта в области...

Building Security Product

PROTECTIMUS SOLUTIONS LLP. ALL RIGHTS RESERVED. 2016

Who am I? ● Started as outsourcing Java Dev● Co-founder and Head of R&D at

Protectimus● Protectimus is a two-factor

authentication service● Protectimus registered in the UK with

R&D office in Ukraine● We are in the top 10 London-based

cyber security startups in 2015 by www.techworld.com

How it works

Our productThe solution:

● Authentication server: SaaS or on-premises● Tokens: hardware, software, SMS, email● Integration, support, customization and white-labeling

Business model:

● Charge money for users per month● Sold tokens on the first cost

Why did we start?

That’s why

What we expectEasy to go and easy to use two-factor authentication service

What we receive

● More than 40 API methods● Analytical Tools, Statistics, Reports, Notifications, Delegation of Rights, Filters, SDKs,

etc

The next missHiring a sales manager…

Don’t try to teach unteachable

Let’s try another approach

● SEO● SMM● Blog● Press-releases● Publications on third-party resources● Conferences● Partners

Create an image

● Let people know what you do● Show your expertise● Be smart in comments● Have fun

Networking makes sense

● Conferences and events are great to meet someone cool● Facebook has power● No one likes salesmen

What about authentication market?

● Specific and mostly unknown field for the customers

● Integration required

● Long sale

● Your startup’s name sounds the same as the names of market’s gorillas

● A lot of corporate level products you have to integrate with

● Difficult to compare providers

● A lot of additional work: demos, pilot projects, etc

● Prices can be negotiated greatly

And security...

● Selling security product is like selling insurance

● Security is always expenses. Show a profit

● Choosing solution is tough for customers

● Customers start thinking about security after shit happens

● No one wants to be the first

Conclusions

● Keep balance between features and simplicity● A sales manager must be successful in your particular field● It’s better to create an interest around your product than trying to impose it● Give a simple way to compare your product● Make comparable features cheaper and more attractive for the customers● Force to get first clients, no matter how● Keep testing ideas and channels

Contacts

● d enis@protectimus.com

● h ttps://www.facebook.com/denis.shokotko

● h ttps://www.linkedin.com/in/denis-shokotko

Thank you for the attention