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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
● h ttps://www.facebook.com/denis.shokotko
● h ttps://www.linkedin.com/in/denis-shokotko
Thank you for the attention