Smartrev Cybersec Cybersecurity Innovation Partners RESEARCH - Understanding key metrics impacting cybersecurity start-ups growth globally Jose Monteagudo CEO Madrid, Tel Aviv, NY, London, Singapore February 2018 2018 Smartrev Analytics Consultants SLU. 1
Background and scope We are working on an initiative to understand the key metrics defining the different levels of success achieved by cybersecurity startups coming from all innovation hubs in the world when trying to grow internationally, including: Poor market understanding in terms of market needs, how to communicate the start-up s vision, pricing specifics, language challenges, cultural differences, tough competition from local providers, etc. Regulatory environments impacting the startup product or solution Tax regimes for early stage companies Bureaucratic hurdles both in the public or private sector Infrastructure available to support them: accelerators, incubators, innovation programs, etc. Quality funding available from the different players: PE, CVCs, accelerators, governmental programs Challenging engagement models with large financial institutions: complex and long sales processes, demand for free PoCs, difficulty in understanding hierarchies, lack of referenceable or even existing customers, etc. Whether you are in Paris, Tel Aviv, San Francisco, Medellin, Barcelona, Berlin, Beijing, Shanghai, Singapore, Melbourne, Tokyo or any other cybersecurity innovation hub in the world, your insight is very valuable for us and for the entrepreneurs helping our society to address acute challenges. This initiative aims to share market intelligence, best practices, resources available, cultural and business nuances per country, regulation, risks and other relevant information to help make the international journey easier. The first step to be able to help start-ups is gathering data, information and intelligence. As always, research is a mandatory phase to really understand the challenges, pains, existing resources, areas for improvement that start-ups are currently navigating. 2018 Smartrev Analytics Consultants SLU. 2
Information needed for the analysis In order to conduct the analysis, we would like to know your views with regards to the different topics covered below. We differentiate between the process to grow the startup in the national market to the international growth process. We would appreciate your views from those two perspectives when relevant. With the previous clarification in mind, the information needed regarding the different aspects that will define the start-up s success or failure is: Market Strategy (National and particularly for International operations). Has the start-up the right market strategy? Value proposition, communication strategy and localization. Market intelligence: target accounts, key decision makers, hierarchies, business processes. Analysis of the competition. Analysis of existing and emerging market trends including AI and DL/ML, Automation and trends to standing technologies like Cloud, File Share, email, encryption depth, Block Chain, Crypto Coin. Analysis of industry think tanks including Gartner, IDC, Forrester, SANS and separate the spin vs factual business opportunities in your segment. Language barriers. Startup s vision, mission statement and message. Social and philanthropic strategy. Pricing strategy per market. Regulatory environment. Legal hurdles. Psychological barriers for entrepreneurs to going international. Product Fit: Minimal viable and marketable / sellable product analysis Product features & Platforms (i.e. mobile, LAN, PC, MAC browser, wallet) Product differentiation, Go-to-Market Strategy and clear answers to the question: is this worth doing at all? Solution Roadmap. Split between product sales / services sales. How is this addressed? Growth support infrastructures (National and International growth). Is the existing infrastructure enough to address the needs of the start-ups? Incubators, accelerators, public and private innovation programs. Existing specialized cybersecurity talent to support the startup within these accelerators or incubators. How connected this accelerators and incubators are to support the startup growth both nationally and internationally. 2018 Smartrev Analytics Consultants SLU. 3
Information needed for the analysis (Cont.) Funding ecosystem: is the funding needed available and have the start-ups the right approach to get access to this funding? From the specific market where the startup is operating, a qualitative and quantitative assessment of the funding options available for the startup from accelerators, private equity partners, corporate ventures, etc. An analysis of the start-ups funding strategy: has the start-up the right funding plan, with the right timing and the right pitch? Taxation: is the tax landscape start-up friendly? Tax relief for new startup companies. R&D costs. Tax incentives. Challenges for cybersecurity startups to sell their products and services within large corporations, multinationals or governments. Are these institutions doing enough to support startups growth and to foster innovation? Complex and very long purchasing processes for the start-up Complex hierarchies making it difficult for the start-up to understand budget owners. Free PoC is business as usual within the organization. Reference customers required for the startup representing a barrier for the startup to actually get the first customer. Startups being used for free education: too many workshops, demos and eventually the corporation does not acquire any product or solution. Public initiatives to help cybersecurity startups grow nationally and internationally. Is the public sector doing enough to support cybersecurity innovation? Ad-hoc taxing system for early stage cybersecurity start-ups. Real estate availability to set up the project at the initial phase. Supporting the startups to grow internationally by helping them to establish relationships within foreign financial institutions. Organization of events, specialized trade-shows to promote the national cybersecurity industry internationally. 2018 Smartrev Analytics Consultants SLU. 4
Timeframe and contact information The information gathered will be consolidated in a report and shared openly on our site: www.cyberstartupobservatory.com Those participants who want to be recognized, will be included in the acknowledgements. To participate in this research please get in touch on the following email providing your views to the previous points as well as the market your views apply to, to be able to properly localize that information: info@cyberstartupobservatory.com The deadline to participate is June 15 th. 2018 Smartrev Analytics Consultants SLU. 5
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