= = …... MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170 A lot has changed since 2002 2005...
Transcript of = = …... MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170 A lot has changed since 2002 2005...
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www.mach37.com
= =Transforming Innova.ve Security Concepts into
Disrup.ve Security Companies
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www.mach37.com MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
A nostalgic (and sad) look at the past
2005 2006 2007 2008 2009 2010 2011 2012 2013
Intrusion Detec.on
MSSPs
2000 2001 2002 2003 2004
Firewall
Mobile Data Protec.on Iden.ty and Access
PKI
In 2002, the cybersecurity market was consolidated and non-‐compeCCve.
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www.mach37.com MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
A nostalgic (and sad) look at the past
2005 2006 2007 2008 2009 2010 2011 2012 2013
Intrusion Detec.on
MSSPs
2000 2001 2002 2003 2004
Firewall
Mobile Data Protec.on Iden.ty and Access
PKI
In 2002, the cybersecurity market was consolidated and non-‐compeCCve.
3
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www.mach37.com MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
A lot has changed since 2002
2005 2006 2007 2008 2009 2010 2011 2012 2013
Intrusion Preven.on and Detec.on
Managed Security Service Providers
2000 2001 2002 2003 2004
An. Virus
Firewall
Mobile Data Protec.on
Data Loss Preven.on Endpoint Protec.on PlaDorms
SIEM Email Security
Network Access Control Web Fraud Detec.on
Unified Threat Mgmt.
Iden.ty and Access
Data Masking App Sec Tes.ng
PKI
SSL / VPN
Gartner’s security product categories tripled by 2014.
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www.mach37.com
Why the change?
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
The problem is getting much worse
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Security is now a Main Street issue
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www.mach37.com
The market is finally rewarding the innovators
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
How we find areas ripe for innovation 9
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
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www.mach37.com
Trend #1: The mid-market demands advanced capabilities
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
Trend #1 – Mid-‐market companies cannot afford the status quo
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www.mach37.com
Trend #1: The mid-market demands advanced capabilities
11
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu Embedded ExperCse
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www.mach37.com
Trend #2: Perimeter solutions are obviated
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
Trend #2 – Perimeter sensors don’t work as well as we need, and much of our compuCng happens outside of our
networks anyway.
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www.mach37.com
Trend #2: Perimeter solutions are obviated
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
Zero Trust Security Models
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www.mach37.com
Trend #3: New infrastructure creates opportunity
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
Trend #3 – IPv6, Cloud, SDN, and As-‐A-‐Service approaches create
new security issues and advantages.
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www.mach37.com
Trend #3: New infrastructure creates opportunity
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
Security of Next GeneraCon Infrastructure
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www.mach37.com
Trend #4: Mobile and lightweight IOT presents challenges
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
Trend #4 – The ubiquity of mobile pla[orms and lightweight
compuCng devices will exacerbate the current problem
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www.mach37.com
Trend #4: Mobile and lightweight IOT presents challenges
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Iden.fy Protect Detect Respond Recover
Pre-‐Compromise
Post-‐Compromise
Technology
People
Process
Devices
Applica.ons
Network
Data
People
Source: Sounil Yu
Security for Lightweight and Distributed Pla[orms
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www.mach37.com
This is not sharing economy stuff.1
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Security and
Technical Dom
ain
ExperCse
Business
Skills
MarkeCng
Sales
Fundraising
Security
Researchers
Academia
Intelligence
Community
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1. Bob Ackerman – Allegis Capital, seasoned security investor
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www.mach37.com
The dirty little secret is….
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Shhhhhh…..
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www.mach37.com
Good Product Management Starts with Why
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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WHY your customers want your product may surprise you.
(Read Simon Sinek) MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
To understand WHY, you have to ask…
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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Then, stop talking
and
LISTEN
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www.mach37.com
Know your competition
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Make your MVP easy to use
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Building a product is more than building a prototype
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Develop a business plan that looks familiar
Time (years) (varies)
Valua.
on ($
M)
Micro-‐Seed
Concept ValidaCon
and Prototype
Dev.
Seed
Market ValidaCon and Target Customer TracCon
Series A
Scalable Development & Delivery
Infrastructure and DemonstraCon of Ability to Sell
Series B
Scale Up the Enterprise to Drive Revenue Growth
Follow-‐on Series
Reasons Vary
5
10
15
20
25
1 2 3 4 0 5
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www.mach37.com
Build a Financial Model
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Human Capital Plan and Budget
Cust. Acquisn
Revenue Growth
Oper.
Profit
Cash Flow
Invest. Reqmnts
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Have a plan to build a team
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Your human capital needs will evolve
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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Time (years)
Valua.
on ($
M)
Micro-‐Seed
Concept ValidaCon
and Prototype
Dev.
Seed
Market ValidaCon and Target Customer TracCon
Series A
Scalable Development & Delivery
Infrastructure and DemonstraCon of Ability to Sell
Series B
Scale Up the Enterprise to Drive Revenue Growth
Follow-‐on Series
Reasons Vary
5
10
15
20
25
1 2 3 4 0 5
Focus Prod Dev
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www.mach37.com
Your human capital needs will evolve
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Time (years)
Valua.
on ($
M)
Micro-‐Seed
Concept ValidaCon
and Prototype
Dev.
Seed
Market ValidaCon and Target Customer TracCon
Series A
Scalable Development & Delivery
Infrastructure and DemonstraCon of Ability to Sell
Series B
Scale Up the Enterprise to Drive Revenue Growth
Follow-‐on Series
Reasons Vary
5
10
15
20
25
1 2 3 4 0 5
Focus Prod Dev
Focus Prod Dev
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Your human capital needs will evolve
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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Time (years)
Valua.
on ($
M)
Micro-‐Seed
Concept ValidaCon
and Prototype
Dev.
Seed
Market ValidaCon and Target Customer TracCon
Series A
Scalable Development & Delivery
Infrastructure and DemonstraCon of Ability to Sell
Series B
Scale Up the Enterprise to Drive Revenue Growth
Follow-‐on Series
Reasons Vary
5
10
15
20
25
1 2 3 4 0 5
Focus Prod Dev
Focus Prod Dev
Focus Prod Dev QA/DevOps MarkeCng/Sales (ltd)
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Your human capital needs will evolve
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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Time (years)
Valua.
on ($
M)
Micro-‐Seed
Concept ValidaCon
and Prototype
Dev.
Seed
Market ValidaCon and Target Customer TracCon
Series A
Scalable Development & Delivery
Infrastructure and DemonstraCon of Ability to Sell
Series B
Scale Up the Enterprise to Drive Revenue Growth
Follow-‐on Series
Reasons Vary
5
10
15
20
25
1 2 3 4 0 5
Focus Prod Dev
Focus Prod Dev
Focus Prod Dev QA/DevOps MarkeCng/Sales (ltd)
Focus Prod Dev MarkeCng Sales (ramp)
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Your human capital needs will evolve
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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Time (years)
Valua.
on ($
M)
Micro-‐Seed
Concept ValidaCon
and Prototype
Dev.
Seed
Market ValidaCon and Target Customer TracCon
Series A
Scalable Development & Delivery
Infrastructure and DemonstraCon of Ability to Sell
Series B
Scale Up the Enterprise to Drive Revenue Growth
Follow-‐on Series
Reasons Vary
5
10
15
20
25
1 2 3 4 0 5
Focus Prod Dev
Focus Prod Dev
Focus Prod Dev QA/DevOps MarkeCng/Sales (ltd)
Focus Prod Dev MarkeCng Sales (ramp)
Focus MarkeCng Sales AcquisiCons
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Pricing and Customer Acquisition
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Delivery Model On-‐Premise Solware Appliance
As-‐A-‐Service Hybrid
Channel Direct VAR OEM
Online Marketplace
Pricing Structure Perpetual License Annual License
Monthly SubscripCon Freemium UClity ARPUs
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
The Purpose of the Model
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
Demonstrate that you know how to grow and finance a high-margin, high-growth business that will support venture investment.
• Forget everything you know about DCAA accounCng, you are product companies
• Gross margins must exceed 80% • Accept the fact that your projecCons will be wrong • Your models will tell you when and how much capital you need
Never, never never run out of cash!
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www.mach37.com
Understand financial statements for software
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93% annual growth
70% gross margin (may explain their
current focus on cost control)
R&D 40% of revenue
Sales & MarkeCng 103% of revenue
G&A 32% of revenue
MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
The #1 job of the founder is to sell
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170
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www.mach37.com
Contact
Rick Gordon
Managing Partner, MACH37 [email protected]
@richardgordon5 703-‐956-‐6013
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MACH37 2214 Rock Hill Road, Suite 270 Herndon, VA 20170