the business of security: the nitty gritty of running a multi-million dollar business
TRANSCRIPT
The Business of SecurityThe Nitty Gritty of Running a Multi-Million Dollar Business
@pe
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@su
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Tony Perez@Perezbox
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@su
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Sucuri@sucuri_security | https://sucuri.net
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65 Employees | 22 Countries
24 hours x 7 days a week x 365 days a year
350,000 + Websites
40,000 Paying Customers
Mitigating 350 million attacks a month
Handling 10 billion + unique page views a month
Remediation of 500 websites a day
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The real lessons come in the process of building your
business.
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Let’s talk the industry…
Website Security
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One of the most misunderstood / under appreciated industries.
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@su
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educate.
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You have the users:
“Security? I need that?”
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You have the platforms:
“Those security guys and their FUD?”
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You have the experts:
“Just follow these 10 Tips…”
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You have the developers:
“They’re just making money on our backs…”
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You have the techie:
“Just use this tool…”
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You have the cynic:
“They are the ones hacking...”
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You have the media:
“The internet is imploding...”
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Navigating these feelings / emotions is the most
challenging aspect of our business.
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Our Core
What drives us?
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To be the constant in an evolving website security
industry.
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Build solutions that solve problems.
Stay ahead of the emerging threats.
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Market
The word we live..
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@su
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@su
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Oranges
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Everything with security in the name or description must be
the same.
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We used to imagine that every website owner would be a
customer.
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rity Every website owner doesn’t
make a good customer.
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Competition
There are always new players…
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@su
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project.
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it became serious.
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Competition
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@su
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something more than us.
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@su
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rity We must be first to market.
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@su
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rity They stole our content, our idea!!
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@su
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rity There growth is exponential!
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@su
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@su
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rity This infatuation with the
competition stalled us.
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We were making decisions not to solve problems, but to respond
to perceived threats.
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@su
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Solving Problems
Supporting People
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Our focus on the core of our business brought about our
growth.
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We live everyday as if there is someone out there looking to
destroy us.
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Need
It’s all about solving problems.. about value…
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The essence of our business stems from one very simple
question:
“Can I monitor the integrity of my mom’s blog without having
access it?” – Daniel Cid
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People weren’t thinking ...
“I really wish I knew the integrity of my website..” – Random
Website Owner
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Sucuri was born.
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@su
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people don’t know they need.
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Self-Reflection
Constant leaners…
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Every discussion brings about a different perspective, a different approach, and
ultimately a better solution.
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The biggest challenge with value is when you and your customers perceptions of said value are
misaligned.
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@su
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rity The evolution in identity…
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2010 – Network Based Integrity Monitoring Service
2011 – Malware Detection / Alerting / Response
2013 – Malware Detection / Alerting / Response / Protection
2014 – Website AntiVirus / Website Firewall
2015 – We clean and protect your website.
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features we offered.
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@su
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Growth
Businesses are not built on individuals…
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If you look hard enough you can find insights and
contradictions to everything.
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@su
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People are frightened by the apparent chaotic nature of our
environment.
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@su
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Growth has been beautiful, but it’s brought about challenges
we never expected.
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Decisions
Indecisiveness is a poison..
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We have never made a decision in which we were certain of the outcome.
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Our biggest fear is not making a decision, but rather not
identifying a bad decision.
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@su
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every day…
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People
Pricing
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People
The volatility in human behavior…
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It’s never the right time to hire. It’s always the scariest
proposition. You’re never quite sure. Especially in the early days.
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Those who started with you, might not be the ones that
grow with you.
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Managing people is the hardest thing we’ve ever
endured.
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@su
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@su
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@su
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@su
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Pricing
The art, or lack there-of..
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@su
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Website Security.
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@su
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cost, high growth!! Win-Win!!
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While low pricing is attractive, it attracted the wrong type of
customers.
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@su
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change.
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It’s easy to say, “Raise prices” when it’s not your decision to
make.
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@su
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three years ago!!!
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We lost over 40% of our signups, and 20% of our
revenue.
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@su
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was the design.
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Take-away
What’s this all mean to you?
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@su
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just actions and inactions.
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@su
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Tony Perez@perezbox