A free scan with no credit card, plus education on ransomware and third-party risk that leads to paid plans
Corey White · Cyvatar
Published September 6, 2024Explore the lesson. Sign in to access the slide download.
Corey White explains why smaller companies need practical cybersecurity programs. He covers ransomware exposure, third-party risk assessments, vulnerability monitoring, and turning a security product into a paid offering.
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“how many of you have a full cyber security stack in place or anything I see one has it but most of you kind at some things here and there well we're going to talk about cyber security and growth and what that looks like over the next next 20 minutes um real quick just a few notes about me I've been in the cyber security industry for uh 29 years now so I've done it a very long time done some of the largest cyber security incidents pin testing you”
“are doing they want to make sure they got paid so we paid the ransom for them got their systems back up did forensics on their systems then we realize that hey they hacked in two weeks ago you didn't have multiactor on this one particular syst system and got compromised so they knew what you had so that's how ransomware works and then moving on to the 37% of companies they hit by ransomware have fewer than 100 employees why you think that is small mediumsized businesses don't have good cyber Sec”
“happens every single day it's called third-party risk management so if you're getting security questionnaires that you have to fill out they're doing a questionnaire and they're running these type of scans but it's like your credit report you don't get access to it unless you actually pay well with our premium you get access and at the bottom there that's an example of a risk assessment so risk assessments um you can fill this out yourself we made it super simple figure out what your gaps are an”
“they're an investment company and the CFO was running their crowd strike it's like I have no idea what I'm doing but I'm running the crowd strike they were spending about $30,000 and they got eight solutions from us for 26 so they got full solutions from us as opposed to a crow strike but again that market education was critical and so how do we turn these premium customers into paying customers first we monitor your vulnerabilities and we've automated this in our platform”
“Analyzing SMB cybersecurity gap Aligning our solution with pain points Understanding entry barriers Free scans, gap analysis, policies & risk exposure No credit card required 30-second sign up Saving money from risk assessments Saving money from policy creation Saving money from vulnerability scanning & external risk exposure scan The Power of the Freemium Model Identifying the Market Need Value-based Features Driving Adoption Providing Real Value for Free I’m going to show you”
“Value-Based Features Driving Adoption Free Policy Templates Free External Scans Free Risk Exposure Scans Free Assessment *Don’t Charge to Identify Problems* *Only Charge to Solve Them!* No tech expertise needed Direct access to cybersecurity professionals 30 Second Sign-up”
“Iterating Early Feedback G2 program: Collected valuable user feedback User incentives: Encouraged honest reviews Rapid improvements: Iterated quickly based on insights”
“Strategic alliances Industry influencers Co-marketing efforts Social media campaigns Public speaking Content marketing Webinars and free resources Sharing success stories Creating a knowledge hub Strategies to Scale from 0 to 1000+ Users I’m going to show you Leveraging partnerships and communities to expand reach Effective digital marketing tactics that fueled growth Building trust through educational content and support”
“Maximizing User Conversion & Long-Term Engagement Personalized outreach: Based on low security scores Targeted upsells: Meet business goals Protect, Compliance, Security Questionnaires, Insurance Ongoing engagement: Regular updates on security status Customer success: Become their all-in-one cybersecurity partner”
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How Cyvatar Went From 0 to 1000+ Cybersecurity Freemium Users - Slide Deck
Co-founder & CEO of Cyvatar, offering cybersecurity solutions for small to mid-sized enterprises with a subscription model.
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Irina Novoselsky · Hootsuite
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16 passages
SaaSOpen, September 2024 How Cyvatar Went From 0 to 1000+ Cybersecurity Freemium Users Corey White Founder & CEO, Cyvatar
Over the next 20 minutes I’m going to show you The Power of a Freemium Model Identifying market need Value-based features driving adoption Providing real value for free Strategies to Scale from 0 to 1000+ Users Turning Freemium Users into Paying Customers Expanding reach with partnerships Digital marketing strategies Building trust with education Solve the whole problem for the customer Affordable/cost saving solutions Protect, Comply, Insure = Biz Growth
Our Revenue Growth
Analyzing SMB cybersecurity gap Aligning our solution with pain points Understanding entry barriers Free scans, gap analysis, policies & risk exposure No credit card required 30-second sign up Saving money from risk assessments Saving money from policy creation Saving money from vulnerability scanning & external risk exposure scan The Power of the Freemium Model Identifying the Market Need Value-based Features Driving Adoption Providing Real Value for Free I’m going to show you
Identifying The Market Need Enterprise level attacks affect SMBs 1 2 3 4 5 6 7 8
Value-Based Features Driving Adoption Free Policy Templates Free External Scans Free Risk Exposure Scans Free Assessment *Don’t Charge to Identify Problems* *Only Charge to Solve Them!* No tech expertise needed Direct access to cybersecurity professionals 30 Second Sign-up
Providing Real Value for Free FREE Cybersecurity Solutions That SAVE up to 20K Risk assessments are the first step in assessing a security program but most SMBs have nothing in place Companies pay up to 5K Cybersecurity Policy Templates External scan results are critical to secure your company and cost for compliance Risk Exposure Scans are not available to SMBs unless they pay 10-15K
Iterating Early Feedback G2 program: Collected valuable user feedback User incentives: Encouraged honest reviews Rapid improvements: Iterated quickly based on insights
Strategic alliances Industry influencers Co-marketing efforts Social media campaigns Public speaking Content marketing Webinars and free resources Sharing success stories Creating a knowledge hub Strategies to Scale from 0 to 1000+ Users I’m going to show you Leveraging partnerships and communities to expand reach Effective digital marketing tactics that fueled growth Building trust through educational content and support
Leveraging Partnerships & Communities
Effective Digital Marketing Tactics
Building Trust Through Education
Monitoring vulnerabilities Personalizing communication A/B testing for optimization Understand their business goals & solve them Introducing features at key moments Regular user check-ins Support their business growth Ongoing educational content Turning Freemium Users into Paying Customers I’m going to show you Understanding user behavior to optimize conversion Creating value through upsells and premium features The role of continuous engagement and customer success
Maximizing User Conversion & Long-Term Engagement Personalized outreach: Based on low security scores Targeted upsells: Meet business goals Protect, Compliance, Security Questionnaires, Insurance Ongoing engagement: Regular updates on security status Customer success: Become their all-in-one cybersecurity partner
Over the last 20 minutes, I showed you: … with real examples! The Power of a Freemium Model Identifying market need Value-based features driving adoption Providing real value for free Strategies to Scale from 0 to 1000+ Users Turning Freemium Users into Paying Customers Expanding reach with partnerships Digital marketing strategies Building trust with education Solve the whole problem for the customer Affordable/cost saving solutions Protect, Comply, Insure = Biz Growth
SaaSOpen, September 2024 Thank you! Corey White Founder & CEO, Cyvatar [redacted email]