SecurityScorecard

“Our security scores are used by over 2800 customers worldwide. Nine of the top 10 banks, governments in 46 different countries, insurance companies, but the average deal size is about 30 to 40 K.”

“Today, where 70% of the Fortune 100 uses us. Nathan Latka: As a paying customer. Aleksandr Yampolskiy: As a paying customer, about 500 employees, 70% of Fortune 100”

“A ten-person team, four months, cost us millions of dollars to build a feature, and then I didn't bother training the sales team, I did not bother marketing, did not add a single dollar of revenue, even though when I was starting this, I was so sure it's gonna…”

“The best investors are not going to bother you. They're not going to help you. Nobody's going to help you. You're in by yourself, no matter who promises what to you, but the worst investors will actually give you better advice and really create more headache f…”

“And then I do think it's actually a huge mistake to have a fifty-fifty split with your founder when you start a company, because even if it's 51, 49, somebody needs to be in charge and control the board.”

“My worst hires were polished executives with Amazon, Google. They would come in, I start micromanaging, they would tell me, I'm a terrible CEO. And then I leave them alone for three months, and they fuck everything up. And then I have to fire them, and I get m…”

“We actually have a psychologist who interviews, he used to be a coach to Steve Jobs, actually, and Larry Ellison, but he interviews every VP higher and above, and I get a forty-page report on what is a person like, not like, culture, curiosity”

“And cash flow positive, by the way... We're all growing in a cash flow positive way.”

“We're going to do this year, one 31 40. Next year, we're probably going to grow at 25, 30%.”

“Yeah, so we're going to grow organically at 25, 30%, and we're going to look actively at tokens as well, at 20, forty million era range.”

“Yeah, I invested in security scorecard when they were at six million dollar valuation. That was a pretty good one. Unfortunately, it was a very small check at the time.”

“Security scorecard. The market's not big enough. It's not, this is not that they did over a hundred million of error last year.”

“Probably for me right now, it's a security scorecard, which has done very well. And that was, you know, invested all the way back at sort of six million dollar valuation.”

“We exceeded a hundred million run rate last year, and we're gonna probably grow by at least 50% this year.”

“He just went and coded it on a weekend and became our number one lead generation tool, actually even today.”

“Like, I mean, I think if you're under ten million in ARR, you actually probably did not reach your product market fit yet.”

“The deadliest competition is actually not competitors and not your adjacent solutions, but it's doing nothing.”

“I parted ways with an executive who was a smart, talented executive about a month ago, and it caused a big turnover in a team. I asked her, how many customers have you talked to? She showed the calendar, not many. I said, okay, next week when I talk to you, I …”

“We start every executive meeting with a 20 minute recap of customer stories before we talk about anything else.”

“We've demonstrated historically that companies with a bad score have a seven times higher likelihood than companies with a good score to suffer a data breach.”

“Even if I gave you all our source code, all our architecture, all of our 25 plus patterns, and said, go compete with us, you're not going to have this historical dataset where we calibrate what datasets map more accurately to likelihood of a breach, and the mo…”

“So we are right now at about 1700 plus paying customers, right? So people who use our scores to rate others, we have over twelve million companies in a data set that we rate, 1700 paying customers, and then there's over 25,000 freemium users.”

“So the average contract is about, you know, 40,000 bucks a year paid upfront. Some people pay us millions dollars a year paid upfront and some people There's 10, 20 K. The average is about 40,000.”

“If I charge you to monitor Lotka magazine, right? And I charge 20 other people to monitor Lotka magazine, I don't incur any additional costs because I recompute the scorecards once a day, and then I just resell the data. It doesn't cost me anything more to, yo…”

“We're going to finish this year at about, you know, anywhere from. 70 to seventy three million annual recurring revenue.”

“We're consistently exceeding 50% plus growth rate much faster than our direct competitor. Direct competitor is barely growing at 20% rate. Nathan Latka: Who is your direct competitor? Alex Yampolskiy: Bitsite is our primary direct competitor.”

“Next year we plan to continue the same growth rate. So we're going, and more. So we're going to by far surpass, you know, the hundred plus next year and beyond. We actually anticipate to be able to grow faster next year.”

“Well, look, we beat them. We beat them. 70% of the time in a big off.”

“And we're still sitting on almost two hundred million in cash. In the bank.”

“We believe that within the next. 18 to 24 months, again, we're going to triple or quadruple evaluation of a company or more.”

“Our net retention kind of like a growth on net retention is hovering between one 15 to one 20%.”

“Our gross margins are, you know, our gross margins are very healthy between 75 to 80%, and we're not worried there.”

“We made only one small tweak. Now, every Monday we have a standup exec meeting for all VPs and above, and we start that meeting by going over the OKRs. What did you say you were going to do last week? What did you actually do? And so it creates social pressure…”

“I can tell you, but I can tell you we have, A whole variety of customers across government, insurance, private equity, right? Like, and you know, we have a whole slew of customers and those guys are paying us millions of dollars a year and deploying us on, on …”

“You know, average contract value could be around 80 to a hundred K per year, paid up front.”

“So we have over a 450 customers and rapidly growing every single year.”

“We're in the 25 to thirty million ARR this year.”

“Our net promoter score is in the sixties.”

“We're net 15, like we're around net 15%. Negative, negative, -15.”

“Half of our company is dedicated to product and engineering because we believe that ultimately, I mean, if you have crappy technology and really good sales and marketing team that's only going to last you so long. If you have an amazing technology and crappy s…”

“We're under a year.”

“Yeah, we're spending more than a million in events.”

“I mean, we see in, look, I mean, we see in LTV to CAC over, over three, which is good in the enterprise space.”

“I mean, right now, given that we made more headway, we should be above that valuation right now.”

“So we have enough money for multiple years. We're not planning to raise anytime soon.”

“So on average, it's 2000 dollars per year to monitor a single company. So, but, you know, big companies have Tens of thousands of vendors. So some people are paying us a million bucks a year.”

“Average contract value could be around 80 to a hundred K per year.”

“So we have over a 450 customers and rapidly growing every single year.”

“We're in the 25 to thirty million ARR this year.”

“Our net promoter score is in the sixties.”

“We're under a year.”

“Yeah, we're spending more than a million.”

“We see in LTV to CAC over, over three, which is good in the enterprise space.”

“I mean, right now, given that we made more headway, we should be above that valuation right now.”

“We collect data from the public internet, entire IPvFOR space, as well as the deep web and dark, dark web, and we're collecting terabytes and terabytes of this information every month in a very automated fashion and a non-invasive, non-intrusive fashion using …”

“Currently we monitor in the vicinity of some 200,000 entities, mostly companies, but also government organizations, government agencies, hospitals, different organizations.”

“We plan on growing that to about one million by the end of next year.”

“That will grow a factor of six at least next year. And by the end of next year we'll be at the petabyte. Level.”

“We are able, we operate our own bank of sinkholes and honeypots to detect malware on, on systems that are at the, on the companies that we monitor.”

“In terms of digital footprint, number of IPs, that spans more than eight orders of magnitude.”