Insight certainty 4/5 debate potential 2/5

Durand: Device intelligence will soon enable zero-login continuous security

Andre Durand · 963 How Ping Identity Moved $75m One Time Revenue to $100m+ Recurring and Sold for $600m in 2016 · Mar 14, 2018 · at 4:06

Ping Identity founder and CEO Andre Durand explains the evolving philosophy behind enterprise identity security toward frictionless, sensor-based authentication.

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“It's the notion that our devices are so intelligent now and have so many sensors and capabilities that they should be able to recognize us when we're using them. And then the backend infrastructure that supports what we have access to should be smart enough to allow or deny our access into various systems.”

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More from Andre Durand

Disclosure
Durand: Ping Identity raised $80M just to survive its SaaS transition
“So between 20 13 and 20 16, we needed to raise about eighty million of the 110 To fund the cash flow deficit during the transition.”
Andre Durand Mar 14, 2018 ▶ 8:11 963 How Ping Identity Moved $75m One Time Revenue to $100m+ Recurring and Sold for $600m in 2016
Assertion Supported
Durand: Ping Identity converted $75M perpetual revenue to $100M+ ARR
“And so at the end of 20 16, then, we were north. We had converted Seventy-five million in one-time revenue to over a hundred million in recurring revenue.”
Andre Durand Mar 14, 2018 ▶ 8:40 963 How Ping Identity Moved $75m One Time Revenue to $100m+ Recurring and Sold for $600m in 2016
Insight
Durand: Full VC liquidity after an IPO takes two to three years
“You know, an organized secondary with perfect execution, maybe within the first six to nine months would get out maybe the invested capital but it wouldn't get out their profit. And so, you know, the truth is the timing of liquidity for early investors that wo…”
Andre Durand Mar 14, 2018 ▶ 10:29 963 How Ping Identity Moved $75m One Time Revenue to $100m+ Recurring and Sold for $600m in 2016
Assertion Not checkable as stated
Durand: Ping Identity's initial ASPs land in the low hundreds of thousands
“You know, our average prices range from, you know, kind of initial ASPs, if you will, range in the, Low hundreds of thousands. And for larger customers, they will make north of million dollar annual commitments.”
Andre Durand Mar 14, 2018 ▶ 6:03 963 How Ping Identity Moved $75m One Time Revenue to $100m+ Recurring and Sold for $600m in 2016
Insight
Durand: Shifting to SaaS creates a two-thirds cash flow deficit initially
“So when we switch the business to subscription, you start collecting about a third of what you would normally collect under a perpetual license. And so that created a cashflow deficit the first year of about two thirds of that seventy five million, the second …”
Andre Durand Mar 14, 2018 ▶ 7:50 963 How Ping Identity Moved $75m One Time Revenue to $100m+ Recurring and Sold for $600m in 2016
Assertion Contradicted
Durand: Services fees consistently stay under 5% of Ping Identity's revenue
“No, we've always been less than five percent services fees, so that's really all recurring.”
Andre Durand Mar 14, 2018 ▶ 9:10 963 How Ping Identity Moved $75m One Time Revenue to $100m+ Recurring and Sold for $600m in 2016
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