The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 64 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Microsoft screws channel partners by cutting renewal commissions to 5%
“Microsoft screws their channel program partners. What do they do? They give them a nice 30% commission on the first year, and a nice five percent commission on the second year when the customer renews.”
Liwer: Coro Founders Received Equity Top-Ups Across Funding Rounds
“So there were top ops along the way. Because it's important to the investors to make sure that the founders stay very engaged, and that's the way a smart investor thinks.”
Liwer: Coro's Offering and TAM Justify a $10B Valuation Relative to Wiz
“If we're half of what they are, and our offering is actually much wider, and our TAM is much bigger than theirs, then I'd say that would be fair.”
Coro expects to reach $100M ARR by the end of 2024
“So we expect to end this year at around a hundred million, and we're building a billion dollar ARR company in the cybersecurity space.”
Founders only have three jobs: selling, corp dev, and fundraising
“I believe that founders have three jobs. Sell, corporate development, fundraising. That's what you need to do in life, right?”
Channel partners not selling to your ICP have zero chance of success
“Audience means that they must be selling, your channel partner or potential partner must be selling to your ICP. If they're not selling to your ICP, the likelihood that they're going to be successful is zero, not two percent.”
Liwer: Enterprise security prices reflect lavish marketing and customer entertainment budgets
“Really what the enterprise players have done was price it in a way that justifies the millions of dollars that they spend on marketing and on whining and dining their customers.”
Liwer: Mid-market cybersecurity remains an industry blue ocean
“We believe that we are in a position to dominate one of the only blue oceans left in cybersecurity, which is mid and small business, mid market and small business. The entire industry is focused either on the consumer market or the enterprise market.”
Liwer: The Average Enterprise Buys 40 Different Cybersecurity Products
“An average company on the enterprise side will have 40 different cybersecurity products that they've bought.”
Liwer: Companies pay $50/user on CRM but resist $15/month for cyber
“Everybody in this room will spend easily 50 bucks a user on CRM, but they won't spend 15 dollars a month on cybersecurity.”
Liwer: Mid-Market and SMB Cybersecurity TAM Is About $110B
“The TAM is about a hundred and ten billion dollars in our market, and we want to be the dominant player in that market, so we're much more interested in building the largest, the most successful company in mid-market small business cybersecurity rather than th…”
Coro announces $100M Series D led by One Peak
“This morning at six a.m. We announced a one hundred million dollar D round led by One Peak out of London.”
Coro grew revenue 300% YoY for three consecutive years
“We've been growing 300% year over year for the last three years straight.”
Enterprise cybersecurity deal sizes typically range from $700K to $1.5M
“So a cybersecurity company normally sells a deal size of anywhere between 700 to 1.5 million dollars.”
Channel partners won't test unproven products; direct sales required
“Direct is our way of testing the market with new products, new concepts. Our channel partners don't have an appetite for testing or adventures or new stuff.”
Even channel-dominant companies like Cisco keep direct sales to prove traction
“You can't go all channel immediately. All the companies that sell predominantly through channel have a direct arm as well. Even Cisco, which I think is about 90% channel, has a direct team, and that's because you need to prove to the channel that this stuff wo…”
Channel partners take two months to generate revenue, five to profit
“An average channel partner will start generating revenue about two months in and become profitable for you only five months in.”
Virtually all 4,500 ComplyAuto dealerships use Coro's platform
“Went to market and virtually all of their 4500 car dealerships are on our platform today.”
Coro achieved 300% YoY revenue growth for four consecutive years
“Our growth, which has been 300% year over year for the past four years straight with this year expected to be yet another 300% growth.”
Coro expects to surpass a $40M run rate by December 2023
“Yeah, so our expectation is to beat that number.”
Liwer: Coro embraces partner discounting to leverage sales multipliers
“We're not in the we're not competing with our partners in any way. We actually prefer that our partners win because from our perspective, you know, there is a much, a very strong sales multiplier when you're using partners.”
Coro's AI removes over 95% of human security stack management
“We've removed more than 95% of the human element through AI, through automation”
Coro raised its Series C-2 round at a 20% higher valuation
“The last valuation was about 20% higher than a year ago that you knew about the eighty million.”
Mid-market cybersecurity historically requires 6-15 products costing $40-$115 per user
“They would need to buy anywhere between six to 15 different products spend between 40 to a 115 dollars per user per month.”
Liwer: Most cybersecurity work consists of menial monitoring and event-chasing
“Mostly in cybersecurity, it's menial tasks. It's constantly monitoring and running around and doing what in the cybersecurity world is called chasing events.”
Liwer: Coro groups a $20M pre-round into its $60M Series C
“The official C-ROM was 60, but we raised another 20 just before that. So we prefer to look at it as an in total.”
Liwer confirms Coro's Series D valuation was close to $750M
“The press has confirmed, has stated, ah, we don't say it publicly, but the press said it was seven 50, and they were pretty close.”
Liwer: Coro sees demand spikes in education and automotive
“So right now we're seeing two spikes in education and in automotive and that's because these two industries have suffered a significant amount of attacks in the last couple of years, so they were waking up to the reality and understanding that they need to mak…”
Liwer: Coro costs $15 per user monthly for its platform
“Because it's an all-in-one, it's 15 bucks a month for the entire platform per user, very easy to digest.”
Coro Grew ARR 3x Annually for Five Years Before Slowing to 2x
“So we did five years of three X. Uh-huh. And then this year's gonna be our first two X year. Because the base number has become so big.”
Coro Raised $155M in Series C and $100M in Series D
“No, the Series D was a hundred million. There is an error here. The Series C was actually a 155.”
Coro ended 2023 with 70% of sales from channel partners
“Right now, we are at about 70% channel. Twenty-twenty-three, we ended at 70%.”
Coro expects channel sales mix to reach 85% in 2024
“And in twenty-twenty-four, we expect it to be 85%.”
Coro targets nearly 1,000 channel partners by year-end 2024
“We plan to be close to a thousand channel partners by the end of this year.”
Coro lost millions of dollars on a failed partnership
“You know, you get a lot of partnerships that, there's one partnership that cost us millions of dollars and moved nothing.”
ComplyAuto co-brands Coro's cybersecurity software for automotive compliance
“So an example is a company called ComplyAuto. They provide compliance software to the automotive industry. So now they also offer security compliance, and that's really us. We are the underlying issue. It's not white-labeled. It's co-branded, call it.”
Coro raised its per-user pricing from $6 to $8.99
“So last time we spoke, our prices were at about, I think they were about six dollars per user. Now they're at about eight 99 per user.”
Coro's average new customer size grew from 150 to 700 seats
“So now we're seeing Customers that are more in the 700 seat range. Whereas when we last spoke, the range was more about a 152 hundred maybe.”
Coro has seven-figure partner accounts but no million-dollar direct customers
“Well, if you look at our partners like MSPs or master agents, then they would be considered seven digits because they come with a bunch of seats. You know, they come with, you know, three, 4000 seats, 10,000 seats sometimes. So those are big accounts, but as a…”
Coro beat its Q1 2023 revenue target by about 8%
“So in Q one we beat our number by about eight percent, which was a great thing.”
Liwer: Coro hit quarterly commitments for 12 consecutive quarters
“You're looking at the potential, the growth moving forward, and being that we were able to hit our quarterly commitments for 48 48 months.
[1131] Dror Liwer: For 12, I'm sorry, for 12 quarters, 48 months I meant for 12 quarters straight it gives a lot of confi…”