SlideShare a Scribd company logo
1 of 13
Download to read offline
Raffael Marty, CEO
iEntrepreneurs
iTech Gulf, Kingdom of Bahrain
April 10th, 2014
Security. Analytics. Insight.2
Raffael (Raffy) Marty
Security. Analytics. Insight.3
Starting Your Own Company
Don’t Do It
Security. Analytics. Insight.4
If You Are Still Here
it starts with passion
There is no such thing as an “Entrepreneur’s” profession
Security. Analytics. Insight.5
Problem
• Deep problem understanding
• What’s the solution?
• Can you build the solution?
• In time
• At reasonable cost?
Security. Analytics. Insight.6
• Is there a market for your solution?
• How well do you know the market?
• Will people pay for your solution?
!
• Can you sell your solution?
• How will you sell it? At what price?
• Do you know the buyer / budgets / …?
• How do prospects buy? What’s the sales cycle? How do they
spend money?
Market
Security. Analytics. Insight.7
• Do you have a business model?
• Pricing
• Financial model
• What’s the way to profitability?
• When to hire who?
• When do you sell product? to who?
• Don’t write a long business plan - safe the time and think about
the business itself
The Business Model
Security. Analytics. Insight.8
Average sale: $250 / month Profit margin: 50%
Staff cost: $10k / month
Staff: 10 employees
—> 800 customers
The Cloud SaaS Example
Hang on, we need more staff to operate the cloud 

service and support customers
—> more customers
How do you acquire these customers?
Security. Analytics. Insight.9
• How will you fund your company?
• Self funded
• Friends and family (careful)
• Outside Investors (getting $500k is easy!)
• What do you do with that money?
• Always think of the next funding round - you will need it!
• Founders are too optimistic on getting profitable!
• Where does that money get you to?
• What do you do once you spent that money
Funding
Security. Analytics. Insight.10
Institutional Investment - The Series A
• Team
• Customers / Traction (Market)
• Product
Only for 1% of companies
$1bn market
Security. Analytics. Insight.11
Why is the Silicon Valley Different?
”… rich people and nerds” 

- Paul Graham
Security. Analytics. Insight.12
• Team
• Who is in control?
• Clear roles and responsibilities!
• Get ready for the long haul! Don’t take
“No” for an answer
• Technology is only a small piece!
• Pay it forward - advice / help /
network
Miscellaneous Tips
• Relationships!
• Relationships!
• Never cold-call investors
• Get warm intros
• From credible people
• Build a pitch deck, not a business plan
13
raffael.marty@pixlcloud.com

More Related Content

More from Raffael Marty

Exploring the Defender's Advantage
Exploring the Defender's AdvantageExploring the Defender's Advantage
Exploring the Defender's AdvantageRaffael Marty
 
Extended Detection and Response (XDR) An Overhyped Product Category With Ulti...
Extended Detection and Response (XDR)An Overhyped Product Category With Ulti...Extended Detection and Response (XDR)An Overhyped Product Category With Ulti...
Extended Detection and Response (XDR) An Overhyped Product Category With Ulti...Raffael Marty
 
How To Drive Value with Security Data
How To Drive Value with Security DataHow To Drive Value with Security Data
How To Drive Value with Security DataRaffael Marty
 
Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?
Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?
Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?Raffael Marty
 
Artificial Intelligence – Time Bomb or The Promised Land?
Artificial Intelligence – Time Bomb or The Promised Land?Artificial Intelligence – Time Bomb or The Promised Land?
Artificial Intelligence – Time Bomb or The Promised Land?Raffael Marty
 
Understanding the "Intelligence" in AI
Understanding the "Intelligence" in AIUnderstanding the "Intelligence" in AI
Understanding the "Intelligence" in AIRaffael Marty
 
AI & ML in Cyber Security - Why Algorithms are Dangerous
AI & ML in Cyber Security - Why Algorithms are DangerousAI & ML in Cyber Security - Why Algorithms are Dangerous
AI & ML in Cyber Security - Why Algorithms are DangerousRaffael Marty
 
AI & ML in Cyber Security - Why Algorithms Are Dangerous
AI & ML in Cyber Security - Why Algorithms Are DangerousAI & ML in Cyber Security - Why Algorithms Are Dangerous
AI & ML in Cyber Security - Why Algorithms Are DangerousRaffael Marty
 
Delivering Security Insights with Data Analytics and Visualization
Delivering Security Insights with Data Analytics and VisualizationDelivering Security Insights with Data Analytics and Visualization
Delivering Security Insights with Data Analytics and VisualizationRaffael Marty
 
AI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't Changed
AI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't ChangedAI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't Changed
AI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't ChangedRaffael Marty
 
Creating Your Own Threat Intel Through Hunting & Visualization
Creating Your Own Threat Intel Through Hunting & VisualizationCreating Your Own Threat Intel Through Hunting & Visualization
Creating Your Own Threat Intel Through Hunting & VisualizationRaffael Marty
 
Visualization in the Age of Big Data
Visualization in the Age of Big DataVisualization in the Age of Big Data
Visualization in the Age of Big DataRaffael Marty
 
Big Data Visualization
Big Data VisualizationBig Data Visualization
Big Data VisualizationRaffael Marty
 
The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?Raffael Marty
 
Workshop: Big Data Visualization for Security
Workshop: Big Data Visualization for SecurityWorkshop: Big Data Visualization for Security
Workshop: Big Data Visualization for SecurityRaffael Marty
 
Visualization for Security
Visualization for SecurityVisualization for Security
Visualization for SecurityRaffael Marty
 
The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?Raffael Marty
 
DAVIX - Data Analysis and Visualization Linux
DAVIX - Data Analysis and Visualization LinuxDAVIX - Data Analysis and Visualization Linux
DAVIX - Data Analysis and Visualization LinuxRaffael Marty
 
Cyber Security – How Visual Analytics Unlock Insight
Cyber Security – How Visual Analytics Unlock InsightCyber Security – How Visual Analytics Unlock Insight
Cyber Security – How Visual Analytics Unlock InsightRaffael Marty
 

More from Raffael Marty (20)

Exploring the Defender's Advantage
Exploring the Defender's AdvantageExploring the Defender's Advantage
Exploring the Defender's Advantage
 
Extended Detection and Response (XDR) An Overhyped Product Category With Ulti...
Extended Detection and Response (XDR)An Overhyped Product Category With Ulti...Extended Detection and Response (XDR)An Overhyped Product Category With Ulti...
Extended Detection and Response (XDR) An Overhyped Product Category With Ulti...
 
How To Drive Value with Security Data
How To Drive Value with Security DataHow To Drive Value with Security Data
How To Drive Value with Security Data
 
Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?
Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?
Cyber Security Beyond 2020 – Will We Learn From Our Mistakes?
 
Artificial Intelligence – Time Bomb or The Promised Land?
Artificial Intelligence – Time Bomb or The Promised Land?Artificial Intelligence – Time Bomb or The Promised Land?
Artificial Intelligence – Time Bomb or The Promised Land?
 
Understanding the "Intelligence" in AI
Understanding the "Intelligence" in AIUnderstanding the "Intelligence" in AI
Understanding the "Intelligence" in AI
 
Security Chat 5.0
Security Chat 5.0Security Chat 5.0
Security Chat 5.0
 
AI & ML in Cyber Security - Why Algorithms are Dangerous
AI & ML in Cyber Security - Why Algorithms are DangerousAI & ML in Cyber Security - Why Algorithms are Dangerous
AI & ML in Cyber Security - Why Algorithms are Dangerous
 
AI & ML in Cyber Security - Why Algorithms Are Dangerous
AI & ML in Cyber Security - Why Algorithms Are DangerousAI & ML in Cyber Security - Why Algorithms Are Dangerous
AI & ML in Cyber Security - Why Algorithms Are Dangerous
 
Delivering Security Insights with Data Analytics and Visualization
Delivering Security Insights with Data Analytics and VisualizationDelivering Security Insights with Data Analytics and Visualization
Delivering Security Insights with Data Analytics and Visualization
 
AI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't Changed
AI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't ChangedAI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't Changed
AI & ML in Cyber Security - Welcome Back to 1999 - Security Hasn't Changed
 
Creating Your Own Threat Intel Through Hunting & Visualization
Creating Your Own Threat Intel Through Hunting & VisualizationCreating Your Own Threat Intel Through Hunting & Visualization
Creating Your Own Threat Intel Through Hunting & Visualization
 
Visualization in the Age of Big Data
Visualization in the Age of Big DataVisualization in the Age of Big Data
Visualization in the Age of Big Data
 
Big Data Visualization
Big Data VisualizationBig Data Visualization
Big Data Visualization
 
The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?
 
Workshop: Big Data Visualization for Security
Workshop: Big Data Visualization for SecurityWorkshop: Big Data Visualization for Security
Workshop: Big Data Visualization for Security
 
Visualization for Security
Visualization for SecurityVisualization for Security
Visualization for Security
 
The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?The Heatmap
 - Why is Security Visualization so Hard?
The Heatmap
 - Why is Security Visualization so Hard?
 
DAVIX - Data Analysis and Visualization Linux
DAVIX - Data Analysis and Visualization LinuxDAVIX - Data Analysis and Visualization Linux
DAVIX - Data Analysis and Visualization Linux
 
Cyber Security – How Visual Analytics Unlock Insight
Cyber Security – How Visual Analytics Unlock InsightCyber Security – How Visual Analytics Unlock Insight
Cyber Security – How Visual Analytics Unlock Insight
 

Recently uploaded

How to Host a Successful Webinar for Success?
How to Host a Successful Webinar for Success?How to Host a Successful Webinar for Success?
How to Host a Successful Webinar for Success?StrengthsTheatre
 
10 Things That Will Shape the Future of Education.pdf
10 Things That Will Shape the Future of Education.pdf10 Things That Will Shape the Future of Education.pdf
10 Things That Will Shape the Future of Education.pdfEducationView
 
Fireman Resume Strikuingly Text............................
Fireman Resume Strikuingly Text............................Fireman Resume Strikuingly Text............................
Fireman Resume Strikuingly Text............................calvinjamesmappala
 
asdfasdiofujasloidfoia nslkflsdkaf jljffs
asdfasdiofujasloidfoia nslkflsdkaf jljffsasdfasdiofujasloidfoia nslkflsdkaf jljffs
asdfasdiofujasloidfoia nslkflsdkaf jljffsJulia Kaye
 
Nashon Holloway - Media/Press Kit - Priv
Nashon Holloway - Media/Press Kit - PrivNashon Holloway - Media/Press Kit - Priv
Nashon Holloway - Media/Press Kit - PrivNashonHolloway
 
Blockchain_TezosDeveloperCommunitySNSCE.pdf
Blockchain_TezosDeveloperCommunitySNSCE.pdfBlockchain_TezosDeveloperCommunitySNSCE.pdf
Blockchain_TezosDeveloperCommunitySNSCE.pdfVISHNURAJSSNSCEAD
 
127. Reviewer Certificate in BP International
127. Reviewer Certificate in BP International127. Reviewer Certificate in BP International
127. Reviewer Certificate in BP InternationalManu Mitra
 
reStartEvents March 28th TS/SCI & Above Employer Directory.pdf
reStartEvents March 28th TS/SCI & Above Employer Directory.pdfreStartEvents March 28th TS/SCI & Above Employer Directory.pdf
reStartEvents March 28th TS/SCI & Above Employer Directory.pdfKen Fuller
 
ASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJF
ASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJFASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJF
ASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJFJulia Kaye
 
Chapter-4 Introduction to Global Distributions System and Computerized Reserv...
Chapter-4 Introduction to Global Distributions System and Computerized Reserv...Chapter-4 Introduction to Global Distributions System and Computerized Reserv...
Chapter-4 Introduction to Global Distributions System and Computerized Reserv...Md Shaifullar Rabbi
 
Chapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, Conventions
Chapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, ConventionsChapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, Conventions
Chapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, ConventionsMd Shaifullar Rabbi
 
Moaaz Hassan El-Shayeb - Projects Portfolio
Moaaz Hassan El-Shayeb - Projects PortfolioMoaaz Hassan El-Shayeb - Projects Portfolio
Moaaz Hassan El-Shayeb - Projects Portfoliomoaaz el-shayeb
 
wealth_spend_bharatpeVerse_Analysis .pptx
wealth_spend_bharatpeVerse_Analysis .pptxwealth_spend_bharatpeVerse_Analysis .pptx
wealth_spend_bharatpeVerse_Analysis .pptxAnuragBhakuni4
 
FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...
FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...
FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...FaHaD .H. NooR
 
kids gpaddfghtggvgghhhuuuuuhhhgggggy.pptx
kids gpaddfghtggvgghhhuuuuuhhhgggggy.pptxkids gpaddfghtggvgghhhuuuuuhhhgggggy.pptx
kids gpaddfghtggvgghhhuuuuuhhhgggggy.pptxJagrutiSononee
 
STORY OF SUSAN & JUDY - CEREBRAL PALSY.pptx
STORY OF SUSAN & JUDY - CEREBRAL PALSY.pptxSTORY OF SUSAN & JUDY - CEREBRAL PALSY.pptx
STORY OF SUSAN & JUDY - CEREBRAL PALSY.pptxsheenam bansal
 
Audhina Nur Afifah Resume & Portofolio_2024.pdf
Audhina Nur Afifah Resume & Portofolio_2024.pdfAudhina Nur Afifah Resume & Portofolio_2024.pdf
Audhina Nur Afifah Resume & Portofolio_2024.pdfaudhinafh1
 

Recently uploaded (17)

How to Host a Successful Webinar for Success?
How to Host a Successful Webinar for Success?How to Host a Successful Webinar for Success?
How to Host a Successful Webinar for Success?
 
10 Things That Will Shape the Future of Education.pdf
10 Things That Will Shape the Future of Education.pdf10 Things That Will Shape the Future of Education.pdf
10 Things That Will Shape the Future of Education.pdf
 
Fireman Resume Strikuingly Text............................
Fireman Resume Strikuingly Text............................Fireman Resume Strikuingly Text............................
Fireman Resume Strikuingly Text............................
 
asdfasdiofujasloidfoia nslkflsdkaf jljffs
asdfasdiofujasloidfoia nslkflsdkaf jljffsasdfasdiofujasloidfoia nslkflsdkaf jljffs
asdfasdiofujasloidfoia nslkflsdkaf jljffs
 
Nashon Holloway - Media/Press Kit - Priv
Nashon Holloway - Media/Press Kit - PrivNashon Holloway - Media/Press Kit - Priv
Nashon Holloway - Media/Press Kit - Priv
 
Blockchain_TezosDeveloperCommunitySNSCE.pdf
Blockchain_TezosDeveloperCommunitySNSCE.pdfBlockchain_TezosDeveloperCommunitySNSCE.pdf
Blockchain_TezosDeveloperCommunitySNSCE.pdf
 
127. Reviewer Certificate in BP International
127. Reviewer Certificate in BP International127. Reviewer Certificate in BP International
127. Reviewer Certificate in BP International
 
reStartEvents March 28th TS/SCI & Above Employer Directory.pdf
reStartEvents March 28th TS/SCI & Above Employer Directory.pdfreStartEvents March 28th TS/SCI & Above Employer Directory.pdf
reStartEvents March 28th TS/SCI & Above Employer Directory.pdf
 
ASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJF
ASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJFASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJF
ASDFSDFASDFASDFASDFOUIASHDFOIASUD FOIJSADO;IFJOISADJF
 
Chapter-4 Introduction to Global Distributions System and Computerized Reserv...
Chapter-4 Introduction to Global Distributions System and Computerized Reserv...Chapter-4 Introduction to Global Distributions System and Computerized Reserv...
Chapter-4 Introduction to Global Distributions System and Computerized Reserv...
 
Chapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, Conventions
Chapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, ConventionsChapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, Conventions
Chapter-1 IATA, UFTAA, ICAO, FAA, CAA, ATAB, Conventions
 
Moaaz Hassan El-Shayeb - Projects Portfolio
Moaaz Hassan El-Shayeb - Projects PortfolioMoaaz Hassan El-Shayeb - Projects Portfolio
Moaaz Hassan El-Shayeb - Projects Portfolio
 
wealth_spend_bharatpeVerse_Analysis .pptx
wealth_spend_bharatpeVerse_Analysis .pptxwealth_spend_bharatpeVerse_Analysis .pptx
wealth_spend_bharatpeVerse_Analysis .pptx
 
FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...
FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...
FAHAD HASSAN NOOR || UCP Business School Data Analytics Head Recommended | MB...
 
kids gpaddfghtggvgghhhuuuuuhhhgggggy.pptx
kids gpaddfghtggvgghhhuuuuuhhhgggggy.pptxkids gpaddfghtggvgghhhuuuuuhhhgggggy.pptx
kids gpaddfghtggvgghhhuuuuuhhhgggggy.pptx
 
STORY OF SUSAN & JUDY - CEREBRAL PALSY.pptx
STORY OF SUSAN & JUDY - CEREBRAL PALSY.pptxSTORY OF SUSAN & JUDY - CEREBRAL PALSY.pptx
STORY OF SUSAN & JUDY - CEREBRAL PALSY.pptx
 
Audhina Nur Afifah Resume & Portofolio_2024.pdf
Audhina Nur Afifah Resume & Portofolio_2024.pdfAudhina Nur Afifah Resume & Portofolio_2024.pdf
Audhina Nur Afifah Resume & Portofolio_2024.pdf
 

Entrepreneurism - Why Not To Start Your Own Company

  • 1. Raffael Marty, CEO iEntrepreneurs iTech Gulf, Kingdom of Bahrain April 10th, 2014
  • 3. Security. Analytics. Insight.3 Starting Your Own Company Don’t Do It
  • 4. Security. Analytics. Insight.4 If You Are Still Here it starts with passion There is no such thing as an “Entrepreneur’s” profession
  • 5. Security. Analytics. Insight.5 Problem • Deep problem understanding • What’s the solution? • Can you build the solution? • In time • At reasonable cost?
  • 6. Security. Analytics. Insight.6 • Is there a market for your solution? • How well do you know the market? • Will people pay for your solution? ! • Can you sell your solution? • How will you sell it? At what price? • Do you know the buyer / budgets / …? • How do prospects buy? What’s the sales cycle? How do they spend money? Market
  • 7. Security. Analytics. Insight.7 • Do you have a business model? • Pricing • Financial model • What’s the way to profitability? • When to hire who? • When do you sell product? to who? • Don’t write a long business plan - safe the time and think about the business itself The Business Model
  • 8. Security. Analytics. Insight.8 Average sale: $250 / month Profit margin: 50% Staff cost: $10k / month Staff: 10 employees —> 800 customers The Cloud SaaS Example Hang on, we need more staff to operate the cloud 
 service and support customers —> more customers How do you acquire these customers?
  • 9. Security. Analytics. Insight.9 • How will you fund your company? • Self funded • Friends and family (careful) • Outside Investors (getting $500k is easy!) • What do you do with that money? • Always think of the next funding round - you will need it! • Founders are too optimistic on getting profitable! • Where does that money get you to? • What do you do once you spent that money Funding
  • 10. Security. Analytics. Insight.10 Institutional Investment - The Series A • Team • Customers / Traction (Market) • Product Only for 1% of companies $1bn market
  • 11. Security. Analytics. Insight.11 Why is the Silicon Valley Different? ”… rich people and nerds” 
 - Paul Graham
  • 12. Security. Analytics. Insight.12 • Team • Who is in control? • Clear roles and responsibilities! • Get ready for the long haul! Don’t take “No” for an answer • Technology is only a small piece! • Pay it forward - advice / help / network Miscellaneous Tips • Relationships! • Relationships! • Never cold-call investors • Get warm intros • From credible people • Build a pitch deck, not a business plan