Aleksandr Yampolskiy

“Our security scores are used by over 2,800 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 ks.”

“If we help 10% of our customer base better operationalize a product and really adopt it to manage their third party's report to the board, we're going to double our revenue without acquiring a single customer.”

“The idea appeared in 2014, in 2014 just a sketch and a napkin, zero customers, two people, zero revenue. And we created a new industry to measure and quantify risk all the way into today where 70% of the Fortune one hundred uses us.”

“nine years ago, we had this dream, and the dream was why can't there be security score? Just like you have credit scores, why can't you pick up data points non intrusively from outside for any company in the world and reduce those data points to a score?”

“most organizations overvalue great ideas and that cheap quick experimentation outweighs great ideas every single time. And you need to build a culture for people to really innovate”

“a lot of the time, people underestimate how valuable their solution is, right? Like, I mean, I think if you're under 10,000,000 in ARR, you actually probably did not reach your product market fit yet. Like you need to work with the industry to try to cross the chasm and try to really understand deeply how do you become a drug and not a vitamin because drugs are must have, vitamins are nice to have.”

“So we are right now at about 1,700 plus paying customers, right? So people who use our scores to rate others, we have over 12,000,000 companies in our dataset that we rate, 1,700 paying customers. And then there's over 25,000 freemium users, because any paying customer can invite for free any other company into the platform and say, Hey, go improve a score if you do business with us.”

“The average contract is about $40,000 a year paid upfront. Some people pay us millions dollars a year paid upfront and some people pay us $10, $20 ks. The average is about 40,000.”

“That's correct. Yeah. So we're to finish this year at about anywhere from 70 to 73,000,000 annual recurring revenue. We're growing very rapidly. We're consistently exceeding 50% plus growth rate, much faster than our direct competitor. Our direct competitor is barely growing at 20%”