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Very relevant tool for this SOC2 compliant org. I have seen lot of general purpose automation tools pitch this but I think domain specific automation like this gives you much better value for money.
Very relevant tool for this SOC2 compliant org. I have seen lot of general purpose automation tools pitch this but I think domain specific automation like this gives you much better value for money.
Absolutely. We are big believers in best-of-breed software, where you really do ONE good job instead of trying to do everything.
Earlier quoted context omitted.
Absolutely. We are big believers in best-of-breed software, where you really do ONE good job instead of trying to do everything.
Just to add, There are bigger competitors in the space like Bettercloud and other. Going upmarket will be a problem for you guys because these companies have already acquired orgs that will have a larger ACV. Problem is real though. Also, when an org starts growing, a dedicated IT team is hired to manage these roles, entitlements, value stream, networking etc. That means, you have a small window when the org is not t…
We want to help startups and scaleups, basically focusing on the SMB market. These customers don't have good solutions as of now.
You base your pitch on other companies' SSO Tax, but you have an Enterprise Tax just like them: We are an org with ~10 users and would like features from your Enterprise plan, and it doesn't even have pricing posted without meeting a sales rep. Even if we had 50 users, which isn't so far in the future, we wouldn't be an "Enterprise" but we'd still like to purchase your products.
You base your pitch on other companies' SSO Tax, but you have an Enterprise Tax just like them: We are an org with ~10 users and would like features from your Enterprise plan, and it doesn't even have pricing posted without meeting a sales rep. Even if we had 50 users, which isn't so far in the future, we wouldn't be an "Enterprise" but we'd still like to purchase your products.
Oh yeah, you're right we haven't seen it like this yet. Although the point about SSO Tax is that you need to have the highest Enterprise plan to get SSO functionality at every SaaS tool. We just sell more features (not SSO) in another plan. But I see your point. We should split and reorganise our plans a little bit. What's the feature you're interested in Enterprise?
Earlier quoted context omitted.
Just to add, There are bigger competitors in the space like Bettercloud and other. Going upmarket will be a problem for you guys because these companies have already acquired orgs that will have a larger ACV. Problem is real though. Also, when an org starts growing, a dedicated IT team is hired to manage these roles, entitlements, value stream, networking etc. That means, you have a small window when the org is not t…
Indeed, we're aware of Bettercloud and others. But that's the point, they're focusing on the enterprise market. When we worked in our startups before we couldn't use solutions like Bettercloud as they were just not affordable (especially when you need to upgrade all your tools to the highest plan) or didn't even talk to us when we don't bring them 100k per year. We want to help startups and scaleups, basically focusi…
You’ll have to convince me to trust you and that the product actually does what you say it does and that you’ll be around in a year.
But the thesis is sound I think.
Earlier quoted context omitted.
Indeed, we're aware of Bettercloud and others. But that's the point, they're focusing on the enterprise market. When we worked in our startups before we couldn't use solutions like Bettercloud as they were just not affordable (especially when you need to upgrade all your tools to the highest plan) or didn't even talk to us when we don't bring them 100k per year. We want to help startups and scaleups, basically focusi…
It’s definitely a market that will have some interest. I have a company with 20 people that’s doubling year over year and could use something exactly like this. You’ll have to convince me to trust you and that the product actually does what you say it does and that you’ll be around in a year. But the thesis is sound I think.
Earlier quoted context omitted.
Oh yeah, you're right we haven't seen it like this yet. Although the point about SSO Tax is that you need to have the highest Enterprise plan to get SSO functionality at every SaaS tool. We just sell more features (not SSO) in another plan. But I see your point. We should split and reorganise our plans a little bit. What's the feature you're interested in Enterprise?
The main feature missing is automatic user provisioning (your version of SCIM?). Access review is nice and also not just for enterprises, as many businesses today need to be SOC 2 / ISO 27001 compliant, but since its a quarterly process it's less critical.
Earlier quoted context omitted.
It’s definitely a market that will have some interest. I have a company with 20 people that’s doubling year over year and could use something exactly like this. You’ll have to convince me to trust you and that the product actually does what you say it does and that you’ll be around in a year. But the thesis is sound I think.
Yes, I mean in the end the startups from today are the enterprises of tomorrow. And we can learn and build while growing with them. I see your point about trust. That definitely takes time to build up. Companies like Zeplin already work with us. It would be amazing getting the opportunity to convince you too!
Also, I think the pricing is very low. For $2.5 per user, for an org of 100 users, ACV is $3000, that implies for a 1M ARR, you need around ~340 SMBs, which I think is possible but it is on the higher side and it is lot of effort. You are pricing implies Bottoms up, But for adoption you need the whole org's buys in which I think does align at scale. Just to put things to perspective, smaller orgs (20-50) pays $5000-$6000 to drata, vanta and others for SOC2/Compliance.
Again from customer point view it is cheap and great but economics may not workout.
Just food for thought. I wish you success.