Making service organisations digitally safer
In partnership with SIDN, we explored opportunities in digital security which led to a product that gives businesses crucial insight into their online vulnerabilities.
After succesfully validating the potential of CyberSterk in a pilot, we are now working towards our growth targets, together with SIDN.
Validated problem, solution; concept design; landing page prototype; proof of purchase intent; validated MVP; paying customers
Digital security is becoming ever-more important in our society. It centres around a cat and mouse game between hackers and security solution providers. The small and medium businesses market often underestimates the importance of security. SIDN believes that this needs to change. With Cybersterk, we want to make it safer for companies to do business.
How can we get businesses to pay more attention to their online security and take steps to improve it?
Which problem did we focus on?
To help us choose between the consumer and business markets for digital security, we organised in-depth interviews with both, to bring to light what their needs are. Our conversations with entrepreneurs revealed that businesses find security difficult to understand, but they do actually want insight into their companies’ vulnerabilities online. Two problems we were keen to tackle.
What solutions did we think of?
Joining forces with SIDN at a co-working space, we developed a concept called CyberSterk. It integrates two technical security solutions; a cloud-based website scan with a device that monitors the online traffic and hardware within a company. The results of the scans are presented on a simple dashboard and explained in plain and simple terms. This gives entrepreneurs the perfect tool to start improving their companies’ overall online security.
How did the market respond to our solution?
We validated the concept with businesses and potential sales partners through interviews at Cloudfest in Germany. This led to a larger scale test; a landing page. We recruited partner companies to sell the products, while also validating purchase intent with consumers through SEA for the page. The learnings from both experiments were used to create the Minimum Viable Product.
How did the test with our MVP turn out?
Together with SIDN, we started a pilot to (1) test if our solution would also work in a live-setting, being used by real customers and (2) further validate buyer intent. Having a direct relation with customers using the CyberSterk dashboard not only helped us to discover more about product usage, but also allowed us to find out more about our distribution channels. In the future CyberSterk will only be sold via partners, and to make life easier for them we took the opportunity to learn more about the end-customers during this fase. This information will be shared with selling partners later, making sure they can focus on the right target groups during the upcoming growth fase.
How far did our experiments get us?
It's always the most challenging part of our business, but we make it easier for ourselves by gathering the right customer insights (and testing product-message fit) already in our pilot and simulation steps. In this case; we've found out that there was traction from the logistics and transportation business, so we decided to focus on that first. From now on it's all about experimenting and execution.
Jan-Willem van Beek
Pim van der Hoorn
Bas van Bokhorst
Floris ten Hove