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How Securicy Uses Data to Enable Revenue, Investment, and Growth

Written by Colin MacInnis. Published on June 16, 2018.

Securicy Makes Cyber Security Compliance Easier to Manage

Securicy is a Software as a Service (SaaS) company that provides a cloud-based self-service system for companies to build, deploy, and enforce information cyber security policies.

The Founders’ Experience With the Pain

The founders, Darren Gallop and Laird Wilton, experienced firsthand the pain associated with meeting security compliance when trying to do business with large clients. In their other software company, Marcato Festival Solutions, the sales strategy shifted towards pursuing larger venues. They were successful in acquiring those large clients, but the roadblock of cyber security compliance definitely delivered a scare.

For some businesses, becoming compliant with one of the standard security frameworks can cost up to and beyond $100,000. This is where Darren and Laird saw the opportunity to commercialize a new idea. They began working on the idea, set their foundation, and reached out to programs across North America to help accelerate the product to market. In January 2018, the team announced they had been accepted to Boston’s Techstars accelerator; one of the top-5 accelerator programs for technology startups in the world.

The Excellent Balance Between Securicy’s Co-Founders

The unique balance between founders Laird Wilton and Darren Gallop is their ability to combine structure with innovative thinking. Darren Gallop is a very visionary person. He has a unique ability to envision the future and identify the milestones needed to accomplish progress. He’ll admit he doesn’t always know the very best way forward, but he knows how to connect the vision and people to execute.

His counterpart, Laird Wilton, is the systems and process man behind the curtain. Where Darren sets the scope for what the team will accomplish, Laird works through a systematic process to ensure Securicy executes in a repeatable and scalable way. On top of that, Laird is very data-driven. He cares that the system and processes his team uses help move the needle; not stall it. With an abundance of consideration and high detail to attention, Laird comprehends the meaning behind data and aligns strategy to execute.

The genius combination of Darren’s vision with Laird’s operations mindset helps Securicy unleash the full-force of marketing, sales, and customer success (aka revenue). Their company is built on scalable practices and investors love it.

Building Securicy as an Asset, NOT a Disorganized Operation

Starting a business is much easier when the founders treat the company as an asset. By creating efficient processes and dedicated roles, the business becomes a type of commodity that can be traded, sold, and purchased. The best way I can describe this is through mergers and acquisitions.

When purchasing a company, Investors get into the weeds on many items. One of the many things they’ll want to answer is ‘how easy will this be to run?’. In a poor operating environment, processes will be janky, data integrity will be non-existent, and the team will have free reign over the apps they use for their role. Buying this company would be like buying a bicycle with square tires.

Fortunately, an acquisition can be much easier. In a well-organized environment, there will be processes, checklists, and methods to deal with different parts of the business. These small practices make the flow of data easier and makes the buying-decision more sophisticated. Buying this company would be like buying a porsche.

Early into operations, Securicy prioritized building their company as an asset. They have accomplished synchronizing departments and teams to maximize productivity and communication. The product team is aligned with the UX team. Marketing is aligned with Sales. Sales is aligned with Customer Success and Finance. It all runs very smoothly.

As Securicy continues to get even more investment, they’re positioned to share accurate insights to their operations, such as the percentage of contacts to reach MQL, SQL, and Closed Won/Lost. It’s beautiful.

Takeaways: CRM Configurations

If you’re looking to implement or refine a CRM, there are a number of modules I suggest you consider adding. Listed below are some considerations of components to add to your CRM via custom configuration:

  • Active Departments: What department currently owns the
    contact? Are they a marketing contact? Sales contact?
    Customer Success?
  • Subscriptions: A multi-select checkbox to capture what
    subscriptions a contact has subscribed to.
  • Interests: A multi-select checkbox to capture what ebooks,
    checklists, and content offers a contact has received.
  • Campaigns: A multi-select checkbox to capture what campaigns
    a contact has participated in. You wouldn’t use these for every
    single email that goes out, rather the specific campaigns you
    design with a team of people (the ones your team really puts
    effort into).
  • Programs: A multi-select checkbox to capture what programs a
    contact is a part of. This would be where you declare a contact
    as participating in a Beta Program.

Conclusion

Once you have these, you can start to individually pick and measure the performance of campaigns as they relate to end-users and customers. For example, one campaign could be driving a significant amount of signups, sales calls, or customers. Adding the additional data segments as described above helps provide this insight.

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