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Conversation
Highlights
Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Sebastian Stranieri, CEO & Founder of VU Security, a fraud prevention and identity protection platform that has raised $24 Million in funding.
Here are the most interesting points from our conversation:
- The Future of Digital Identity: Sebastian explained how the digital identity of individuals is scattered across the internet, making it nearly impossible to erase personal data. His vision is to give users control over their identities, allowing them to manage, revoke, or approve access to their information.
- The Intersection of Cybersecurity and User Experience: Balancing security with user experience is no longer a trade-off. Sebastian emphasized that today’s technology should provide both, enabling companies to deliver secure yet frictionless services to their users through AI and behavior-based models.
- SaaS Business Model Evolution: VU Security shifted to a SaaS-based, transactional business model, offering clients flexibility with consumption-based pricing. This approach allows them to cater to the specific needs of their clients, from financial institutions to government entities.
- Global Expansion Through Strategic Partnerships: Over 60% of VU’s revenue comes from partnerships with large firms. These collaborations have allowed VU to expand into 23 countries without direct investment in each market, leveraging partners for localization and implementation.
- Building Trust in the Early Days: Winning the trust of VU’s first major client was challenging. Sebastian shared the story of how one bank executive bet his career on VU’s technology, a move that underscored the importance of trust in the cybersecurity space.
- Leveraging Awards for Credibility: Early on, VU Security relied on prestigious industry awards to signal credibility in the marketplace. One major recognition from MIT’s Technology Review helped validate the company as an innovator in the cybersecurity field.
Actionable
Takeaways
Control Over Digital Identity Will Be a Key Differentiator
Founders should consider how they can give their users more control over their digital identities. Offering features that allow users to manage, revoke, and authorize access to their data could become a significant competitive advantage as privacy concerns increase globally.
Balance Between Security and User Experience Is No Longer Enough
It’s critical to deliver exceptional user experience and robust security simultaneously. Startups should invest in invisible security measures, like AI-driven behavior analysis, to ensure seamless user interactions without compromising safety.
Adopt a Flexible SaaS Model for Scalability
If you’re building a B2B product, explore SaaS-based transactional models to offer customers flexibility. This can help you cater to varied client needs and simplify scaling across markets while creating predictable revenue streams.
Strategic Partnerships Can Accelerate Global Expansion
Partnering with local firms in international markets can help you expand efficiently without heavy investments in those regions. Look for partners who have deep knowledge of local regulations and customer needs to maximize success.
Leverage Awards and Certifications for Early Credibility
When you're still establishing market trust, industry awards and recognitions can be invaluable for signaling credibility. Apply for prestigious recognitions and make sure to showcase your wins in marketing materials to build momentum and attract customers early on.
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