AccuKnox Cloud Security

Ideal Customer Profile

B2B Table

Key Considerations:

ICP1: Clint Health (a current paying customer for AccuKnox)
- Emphasising ease of use and integration with existing DevOps workflows
- Highlighting the value proposition of improved security posture without impacting development velocity
ICP2: Pure Storage (a current paying customer for AccuKnox)
- Explaining the value of comprehensive security assessments, compliance audits, and risk mitigation.
- Demonstration of how AccuKnox can help meet regulatory requirements and streamline security operations.

Criteria	ICP1: High-Growth Startup	ICP2: Large Enterprise
Name	Clint Health	Pure Storage
Company Size	50-500 employees	1000+ employees
Location	Globally distributed (with a strong presence in US and Europe)	Globally distributed with a significant presence in major tech hubs (e.g., Silicon Valley, New York, London)
Funding Raised	Series A-C funding	Well-funded with significant revenue streams
Industry Domain	FinTech, EdTech, SaaS, Healthcare (with strong digital transformation initiatives)	Financial Services, Healthcare, Government, Manufacturing (highly regulated industries)
Stage of the company	Rapid growth, scaling rapidly, expanding product offerings	Mature organization, established IT infrastructure, complex security needs
Organization Structure	Agile, decentralized, fast-paced decision-making	Hierarchical, complex approval processes, multiple stakeholders
Decision Maker	CTO, CISO, Head of Engineering, Security Architect	CISO, CIO, IT Director, Security Manager, multiple departments involved
Decision Blocker	Budget constraints, competing priorities, fear of disruption	Security concerns, compliance requirements, integration challenges, long procurement cycles
Frequency of use case	Daily, frequent deployments, continuous integration/continuous delivery (CI/CD)	Regular security assessments, compliance audits, incident response
Products used in workplace	Cloud platforms (AWS, Azure, GCP), Kubernetes, microservices, DevOps tools (Jenkins, GitLab)	On-premises infrastructure, private/hybrid cloud, legacy systems, complex IT environments
Organizational Goals	Accelerate innovation, improve time-to-market, enhance security posture, achieve compliance	Maintain data security and privacy, ensure regulatory compliance (e.g., GDPR, HIPAA), reduce risk, improve operational efficiency
Preferred Outreach Channels	Industry events, online webinars, targeted advertising, social media, referrals	Industry conferences, direct mail, email campaigns, account-based marketing (ABM)
Conversion Time	Short sales cycle (weeks to months)	Long sales cycle (months to years)
GMV	High potential for rapid growth in revenue	High potential for significant revenue and long-term customer lifetime value
Growth of company	High growth trajectory, expanding rapidly	Steady growth, established market presence
Motivation	Improve security posture, gain a competitive advantage, reduce risk	Meet compliance requirements, mitigate threats, improve operational efficiency, reduce costs
Organization Influence	Early adopters, willing to experiment with new technologies	Established security practices, may require strong proof of value and ROI
Tools Utilized in workspace	Collaboration tools (Slack, Microsoft Teams), project management tools (Jira, Asana), communication platforms	Enterprise communication tools, ticketing systems, data loss prevention (DLP) solutions
Decision Time	Fast decision-making, agile approach	Slower decision-making process, multiple stakeholders involved

ICP Prioritisation

[Use this framework to prioritise your ICP's]

Criteria

Adoption Rate

Appetite to Pay

Frequency of Use Case

Distribution Potential

TAM ( users/currency)

ICP 1 - Clint Health

High

Low

5000 user

ICP 2 - Pure Storage

High

21,000 users

From the ICP Prioritisation Framework, we can see that ICP 2 can be focused upon since the market for these users is larger enough and the the users have a good use case of the product! Now when we dig deeper into fleshing out the strategies for acquisition we will target them towards ICP 2 and ICP 5.

Here's a breakdown of why:

High Appetite to Pay: These customers are likely to invest in solutions that address their critical needs and provide a strong return on investment (ROI). This translates to higher potential revenue and customer lifetime value.
High Frequency of Use Cases: These segments are likely to utilize the product frequently, leading to higher product engagement, increased customer satisfaction, and potentially higher revenue per customer.
Significant Market Size (TAM): Targeting larger markets allows for greater scalability and a larger potential customer base for growth.

JTBD and validation

Goal Priority	Goal Type	ICP	JTBD	Validation Approach	Validation
Primary	Functional (Impress my boss and team)	Clint Health	I want to prevent costly security breaches that could cripple my business and derail our growth journey. (Focuses on risk mitigation and business continuity) I want to demonstrate to investors and customers that we take security seriously and have a mature security posture. (Shows the importance of security for external stakeholders) I want to streamline security processes so my development teams can focus on innovation and quickly deliver new features. (Emphasizes efficiency and developer productivity) I want to easily integrate security into my CI/CD pipeline without introducing bottlenecks or delays. (Focuses on seamless integration with existing workflows) I want to gain visibility into my security posture and quickly identify and resolves known and unknown vulnerabilities.	User Interviews via Google meet Case Study document	Clint Health's development teams can deploy code quickly and securely without manual intervention or significant delays.
Secondary	Functional (Impress my boss and team)	Pure Storage	"I want to simplify and automate my complex security operations while ensuring compliance with industry regulations."	User Interview via Zoom Customer Success Stories	My security teams can efficiently manage and respond to threats, meet compliance requirements, and reduce operational overhead.

Onboarding Teardown

How to do an onboarding teardown?

Take screenshots of each page of the interface, note each interaction and user touchpoint, and assess based on user empathy:

What is working well on the screen and why?
What is not working and why?
What changes/improvements do you suggest can be made? Why do you think that would be better?
Where does the “aha” moment occur?
Evaluate your onboarding on the cognitive biases.

AccuKnox Onboarding Teardown - JAN'2025.pdf

Activation metrics

<<Given that AccuKnox is currently in 10-20 B2B GTM & adoption journey, hence only adding the theoretical explanation for better understanding on Metrics>>

Parameters to track your activation metrics:

Key Retention Metrics
D1, D7, and D30 Retention:
- D1 Retention: Percentage of users who return to the app on the first day after installation.
- D7 Retention: Percentage of users who return to the app seven days after installation.
- D30 Retention: Percentage of users who return to the app 30 days after installation.
- Importance: These metrics are crucial for understanding user engagement and long-term product stickiness.
DAU/MAU (Daily Active Users / Monthly Active Users):
- DAU: Number of unique users who use the app on a given day.
- MAU: Number of unique users who use the app within a month.
- Importance: Indicates user engagement and product activity levels. High DAU/MAU ratio suggests strong daily usage.
Subscription Rate vs. Retention:
- Analyze the correlation between subscription rates and retention rates. Do users who subscribe tend to have higher retention rates?
- Importance: Understanding this relationship helps optimize pricing strategies and subscription models.
Average Time to Action (TAT):
- Measure the time it takes users to complete key actions within the app. (e.g., making a purchase, completing a level, achieving a specific goal)
- Importance: Low TAT indicates a smooth and intuitive user experience, while high TAT may signal friction points or areas for improvement.

User Segmentation & Analysis

User Cohorts:
- Analyze user behavior and retention across different cohorts: (e.g., users acquired through specific channels, users with specific demographics, users who subscribed at different times).
- Importance: Identify user segments with high retention rates and tailor engagement strategies accordingly.
Acquisition Source:
- Track user acquisition channels (e.g., social media, search, referrals).
- Analyze retention rates across different acquisition channels.
- Importance: Determine which channels bring in the most engaged and retained users.

Product Feedback & Analysis

Product Reviews:
- Regularly monitor app store reviews and in-app feedback.
- Identify common pain points, areas of frustration, and suggestions for improvement.
- Importance: Gain valuable insights into user sentiment, identify areas for product enhancement, and address critical issues.

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