BROADCASTS.com

b'

Rickard Carlsson. He\\u2019s the CEO of Detectify, a Stockholm-based security startup selected as one of Sweden\\u2019s super talents, in 2015, by the Swedish business publication, Veckans Aff\\xe4rer. He has lived and worked in Sweden, USA and India and holds an MSc of applied physics and electrical engineering.

Famous Five:

• Favorite Book? \\u2013 Home Improvement Books
• What CEO do you follow? \\u2013 N/A\\xa0
• Favorite online tool? \\u2014 Google Calendar
• How many hours of sleep do you get?\\u2014 8
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 \\u201cKnow more about how to build a great team\\u201d

\\xa0

Time Stamped Show Notes:

• 00:43 \\u2013 Nathan introduces Rickard to the show
• 01:35 \\u2013 Detectify integrates security testing into the development workflow
• • 01:49 \\u2013 Detectify makes sure that the safety testing is brought to development
• 02:08 \\u2013 Pipedrive uses Detectify as a part of their security
• • 02:25 \\u2013 Security is important for Pipedrive so they use Detectify to automate a large part of their security detecting
• 02:54 \\u2013 Average pay per customer is \\u20ac80
• 03:10 \\u2013 Detectify was launched in 2014
• 03:50 \\u2013 Rickard\\u2019s co-founders who worked for the biggest tech companies had the idea of Detectify
• 04:44 \\u2013 Rickard met his co-founders at his previous job and they were Angel investors to Detectify
• 04:58 \\u2013 Rickard was a business consultant for McKinsey
• 05:54 \\u2013 Rickard started a startup to learn new things
• 06:21 \\u2013 Detectify has 4 founders and the split is not the usual 25% each
• 06:41 \\u2013 Detectify has now raised \\u20ac2.5M
• 06:49 \\u2013 The last round was a priced equity round
• 07:13 \\u2013 Rickard does everything except coding including sales
• 07:42 \\u2013 Detectify managed to get 1-2 important Angels on board
• 08:09 \\u2013 Detectify is currently serving 350 customers
• 08:20 \\u2013 Majority of the customers are the long-paying customers
• 08:45 \\u2013 There\\u2019s an increasing number of larger customers
• 08:55 \\u2013 MRR is around $30K
• 09:10 \\u2013 Nathan has released interview videos on Youtube
• 09:45 \\u2013 Team size is around 25
• • 10:09 \\u2013 Salaries in Europe are much smaller than in the USA
  • 10:18 \\u2013 2/3 of the team are full-time engineers
• 11:17 \\u2013 Gross customer churn
• 11:26 \\u2013 Detectify has no paid acquisition
• 11:30 \\u2013 Detectify has 2 outbound sales people who just started
• 12:00 \\u2013 The team is based in Sweden
• 12:17 \\u2013 LTV
• 12:47 \\u2013 Detectify has a few enterprise customers
• • 13:00 \\u2013 Deals are usually a year contract with an upfront payment
• 13:25 \\u2013 Rickard won\\u2019t disclose what the salespeople get for every $10K deal they close
• 15:36 \\u2013 The Famous Five

\\xa0

3 Key Points:

• An eagerness to learn new things is a great motivator to start one\\u2019s own business.
• Security is simply a necessity.
• Having different brackets of customers allows for more growth.

\\xa0

Resources Mentioned:

• The Top Inbox\\xa0 \\u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• Klipfolio \\u2013 Track your business performance across all departments for FREE
• Hotjar \\u2013 Nathan uses Hotjar to track what you\\u2019re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience
• Acuity Scheduling \\u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Host Gator\\xa0\\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible
• Audible\\xa0\\u2013 Nathan uses Audible when he\\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
• Show Notes provided by Mallard Creatives