Specialist
Former VP at Privitar Ltd
Agenda
- Privitar's value proposition and key use cases
- Barriers to adoption and how potential customers assess buying vs building data privacy tools in house
- Assessment of Privitar’s sales cycle and outlook
- Competitive landscape assessment, with a focus on the threat from cloud platforms and data lake providers
Questions
1.
What is the value proposition of a tool such as Privitar? What business challenges does it help solve?
2.
How exactly does the Privitar platform work?
3.
What were customers typically using for access control and encryption before the emergence of tools such as Privitar? Was it typically tools that enterprises built themselves or were they using third parties?
4.
Do you think Privitar is targeting a greenfield opportunity, or is it directly competing with access control and encryption tools? Is it replacing those tools, or is it typically used alongside a customer use case that is different to what you would use an access control or an encryption tool for?
5.
Privitar has some large enterprise customers such as HSBC and Citi. What do you think about buy vs build now? Do you think it is still a consistent threat to Privitar that potential customers just want to build all of this in-house, rather than use a third party such as Privitar?
6.
What would typically be the Privitar pitch vs in-house solutions?
7.
Is Privitar essentially a single platform, or are there multiple components of the platform that customers can choose what they want to purchase?
8.
My sense is that data historically has been housed across many different systems, but increasingly businesses are trying to consolidate that through data lakes and data initiatives. What kind of data environment is Privitar typically deployed in? Did that evolve during your time at the company?
9.
Does the data environment becoming more consolidated lower the attractiveness of Privitar?
10.
If customers are trying to consolidate their data and increase their use of cloud environments, do you think the data privacy offerings from these players will be perceived as good enough? How significant is this threat?
11.
Could Privitar be used for particularly complex scenarios or use cases, while a customer uses certain elements of a data privacy tool natively built into AWS [Amazon Web Services] or Snowflake? Could those solutions co-exist in a customer?
12.
What are the main reasons when Privitar isn’t successful in winning a customer?
13.
Has Privitar ever tried to put a number on its TAM? Privitar seems particularly niche here, given that it focuses on data analytics, so it’s typically very complex workloads for enterprises in certain verticals, where there is a lot of B2C data. Is Privitar’s TAM actually quite small, because of how niche the use cases it’s applicable for are?
14.
It seems the biggest threat for a company such as Privitar is the cloud providers or data lake platforms building out their own encryption tools, and them being perceived as good enough. Do you think the cloud providers can actually make their tools good enough in the more complex workflows Privitar is usually deployed for, or will they never be good enough within those complex workflows, because it’s not their focus?
15.
How long can a typical sales cycle be for Privitar?
16.
It seems Privitar is quite a tough sell. It’s very niche for complex use cases. What is your outlook for Privitar, given that it’s a hot market but there seem to be some barriers to selling this to a company?
17.
Are the integrations of Privitar into things such as BigID and other tech platforms not at the level you think they should be?
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