AGENDA

ABOUT ACME & MISSION

PROBLEMS
ACME KEY ASSUMPTIONS
CASE STUDY M A R K E T O P P O RT U N I T Y
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Chetan Eklaspur CUSTOMER INSIGHTS

COMPETITORS
P R O D U C T S T R AT E R G Y

PRODUCT PRICING
PRODUCT ROADMAP
S U M M A RY
ABOUT ACME
At ACME Corp, we’re bringing security and service together in
pursuit of a common goal that values trust, eliminates fraud, and
builds a better, fairer digital world for everyone.

ACME MISSION
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Our mission is to seamlessly power the identification of every web,
mobile and physical interaction.

At Risk Manager , we use state-of-the-art machine learning capabilities to analyze

and provides Risk analysis multi-factor authentication capabilities for our customers.
 PROBLEM
Market gap Priced too High
Playing Catch up with the Market leaders on the Lost Few recent deals because of High Pricing.
latest features offered. Lack of Pricing flexibility.
Ex: Biometric Authentications, Fraud Analytics

Dated UX Performance Issues

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The UI and Design of the product is dated and Loss of productivity costing consumers
often customers are left wanting for more. thousands of dollars

Migrated Customers Longer Implementation cycle

Feature Parity issues and new RFE’s from Integrations are not as easy as technology from
Migrated Customers. other companies (Duo, Microsoft, etc).
 KEY ASSUMPTIONS

Pricing L i m i t e d t e a m ​s i z e 4
C l o u d v / s O n - P r e m​

Acme Offers both Cloud and on-Prem. Current pricing model

• Limited PM, Engineering team members.
The scope of this Case study is for • Fixed Hosting fee +
• Onboarding new team member to be
Cloud SaaS Product. • Pay per use on No. of TRX’s
productive takes ~ 2 to 3 months.
 MARKET
O P P O RT U N I T Y
O V E RV I E W
 North America region leads with
the market valuation of >$7B by 2027

 EU region market valuation of > $4B by

Adaptive Auth Market  $25B by 2027 2027
[CAGR of > 15 %]
 Asia Pacific Market value to be >$5B
by 2027
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 Asia Pacific Region has highest projected
Growth Rates (2021 -2027)
 CUSTOMER INSIGHTS
[1/2]

QUALITY Delivers quality fraud alerts. Also, very

R E S U LT S easy to teach to new analysts.

D AT E D U I The appearance is very dated, and it

i s n o t a l w a y s u s e r- f r i e n d l y.

NEED TO
C AT C H U P W I T H The product is not keeping up with competition.
COMPETITION

Source: Gartner
 CUSTOMER INSIGHTS
[2/2]

The feature set is solid, but concerned with

LACKS long term viability in rapidly changing fraud
COMPREHENSIVE environment
ROADMAP
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LACKS BUSINESS D o e s a g o o d j o b w i t h M FA a n d r i s k m o n i t o r i n g . C o u l d u s e
R E P O RT I N G some improvements with out of the box management
C A PA B I L I T I E S reporting tools and analytics.

NO ENRICHMENT Does not have context of other customer interaction

AV E N U E S F R O M channels.
OTHER CHANNELS

Source: Gartner
 OUR COMPETITION
ACME COMPETITORS
 Delivers Quality Results. Best in Industry. T H R E AT P R O T E C T
Market leader, very reliable platform that offers many features.
 Feature set is solid, does good job with MFA and
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Risk Monitoring and Alerts. CONTOSO​
Product is relatively expensive with lots of features & inconvenient to use.
 Design is Complex and UI looks dated, compared
to the designs of the competitors​ SECUREIT
Robust software and seems to have many features.
 Lack of 3rd party integrations.

 Priced Higher that of other companies on the E A R LY D E T E C T

market​. Product is affordable, but inconvenience to use.

IBM SAFEIT
Complex - needs training and qualified personnel to set it up correctly, lack
of Quality Documentation.
OUR COMPETITION GRAPHIC

CONVENIENT

T H R E AT

ACME PROTECT
IBM
SECURE
SAFEIT
IT
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EXPENSIVE AFFORDABLE

E A R LY
CONTOSO DETECT

INCONVENIENT​
 P R O D U C T S T R AT E G Y

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Build Partnerships and Strengthen Reporting Leverage Platform Easy to use UI
work together Capabilities
• Enrich Fraud Data from Fractus® • Improve the UX of the Product.
• Collaborate with vendors operating • Strengthen and Enhance
Pro to derive more insights. • Upgrade to latest tech stack.
in the same industry and customer existing Raw Data Reports &
• Build on Existing Integration with • Add additional features
segment but services offered are other Web Reports.
Global Data X-change Platform requested by Customers
mutually exclusive. (Joint - GTM ) • Integrate with Wynn Reporting
• Add capabilities to Ingest
Ex: & Dashboard Solutions
Customer Specific Custom
 Behavioral Biometrics
fields
 identity-based biometric
authentication.
 PRODUCT PRICING

The Current Pricing strategy for ACME The Updated Pricing strategy for ACME Cloud is
Cloud is based on Retain the premium pricing for core services.

 Fixed Hosting fees.

 Hosting fees to be calcualted based on the estimated number of
 Total API Transactions. transactions by Enterprise Customers. 11

 Raw Data Reports.  Total API Transactions. (Discount certain Events depending
upon the customer)
 Number of Challenge question / OTP / KBA / Bio-
metric Authentications /OOB Phone / SMS.  Raw Data Reports

 Number of Challenge question / OTP / KBA / Bio-metric

Authentications / OOB Phone / SMS.
 PRODUCT ROADMAP
Q3’
22 Q3’22 – Release 3.0
 Eco-System Approach (capabilities to Ingest Customer Specific Custom Data )
 UI / UX Rewrite of other Backoffice Applications.

Q2,
22
Q2’22 – Release 2.0
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 Support Localization for Japanese, Chinese-simplified and Chinese traditional.
 Support new RDR reports based on Customer Feedback.
 Enable new Reporting Capabilities -- ( Wynn Reporting & Dashboard Solutions)

Q1,
22
Q1’22 - Release 1.0
 UI / UX Rewrite of ACME Case Management system
 Integrate Fractus PRO
 Provide Support for Out of the Box Integration of (Bio-Catch, BlockID, Identifyme)
15th
Dec

We are here
 S U M M A RY

At Risk Manager,
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we believe in “Stop Fraud, Not Customers”
THANK YOU
CHETAN EKLASPUR 14
QUICK
Q&A 15