We talked about sales development with Aline Lucia Deparis, CEO of Privacy Tools. Privacy Tools is the best Brazilian privacy management software.
How would you describe your company in an elevator pitch?
Privacy Tools is a privacy management platform based on Blockchain and AI to automate privacy projects for global companies.
What are you the best at?
Privacy is not our first company. Along with Marison Souza, CTO, we also founded Maven Inventing 11 years ago, a leader in Brazil in the digital publication of newspapers and magazines, a company in which we remain on the board. We also founded Trubr, acquired by a Swiss company, and we remain with a lower percentage but without executive performance. I am also president of Assespro-RS until the end of this year, elected in 2018 for the 2019/2020 biennium.
We are living in the era of privacy. Our data is on the internet, and the use of our data is now regulated by privacy and data protection laws in more than 80 countries. Companies are required to comply under the penalty of heavy fines in addition to the loss of reputation. The LGPD will come into effect between 2020 and 2021, and not even 5% of companies are ready for this market valued at US$ 200 billion, according to a survey by Global Data Market.
While privacy laws apply to every legal entity, some segments take priority and are pulling the string of compliance from others. Our current focus is on large companies, publicly traded companies, multinationals, legal offices and technology and information security companies, starting in Brazil but with expansion capacity.
We analyzed the most urgent needs of companies, which we could offer in packages for easy use, without so much technical knowledge or large implementation projects, so we prioritized the modules more focused on marketing, websites, compliance and service. We have another eight modules on our roadmap for the next 24 months. In addition, we study international and national competitors to create a roadmap plan that positions us with competitive advantages from the start.
How did you find your first customers?
Larger companies can opt for a corporate license. Other companies with specific needs have an account manager available to offer customized plans in our SaaS. We also have a partnership program that we intend to expand more and more. We invest in inbound marketing through our blog and the privacytech.com.br channel we created. We create quality content intending to form authority on the subject.
Clients contact us via the website, coming from a google ranking, usually requesting a commercial contact to talk about the project they have and get to know our tool a little better. At this moment, the salesperson schedules the first call/conversation. On that occasion, the status is understood. Customer’s current situation in terms of adequacy, what is their focus/need and market, in return we explain more about privacy and perform a demonstration and presentation of the solution. At the end of the call, the customer asks us (if not previously done) to access the tests of the platform and commercial proposal.
Access and a questionnaire of the volumes are sent to prepare the proposal.
The proposal is issued and sent to the client, where the negotiation starts. At this stage, billing dates, payment terms and work start dates are asked.
After acceptance of the proposal, we entered the phase of gathering information for signing a contract between the parties and the legal analysis of the drafts.
The contract is signed, then the first payment is billed, and access to the platform in the deployment sector is requested, which releases in a maximum of 2 days.
What are your customers saying about your product?
We have 0,1% of churn rate in the last 12 months, and our customer success area says we have great feedback from our customers.
What are your proud achievements so far?
In 2020 we got second place in the South Summit Latin America – Also, we received investment from an Angel investor in 2021. We started our sales activities in march 2020, during the coronavirus crisis, and we have 190 paying customers so far.
What is the next big thing in your industry?
We expect that ESG market increasing in the next years
What are your plans for the next 6-12 months?
We are going to move for a fresh new and large HQ – Also we have other five products to be launched.
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