In 2016 I worked as a business development manager at Lloyd’s Register‘s consulting unit in Norway. We were building up a new service within industrial cybersecurity, and had a few good people on the team. We had great plans but then difficult times in the oil and gas sector started to cause problems for us. The order books were close to empty and the company started offering severance packages. We lost two key resources for our cybersecurity project, and internal funding for “future growth” was hard to obtain in this economic climate. That was the birth of the company Cybehave.
Starting a company with little sense of direction
We started Cybehave first a development project where we wanted to automate cybersecurity risk assessment, to make such services available to smaller companies. We got seed funding from Innovation Norway – called “markedsavklaringsstøtte” (Norwegian for “market validation grant”), about NOK 85.000. We also got a free workplace for a while at a startup incubator while establishing a “minimum viable product”. A key problem was that we didn’t really know what was a viable product, or who the customers were. We were searching for pilot customers, looking at small and medium sized businesses. All our real-world sales experience, however, was from LR. We were used to working with global energy companies, government agencies and international manufacturing organizations. The contacts we had, and the typical way to initiate conversations in that space, was irrelevant in the SMB space. So we were to a large degree guessing what those SMB’s would need in terms of security, having problems agreeing between ourselves what exactly our value proposition was. While doing this, our laid-off PhD level expert in risk management was building a minimum viable product by coding up a web application in Django/Python.
We did focus groups, where we invited companies from many sectors. We got little useful feedback. Vi visited a lot of companies, trying to convince them that they needed cybersecurity risk management and awareness training. They were not particularly interested, and our message was perhaps not very clear either.
Without money, life is hard
Still without customers, we wanted to sell our great approach to human centric cybersecurity. We were thinking that “we don’t have customers because we don’t have money for marketing”. Because of this, we wanted a bring an investor on board. One of the co-founders focused a lot on this, but finding an investor who is interested without customers and cash flow, and without a very clear value proposition was difficult, for some reason. Here’s what we learned:
- Local angel investors want a lot for equity without contributing much money. They have limited networks and understanding of B2B markets.
- Pitching in start-up events requires to have a really good story. B2C stories tend to win over B2B stories, at least if your story isn’t particularly exiting
- Financial estimates have very little value in the early phase. They are mostly baseless guesstimates, sprinkled with wishful thinking.
- Professional investors give a lot of very useful feedback. Talking to investment funds even if you are not in a place where you would be a good investment. You learn how they think, what they are looking for: clarity of benefit provided, growth potential, intellectual property rights, and capabilities of the management team/founders.
End of story, we did not get any external investment. The story was a bit too vague to compete with B2C for small-scale investors – or for the offers we did get we were too greedy to say “yes” to give away too much ownership, and too early to be interesting to equity funds.
We went to the government again – Innovation Norway. They granted us a “commercialisation grant” of NOK 450.000. We received the first pay-out early 2019, 50% of the grant. That process was not without effort, but with a better story to tell, a better plan, and a working prototype to demonstrate part of we wanted to do was enough to get that money. And it was a nice grant because we did not have to give away equity – although the amount of money was not anywhere close to what we wanted to get sufficient growth. Because of this, and our not so successful attempts at getting investors on board, we switched the strategy of getting funding the old-fashioned way; through positive cash flow.
Because the company was not making money, and we did not have any serious funding in place, nobody was working on the project full-time. We all had day jobs, and demanding day jobs at that. Building up a security team at a global IT company, leading a department at a regional hospital. This further hampered product development.
We did not want to make money by selling consulting hours. We wanted to build a scalable alternative. However, to provide cash flow to the company, we decided to start doing some consulting. However, doing that on top of a day job that had to be followed up, did not leave much time for building those scalable services!
Administration requires work too
It is easy to focus on the customer, the big ideas, developing software (more about that later). if you don’t keep up with administrative needs, there will be problems.
Accounting is important. There are many software companies selling “do-it-yourself” accounting solutions. Unless you enjoy accounting and actually know what you are doing, avoid the DIY solutions. IT is hard to know which account to use for a certain expense, and what services bought outside the country that should be reported for VAT or not. You could spend time learning all this, but unless that is your core business or you enjoy the details of accounting, get help. Top three accounting tips must be:
- Engage an accountant.
- Set up integrations between your bank accounts and your accounting system.
- Use the accounting data to keep track of your company’s finances. Set up dashboards or reports that make sense to you. As a bare minimum you should get monthly statements on cash flow, liquidity and expenses in key categories (e.g. cloud computing, travel, salary).
In addition to accounting you will need to report regularly to the government. In Norway you will have to create a VAT tax report every other month. Failing to report on time will cause trouble – or fines from the tax authorities. This job is definitely best left to an accountant again! The same goes for the annual accounts and shareholder registry if your company is a limited company with shares.
A successful product: PrivacyBox
This gave us a very different situation from the security awareness and risk solution: someone with actual use for the product who could tell us what they needed. It was mainly I who developed the first version of this software, as a prototype. We got a lot of great features in, and the customer was happy with the product. It was in use by Sportradar globally across all their brands from 2019 to 31 December 2021. They had to switch vendor because Cybehave is being dissolved but they were happy with the solution.
- Have a pilot customer before you write any type of code
- The pilot customer should have a clear need to satisfy and opinions on how the system should work
- The pilot customer should have sufficient volume of work to be done in the software that you get real-world experience and feedback
In addition to the help we got from the clear feedback from the pilot customer, we quickly learned a few other things:
- Create great end-user documentation that tells users how to accomplish tasks.
- For “one-time users” such as data subjects making requests, make filling in the form as quick and easy as possible
- Solutions that filter spam are important when publishing forms online on pages with high-volume traffic. An e-mail with a confirmation link is a simple and effective solution for this.
- Application logging is extremely important for troubleshooting and customer support requests
- Be prepared to answer customer support requests quickly. Keeping the customer happy means making sure they can get their work done, even when the software solution has a bug or is missing a feature
Don’t develop software alone
Cybehave was a company without full-time employees. In fact, most of the time it did not have any employees at all. In the beginning, the first prototype of a SaaS software was created by the colleague that was let go from LR. She was a brilliant risk analyst, and great at scientific computing. That does not make you a software engineer. The majority, however, was written by me. The other two co-founders were non-technical and did not write code. Not sure I am brilliant at anything, but I am also not a software engineer by education. I did, however, learn a great deal from the Cybehave project, as well as from working at Sportradar. Key take-aways for the next time:
- Don’t write software alone. It is too much work and too easy to make serious mistakes leading to vulnerabilities and nasty bugs.
- Spend more time thinking about architecture and design patterns than actually writing code.
- Iterate. When your new feature works, it is not done. Work on it until it becomes good – think about and measure performance, reliability, user experience. And most of all: get outside feedback on how well it works – it will all be easy to you, since you created it!
- Test. Because of the lack of formal software engineering background and a focus on “creating the things” as a one-man show, not much testing was done when writing Cybehave’s software. Testing is extremely important for both performance and security.
- Don’t create features the customer does not need. All software will need to be maintained, the less code you have, the less interest there will be to pay on the technical debt.
For PrivacyBox we sometimes needed to improve features or add new ones. At one point, we decided to hire a freelancer to do some improvements. That freelancer was a professional software engineer who was not necessarily cheap per hour, but created high-quality code, improved architecture and provided very helpful feedback on technical details. If your team does not have the competence needed and you cannot afford to hire someone, contract with good freelancers for specific tasks and make sure to work closely with them.
Automation and Git hygiene provide a lot of value
You should not make software development a solo project, and testing is important. If you are a non-technical founder but your company makes software, make sure to talk to your technical team about how to ensure good quality of the software you produce. Even with a small team, or with freelancers on board for specific features, you will gain a lot by setting up automated tests and build pipelines. This will reduce the number of bugs and provide help to build better software.
- Set up at least three branches in Git: development, test, production
- Push often to development to make sure you do not lose work
- Use feature branches that will merge to development
- Merge to test branch should automatically run important tests. Those should include static analysis and software component analysis as a minimum. You should also have unit tests and integration tests running in a software test suite. If tests fail, you should not be able to merge the branch into production.
- When you merge to production, your pipeline should automatically push the changes to the production servers. Most likely you will be running your software on public cloud infrastructure. Public cloud providers will typically have good documentation available for how to set up CI/CD pipelines.
Application security bare minimum practices
Nothing will erode your customer’s trust as fast as a compromised software solution. Security is business critical, not only to you but also to your customer. Because of this, you should make sure that the software you create follows some key practices.
- Ensure identity and authorization management is properly implemented. Use single sign-on solutions for B2B interactions when possible. If you implement your own authentication and authorization system, make sure passwords are strong enough, hashed and salted, and that multifactor authentication is available and possibly required.
- Log all security events and create alerts for unexpected events. Important events include authentication, password change, privilege escalation (if multiple authorization levels exist), user creation, unauthorized access/transaction attempts, all privileged access/transactions. In addition, there may be context specific events that are important to track, such as data deletion, data sharing, etc.
- Ensure input validation is applied for all user generated input. This also applies to responses from third-party API’s.
- Make sure there are no secrets in your code. Secrets should be injected at run-time and be possible to rotate.
Lessons from shutting it down
So, Cybehave came to an end. Closing down a software company, means shutting down a lot of services. It would have been much easier to do this, if we had an inventory of all online services and software solutions we were using. When starting to shut down our operations, we had to create this inventory. Here are some categories of services we were using:
- Transactional mail providers
- Cloud services (we were running on Google cloud IaaS and PaaS solutions)
- Office/collaboration software
- CRM and marketing solutions
- Github organization with private and public repositories
- Accounting software
- Mobile apps from banks, etc.
Just keeping track of the online accounts and services used in a spreadsheet would be a great help. I noticed that we had accounts with many SaaS providers that we were not using; we had simply tried them out and left the accounts active when abandoning them. With a cloud software inventory and a practice to shut down unused accounts we would not only make it easier to shut down the company, we would also have reduced our attack surface.
Shutting down a company also means reporting this to the authorities. We got good help from our accountant in doing this, which takes way the uncertainty about what is required.
Telling our customers has also been important, of course. This should be done in good time, so the customers can transfer data and systems to new solutions if your products are being discontinued. We see that this requires a bit of support time and extra engineering effort to create good data transfer solutions. Factoring in the time to do this is important so that no bridges are burned and contractual obligations are met.
Cybehave has been a great journey, and the company was actually profitable most years. Most of the cash flow came from consulting, where we have had the privilege of helping software companies, healthcare authorities, municipalities, construction companies. As much as I enjoy creating software, working directly with customers creating value and improving security is the real motivator. Today I am back in a great company where I can do this every day – with real positive impact.
Talking to fund managers and potential customers that never resulted in investments or sales have also been interesting. Start-up life is full of contrasts, at one point we were sitting in a meeting with top management of a multinational engineering company one day, and meeting a potential customer the next day where all 6 employees shared one office that was filled with cardboard boxes and laptops on the floor. It is rewarding but also tiring. But without sufficient financial muscles, the impact you want to make will remain a dream.
Although leaving a project you have put thousands of hours into will inevitably make you feel a bit melancholic, the future is bright, exiting and fast paced!
My new project is working for DNV Cybersecurity, where we are building the world’s best industrial cybersecurity provider within DNV’s Accelerator. DNV’s purpose is to safeguard life, property and the environment – which is very close to heart for me. DNV Cybersecurity has recently joined forces Applied Risk, and this is only the beginning. I am therefore looking forward to making impact together with great colleagues at DNV, where fast growth will allow us to bring the best security solutions for the real world to more customers around the world, defending hospitals, the power grid, shipping, food supply chains and the energy markets from hackers also in 2022.
Happy new year to all of you!