SC

Strategy Canon

Sqreen: sourced choices

20 product and go-to-market choices, oldest first. Back to the case study

  1. 2015Product · Starting problem The founders chose application protection after working on offensive security at Apple. SQ2
  2. 2017Go_To_Market · Inbound acquisition Early employee Lucas Masson recalled that technical content already generated inbound leads when he joined. SQ3
  3. 2017Go_To_Market · Customer analysis Masson organized sales-stage metrics and examined who bought and why. SQ3
  4. 2017Go_To_Market · Initial segment Repeat CTOs at B2B SaaS startups emerged as an early customer niche in Masson's account. SQ3
  5. 2018Go_To_Market · Customer contact During YC the US team collected feedback during the day and passed it to engineering in Paris. SQ3
  6. 2018Go_To_Market · Market expansion More mature US security programs exposed gaps in an offer first suited to Series A and B startups. SQ3
  7. 2019-04-02Product · Deployment Sqreen embedded monitoring agents inside running applications. SQ2
  8. 2019-04-02Product · Detection Agents gathered application security data to identify potential threats in real time. SQ2
  9. 2019-04-02Product · Protection The offering included runtime application self-protection modules. SQ2
  10. 2019-04-02Product · Filtering The offering included an in-application web application firewall. SQ2
  11. 2019-04-02Product · Account security Account takeover protection was among the offered modules. SQ2
  12. 2019-04-02Product · Activation Betouin said protection modules could be activated without a new engineering or operations intervention. SQ2
  13. 2019-04-02Product · Configuration The company described automatic adaptation to the application stack. SQ2
  14. 2019-04-02Go_To_Market · Buyer Sqreen targeted startup CTOs or engineering heads responsible for security without specialist teams. SQ2
  15. 2019-04-02Go_To_Market · Second buyer A second buyer group ran security at midsize and larger digitally native companies. SQ2
  16. 2021Go_To_Market · Sales staffing After its Series A, Sqreen hired experienced US sales leadership, according to Masson. This is established retrospectively by the acquisition period. SQ3
  17. 2021Go_To_Market · Sales practice Deal reviews, forecasts and qualification methods became part of the sales operation. This is established retrospectively by the acquisition period. SQ3
  18. 2021Go_To_Market · Exit choice Betouin described considering a further financing round before choosing Datadog's offer. SQ1
  19. 2021-04-12Product · Combined offering Datadog described Sqreen as combining application protection, threat monitoring and security testing. SQ4
  20. 2021-04-12Product · Platform direction Datadog planned to combine Sqreen with its observability and security platform; this was an acquisition intention, not evidence of completed integration. SQ4