Thought Leaders in Financial Technology: Nelson Cicchitto, CEO of Avatier (Part 3)

Sramana Mitra: Talk to me about the go-to-market strategy and market adoption. What is a scenario or a segment where your solution or architecture is preferable to Okta, Ping Identity, and others? 

Nelson Cicchitto: It’s highly preferable actually. In the next 60 days, we are ready to announce something that would disrupt the market – a pricing structure that is completely different than anything that you have ever seen in the industry and value that doesn’t exist anywhere else. 

Sramana Mitra: Let me repeat the question. What is a scenario or segment where your solution is preferable to the rest of the market?

Nelson Cicchitto: In three different ways. Any DOD account that needs their identity management installed on-premise wants the ability to stop a service and put in the latest technology from GitHub and then start the service. That’s their upgrade process.

They are moving to a digital transformation of DevOps instead of IT. Those customers are ideal for Avatier’s current deployment model. These customers want to host solutions themselves in Microsoft Azure, Google Cloud, and Wrapspace.

Our solution is ideal for that. It’s perfect for that. I don’t know of many others that provide that flexibility and that capability. The cloud customers that we sell to are the ones who want to control their updates – the ones that want to experience seamless integration to their existing infrastructure without having to copy stuff up to the cloud.

This is similar to what we saw with OneLogin and the multi-tenant breach where all the credentials were compromised. These customers want to control their own encryption key of their data. Those are the customer preference trends. 

Sramana Mitra: Where are you seeing adoption right now?

Nelson Cicchitto: Adoption is all over the place. There’s nothing in our park that is industry-specific. That being said, we have industry-specific connectors. We integrate tightly with a lot of the large hospital applications out there.

We have specific market segments that we go after like hospitality and gaming for example. In the educational market, we integrate with specific applications. Industries that have high turnover, a remote workforce that needs strong collaboration, and strong tools that work everywhere, are adopting our solutions.

We have a particular target market that we are going after. The larger sized organizations adopt our solutions. A deal we are working on right now has 70,000 users. Another deal has 120,000 users.

We have a full REST API for everything that we are doing. We don’t sell that separately as the rest of our competition does. It gives them the capability to rescan our single sign solution with their UI or embed it in their mobile app or any other platforms. They could do that through our REST API.

This segment is part 3 in the series : Thought Leaders in Financial Technology: Nelson Cicchitto, CEO of Avatier
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