1. BigData
Team Privacy: Nan, Jim, Sundaresan

2. Business Canvas (v1)
Privacy Creating educational
advocacy awareness Perception of
enhanced Smart phone
groups trust
Building trust privacy users uneasy
about privacy
Consumers Don’t
Care About
Technology
Location Privacy
Own website
Developing App revenue (or free?)
costs
Marketing
costs

3. Business Canvas After Restart
Customer
Acquisition High Touch Current
Accounting Remove
Firms Integration Cost
Customer
Service Auditing/Forensi
System
Development c Accounting
Firms/Orgs
Improve
Scalability
Future
Real-Time
Analytics Hospitals/Public
Direct Sales Health
Technology Organizations
Interaction
Flexibility
Government
Agencies
System Customer
Customer
Development Service Subscription/Service/Training Fee
Acquisition Cost
Cost Cost

4. Business Canvas (v5)

5. Technology
0845644, 0915834
61/445,272 (web data)
61/423,939 (local storage)
Websites File Systems Databases Web Dataset

6. 20 Interviews
• Intelligence Community (7)
– CIA, NSA, In-Q-Tel (3), TRS, SAIC (System Integrators)
– Overwhelmingly positive responses.
– Learning: Customer relationship, distribution channel, purchase
decision workflow, partnership.
• Hedge Fund Manager / IB / Financial Analysts (5)
– Citigroup, VentureCount, ManagementCV, a former hedge fund
manager, an investment management firm
– Mixed responses: hedge funder managers / IB / traders
positive, long-term investment analyst not so much.
• Financial Auditing / Investigation (4)
– Deloitte, KPMG, Stanford, AARM
– Learning: hands-on experience with current solutions, pain
point, purchasing decision workflow
• Government Regulators (2)
– SEC, FTC
– Negative – strong “not invented here” syndrome
• Medical Data Analysts (2)
– GWU & NaviNet
– Negative – only interested in precise data

7. Overall Learning
• Earlyvangelists
– Hedge fund managers / IB / Traders
– Intelligence analysts
– Common characteristics: risk takers, fight for
proprietary real-time information [2 In-Q-Tel interviews]
– Danger: avoid becoming a service / consulting
company
• Mainstream customers
– Competitive intelligence: Fortune 500 companies
– Financial auditing, long-term investment analysts, etc.
– Real-time monitoring, litigation avoidance
• Non-customers
– Forensics investigators
– Medical data analysts
– Both require precise aggregates (admissible evidence
for forensics)
– Fractured market

8. IB, Hedge Auditing /
Intelligence Fund Monitoring
Generic Platform for Unstructured Data Analytics

9. Intelligence Community
• Main value propositions
– Real-time analytics / alerts: “Need-to-have”
– Non-interference with their existing systems
(Hadoop, MapReduce) [In-Q-Tel, TRS & SAIC interviews]
– Interoperability with their existing systems [CIA]
– Easy-to-use
– Cost not really an issue
• Customer relationship: demand high-touch customer
service
– Most existing firms are service-oriented companies
– Palantir an example to solve the problem
• Plan: partner with system integration companies –
e.g., SAIC
– Interest from SAIC
– Palantir did this (with mixed success)

10. Hedge Fund Manager / Investment Bank
• Main value propositions
– Real-time analytics / alerts
– Interoperability with existing systems – e.g., FactSet
– Easy-to-use
– Cost less of an issue
• Customer relationship: demand highly polished end
product
• Plan: direct sales
Financial Auditing / Monitoring
• Main value propositions
– Real-time analytics – currently wait for one day
– Lower cost
– No “paper trail” left behind
• Plan: direct sales

11. Purchase Decision: Common for IC, IB & Auditing Firms
Corporate IT
Department /
CIO office
Analyst/
Manager/
Partner

12. Market Size
• Global financial data market: $16 billion / year [Inside
Market Data]
– Bloomberg: revenue $6.9 billion / year
– Thomson Reuters: revenue $14 billion total / year, about $6 billion
/ year for financial data
– Smaller players for the other 1/3 market
– e.g., FactSet $641 million / year
• Global analytics / BI software market: $10 billion / year
[Gartner]
– SAS: $1.4 billion / year
• Intelligence Community
– SAIC: $10 billion / year, TIBCO: ~$700 million/year
– Palantir: $100 million / year, but doubling every year

13. Price
• Bloomberg Terminal
– $18,000 / year / terminal
• FactSet
– $50,000 / subscription, + $6,000 additional user
• Palantir
– $225,000 initial cost + $45,000/year for support and maintenance
• Served Available Market at the beginning:
– $50,000 / year * 12,000 hedge funds = $600 million / year
– $100,000 / system * 12,000 hedge funds = $1.2 billion

14. Business Canvas (v5)