RiskSense
Ready for Launch 8.3/10Security awareness training for MSPs | $6.95/seat/month
$6.95
/seat/month RRP
$350K
Y1 Investment
15K
Seats to Breakeven
$2.9M
Y2 ARR Target
Month 14
Breakeven
Distribution Channel Architecture
R
RiskSense
Vendor
→
D
Distributor
BlueChip (NZ)
→
M
MSP
~200 partners
→
C
End Customer
SMBs
RiskSense Price
$2.00
to Distributor
Distributor Price
$2.50
to MSP (20% margin)
MSP Cost
$2.50
per seat
MSP Sells At
$6.95
64% margin
Channel vs Enterprise Strategy
Pure Channel (Recommended)
Primary Focus- + Leverages existing MSP-customer relationships
- + Lower CAC — MSPs sell for us
- + Faster geographic scale
- + Recurring support burden on MSP
Target: 100% channel for Year 1
Enterprise Direct
Future Option- + Higher revenue per deal ($50K+ ACV)
- + Direct customer relationships
- - Long sales cycles (6-12 months)
- - Requires dedicated sales team
Consider: Year 2+ after channel proven
Target Distribution Partners
| Market | Distributor | MSP Reach | Status | Timeline |
|---|---|---|---|---|
| New Zealand | BlueChip | ~200 MSPs | In Discussion | Q3 2026 |
| Australia | Dicker Data / Synnex | ~2,000 MSPs | Target | Q4 2026 |
| UK | Brigantia / QBS | ~3,000 MSPs | Target | Q1 2027 |
| US/Canada | Pax8 / Ingram | ~15,000 MSPs | Target | Q2 2027 |
Lead Offer: The 30-Second Trial Deployment
Deploy a Trial While You're On The Phone
Recommended Lead Offer"Show your customer their risk in 24 hours. Convert at 40%+. The data sells itself."
End Customer Offer
Core: 30-Day Full Trial — Unlimited users ($0)
Bonus 1: Baseline Phishing Test — Real attack in 24 hours
Bonus 2: Risk Report — Board-ready vulnerability summary
Bonus 3: Remediation Plan — Personalised next steps
MSP Offer
Core: Partner Portal — Deploy unlimited trials ($0)
Bonus 1: Free NFR Licences — Your team uses free forever
Bonus 2: Sales Enablement Kit — Deck, emails, scripts
Bonus 3: First 3 Deals Support — We join your sales calls
The Conversion Guarantee:
If your trial-to-paid conversion rate is below 30% after 10 trials, we'll audit your sales process and provide coaching until you hit 30%+.
Founding Partner Program:
First 20 MSPs: $2.50/seat (vs $3.00 standard) locked for 24 months. Priority support. Beta features.
MSP Economics
64%
Gross Margin
$6.95 sell - $2.50 cost = $4.45
$445
MRR per 100 seats
$5,340/year recurring
40%+
Trial Conversion
Data-driven selling
Why MSPs Care: Security awareness is now table stakes for cyber insurance. MSPs who don't offer it lose customers to those who do. RiskSense is easy to sell (30-second demo), profitable (64% margin), and requires zero effort after setup (AutoPilot mode).
Competitive Landscape
| Competitor | Price | Setup Time | Strength | Weakness |
|---|---|---|---|---|
| KnowBe4 | $18-25/seat | 2-4 weeks | Market leader, brand | Expensive, slow setup |
| usecure | $8-12/seat | 1-2 weeks | MSP-focused | Limited AI |
| Hoxhunt | $15-20/seat | 2-3 weeks | AI-driven | Enterprise focus |
| RiskSense | $6.95/seat | 30 seconds | Speed, price, AI | New entrant |
Differentiation: No one else deploys in 30 seconds. That's not a feature — it's a sales weapon. MSPs can start a trial while on the phone with a customer. First phishing test results in 24 hours. The data closes the deal.
Key Assumptions
BlueChip signs distribution agreement by Q3 2026
15% MSP activation within 6 months (~30 MSPs)
Each active MSP deploys to avg 150 seats Y1
Trial-to-paid conversion ≥30%
Monthly seat churn <3%
MSPs comfortable selling security
Key Risks
BlueChip execution: Alternative distributors identified
MSP activation: Founding partner program + sales support
KnowBe4 price drop: Speed remains differentiator
Channel conflict: Clear territory rules in agreements
Support burden: Self-service portal, AutoPilot mode
Validation Milestones
| Milestone | Target | Timing | Gate Decision |
|---|---|---|---|
| BlueChip agreement signed | Signed contract | Month 1 | Required to proceed |
| First 10 MSPs onboarded | 10 MSPs | Month 3 | — |
| First 1,000 seats deployed | 1,000 seats | Month 4 | — |
| 5,000 seats deployed | 5,000 seats | Month 8 | — |
| Australia distributor signed | Signed contract | Month 9 | Enables AU expansion |
| Breakeven | 15,000 seats | Month 14-16 | Self-sustaining |
Actions Required
Dependent on Gate
Finalise BlueChip agreement
Complete negotiations, sign distribution contract
Dependent on Gate
Build MSP partner portal
30-second deployment, trial management, co-branding
Pre-Launch
Create sales enablement kit
Pitch deck, email templates, objection handling
Pre-Launch
Identify founding MSP partners
10 MSPs for beta program, gather feedback
Decision: Approve RiskSense GTM (Gated)
Gate Condition:
RiskSense investment is gated on Litebooks Month 6 validation. Approval here is contingent approval pending that gate review.
Investment Request
- Phase 1 (Month 7-12): $175,000
- Phase 2 (Month 13-24): $175,000
- Total: $350,000
Gate Criteria (Litebooks Month 6)
- Litebooks: ≥15 firms, 25% conversion, <10% churn
- BlueChip: Signed or alternative ready
- Founder bandwidth: Available
Management Recommendation: Contingent Approval