{"id":10010,"date":"2017-09-22T16:48:05","date_gmt":"2017-09-22T15:48:05","guid":{"rendered":"https:\/\/www.riskinsight-wavestone.com\/?p=10010\/"},"modified":"2019-12-30T13:55:44","modified_gmt":"2019-12-30T12:55:44","slug":"cybersecurite-startup-france-22","status":"publish","type":"post","link":"https:\/\/www.riskinsight-wavestone.com\/en\/2017\/09\/cybersecurite-startup-france-22\/","title":{"rendered":"Startup cybers\u00e9curit\u00e9 en France, un \u00e9cosyst\u00e8me en pleine explosion (2\/2)"},"content":{"rendered":"

Apr\u00e8s un premier article<\/a> consacr\u00e9 au sujet du radar des start-ups cybers\u00e9curit\u00e9 en France, ce deuxi\u00e8me article porte sur les leviers qui s’offrent \u00e0 elles pour assurer leur d\u00e9veloppement. Comment se rapprocher des grandes entreprises ? Comment s’exporter \u00e0 l’international ? Ce sont l\u00e0 parmi les nombreux d\u00e9fis \u00e0 relever pour nos start-ups
\n<\/em><\/p>\n

Les grands comptes : des cibles existentielles mais complexes<\/h2>\n

Le tissu \u00e9conomique fran\u00e7ais repose beaucoup sur des grands groupes disposant de capacit\u00e9s d\u2019investissement important. Pour les startups cherchant \u00e0 commercialiser leur offre en cybers\u00e9curit\u00e9, ce sont des clients de choix. \u00a0Cependant, les processus rigides et complexes de ces grandes entreprises constituent un obstacle majeur pour les startups.<\/p>\n

Apr\u00e8s les emb\u00fbches li\u00e9es \u00e0 l\u2019identification des multiples donneurs d\u2019ordre dans la structure (RSSI, architecte, expert, DSI, achats\u2026), il reste tr\u00e8s difficile de signer son premier contrat. La dur\u00e9e du processus d\u2019achat allant de 3 \u00e0 6 mois et sa complexit\u00e9 ne correspondent pas au fonctionnement des startups, qui se voient demander des preuves de rentabilit\u00e9, un nombre important d\u2019ann\u00e9es d\u2019existence ou des r\u00e9f\u00e9rences d\u2019autres clients, ce qui est impossible lors des premiers contrats.<\/p>\n

Cette situation est exacerb\u00e9e pour la cybers\u00e9curit\u00e9 car les startups ne peuvent pas souvent compter sur les p\u00f4les Innovation cr\u00e9\u00e9s par les grands-comptes pour faciliter les \u00e9changes avec l\u2019\u00e9cosyst\u00e8me de l\u2019innovation. D\u2019une part car les startups ont du mal \u00e0 convaincre les apports m\u00e9tiers des solutions propos\u00e9es et d\u2019autre part car les \u00e9quipes Innovation ont du mal \u00e0 comprendre les apports concrets vu les sp\u00e9cificit\u00e9s des sujets abord\u00e9s. Les retours d\u2019exp\u00e9rience r\u00e9ussis montrent que la fili\u00e8re cybers\u00e9curit\u00e9 des grands-comptes doit souvent donner l\u2019impulsion, voir porter elle-m\u00eame les relations avec les startups cyber.<\/p>\n

Des habitudes \u00e0 faire \u00e9voluer dans les grandes entreprises<\/h3>\n

Une fois la mise en relation r\u00e9alis\u00e9e, il reste une \u00e9tape\u00a0: la r\u00e9alisation de tests en conditions r\u00e9elles (Proof of Concept<\/em>). C\u2019est un exemple de la difficult\u00e9 pour les startups de rivaliser avec les \u00e9diteurs cybers\u00e9curit\u00e9 classiques dans le monde des grands comptes. Ces tests sont demand\u00e9s pour \u00e9valuer l\u2019efficacit\u00e9 d\u2019une nouvelle solution. Les grands \u00e9diteurs, aux moyens financiers importants, offrent ces \u00ab\u00a0PoCs\u00a0\u00bb \u00e0 leurs clients, qui en retour se sont habitu\u00e9s \u00e0 ces tests \u00ab\u00a0gratuits\u00a0\u00bb \u00e0 leur profit.<\/p>\n

Pour les startups cependant la situation est diff\u00e9rente car leur besoin en fonds de roulement est tr\u00e8s court et r\u00e9aliser de tels tests gratuitement peut mettre en p\u00e9ril la structure toute enti\u00e8re\u00a0!<\/p>\n

Il est donc n\u00e9cessaire que les grands groupes pr\u00e9voient des budgets adapt\u00e9s, souvent de l\u2019ordre de quelques milliers d\u2019euros seulement, pour tester les solutions innovantes propos\u00e9es par les startups.<\/p>\n

En France, des retours positifs dans les interactions startup\/grands comptes<\/h3>\n

Cependant des collaborations r\u00e9ussies entre startup et grands comptes montrent que ces deux mondes peuvent travailler ensemble. Et l\u2019effort consenti apporte ensuite \u00e9norm\u00e9ment. Des startups comme Alsid ou Idecsi b\u00e9n\u00e9ficient ainsi de t\u00e9moignages de clients d\u2019ampleurs \u00e0 m\u00eame de rassurer d\u2019autres soci\u00e9t\u00e9s et les investisseurs.<\/p>\n

Un \u00e9cosyst\u00e8me cybers\u00e9curit\u00e9 fran\u00e7ais valorisant l’innovation<\/h3>\n

En France, la pr\u00e9sence d\u2019un \u00e9cosyst\u00e8me qui fait la promotion r\u00e9guli\u00e8re de l\u2019innovation en associant grands comptes et startups\u00a0est notable : Assises de la S\u00e9curit\u00e9 avec le Prix de l\u2019Innovation, le FIC avec le prix de la PME Innovante ou encore le concours d\u00e9di\u00e9 \u00e0 la cybers\u00e9curit\u00e9 dans le milieu bancaire coorganis\u00e9 par la Soci\u00e9t\u00e9 G\u00e9n\u00e9rale et Wavestone. Ces initiatives permettent une mise en lumi\u00e8re de l\u2019innovation en cybers\u00e9curit\u00e9, ainsi que la mise en relation directe de diff\u00e9rents acteurs. Elles participent ainsi \u00e0 la cr\u00e9ation de la relation de confiance n\u00e9cessaire pour que les grands comptes investissent dans les solutions propos\u00e9es par des startups.<\/p>\n

L’importance de l’existence d’une offre fran\u00e7aise pour la souverainet\u00e9 num\u00e9rique<\/h3>\n

La cybers\u00e9curit\u00e9 est une probl\u00e9matique mondiale mais rel\u00e8ve aussi de la s\u00e9curit\u00e9 nationale. L\u2019int\u00e9r\u00eat d\u2019avoir des produits de confiance dans ce domaine est \u00e9vident.<\/p>\n

M\u00eame si beaucoup reste \u00e0 faire pour garantir une souverainet\u00e9 num\u00e9rique, les initiatives de certaines startups fran\u00e7aises ont permis l\u2019importation de concepts n\u2019existant initialement qu\u2019\u00e0 l\u2019\u00e9tranger. C\u2019est par exemple le cas des plateformes de Bug Bounty <\/em>(en fran\u00e7ais, \u00ab\u00a0chasse aux failles\u00a0\u00bb). En France, trois startups, Bug Bounty Factory, Bug Bounty Zone et Yogosha proposent des services dans ce domaine. Ceci pourra permettre \u00e0 terme de garder la connaissance de vuln\u00e9rabilit\u00e9s sensibles sur le territoire Europ\u00e9en ou national.<\/p>\n

Il est important de noter que le march\u00e9 hexagonal de la cybers\u00e9curit\u00e9 est largement anim\u00e9 par des acteurs du secteur de la d\u00e9fense, publics ou priv\u00e9s, qui investissent et aident aux d\u00e9veloppements de startups. Mais ces opportunit\u00e9s de d\u00e9veloppement sont en m\u00eame temps un frein \u00e0 l\u2019exportation et rendent plus difficile la communication de r\u00e9f\u00e9rences.<\/p>\n

Demain, arriver \u00e0 sortir des fronti\u00e8res<\/h2>\n

Le secteur de la recherche se structure<\/h3>\n

La recherche en cybers\u00e9curit\u00e9 est aussi tr\u00e8s active en France avec de nombreux laboratoires mobilis\u00e9s et des initiatives de premier plan. Le collectif Allistene, regroupant l\u2019INRIA, le CEA, le CNRS et plusieurs grandes \u00e9coles, en est un exemple. De premi\u00e8res chaires sont d\u00e9di\u00e9es aux sujets de la cybers\u00e9curit\u00e9 et de ses applications concr\u00e8tes, par exemple pour les v\u00e9hicules autonomes. Conjointement avec les initiatives des grandes entreprises, tout concourt \u00e0 cr\u00e9er un terreau positif pour l\u2019\u00e9closion et la croissance de nombreuses startups.<\/p>\n

D\u00e9passer le cadre franco-fran\u00e7ais pour cro\u00eetre \u00e0 l’international<\/h3>\n

La France poss\u00e8de de nombreux talents en cybers\u00e9curit\u00e9, un terreau facilitant l\u2019\u00e9mergence des startups et un march\u00e9 permettant de faire vivre ces structures. Mais ce bilan tr\u00e8s positif ne doit cependant pas masquer la principale difficult\u00e9 actuelle\u00a0de nos startups : conna\u00eetre le succ\u00e8s et la croissance \u00e0 l\u2019international.<\/p>\n

Hormis quelques success story<\/em>, comme historiquement Qualys ou plus r\u00e9cemment Linkurious aux Etats-Unis, les startups fran\u00e7aises ont du mal \u00e0 sortir des fronti\u00e8res hexagonales. Elle se heurtent \u00e0 des barri\u00e8res sur leur capacit\u00e9 \u00e0 communiquer de mani\u00e8re percutante en anglais, sur la faiblesse de r\u00e9f\u00e9rences clients fran\u00e7aises, sur des probl\u00e8mes juridiques mais aussi psychologiques \u00e0 s\u2019expatrier. Alors que la qualit\u00e9 des profils fran\u00e7ais en cybers\u00e9curit\u00e9 est largement reconnue, la qualit\u00e9 des startups, est-elle encore inconnue.<\/p>\n

D\u00e9passer ce plafond de verre requiert des initiatives conjointes de l\u2019Etat, des grandes entreprises et un esprit de conqu\u00eate exacerb\u00e9 chez les fondateurs de startups. Mobilisons-nous collectivement, chacun avec ses forces, pour que cela devienne une r\u00e9alit\u00e9 dans les ann\u00e9es \u00e0 venir.<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Apr\u00e8s un premier article consacr\u00e9 au sujet du radar des start-ups cybers\u00e9curit\u00e9 en France, ce deuxi\u00e8me article porte sur les leviers qui s’offrent \u00e0 elles pour assurer leur d\u00e9veloppement. Comment se rapprocher des grandes entreprises ? 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