Blockchain Audit Use Cases For All Types of Industries

1. QUILLAUDIT™ GTM
STRATEGY
- Prashant A U

2. CONTENTS
† Industry Overview
† Product Management
Philosophy
† GTM Strategy for QuillAudit™
† Audience
† Channel
† Marketing and Sales Cycle
† Strategy Tactics

3. INDUSTRY OVERVIEW
 World Economic Forum survey suggested that 10 percent of global GDP will be stored on blockchain by 2027
 Blockchain market size predicted to increase at a positive CAGR Of 80.2% from 2022 to 2031
 North America accounted for the largest market share of 40.94% in 2020, with a market value of USD 59.35 Million and is projected to grow at a
long-term CAGR of 23.53% during the forecast period.
 Europe was the second-largest market in 2020, valued at USD 40.28 Million in 2020.
 Smart Contracts Market size was valued at USD 149.5 Million in 2021 and is projected to reach USD 820.62 Million by 2030, growing at a
CAGR of 26.40% from 2022 to 2030.
 Predominantly used in property law, financial derivatives, insurance premiums, credit enforcement, breach contracts, crowdfunding agreements,
financial services, and legal processes.
 Blockchain’s short-term value will be predominantly in reducing cost before creating transformative business models
 Total venture capital investment in Blockchain activities reached a new high of USD 1.1 billion in 2016
 Blockchain networks can currently record and validate up to seven transactions per second
 Blockchain suffers from common vulnerabilities as well as specific ones like phishing, routing, DoS, DDoS, sybil attack, 51% attack, eclipse
attack, partition attack, selfish miner attack, double-spending attack, etc.
 Smart Contract vulnerabilities include Arithmetic Over / Under flows, Default Visibilities, Entropy Illusion, Race Conditions / Front Running,
Denial of Service, Re-Entrancy, Constructors with Care, Transaction Origin Authentication, Vampire attacks, API issues (name calling, fallback
function), Dependency issues (time component, blockhash function), Exception Handling errors, etc.
 25% of all Smart Contracts contain critical bugs
Sources:
Blockchain beyond the hype, 2021 whitepaper by
McKinsey & Co.
Blockchain Revolution, 2017 whitepaper by Deloitte
Digital Journal, 2022 by Newsmantraa
Global Smart Contracts Market Size, 2022 report by Verified
Market Research
Smart Contracts Market, 2022, report by Future Markets Insights
https://en.bitcoin.it/wiki/Scalability
OWASP Top 10
Vulnerabilities

4. PM PHILOSOPHY & GTM STRATEGY
PEOPLE
People First
Principle
PROCESS
Processes Made
For People First
& Then For
Product
PRODUC
T
Products Made
For People
GTM
Strategy
WHAT
are we selling?
HOW
do we go to
market
WHERE
can we reach
them?
WHEN
should we
launch?
WHY
do our prospects
need this?
WHO
are we selling
it to?
Note:
Adding fresh perspective to traditional methods can yield

5. GTM STRATEGY
4. Strategy
Tactics
•Positioning
•Branding &
messaging
3.
Marketing &
Sales Cycle
•Crossing the chasm
•Attention economy
(Community
building)
2. Channel
•Direct
•Strategic
partnerships
1. Audience
• Target Segment
• Persona / Journey
(Consumer
needs)
Note:
GTM Strategy
here is more
focused on risk
management
considering the
unpredictable
nature of
emerging
technologies.
Market size,
growth,
forecast are
only estimates

6. 1. AUDIENCE
People First Principle

7. GTM STRATEGY: TARGET SEGMENT
Note: Target Addressable Market may vary based on Quill Hash goals and
financials
Future Prospects
(indicative list)
BeNext
Latham & Watkins
Docusign
SafeWire
ManageGo
RealBlocks
Walmart
Carrefour
PrairieDog Venture
Data Gumbo
Prophy
Huangzhou Court
U.K. Jurisdiction
Taskforce Bithalo
Counterparty
•North America
•Europe
•Asia Pacific
•Latin America
•Middle East & Africa
•Rest of the World
•SMEs
•Startups
•Large Enterprises
•MNCs
•Government / Public
Sector
•IT, Telecom, ITeS
•BFSI
•Logistics &
Transportation
•Healthcare & Pharma
•Hospitality
•Media & Entertainment
•B-a-a-S
• Smart Legal Contracts
• DAO Contracts
• Application Logic
Contracts
• DApps
• Smart Loyalty
Contracts
Contra
ct Type
Industr
y
Region
Enterpri
se Size

8. GTM STRATEGY: USER PERSONA
Pain Gain
Think & Feel
Say & Do
See
Hear
• Only large cos. can afford it
• But, my competitor has already rolled it out
• Speed & scale are a huge no-no
• Blockchain is immutable, hence 100%
secure
• There is death of talent
• Technology complexity & prohibitive costs
• Lots of misinformation & hype about blockchain industry
• Need justifiable expectation of benefits
• There is a lot in the grey area
• I wish to adopt the latest emerging technology
• Smart Contracts are the way to go
• Hey, is there anyone to help me figure out the risk?
• Heavy spending on cloud infrastructure
• Energy-intensive operations
• Redundancy not available
• Smart management e.g. data on RDBMS + transaction on SC
• Effective risk management
• Better optimization and ROI

9. GTM STRATEGY: JOURNEY BOARD
Awareness Consideration Research Selection Purchase Delivery
Prospect Lead Close
Search Engine
Marketing (Organic
And Paid)
Vertical Search
Engine Marketing
(Organic And Paid)
Trade/Industry
Events
Partner Assets
Community
Programs
Research Analyst
Events
Technical
Exchange
Marketing
Promotions
Contextual Banner
Marketing
Speaking
Engagement
Website
Micro-site
Social Networks
Partner Events
Programs
Blog (Topical And
Industry)
Webinars/
Webcasts (Brand
And Partner)
Viral Marketing
Online Media
Programs
Online Media
Programs
(Industry-specific)
Demos
Case Studies
White Papers
Analyst Reports
Competitive
Analysis
Project Data And
Fact Sheets
Technical And
Architectural
Papers
Application
Scenarios And
Journal Articles
Company Brochure
Surface Collateral
Equality Collateral
Trials
Customer
reference program
Community
programs
Analyst reports
Executive
sponsor/briefing
Customer advisory
board
User group
programs
AFIs/RFPs
Contracts
Writing
Customer
References
Industry Reports
Customer Advisory
Board
Customer
Reference Program
Customer Advisory
Board
WW, Regional And
Local User Events
Training And
Educational
Programs
Installation, Service
And Support
Programs
Strategy Guide
Playbook containing best practice strategies, resources, references, and guided-
selling processes

10. 2. CHANNEL
Processes made for People

11. GTM STRATEGY: CHANNEL
DEVELOPMENT Reverse Engineer Booking
Decompose booking to calculate the
number of responses. MQL & SQL
required to build the necessary pipeline
Demand Creation Strategy
Develop the chase, come, community
and/or co-create approaches
Integrated Plan
Align all marketing resources to support
the initiative in a comprehensive, logical
& sustained manner
Offers
Create compelling offer that are relevant
for buyers, with respect for the buying
cycle
Contacts
Create, buy and rent contact information
for desired title and roles
Database
Build a list of targeted companies
Solution
Define the solution and compelling
messaging going to market
Market Sizing
Defining the addressable and served
markets
Metrics
NPS, LTV, Revenue::Cost, ROI, etc.
Automation
SFA, lead scoring and lead nurturing
Demand Management
10 touch follow-up methodology
Sales Tools
Providing the right sales tools to the
sales Reps at the right tie & in the right
format
Deman
d
Creatio
n
Process

12. GTM STRATEGY: CHANNEL
DEVELOPMENT
Channel Strategy
Company
size
Industries Targets Deal size Sale cycle Offering
Direct
Own the sweet spot
of our market by
developing
relationship with
customers and
prospects via the
sales and service
directors.
These will be large
enterprise software
solution.
Primary market:
companies that
have $500M to
$5B in revenue
and have an
enterprise data
center between
5,000 and
50,000
Financial
services.
Government.
Healthcare,
Insurance, Retail,
Technology,
Defense,
Communication
CIO, COO, CIO
VP of OP’s.
Infrastructure.
Capacity
Planning, etc.
Director of DC
OPs:
Infrastructure,
Technology etc.
M-level: DC
Manager,
manager of IT.
Etc.
Product: 679K
Service: $987
Typically 6 to 9
months
New customers:
Product A
Existing
Customers:
Product B
Upgrade or
product A
Tele-
sales
Leverage the
installed base to
drive product
upgrades, promote
educational classes
and develop
qualified leads for
the sales directors
over the phone
Installed base
and the primary
market when
purchases are
<=$20K
Installed base Installed base <=$30k
Typically 1 to 3
months
Maintenances
Renewals
Education
Deals <=$30K
Leverage the
Financial
services.

13. GTM STRATEGY: CONSUMER
NEEDS & PARTNERSHIP STRATEGY
Target Segment Needs Market
Size*
Marke
t
Share
B2B
Channel
B2C
Channel
Total
Web 3.0 Startups To reduce IT security risk to
an acceptable level
To have a bug-free code in
the deployed Smart Contract
To have error-free
operations
185,000,000 10% 5,550,000 12,950,000 18,500,000
Total Addressable Market 4,515,000
BFSI Want quick & visible results
Uninterrupted operations
12,000,000
(MS1)
33% 396,000 3,564,000 3,960,000
Healthcare & Pharma Want to meet all
commitments
Fulfilment of goals
2,400,000
(MS2)
20% 432,000 48,000 480,000
Media & Entertainment Want improved ability to
deliver
500,000
(MS3)
15% 37,500 37,500 75,000

14. GTM STRATEGY: CONSUMER
NEEDS & PARTNERSHIP STRATEGY
Partner Network &
Profile
Obtain corporate membership of
industry bodies
Reach out to other member
organizations
Partner Process
Engage in consultative selling
Organize 101 Education
Value For Partner
Gain trust by assigning tangible benefits
Assist in compliance & certification.
Partner Selection Criteria
Demonstrable mutual benefits as
prime criteria
Create a checklist to assess the value
of a partnership.
Partnering

15. GTM STRATEGY: CONSUMER
NEEDS & PARTNERSHIP STRATEGY
Enabling Partners
• Complimentary or supplementary capability
• Scale for operational size or geographical
coverage
• Vertical integration along the industry value
chain
Delivery Partners
• Awareness and credibility building
• Prospecting / Lead generation & Sales
• Delivery and implementation
Partners
• Compliment or supplement your solution
• Deliver the solution or subject matter expertise
• S-a-a-S + API (e.g. Financial software
upgrades)
Blockchain API & Node Providers
NOWNodes, Bitcore, Blockchain.coom, Tierion Chainpoint, Factom, Getblock, Coinbase,
Infura, web3.js, Nomics
Blockchain / Smart Contract Vendors
EOS, Tron, Ginete Technologies, Hedra Hashgraph, Icertis, NEM, Neo, OpenXcell, Stellar,
Waves, Thomson Reuters, Monax Industries, Blockstream, Coinbase, BlockCypher,
Monetas, Google, Microsoft, IBM, AWS, SAP, Intel, Oracle, Bitfury, Cegeka, Earthport,
Guardtime, Digital Asset Holdings, Chain, Huawei, BlockCypher, Symbiont, BigchainDB,
Applied Blockchain, RecordsKeeper, Blockpoint, Auxesis Group, BTL Group, Blockchain
Foundry, AlphaPoint
Blockchain / Smart Contract Platforms / Technology
Symbol, TRON, Stratis, NEM, Neo, Solana, Polkadot, Tezos, VeriDoc Sign,
OpenZeppelin Contracts, Velas, Stellar, OpenSea, Waves, Ethereum, Hyperledger
Fabric, SmartChain, Hedera, Algorand, Clause, The Truffle Suite, Corda, NXT,
Sidechains, Zilliqa, Namecoin, Ripple, Rootstock, Binance

16. 3. MARKETING & SALES CYCLE
Processes made for Product

17. GTM STRATEGY: CROSSING THE
CHASM
PESTEL
Analysis
Political​ Economic​ Social​ Technology​ Environment
al​
Legal​
Analyze
Smart
Contracts
in
respectiv
e
contexts
• RBI / GOI has lifted
ban on
cryptocurrency
• GOI & IIT-K are
collaborating for
‘National
Blockchain Project’
• Some countries
have adopted
blockchain / DLT
for public sector
e.g. Nicaragua,
Estonia, etc.
• Competiti
on
paradox
must be
killed as
it is a
nascent
market
• General
apprehens
ion about
this
technolog
y amongst
public
• Blockchain is
100% secure is a
myth
• Immaturity and
trade-offs are
real (block size,
consensus
protocol,
number of
notaries)
• RPA can make
manual audits
obsolete
• High
ecological
footprint
• Lack of clear
directives,
regulations,
standards from
bodies like US
SEC, R3
Consortium,
ISO
Is this
an Oppor
tunity or
Threat?
Opportunity
• Massive scope of
growth
Opportunity
• Digitizati
on of
assets
• Collabora
tion
between
Opportunity
• Approach
gaming
and media
industries
for
popularizi
Opportunity
• Optimizing
blockchain
architecture (e.g.
records
maintained on
RDBMS and only
Opportunity
• Reducing
energy
consumpti
on
Threat
• Uncertainty
needs to be
accommodated
via contingency
plans / pre-
emptive actions

18. GTM STRATEGY: ATTENTION
ECONOMY
Accounts
A list of accounts that you and sales rep
are working
Follow-Up Activities
A structured approach to completed
scheduled follow-up activities
Check Pipeline
Monitor the qualified opp’s that
were handed off to sales to view
progression in the pipeline.
Drive Attendance
Drive attendance to online and
offline events
Research - Traditional
Hoovers, Tech crunch, inside view, strata-scope, analyst reports,
CRUSH reports
Competitor Analysis
Research competitive messaging,
products, customers, event and
influencer affiliation
Event Participation
Work the physical events to place
a face to the name and conduct
competitive analysis
Research – Social Media
Google, LinkedIn background, Twitter feeds,
YouTube and RSS feeds
Database
A database the include the right titles and
correct contact info for all suspects
Preferred Lead Sources
A disciplined approach to checking preferred lead
source each hour and day.
Demand
Management
Process
Connect & Sell
Guaranteed live connections with contacts
you specify
Stay
in
the
News
all
the
Time

19. GTM STRATEGY: COMMUNITY
BUILDING STRATEGY
Hackathons
 Future Blockchain Summit @Dubai
WTC
 IOSD Winterlympics @Virtual
 Convergence-Serum & Wormhole
Hackathon @Virtual
 Effect Network 1st Hackathon
@Virtual
 Next Top TON Stratup @Virtual
 Build StratisPlatform Hackathon
@Virtual
 NEAR MetaBUILD Hackathon
@Virtual
 AelfTop of OASIS Hackathon
@Virtual
Bug Bounty Programs
 Quill Hash Organized Events
Supply-side

20. GTM STRATEGY: COMMUNITY
BUILDING STRATEGY Social Media Marketing
 Slack Channel
 Youtube Channel
 Telegram Channel
Advocacy
 Github Project Room
 Devfolio Channel
PR & Media
 Blogging
 Publishing Curated
Articles
 Online Advertising
 Partnering w/channels
(e.g. Alien Vault,
Dataconomy, Cloud
Security Alliance)

21. GTM STRATEGY: COMMUNITY
BUILDING STRATEGY
Digital Marketing & Other Efforts
SEO, Case studies, Whitepapers, Campaigns, Events, Webinars,
ROI on Smart Contract Audit, Sustainability – Energy saving for
DLT
Factor SEO COGIFT FREEBIES FB ADS YT ADS CELEB ENDS SEM Field Surveys Online Polls Cold Calls Online Enq. UGC Refunds Free App
Reach 100 300 1000 2000 5000 10000 200 50 100 300 1000 10 2000 500
Impact 2 0.5 2 2 2 3 2 1 1 0.25 0.5 3 1 0.5
Confidence 70 50 80 50 60 80 75 50 60 40 40 80 90 100
Effort 7 4 4 5 8 10 8 10 5 8 5 3 10 2
RICE Score 2000 1875 40000 40000 75000 240000 3750 250 1200 375 4000 800 18000 12500
Legend:
R No. of users impacted per month
I 3 = massive, 2 = high, 1 = medium, 0.5 = low, 0.25 = minimal
C X>80%=High; X<50%=Unqualified
E X>5=High; X<5=Low
RICE Scoring

22. 4. STRATEGY TACTICS
Product made for People

23. GTM STRATEGY: POSITIONING
Note:
• Based on market
analysis
• Competitor data has
been taken from
WWW
• QH data is an
estimate
0
2
4
6
8
10
Price
Quality
Functionality
Usability
Speed
Service
Positioning Radar Chart
Customer Competitor You

24. GTM STRATEGY: POSITIONING
Note:
• Based on product
attributes
• Information taken
from QH website and
social media accounts
Value Description Statement
QuillAudit™ provides
An indispensable tool / service to secure your web 3.0
operations
to
make your asset protection measures better with the benefit
of delivering an improved code free from bugs and errors
while these
alternatives like
KYC Background Check, Pentests, AML services, etc. exist
QuillAudit™ provides
non-stop support across all chains (Ethereum, Solana,
Binance…) to help you excel in your business!

25. GTM STRATEGY: BRANDING &
MESSAGING
Demonstrate
Industry &
Company
Knowledge
Communicate
Your
Undersetting Of
The Market,
Competitive
Forces And The
Company At
Hand
Review Current
Approaches
Discuss Tradition
Approaches To
Solving The
Problem
Introduce
The Twist
Introduce Your
Innovative
Approaches To
The Problem (A
New Lens And
The Financial
Impact)
Articulate What’s
Really Important
Plant Landmines
By Embedding
Your
Differentiators In
The Mind Of The
Prospect As Key
Evaluation
Criteria
Introduce Your
Approach
How Does Your
Company Apply
Technology To
Solve This
Business
Problem
Provide Vicarious
Validation
Talk About The
Customers
Success Stories
Or Anecdotes
The Story You are Trying to Tell: Why is QuillAudit™ the best?

26. GTM STRATEGY: BRANDING &
MESSAGING
Factors to consider:
Market Maturity
Competitive Analysis
Cost-Benefit Analysis
Value::Effort Ratio

27. THANK YOU
drprashant79@protonmail.com