ITrust, or the use of VIEs as a means of rapid, low-cost international deployment

ITrust, an innovative IT security company

Founded in 2007, ITrust has become a major player in IT security in the Midi-Pyrénées region, and subsequently in France. Initially an information systems security (ISS) consultancy, in June 2010 the company turned to the development and marketing of IKare, a SAAS solution for real-time vulnerability identification that complements its intrusive audits. IKare provides dashboards revealing changes in infrastructure and application security levels over time: websites, transactional sites (Ecommerce) and IT (SLA, security, link chain, etc.). IKare is available as a virtual machine or in cloud mode.

However, beyond the solutions and associated technologies, ITrust is keen to put the human element back at the heart of the corporate security approach, particularly in terms of the smooth flow of information between operational and management teams. We need to demystify this notion (human inside), and not perceive it as a fundamentally complex element. This is common sense, and should be a daily concern. Backed by this philosophy, the company, which employs around 15 people, has already won over 160 customers, and is the lead partner in a €7 million project as part of the French government’s “grand emprunt” program.

The need for international business in an immature domestic market

France, and particularly the South-West, is ITrust’s natural market. After a few months of prospecting, the company realized that the French market was less mature for IKare than other export markets. This observation was reinforced by the conclusions of a market study carried out by Pierre Audouin Conseil (PAC), but also by the first rapid successes abroad, notably in Morocco, with the negotiation and signature of a partnership contract with a government body after just one month’s exploration.

ITrust’s first real move into the international arena came with the employment of a Volontaire International en Entreprise (VIE), following a meeting between ITrust and a top-quality student, Mr. Faucon-Chaudhari, who was initially doing a work-study program with the company. The company supported Mr. Faucon-Chaudhari’s personal initiative to gain international professional experience, and was attracted by Australia. The initial results have been very encouraging, with a contract recently signed with a leading Australian wholesaler, VADIS Systems.

As part of a broader international development strategy based on the findings of the current market study, ITrust is expanding its positions, with a particular focus on the UK, Benelux and Switzerland. By the end of 2013/beginning of 2014, three volunteers should be in place in these countries/areas.

VIE, a low-cost deployment

Right from the start, ITrust opted for the Volontariat International en Entreprise scheme supported by Ubifrance, which, since its creation in 2000, has enabled French companies to entrust a young man or woman up to the age of 28 with a professional assignment abroad for a flexible period of 6 to 24 months, renewable once within this limit.

Under this scheme, ITrust was able to benefit from exemption from the formalities involved in managing international staff, delegated to Ubifrance, which handles the contractual aspects, payment of allowances and social protection for the volunteer.

The financial advantages of this scheme are considerable for a very small company like ITrust: the VIE contract benefits from national and regional subsidies representing up to 50% of the cost of the volunteer; the import-export credit; the COFACE prospecting insurance contract, and finally, the subsidized coverage of a significant part of the cost of the V.I.E. by the Midi-Pyrénées Region, all of which represent a major lever for making the export process a reality.

The difficulty of recruiting the right candidate

While the support provided by Ubifrance and the assistance made available are appreciated, ITrust stresses the difficulty of recruiting the right profiles for a VIE position. In the case of Australia, the process was made easier by prior knowledge of Mr. Faucon-Chaudhari’s qualities, but such circumstances are rare.

Mr. Baillette, ITrust’s Development Director, begins by stressing the importance of psychological and behavioral criteria: given the circumstances of expatriation and isolation, the candidate must have a certain maturity and strength of character. The investment required is also important, as candidates need to be proactive, resourceful and good at interpersonal relations.

To prepare VIE candidates properly for their new situation, ITrust has set up an initial training process, even before the contract begins. This training at ITrust includes a “Team Building” dimension to establish a relationship of trust between all stakeholders, and aims to create an attachment between the VIE and the company.

Mr. Baillette goes on to emphasize the particularities of ITrust’s specialist field, security. It’s a delicate, specialized field, and requires a good deal of prior knowledge (market, technical skills, risk management, etc.). Security is often the prerogative of senior management in companies. The VIE candidate must therefore be capable of dealing with a general management audience, and of adopting the appropriate level of discourse (from business management to technical) for these interlocutors. On this last point, Mr. Baillette praises the support provided by the Ubifrance network and the CCIs in welcoming VIEs, and speeding up their implantation by putting them rapidly in touch with local decision-makers (networks, etc.).

Improving the system and getting SMEs up and running

While Mr. Baillete is delighted to have been able to take advantage of this scheme, he would like to see national and regional aid not limited to a certain number of contracts.

Beyond that, Mr. Baillette emphasizes the significant costs involved in setting up a local presence for a very small business, particularly in terms of accommodation. He welcomes the creation of a network of French incubators abroad, the “French Digital Houses”. Currently limited to two destinations, San Francisco and China, he would like to see this initiative extended to many other countries.