Making Industrial Infrastructure Across the World Safer

Making Industrial Infrastructure Across the World Safer

Companies have spent the past decade improving the security of business networks, but the same level of attention hasn’t been given to the industrial control networks that run our modern society. Claroty was founded to solve this critical problem by offering visibility, cyber threat detection, virtual segmentation, secure remote access and risk assessments to some of the most important networks in the world.

  • +$10M

    sales pipeline

  • +20

    customer introductions

  • 350%

    increase in customer base in the last year

Making Industrial Infrastructure Across the World Safer

“With the rise of industrial IoT, everything from traffic lights to power grids is now connected to a network, meaning everything is potentially vulnerable,” explains Wikings Machado, Director at Next47. “The digital elements of everyday industrial objects desperately need to be monitored and protected, and Claroty is delivering on this need by providing IoT-focused anomaly detection.”

“Claroty's mission is to protect the industrial networks that run the world's critical infrastructure,” says Galina Antova, co-founder and chief business devlopment officer at Claroty. “That includes everything from oil and gas companies, to electric utilities, to manufacturing.”
Claroty has grown its customer base by more than 350% since last year
Problem

Tackling an Overwhelmingly Massive Market

As a start-up targeting large, global, industrial enterprises with a high barrier-to-entry for new technologies, Claroty’s biggest business development imperative was to find established technology partners through which they could deploy their software while removing any unnecessary hurdles.

“It’s really hard to know which door to knock on when you’re targeting such massive companies,” said Machado. “Even more difficult is amassing a sufficient volume and quality of customer references that established, leading companies require. At the same time, you can’t be too constrictive and risk missing out on potential new vertical opportunities.”
Solution

Partner with Siemens and Next47

By working with Siemens and Next47, Claroty instantly had access to a rich customer playing field and endless opportunities to explore different application use cases.

“When we started working with Claroty, our focus was to help them increase their pipeline and breadth of referenceable customers,” said Stuart Goose, Director at Next47. “Our first joint customer deployment was in a factory in Germany, and in addition to helping Claroty close additional deals, that deployment allowed them to quickly iterate their product via real-world feedback and eliminate any lingering technical and integration issues very early on.”

“By making the Siemens ecosystem small and accessible, we were able to introduce Claroty to the right prospects at the right time,” adds Goose. “We were also able to expose them to highly relevant trade show opportunities across the globe, and worked with them to overcome the initial hardware dilemma by figuring out other ways to deploy Claroty, such as embedding their technology onto Siemens-manufactured routers and switches that were already live in the market.”

Adds Machado, “What’s unique about working with Next47 is the fact that we were able to introduce Claroty to Siemens as a customer, as a solution provider and as an ongoing business development channel. We also leveraged the power of Siemens to pinpoint additional use cases for Claroty technology and helped them access promising new verticals like the energy sector and commuter railways.”

Successes to Date

After just five months of working together, Next47 introduced Claroty to more than 20 customers across Europe, North America and South America, increasing their sales pipeline by more than $10 million USD. In addition to securing Siemens as a customer and sales channel, Next47 has also helped Claroty deploy numerous pilot programs and significantly expand their market share.

Also this past June, Siemens announced a global partnership with Claroty, in which Claroty’s advanced behavioral analysis technology will be applied to Siemens’ recently released Industrial Anomaly Detection solution.

“What’s unique about working with Next47 is the fact that we were able to introduce Claroty to Siemens as a customer, as a solution provider and as an ongoing business development channel. We also leveraged the power of Siemens to pinpoint additional use cases for Claroty technology and helped them access promising new verticals like the energy sector and commuter railways.”

Wikings Machado

Director, Next47

Looking Ahead

Alongside Siemens, Claroty will be participating in several major, industry trade shows in Europe and Asia over the next few months. Claroty also plans to announce additional joint-selling solutions with Siemens this year.

Adds Goose, “We’ve accomplished a lot together over the past several months, and there’s substantial partnership momentum we’re excited to help Claroty accelerate in the year ahead. Given our efforts in expanding Claroty’s market share and application potential, we’re also looking forward to helping them establish an even stronger go-to market strategy here in North America.”

“In the first six months of our relationship with Next47 we closed a deal with one of the largest automotive companies in the United States, have pilots running within about seven different companies, and a pipeline of three or four deals that are going to close in Q1 and Q2,” said Colin Blou, VP of sales at Claroty. “We never foresaw this particular type of success. Kudos to the Next47 team who layed the groundwork and provided the support for us to win over these new customers.”

Colin Blou

VP Sales, Claroty