Building Product, Positioning and Go-to-Market Strategies to Accelerate Growth

Horangi is a Singapore-based, Asia/Pacific-focused integrated cybersecurity platform provider. Besides running a cybersecurity consulting arm, Horangi provides the Warden cloud security platform, which protects infrastructure and applications in the public cloud. With expert guidance from Gartner on go-to-market strategies and positioning, Horangi saw Warden’s customer base grow 4x within a year, acquiring customers across industries, including crypto exchanges, ride hailing, banks and telcos.

Most critical priority

Horangi needed a product strategy for its Warden cloud security platform to capitalize on its unique cloud security and compliance position in the region, while accelerating go-to-market and expansion with the following strategic priorities:

  • AU/APAC market for cloud security and overlap between product categories, including market leader differentiation
  • Partnerships as a strong driver of growth
  • Product launch timing and additional product features to differentiate from native tools
  • Buyer’s tech requirements and problems when considering a CSPM
  • Roles involved in buying a cloud security solution
  • Messaging and positioning — key terms
    that end users are looking for

How Gartner helped

Gartner experts provided insight and toolkits to sharpen product fit and positioning for market expansion, including:

  • Briefings with key experts covering Cloud Security Posture Management (CSPM), Cloud Access Security Broker (CASB), Cloud Workload Protection Platform (CWPP), Cloud Infrastructure Entitlement Enablement (CIEM) and overall cloud security 
  • Validation of short-term product roadmap, with insights on longer-term product direction to maximize market opportunities
  • Understanding key technical and economical buyer considerations when
    end users purchase cloud security offerings
  • Target segments and positioning exercises to refine collateral
  • New positioning statement and recommendations for cascading through
    to messaging and storytelling
  • Go-to-market acceleration

Business impact

With Gartner’s support, Horangi was able to:

  • Strengthen Warden’s cloud security platform by launching IAM security and threat detection functionality faster thanks to early expert validation
  • Clarify Warden’s positioning as the APAC-focused CSPM, strongly differentiated by its support for local compliance standards and locally relevant cloud providers
  • Accelerated go-to-market activity, including distributor, reseller and managed security service provider partnerships across the region
  • Supply revisions based on feedback and evolving market developments
  • Warden has helped support the cybersecurity talent crunch by making cloud security available to more organizations without needing large expert teams

Industry:
Cybersecurity

Employees:
100+

Contact:
VP of Product

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Gartner helped us accelerate our go-to-market plans for the Warden cloud security platform, resulting in 4x growth of our customer base in just 12 months.

Raphaël Peyret

VP of Product, Horangi

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