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.
- Gartner client? Log in for personalized search results.
Mission-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
Related Gartner Resources
Achieve your mission-critical priorities with Gartner for Startup CEOs
Related Success Stories
Gartner is an objective resource for more than 15,000 enterprises in 100+ countries.
Learn more about how we can help you achieve your mission-critical priorities.