High Value Clients OnDefend already secures multi-million dollar revenue with a 51-200 employee base and an emphasis on advanced cybersecurity testing, indicating strong interest from larger enterprises and government-adjacent clients. Potential sales angle: target mid-market to upper-mid-market organizations with complex tech stacks and regulatory requirements seeking continuous adversary emulation and validation.

Strategic Partnerships Historical partnerships with BDO Digital, Sentinel Technologies, Modis, and ACI Learning show OnDefend’s success with channel and services partners to expand reach. Opportunity: pursue new MSPs, integrators, and training firms to embed BAS capabilities, extending market access and recurring revenue through co-sell and joint go-to-market programs.

Industry Validation Recent high-profile engagements, including a security assessment for DJI, demonstrate credibility with global manufacturers and security-conscious brands. Sales approach: leverage case studies and executive briefings to win contracts with hardware, drone, and technology companies that require continuous security validation across software, cloud, and IoT environments.

Award and Thought Leadership CEO Chris Freedman’s 2025 Innovator of the Year recognition signals strong leadership and market credibility. Upsell opportunity: present leadership-driven webinars, advisory engagements, and premium content to potential clients seeking trusted partners with cutting-edge capabilities in breach and attack simulations.

Global and Cloud Focus OnDefend emphasizes validation across cloud, hardware, IoT, and AI, backed by AI-driven intelligence and proprietary BAS tools. Market opportunity: target enterprises undergoing cloud migrations, digital transformation, and AI/IoT deployments that need ongoing risk validation, as well as cloud security services buyers seeking continuous assurance rather than periodic testing.