define precisely your ICP

example: ResilienceX

explain to your prospect your solution is not for everybody and validate they are

example : Ayrton Systemes

Ayrton is for...

• Industrial companies where C-suite is aware of the criticity of managing OT cyber risk to ensure busines continuity
• InduCo that are committed to solve the problem (they want to solve it, they have a budget)
• InduCo that may have tried a few OT solutions without much success
• InduCo that believe in decentralization to solve the problem and address local complexity

Ayrton is not for...

• Industrial companies with no/frozen OT cyber strategy (”consultants only are we are happy”)
• IndusCo that strongly believe full-automation / AI / high-tech is how cyber OT needs to be dealt with (without local people involved)
• IndsuCo that want to keep the cyber OT topic within a centralized IT team of experts

ICP to date

• Small IndusCo : 50-300M CA
• in France + french-speaking countries (Bel, Swi, Can)
• Healthy economics (growing company and/or growing sector)