In addition to the new IoT capabilities being announced today, ExtraHop has just added a version of their enterprise offering aimed downmarket at midmarket customers, and a new service to provide these customers with expert help as needed.
Today, Seattle-based Network Detection and Response [NDR] provider ExtraHop is announcing a series of new features intended to strengthen their NDR as an enterprise Internet of Things [IoT] solution. The latest release of Reveal(x) provides advanced discovery, classification, and behavior profiling for enterprise IoT devices, and full visibility from the device to the service layer.
ExtraHop originally began over a decade ago as a Network Performance Management vendor, but in the past several years has aggressively emphasized the security capabilities of their Reveal(x) flagship offering, and repositioned themselves as an NDR provider. The company is now showing strong momentum in the market. Reveal(x) completed 40% growth in 2019, exceeding 150 million in bookings for the year.
“We are looking to sustain that, with a goal this year of another 40% growth as well as a goal of $100 million in ARR [Annual Recurring Revenue],” said Sri Sundaralingam, VP of Product and Solutions Marketing at ExtraHop.
Typically, customers use ExtraHop for threat detection and incident response, SOC modernization, cloud migration, tool consolidation and SOC/NOC optimization. However, the IoT has been becoming particularly important, particularly with the beginning of the rollout of 5G networks.
“The opportunity for us there is that the existing tools for incident detection cannot instrument an unmanaged IoT device,” Sundaralingam said. “Our innovation here, and what we bring to the market, is our ability to use our NDR capability to discover, identify and accurately group these devices. We can group – everything from L2 to L7 to see if devices are behaving normally, and to identify deviations from normal patterns to help SOC teams identify suspicious behavior.”
This device identification and profiling is a net-new component, which has direct applicability to the IoT space.
“Device ID and profiling can categorize many thousands of IoT devices, like printers, VoiP phones, smart TVs, cameras, and medical devices,” Sundaralingam indicated. “What we have added is the ability to categorize all these IT devices and use that to provide the deeper visibility that is needed to monitor them effectively. It also expands the use case capabilities because of the ability to detect anomalies.”
ExtraHop is also emphasizing that they can provide this capability as part of Reveal(x), so that the customer does not have to deploy another product.
“While this space is becoming a space in itself, you don’t have to deploy a separate product to deal with enterprise IoT,” Sundaralingam said. “Our NDR can handle this. That’s our statement to the market.”
Today’s announcement comes on the heels of another announcement last week that expanded ExtraHop Reveal(x) from its base in the enterprise further downmarket, through a suite of new subscription offerings and services.
“We have introduced our midsize enterprise offering with Reveal(x) for Midsize Enterprise,” Sundaralingam indicated. “This is targeted at companies from between 500 and 5000 people. “We have added a new 5Gbps sensor and have subscription plans for 1, 5, or 10Gbps.”
ExtraHop has also added a new services offering with their ExtraHop Spotlight. Targeted at these smaller customers, Spotlight provides on-demand guidance from one of their security analysts. The service is available with any Reveal(x) subscription
“This provides staff augmentation and guided investigation response,” Sundaralingham said. “Security teams in this space are small. The service is designed to help when the customer needs to reach out.”
Sundaralingham said that both Reveal(x) for Midsize Enterprise and ExtraHop Spotlight will be strong new channel plays.
“We have been investing a lot in the channel as we go downmarket, and today we are a channel-first company,” he said. “These give a great opportunity for partners to package this offering and target those midmarket size organizations, and they can package their own services with them as well.”