01732 759725 22 CYBERSECURITY Core to Cloud opens Scottish office after doubling in size once again it to stand out in the market, such as Zero Trust Segmentation company Illumio and Lacework, which provides end-to-end protection for cloud environments. “Since the day we started I’ve been able to find technology that addresses specific challenges within organisations. And then bring it into the UK and essentially build a whole go to market strategy for the supply, servicing and support of that technology. There's a couple of instances where that has been extremely successful for us.” One of these is Cylera, which helps Core to Cloud’s NHS customers protect personal and confidential data by identifying and securing medical and IoT devices on its networks. “We’ve built a lot of credibility in healthcare over the years. Our Chief Technology Officer spent 20 years in the NHS before joining us and we have vast experience of working with NHS Trusts. Typically, an NHS site has circa 5,000 to 15,000 users and a very large number of devices that they have to protect. There's normally only one or two people within the organisation to do that, so you need to find solutions that will support those individuals. We work with vendors from overseas and explain to them the challenges NHS organisations face and what they can afford from a pricing perspective. That's worked well and once we've done a good job with one NHS Trust, we tend to be recommended to others. “Another reason why NHS sites like working with us, I think, is if they've got a problem or they're looking to achieve something they can pick up the phone to us and we won't just put the clock on and start charging. NHS organisations, for example, have a DSPT, a data security prevention toolkit, that they have to comply with. This might not involve a technology or even a solution of ours, but just being able to give guidance and advice is valuable.” Core to Cloud currently works with 50-plus NHS Trusts and at one time healthcare organisations accounted for 70% of the company’s turnover, compared to 30% from enterprises. Today, growing demand from enterprise organisations has reduced the ratio to a 50:50 split. Services growth In addition to its technology and solutions sales, Core to Cloud has an expanding services business that is expected to account for 30% of its growth this year. It currently offers three service lines: n Managed Detection and Response. MDR is provided by a 24x7 Security Operations Centre (SOC) jointly managed by Core to Cloud and Reliaquest, a global SOC provider based in Tampa, Florida. “We’ve chosen to go down this route,” says Cunningham, “because to build our own Security Operation Centre we’d be looking at seven figures just for the technology to be able to manage a SOC before you even consider the biggest challenge, which is the people and the massive churn in expertise. Reliaquest helps manage the SOC and has 500-odd SOC analysts. “Most SOC providers in this country will say ‘yes, we can do your Security Operation Centre, we can do your Managed Detection and Response, but we need you to get this and this technology’. Customers cannot afford to change their technology. Our unique positioning is that we don't care what you use for your firewall etc.; we are completely vendor agnostic.” n Crisis simulation. Currently Core to Cloud’s most in-demand service, crisis simulation-as-a-service uses technology developed by Bristol-based Immersive Cirencester-based cybersecurity specialist Core to Cloud has opened an office in Scotland to help meet the needs of customers north of the border as it continues to expand its capabilities and win more business. The opening of an office in Dundee, on top of its existing premises in Cirencester and Stockholm, follows another year of 100% growth for the company, which was founded by CEO James Cunningham and COO Mark Liddle in 2015. Cunningham told Technology Reseller that with revenue of more than £10 million in 2022 it would be ‘virtually impossible’ for Core to Cloud to double in size again this year. Instead, he is targeting growth of 50% to £15 million, which Core to Cloud is on track to hit and potentially exceed, given other developments in the pipeline. These include the company’s first funding round, currently nearing completion, which will enable Core to Cloud to take on more staff and expand its capabilities. To date it has grown 100% organically. “We've got offices in Stockholm and now Scotland and we recently took over the entirety of The Castle in Cirencester where our head office is located. That gives us a lot of space for a lot of people,” explains Cunningham. “Our plan with this funding is to fill that space with new heads and also to increase our technical capabilities and develop new service lines and perhaps strengthen our market presence and sales and delivery capabilities.” Core to Cloud currently has around 30 employees and with new funding it is aiming to add 60 to 90 new recruits over the next two years. Innovative products Meanwhile it will continue to expand its product and service offering to meet the needs of customers in healthcare and verticals like finance, pharmaceuticals, oil and gas and education. Cunningham says that one of Core to Cloud’s key strengths is its success in sourcing, marketing and reselling groundbreaking cybersecurity products that help Growth at the double James Cunningham One of Core to Cloud’s key strengths is its success in sourcing, marketing and reselling groundbreaking cybersecurity products that help it to stand out in the market
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