Aegis / Atlas Precision - Annual Review & Renewal

Hey Wayne, yeah good to finally be on a call with you. I've been behind the scenes on a few of your support tickets and some of the Comply v2 migration stuff so, uh, looking forward to actually talking through things today.

Honestly the Comply module has been the biggest win. We do a lot of work with defense contractors — secondary suppliers, not primes, but still — and the audit burden is real. Like, our compliance team was spending, I don't know, probably close to two weeks every quarter just pulling together documentation for various audits. And now that's... it's not zero but it's dramatically less.

+1Cites Comply as the biggest win and says audit documentation time has dramatically decreased. · compliance reporting

That's huge. And that was — that's actually a great segue because the v2 launch just happened earlier this month, April 7th. Has your team had a chance to get into the new on-demand reporting features at all?

Yeah, we've been, um, kind of slowly rolling through it. Mike actually helped us get set up on the ISO 27001 template which we hadn't been using before — that was a new one for us.

Right, yeah. So the ISO template in v2 is much more granular than what was available before — like you can actually map controls down to individual policies in your environment rather than just doing a top-level attestation. Did your team find that useful or was it a bit overwhelming at first?

Little of both, honestly. The first time one of my engineers looked at it she was like, okay this is a lot. But once she got through the mapping exercise she said it basically gave her a complete picture she'd never had before. So yeah, initial friction, long-term value.

+1Describes initial friction with the ISO template but says it gave a complete picture she'd never had and long-term value. · compliance reporting

That's the typical arc, yeah. And once those mappings are saved you don't have to redo them — that's sort of the whole philosophy of the on-demand piece, the first report's the heavy lift and then it's like push-button after that.

Yeah she figured that out and was very relieved.

+1Says his engineer was 'very relieved' after discovering mappings are saved. · compliance reporting

Good, good. Hey Wayne, I do want to address the elephant in the room a little bit — the Detect outage back in March. I know we communicated through that in real time but I want to hear from you directly how that landed with your team.

Yeah, so — look, I'll be honest, there were about thirty minutes in the middle of that where I was getting texts from our CISO and I was not having a great afternoon. Six hours of no monitoring visibility is not nothing for us.

-1Describes six hours without monitoring visibility and texts from the CISO as a rough afternoon. · service reliability

Totally, and that's completely fair. I don't want to minimize that at all.

But — and I want to give credit where it's due — the communication from your team during the incident was actually really good. Like, the status updates were frequent, they were honest about what you didn't know yet, and the RCA you sent afterward was detailed. My CISO actually read the whole thing and said it was one of the better incident write-ups she'd seen. So, points for that.

+1Praises incident communication and detailed RCA, quoting his CISO's positive review. · support experience

Sure, yeah. So the root cause was a single point of failure in the event ingestion pipeline — basically one component went down and it cascaded. What we've done since is deploy redundant processing nodes so there's no single point of failure anymore, and we also implemented a circuit breaker pattern so that if one node starts degrading it isolates before it can take down the whole pipeline. We've stress tested it pretty heavily since and we're confident in the fix.

Yeah, I actually passed that along to our infrastructure team and they said the circuit breaker approach was the right call. So — yeah, look, it happened, it wasn't great, but you handled it well and you fixed it. I'm not going to hold it against you.

That means a lot, genuinely. Okay so let's talk about where things go from here. You're on Protect, Detect, and Comply right now — you're not on Identity. Is that something that's on your radar at all or is IAM kind of handled elsewhere?

It's... it's on the radar. We have kind of a patchwork situation right now — we're using one tool for SSO, something else for MFA, and honestly it's a mess. Our IT director has been complaining about it for like eight months.

-1Describes current IAM setup as a mess that the IT director has been complaining about for months. · product capability

Yeah that's a really common story in manufacturing actually — like the OT and IT environments both accumulate their own identity solutions and then nobody talks to each other. Aegis Identity was kind of built with that consolidation problem in mind. Would it be worth a separate conversation just to see if it actually fits your environment?

Yeah, I think so. Loop in my IT director — her name is Priya Sanjay — she'd be the right person to have that conversation with. I can introduce you over email.

Perfect, yeah, please do. I'll make sure Mike's on that call too since it'll get technical pretty quickly.

Okay, so on the renewal itself — I'll send you the formal proposal this week, but the headline is we're holding your pricing flat on the three modules you're on. No increase. And if you do add Identity we can structure it as an add-on amendment rather than a full re-sign so it doesn't disrupt anything.

Flat pricing, I like the sound of that. Yeah, send it over and I'll take a look. I don't anticipate any major issues — honestly at this point you'd have to really mess something up for me to go shopping around. And I've heard mixed things about SentinelShield from a few peers, so...

+1Likes flat pricing and says it would take a real mess-up to make him shop around. · pricing and billing

Is there anything on the product roadmap side that you can share? Like, what's coming for Detect or Protect in the next couple quarters?

Yeah, I can touch on some of it — some of it's still under NDA so I'll be a little careful. But on Detect specifically, we're working on enhanced anomaly detection for OT environments, which is actually very relevant to you given your manufacturing setup. And Protect is getting some improved RTO tooling in Q3. I'll share the roadmap deck once it's cleared for external sharing — should be in the next few weeks.

OT anomaly detection is interesting — yeah, definitely want to see that when it's available. We've had some weird stuff on the plant floor network that nobody's been able to fully explain.

+1Finds OT anomaly detection interesting and mentions unexplained plant floor network activity. · product capability

Okay yeah, we should actually get that documented as a use case before that roadmap call — like if you can share some details with Mike that would help him frame whether the new capabilities actually address what you're seeing.

Sure, I can pull together some notes on that. It's probably a conversation in itself.

Perfect. Alright, I think we're in really good shape here. To summarize — proposal comes to you this week, flat pricing on current modules, separate call with Priya on Identity, and Mike will loop you in on the OT roadmap details when they're cleared. Does that cover everything from your side?

Yeah, I think that's it. This was a good call — I feel good about where things are heading. Appreciate you guys taking the time.

+1Calls it a good call and feels good about where things are heading. · other