About Airgap
Airgap Networks, now part of Zscaler, developed a micro-segmentation and network-isolation platform purpose-built for IoT, OT, and Industrial Control Systems (ICS) — the layer where conventional firewalls fail.
Following the acquisition of NetSpyglass, Airgap integrated advanced network-node monitoring and topology intelligence into its segmentation engine, creating a single platform that can visualize, isolate, and control every connected device across LAN and WAN environments.
The Scribe | Marketeering.AI partnered with Airgap during this transition to build its complete sales-to-marketplace narrative: sales literature, FAQs, battlecards, microsites, case studies, solution briefs, and pitch decks — all designed for Zscaler and AWS Marketplace enablement.
Challenges
- Industrial protocols (Modbus, Profinet, DNP3, etc.) that run mission-critical equipment were never designed for modern threat models.
- Perimeter firewalls protect data centers but leave the device layer exposed — attackers exploit lateral movement across IoT/OT nodes.
- Manufacturing and utilities customers faced the “DMZ dilemma”: should the responsibility for device-layer security fall under IT or OT?
- Traditional deep-packet inspection tools introduced latency that could halt automation workflows or cause mechanical freeze-outs.
- Airgap’s team needed a compelling GTM story explaining why a new “micro-segmentation layer” was essential within the DMZ — and how it coexists with Zscaler’s zero-trust edge and AWS workloads.
Solution
1. Technical Validation & Architecture Mapping
- Modeled Airgap’s agentless segmentation and NetSpyglass monitoring against AWS Transit Gateway, AWS IoT Core, and VPC Flow Logs.
- Produced FTR-ready documentation demonstrating encryption, IAM isolation, and latency-free packet handling using Lambda triggers and CloudWatch alarms.
- Integrated Zscaler ZIA/ZPA flows into the diagrams to illustrate end-to-end zero-trust posture from cloud to plant floor.
2. Sales Literature & GTM Collateral
- Authored sales FAQs, battlecards, and vertical playbooks (Manufacturing, Energy, Healthcare) explaining:
- Why perimeter firewalls can’t protect the DMZ,
- How Airgap contains lateral attacks in under 4 milliseconds, and
- How NetSpyglass visibility enables predictive isolation before compromise.
- Built solution briefs, case studies, and slide decks for Zscaler channel sellers and AWS co-sell managers.
3. Marketplace & Campaign Enablement
- Developed an AWS Marketplace listing kit: metadata, long description, SEO keywords, and pricing model for quote-based consulting engagements.
- Structured a Zscaler Marketplace microsite with download-gated content — case studies, architecture PDFs, and security comparison matrices.
- Connected the marketing funnel to HubSpot + ACE for co-sell attribution and MDF reporting.
Results
- 7 validated workloads mapped to AWS FTR and Security Competency frameworks.
- $180 K + in AWS + Zscaler MDF credits used across campaigns and webinars.
- 4× faster response time in PoC environments — threat isolation confirmed within 3.7 milliseconds.
- 800 + qualified enterprise leads generated through AWS Security and Zscaler Zero-Trust campaigns.
- Complete GTM library delivered: 9 FAQs, 4 battlecards, 5 solution briefs, and 3 industry-specific decks standardized for global sellers.
The Impact
By merging NetSpyglass’s network-node intelligence with Airgap’s micro-segmentation, and then wrapping it in a cloud-validated, co-sell-ready narrative, The Scribe | Marketeering.AI transformed Airgap’s product story into a marketplace-grade cybersecurity play.
The engagement bridged the divide between IT and OT security, demonstrating that the most vulnerable layer of industrial networks can be both isolated and operational — without latency.
