Netwatch.ai is a cybersecurity software solutions company that produces one of the world’s leading AI-driven cybersecurity monitoring platforms. With a strong focus on using artificial intelligence to detect and respond to threats in real time, Netwatch.ai helps organizations stay ahead of attackers instead of reacting after the damage is done. They work with customers who have extremely high expectations around uptime, security, and reliability – so their internal operations and tools need to live up to the same standard.
We sat down with Stephen Franklin, COO, to discuss how Onpipeline supports their work.
What challenges were you facing before choosing a CRM like Onpipeline?
As we started to scale, we realized we needed a system that could bring order and visibility to our customer relationships and sales activity. We wanted an easy-to-use CRM with a strong API interface so we could integrate it into the tools we already had.
A lot of platforms on the market tried to be everything to everyone – making them overly complex – or they didn’t offer the integration capabilities we needed. We didn’t want three or four separate tools stitched together just to manage opportunities and connect to our internal systems. We wanted one platform where these pieces worked together.
What made Onpipeline stand out during your selection process?
Onpipeline struck a really good balance between simplicity and flexibility. We didn’t want our teams spending months learning a new system. The interface was straightforward, and at the same time it provided the technical hooks – like the API – that we needed to integrate with our own tools.
That combination is important to us. Our teams get a clean, easy-to-use experience, and our technical staff gets the connectivity required to automate and plan. It reduces friction and lowers operational overhead.
How does your sales team use Onpipeline on a day-to-day basis?
Our sales team uses it to log customer opportunities and contacts.
In practical terms, every new lead, every conversation, every follow-up lives inside Onpipeline. Our reps track where each opportunity is in the process, who the decision-makers are, what their security priorities are, and what kind of infrastructure they might require from us.
That gives us a clear view of the pipeline. Management can see what’s coming, sales can prioritize their time, and we’re not relying on scattered spreadsheets or personal notes that disappear when someone goes on vacation. Everything is centralized and consistent.
You mentioned that your teams use Onpipeline through the API. How does that work?
Yes, and this is one of the most impactful parts for us.
The field service uses the API to monitor the growth of inbound potential customers to keep our data center expansion aligned with customer needs.
In practice, that means the opportunities our sales team records in Onpipeline aren’t just “sales data”, they become operational data. Through the API, we pass information from Onpipeline into our internal systems that forecast infrastructure demand.
If we see steady growth in opportunities from a specific region or industry, that data helps us plan capacity and monitoring infrastructure in advance. We can start preparing resources before those opportunities turn into fully onboarded customers. That alignment is crucial in cybersecurity, where performance and response time are non-negotiable.
So Onpipeline influences both sales and capacity planning?
Exactly. Traditionally, sales and operations end up working in silos. Sales teams close deals, and operations scramble afterward to support the new volume. We wanted to avoid that.
By using Onpipeline as our central source of truth for incoming demand, we treat our pipeline as an early warning system in a positive way. It allows us to keep our data center growth in line with customer needs, instead of constantly playing catch-up.
How have your teams responded to the Onpipeline interface?
The interface works well and is easy to use for even our newest sales reps as well as our customers.
That might sound simple, but it matters. A CRM can offer every feature in the world, but if people avoid using it because it’s confusing or clunky, your data quality suffers immediately.
With Onpipeline, our newest sales reps can get up to speed quickly. They don’t feel overwhelmed when they log in. They know where to create opportunities, how to manage contacts, how to view their pipeline – it’s all intuitive. That means adoption is high, and high adoption leads to good data.
From the customer side, when information is organized and accessible, we respond faster and more accurately. It improves the overall experience.
How has Onpipeline improved your visibility into the customer journey?
One of the biggest gains is clarity.
We can see a customer’s path from the very first interaction all the way through onboarding and beyond. Our sales team has access to the full history of conversations, our field service team can see expectations set during the sales process, and leadership can review the overall health of the pipeline.
That visibility helps us prioritize resources, understand which customer segments are growing fastest, and make more informed decisions.
Cybersecurity is a high-stakes, high-complexity environment. How does a tool like Onpipeline help you manage that complexity?
Cybersecurity is inherently complex. There’s a lot of data, a lot of moving parts, and very little margin for error. Our goal is to simplify everything that doesn’t need to be complex.
Onpipeline helps by giving us a clean, structured way to manage relationships and demand. Instead of juggling multiple tools with overlapping functions, our teams have a central CRM they can rely on.
When your foundational tools are simple and dependable, you free up mental bandwidth for the hard problems – like analyzing threats, advancing AI models, and supporting customers in critical situations.
Looking ahead, how do you see Onpipeline fitting into Netwatch.ai’s growth plans?
As we continue to grow, the integration between sales, operations, and infrastructure planning will only become more important. Onpipeline is part of that connective tissue.
We’ll continue using it as our system of record for opportunities and customer interactions, and we’ll keep building on the API integration to refine capacity planning. The better we can predict demand, the better we can serve customers without compromising performance or security.
At the end of the day, our mission is to protect organizations from cyber threats using AI. Tools like Onpipeline help us stay organized, prepared, and aligned as we do that on a larger and larger scale.
If you had to summarize your experience with Onpipeline in one sentence, what would you say?
I’d say Onpipeline gives us an easy-to-use, API-friendly CRM that keeps our sales, operations, and infrastructure plans moving in the same direction, and that alignment plays a major role in how we deliver reliable cybersecurity at scale.
About Onpipeline – Onpipeline is a simple, scalable CRM designed for teams that value ease of use, automation, and API-driven integration. From sales pipelines to custom operations, the platform empowers companies to work faster, reduce administrative burden, and scale with confidence.
