Harmonic Security helps enterprises adopt AI safely. Founded in 2023, it protects customers like Anthropic and Cisco, and specializes in supporting regulated industries where sensitive data lives: insurance, healthcare, financial services, private equity, legal, and more.
Each vertical worries about protecting very different types of data — which means generic outbound falls flat.
“Spamming and praying just does not work in cybersecurity. My focus is taking high-intent signals like web visits and doing crafted, relevant outbound with Octave that hits the pain points each persona and each industry feels.”
For Ana Corio, Harmonic’s Director of Demand Generation, the objective is to feed the sales team by creating demand in these markets — without an SDR team or in-house GTM engineering. Her mandate covers every one of those industries, with messaging that speaks to each differentiated pain point.
Today, Octave-powered campaigns give Harmonic continuous air cover in the industries that matter, with messaging relevant to the data each one protects — and more booked meetings from accounts showing real intent.
“We’re lucky to be in a hot market with a lot of inbound interest. The challenge in competing is leaving no stone unturned, capturing every opportunity with relevant messaging. Octave in Clay is how our lean marketing team achieves this."
Product marketing defines the context, demand gen deploys it
Product marketing manager Jackson Harrower defines Harmonic’s segments and personas in Octave — the source of truth for how Harmonic speaks to each industry.
With this context, Octave powers Harmonic’s campaigns in HeyReach for LinkedIn and Instantly for email via Clay, while teammates access Octave’s guidance in Claude via the MCP. Ana works with Octave’s managed GTM engineering service to orchestrate the outreach system in Clay.
On the input side, HubSpot CRM data and Gong call recordings feed into Octave, keeping its picture of the market current.
For a business this horizontal, keeping the ICP in Octave rather than hard-coded in Clay is the whole point. When positioning changes, the team updates Octave once, and every campaign reflects it. Nobody has to edit a Clay table by hand.
“Harmonic’s messaging lives in Octave. When our positioning changes, we update it once — and every campaign in Clay reflects it.”
Signal-led outbound that speaks each industry’s language
Rather than spraying and praying, Ana runs air cover on a targeted list of accounts, triggered by high-intent signals like web visits and job changes.
“Each industry has a very different set of pain points and different types of data they’re worried about protecting. Our messaging needs to be clearly differentiated — and Octave knows the relevant context around each persona and each industry.”
Take their web intent play, for example.
Website visitors are de-anonymized in Clay, enriched, qualified, and checked against HubSpot for an existing opportunity. If an AE owns the account, the rep gets a Slack message with three contacts and pre-written messaging for each — a two-message LinkedIn sequence and an email sequence. With the rep’s approval in Slack, the sequences go out through HeyReach and Instantly.
When Octave creates the messaging, it draws on Harmonic’s segment definitions to personalize for the industry and its persona definitions to hit the right angle for the specific recipient.
The result is continuous air cover for the industries that matter, more booked meetings, and outbound that keeps paying off long after the send.
Ana says, “Outbound isn’t a direct-response program for us — it’s an awareness program. People come inbound and say, ‘I feel like I’ve seen you online.’ We dig in, and they were in a cold outreach campaign six months back. Our name keeps showing up when it’s relevant, so when they’re ready to buy, they remember us.”
“Outbound is difficult, and seeing tangible results from your actions is a great feeling. Our web intent plays, personalized with Octave, have booked more meetings and closed deals.”
Intent, understood in real time
Harmonic believes that security works best when you understand intent in real time. Its go-to-market now runs on the same principle. Campaigns start from a signal of real buying intent, and every message is grounded in what that industry actually needs to protect. For a lean team selling into every regulated vertical, that’s how nothing slips through the cracks.
