The intricate network of suppliers and vendors supporting critical infrastructure adds another layer of risk .
Which technologies and innovations can make a difference to the channel market dynamics in the near future ?
Porro believes the most obvious one to mention is AI , although he admits that we are all still trying to understand its true and ultimate meaning . Products are now being developed with AI . Soon AI may become a part of how they are implemented and used . It remains to be seen how this will affect and integrate with the channel . It will be our job to ensure it is guided in the proper direction .
Critical infrastructure often relies on outdated legacy systems , introducing vulnerabilities that require upgrading which can prove to be expensive and challenging . This reluctance leaves them open to potential attacks . Human error and a lack of professional cybersecurity training within IT and OT teams further heighten vulnerabilities .
How can a channel partner disrupt the regional market and gain a leading competitive position ?
The OPSWAT portfolio is unique . First because it addresses both IT and OT . Second , because most of the solutions provide a unique and competitive approach to solving specific issues . The best way for a channel partner to be disruptive is to actually gain understanding of the OPSWAT portfolio and its unique value proposition . When the OPSWAT team presents to prospective customers , there is always a moment in which they will say , a very interesting approach , I would like to learn a bit more .
OPSWAT products are purpose-built to protect both IT and OT environments while integrating together , helping alleviate the challenges of protecting the
complex and often-outdated products in OT environments . Through OPSWAT Academy , the company is also helping to close the cybersecurity skills gap by offering practical firsthand training to help professionals understand how to overcome the challenges of protecting critical national infrastructure .
Which aspects of your job role do you find rewarding and which challenging ?
Porro has always viewed his roles as an architect and builder . His goal is to architect and build a growing ecosystem of partners and consequently , a growing portfolio of customers who become exposed to the value of OPSWAT solutions , embraces and adopts them . As this takes place , it is an evolving cycle of satisfaction . The challenge is that it sometimes takes a bit longer than one would like , but as long as expectations are set , that is not a problem .
How do you best like to de-stress and re-charge off work ?
With his hectic schedule , Porro confesses that this is a challenge , but water sports , the beach , and skiing all with his children are a primary source for relaxation . •
64 www . intelligenttechchannels . com