SHANE GRENNAN , SENIOR DIRECTOR , PARTNER SALES AND BUSINESS DEVELOPMENT MET , FORTINET
Q & A
EDITOR ’ S
AS INDUSTRIAL CONTROL SYSTEMS CONTINUE THEIR INTEGRATION WITH IT SYSTEMS , WHAT ARE THE OPPORTUNITIES AND CHALLENGES FOR CHANNEL PARTNERS IN THE OT SECURITY SPACE ?
As OT organisations introduce new digital tools and technologies to their environments , their security challenges have grown more complex . While some progress has been made over the last 12 months in OT security posture and investment in essential tools and capabilities , it is clear that there is more work to be done to manage an increasing number of attacks in a post-IT , OT convergence world .
Three notable trends that emerged in our 2024 State of OT Security Report is that intrusions and their impacts on organisations have worsened over the past year . We also found that responsibility for OT cybersecurity is elevating within executive leadership ranks .
The role of channel partners and service providers in securing OT environments will increase as the environments become more complex and the lines between IT and OT increasingly blurred . Companies in OT-heavy industries often need outside help in tackling security challenges . The cross-company collaboration required to achieve this can help to address long standing disagreements . Executives from Fortinet , Check Point Software , Barracuda share their perspectives .
SHANE GRENNAN , SENIOR DIRECTOR , PARTNER SALES AND BUSINESS DEVELOPMENT MET , FORTINET
As a channel partner , you have a unique opportunity to help your customers navigate this complex landscape and secure their critical assets . By implementing OT security solutions , your customers can , among others , reduce the risk of cyber incidents and protect their critical assets and data , ensure the reliability and availability of their operations , minimising downtime , and gain full visibility into their OT networks and identify potential vulnerabilities .
To help your customers overcome the challenges of implementing OT security , focus on providing comprehensive training and support to build in-house expertise , flexible and scalable solutions that adapt to unique OT environments , clear guidance on best practices and regulatory compliance , and compelling ROI justifications and flexible pricing models .
The OT security opportunity in the UAE is significant and growing , with a wide
range of industries and company types in need of robust solutions . By understanding the unique challenges and requirements of OT security and providing the necessary support and guidance , you can effectively capitalise on this opportunity and build long-term , strategic relationships with your customers .
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