Dale interviewed Edgard Capdevielle, CEO of Nozomi Networks, on how he sees the OT Visibility and Detection market and what Nozomi plans on doing with the $100M raised. The discussion includes:

• Why Nozomi chose another funding round rather than getting acquired?
• How Edgard believes the OT security market will segment very differently than the IT security market did?
• What Nozomi meant in describing the round as pre-IPO. Will they IPO in the next two years?
• What will Nozomi do with the $100M raised?
• Looking back over the last five years, what was a tremendous surprise on the upside and what was something you thought would happen but didn’t?
• Market timing being the most important factor in a product’s success.
• Actively searching for and planning for convergence, and how convergence is a one-way street.
• What will the market look like in 3 years with percentages for SaaS, MSSP and on-prem for this product category?
• Does Edgard believe a channel can sell and support a product in this category in 2021? (He said yes and 80% of their business is run through channels since 2020)
• Does Edgard think the non-pure OT plays, like Forescout, Tenable, Cisco, etc., will be significant competitors in OT security?
• Does convergence with Splunk, ServiceNow and others mean the OT security solutions like Nozomi will be of lesser value to an asset owner?
• What is the rate and future for asset owner cloud adoption for OT.

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