Unsolicited Response

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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Do you want support and funding for your ICS security initiatives? Then you need to understand what executives view as high, unacceptable consequences that believably could be caused by a cyber or cyber/physical incident. Go to executives claiming a calamity for something that is considered a non-desirable, but acceptable consequence and your credibility will be damaged.

Dale's article from 24 August 2021.

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• Early memories of working with Ed Schweitzer as a young engineer, being a CEO with the legend still there, and what SEL when Ed Schweitzer decides to slow down.
• SEL Security Products profitability today and in the future.
• Dealing with customers who don't want to secure their systems.
• SEL's high level of vertical integration including a new plant to manufacture PCB's and its impact on supply chain security.
• Dave and Dale's initial meeting over a vulnerability disclosure and how SEL deals with vulnerabilities today (direct disclosure to customers, not via a CERT).
• Are SEL customers updating their software/firmware when security issues are found?
• How does SEL decide what older products to add security features, such as signed firmware verified on the device, to?

Links

SEL Security Solutions

Dave's Schweitzer Drive Podcast

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Dale's weekly article published on 17 August 2021.

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Dale Peterson's weekly article published on 10 May 2021 discusses what will be required to get the benefits from SBOM's potential. Some come with low effort, and some will require major effort, new vendors and new business models.

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Eric Byres of aDolus joins Dale Peterson on the Unsolicited Response Show to discuss the Biden Administration's actions on improving ICS security.

The first half of the show discusses the National Security Memorandum on ICS Security issued on July 28th. What it means for asset owners sending monitored data to the USG, the impact of a set of goals and controls, and the urging of Congress to pass legislation to give the Executive Branch universal across critical infrastructure ICS regulatory authority.

Links

National Security Memorandum

Background Briefing on NSM

The second half focuses on Executive Order 14028 issued earlier in the year. aDolus has put out a very useful timeline that tracks all of the deliverables. Eric focuses on the supply chain measures and how this might impact asset owners and ICS vendors.

Links

aDolus EO 14028 Timeline

aDolus blog series on EO14028 

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A slow month for ICS security news and a shorter, 30-minute solo-sode. Dale covers the 3 top stories and gives his win and fail of the month.

Dale's weekly article originally published on 27 July 2021.

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Claroty raised $140M in a Series D round and recently announced their Claroty Edge product. In this episode, Dale interviews Grant Geyer, Chief Product Officer at Claroty. Most of the time is spent discussing Claroty Edge, what it is and isn't. The last third of the show they discuss what Claroty will do with the recently raised money. Links: Claroty Edge: https://www.claroty.com/claroty-edge/

Claroty Press Release on Series D: https://www.claroty.com/resource/claroty-secures-140-million-financial-round-establishing-leadership-position-in-hyper-growth-industrial-cybersecurity-market/

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Subscribe to Dale's ICS Security: Friday News & Notes at https://friday.dale-peterson.com/signup/