"Your solution is great, but it doesn’t solve my Zero Trust problem. You are just part of the solution"
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I was meeting with a very large OT customer (that has hundreds of thousands of facilities worldwide) presenting BlastWave’s solutions. When I finished, the customer said, “Your solution is great, but it doesn’t solve my Zero Trust problem. You are just part of the solution”.
At first, I was disappointed. But I responded with “Can you share all of your requirements? We have worked with several other companies in other deployments, and I think we could put together a solution that meets all of your needs if we work together.”
And that meeting was the genesis of the OTZTA, because the customer is always right.
When the customer presented their comprehensive list of requirements (and I promise you it was comprehensive), I built an alliance of best-in-breed solutions that could meet that list of requirements. The partners that we had worked with in other deployments were enthusiastic about working with like-minded technology providers, and we set out to determine how many of the customers' requirements we could meet. The team of BlastWave, Nozomi Networks, Darktrace, Swimlane, CloudBees, and BCG combined our solutions, tested the interfaces between them, and went back to propose a pilot for the customer.
In a span of less than 60 days, we went from concept to implementation, culminating in a four hour installation at an OT site that solved all of the OT-specific Zero Trust requirements that the customer had, and 89% of the IT Zero Trust requirements.
The response from the customer: “That was nothing short of miraculous”
Although that list was just from a single customer, it was pretty representative of the general requirements in the OT market. We think that what we offered to this customer is applicable to the entire OT market, and would love to take you on this ride with us.
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