garter - 網(wǎng)絡(luò)物理系統(tǒng)（CPS）保護(hù)平臺魔力象限 Magic Quadrant for CPS Protection Platforms

MagicQuadrantforCPSProtectionPlatforms

12February2025-IDG00808225-47minread

ByKatellThielemann,WamVoster,and1more

Cyber-physicalsystemsprotectionplatformsthatdiscoverandprotectassetsinproductionormission-criticalenvironmentsare

emergingasaleadingmarketcategory.ThisresearchwillhelpcybersecurityleadersfindtherightvendortofacilitateprotectionofCPSusingCPSprotectionplatforms.

StrategicPlanningAssumptions

By2027,75%ofCPS-intensiveorganizationswillobtaincybersecuritycapabilitiesfromacyber-physicalsystemsprotectionplatform(CPSPP),acceleratingtheshiftfrompointsolutions.

By2027,45%oforganizationswillprioritizeremediationcapabilitiesasaselectioncriterionforCPSPPs,prioritizing“doing”over“knowing.”

MarketDefinition/Description

Gartnerdefinesthecyber-physicalsystems(CPS)protectionplatformsmarketasproductsthatuseknowledgeofindustrial

protocols,operational/productionnetworkpacketsortrafficmetadata,andphysicalprocessassetbehaviortodiscover,

categorize,mapandprotectCPSinproductionormission-criticalenvironmentsoutsideofenterpriseITenvironments.CPS

protectionplatformscanbedeliveredfromthecloud,on-premisesorinhybridform.GartnerdefinesCPSasengineeredsystemsthatorchestratesensing,computation,control,networkingandanalyticstointeractwiththephysicalworld(includinghumans).Whensecure,theyenablesafe,real-time,reliable,resilientandadaptableperformance.

Whetherincriticalinfrastructure,manufacturing,warehousing,transportation,utilities,buildingmanagementorhealthcare,everyasset-intensiveorganizationhasCPS.Theycanbeinterchangeablycalledoperationaltechnology(OT),InternetofThings(IoT),IndustrialIoT(IIoT),InternetofMedicalThings(IoMT),smartbuildingsolutions,orIndustrie4.0.Whatevertermorganizations

choosetoadopt,thesesystemshaveonethingincommon—theyaremanageddigitallybutinteractwiththereal,physicalworld.

Securityfortheseconnectedassetsusedtobe“outofsight,outofmind,”orcoveredunderagenericOTsecurityumbrella

dominatedbynetwork-centrictools.Anasset-centricsecuritydisciplinehasemerged,however,asorganizationsaimingtoreducecyberrisksstartedaskingquestionssuchas:

·“WhatCPSdoIhave?”

·“Howdotheyconnect?”

·“WhatistheirriskprofileandhowcanIimprovemysecuritycontrolsasaresult?”TheCPSprotectionplatformsmarketexistsbecause:

·Theattacksurfaceisgrowing:CPSareusuallycorevaluecreationassetsand,iftheygodown,theyhaltproductionorderailmissions.Themoreconnectedtheybecome,themoretheyexpandtheattacksurface.Thisincreasinglymakesthemattractive

targetsforransomware,industrialespionageorgeopoliticallymotivatedattacks.Fromoperationaldisruptionsofpipelineoperatorstohaltedmachineryatshipbuilders,thenumberofdisclosedattackscontinuetorise.

·Threatsareontherise:malwarepurposelybuiltforindustrialenvironmentssuchasINDUSTROYER.V2andPipedreamareemerging.

·Morevulnerabilitiesaresurfacing:yetremaindifficulttomanageasCPScannotbepatchedatwill.

·Moreregulations,directivesandframeworksareemerging:duetoincreasedthreatstocriticalinfrastructure-related

organizations,governmentsarerecognizingthattheubiquitousCPStechnologylandscapesupportingthemiskeytonationalsecurityandeconomicprosperity.

·Manualassetinventoriesaretimeinefficientandcostly:andITsecuritytoolsareinappropriateformanyCPSenvironments.

MandatoryFeatures

Themandatoryfeaturesforthismarketinclude:

·Vendor-nativeassetdiscovery,visibilityandcategorization

·Supportforbothmodernanduniqueindustrialprotocolswhilenotinterferingwiththeoperationofanydevice·Detailednetworktopologyanddataflowdiagrams

·Detailedpedigreeofassets,includingnesteddevices·Vulnerabilityinformationandrecommendedactions

.Threatintelligenceinformationandrecommendedactions·IntegrationwithITsecuritytools

·Riskscoringandrecommendedactions

CommonFeatures

Thecommonfeaturesforthismarketinclude:

·Baselineandconfigurationmanagement.Incidentresponseandforensics

·Network-segmentation-relatedfeaturesandfunctionalities·Securityframeworkscompliancereports

·Variousrole-baseduserinterfaces

MagicQuadrant

Figure1:MagicQuadrantforCPSProtectionPlatforms

VendorStrengthsandCautions

Armis

ArmisisaLeaderinthisMagicQuadrant.ItsArmisCentrixCyberExposureManagementPlatformistheCPSPP.TheArmis

CentrixplatformisdeliveredonlyasaSaaSsolution.Armis’sacquisitionsofSilkSecurityandCTCIhaveincreaseditscapabilitiestoprioritizevulnerabilityremediationandthreatintelligence.Itisknownforitsuserinterfaceandtheabilitytointegratewithotherplatforms.Itissuitedfororganizationsseekingacloud-basedsecuritysolutionthatofferscoverageforenterprisewideCPSandIT.

Strengths

·Geographicstrategy:Armishasabroadsalesandsupportpresence,servingtraditionalmarketsinNorthAmerica,EuropeandAsia,aswellasemergingmarketslikeLatinAmericaandAfrica.Thismakesitsuitableforgloballydispersedorganizations.

·Productstrategy:Existingdiscoverytoolslikepassivenetworkanalysishaverecentlybeenexpandedwithintegrationsandadditionalactivequeryingcapabilitiestoenhancebothassetdiscoverycapabilityandspeedofdeployment.

·Operations:AsaSaaSplatform,ArmisCentrixcollectsreal-timeoperationalintelligenceofplatformusagetodriveproduct

improvements.ThefreeArmisUniversitycaterstovariouslearningneedsandskilllevels,coveringnavigation,featureusage,configurations,integrationsandbestpractices.

Cautions

·Overallviability:Armisislargelyheldbyventurecapitalfirmsandemployees.Largeinvestmentsingo-to-marketeffortsto

capturemarketsharehaveoffsettheprofitfromtheplatform.Therapidgrowthofthecompanysizein2024andthetworecentacquisitionsrequirescalableprocessestobesuccessful.

·Businessmodel:Customerscanchoosefivedifferentproductsuitesdesignedtousefeaturesfromeachproduct.WhilethecoreofferingsincludeprotectionofCPSnetworksandassets,advancedfeaturesaresoldseparately,meaningcustomersneedtomakeadditionalinvestmentstoreapthefullbenefitsofArmisCentrix.

·Vertical/industrystrategy:Givenitsstrategytobeanenterprisesolution,theArmisCentrixplatformcanidentifydevicesrangingfromX-rayscannerstoindustrialcranes,butdoesnotprioritizedeepverticalindustryknowledge.

Cisco

CiscoisaNichePlayerinthisMagicQuadrant.ItsIndustrialThreatDefenseCPSPPconsistsofCyberVision,builtonthe2019Sentryoacquisition,alongwithSplunk,SecureFirewall,IdentityServicesEngine,SecureEquipmentAccessandTalosthreat

intelligence.CiscosensorscanbeembeddedintoselectCiscoCatalystroutersandswitches,providinganetwork-centric

approachtodetection,investigationandresponseinCPSenvironments.Cisco’s2024SplunkacquisitionaimstoharmonizesignalsfrommultipledatasourcesforaunifiedITsystems/CPScybersecuritypaneofglassfororganizations.Thesolutionissuitedforlargeorganizationswithaglobalindustrialfootprintthatprioritizesinglevendorsolutions.

Strengths

·Salesexecution/pricing:Cisco’sCPSdealsinvolvehigh-touchpresalesengagementswiththeindustrialspecialistteam.

Itspricingmodelformultiyearcontractsissuitedforlarge-caporganizationswithheavymultinationalandindustrialfootprints.

·Geographicstrategy:Ciscosupportsmanygeographicareas,bothdirectandpartner/channel-based,includingpartnershipswithOEMsthatalsoresellCiscoproducts.

·Marketingstrategy:Asaleadingglobalcompany,Ciscohasalongtrackrecordoftop-tierbusiness-to-business(B2B)marketingcampaignsandabroadreachthatcanattractCPSsecurityendusersinsearchofsolutions.

Cautions

·Productstrategy:WhileCisco’sIndustrialThreatDefensehasout-of-the-boxintegrationbetweenitsproducts,itislagginginaseamlessuserexperienceasusersmustswitchbetweenthoseproducts.

·Innovation:Cisco’sinnovations,suchastheEncryptedVisibilityEngineandSnortMLinSecureFirewall,aremoreIT-centricthanCPS-centricandunlikelytoshowtremendousvaluewithinmatureCPSsecurityprograms.

·Vertical/industrystrategy:Cisco’slimitedCPSverticalfocusonmanufacturing,energyandtransportationmaylimititsexpansionanddevelopmentoftheCPSPPtomeetawidersetofusecasesandvalue.

Claroty

ClarotyisaLeaderinthisMagicQuadrant.ItsxDomeandCTDaretheCPSPPs.Claroty’s2022Medigateacquisition

accelerateditshealthcareposition,itsabilitytoofferacloud-basedsolutionandthereleaseofcapabilities,suchascontextualriskscoring,remediationplaybooksandcompliancereporting.Twoversionsoftheplatformareavailable:xDome(SaaS-based)

andCTD(on-premises).Italsooffersservicesandhealthcare-specificfeatures,suchasClinicalDeviceEfficiency.

xDomeissuitedfororganizationsinmanufacturing,healthcare,commercialbuildingsandcriticalinfrastructure.CTDissuitedfororganizationswhoarenotreadyfororcannotusecloudsolutions,suchasthoseinoilandgasortransportation.

Strengths

·Marketresponsiveness:Clarotyhasamatureprocesstogathercustomerneeds,evaluatethethreatlandscapeandassesscompetitors.Thisallowsittorespondrapidlytomarketneeds,asevidencedbytherecentadditionofcompliancereportinginresponsetogovernmentdirectivesandframeworks,andcontinuousthreatexposuremanagement(CTEM)tailoredto

CPSsecurity.

·Productstrategy:Clarotyhasexperienceexecutingitsproductroadmap,asdemonstratedbyitsfocusin2024onvisibilityqualitywithmultipledatacollectioncapabilities,creationoftiersforvisibilityqualityandzonepolicydevelopmentfor

segmentation.

·Vertical/industrystrategy:WhenitacquiredMedigateforhealthcaresolutions,Clarotybecameoneofthefirstcompaniesinthismarkettorecognizespecializedindustryneeds.Ithasdedicatedbusinessleadersandfunctionsalignedtoindustry

requirementstocoordinateverticalproductandgo-to-marketefforts.

Cautions

·Pricing:Claroty’spricingoptionscanbeconfusing.Forexample,itofferssoftwareperassetandpersite;perbedpricingforhealthcare;andcapitalexpenditure(capex)andoperatingexpenditure(opex)modelsforhardware;aswellasamixoflease,subscription,perpetuallicensesandbundlingmodels.

·Geographicstrategy:Whileaglobalcompany,Clarotydoesnothavethesamereachatthecountrylevelassomeofits

competitors,andoverhalfofitsrevenuecomesfromNorthAmerica.Thiscanbeachallengeforprospectsinregionswithlowornopresence.

·Operations:Clarotyhasoneclosecloudpartner(AmazonWebServices).WhileClarotyhasanon-premisesoffering,thereareacoupleofmonthsoflagforfull-featureparitywithxDome,asSaaSsolutionsareeasiertoupdate.

Darktrace

Darktrace,acquiredbyprivateequityfirmThomaBravoinOctober2024,isaVisionaryinthisMagicQuadrant.ItsDarktrace/OTistheflagshipCPSPP,whichdeploysAItolearnabaselineof“normal”behaviorwithinanorganization,detectinganomalies

outsidethenormthatcouldsignifycyberattacks,insiderthreatsandvulnerabilities.TheplatformispartofanoverallDarktraceAI-basedcyberdefenseportfoliothatidentifiesandmitigatesattacksandinsiderthreatsacrossIT,CPS,cloudandemail.DarktraceissuitedfororganizationsthatvalueAI-basedriskscoringcapabilitiesandalowpricepoint,havedeployedDarktraceinIT

already,andneedglobalcoverageandsupport.

Strengths

·Geographicstrategy:Thecompanyhasaglobalcoverage,providingdirectsalesandchannelsupportin27countries.Thisbenefitsprospectivecustomersseekingglobalcoverageandsupport.

·Productstrategy:Darktrace/OTispartofthewiderproductportfoliothatrangesfromnetworktocloudandendpointsecurity.Itisbasedonself-learningAIthatautonomouslylearnsnormalbehaviorinaCPSenvironment,enablingreal-timeanomaly-

basedthreatdetectionwithoutrelyingonsignatures.

·Financials:DarktracehasalargecustomerbasebeyonditsCPSPPoffering,andisprofitable.Nearlyallrevenuecomesfromannualsubscriptionsforasolidcashflowthatallowscontinuousinvestmentinnewfeaturesandcapabilities.

Cautions

·Operations:ManycustomersuseDarktraceentirelyoffline,whichmakesgatheringreal-timeoperationalintelligenceabouttheplatform’susageimpossible.

·Marketresponsiveness:AsbothanITandCPSsecurityvendor,DarktraceismaturingitsabilitytokeepitsfingersonthepulseofthequicklyevolvingCPSsecuritymarket.

·Marketingstrategy:CPSPPbuyersmayperceiveDarktraceasanITsecuritysolutionshoehornedintoaCPSenvironment.IndustryrecognitionlikeDarktrace’sstatusasMicrosoft’sU.K.PartneroftheYearamplifiesthisperception,undercutting

confidenceinDarktrace’sknowledgeofindustrialoperations.

Dragos

DragosisaLeaderinthisMagicQuadrant.TheDragosPlatformistheCPSPP.Itisbuiltonthecompany’sexpertiseinindustrialcontrolsandemployeeswithnation-levelcybersecuritypedigrees,combinedwithproprietaryintelligence-basedthreatdetection.Inaddition,theDragosPlatformisacornerstoneofthecompany’sthreatintelligenceandincidentresponseservicesadd-ons.Itissuitedfororganizationsintheoilandgas,powerandutilities,andmanufacturingverticalsthatseekon-premisesorcloud

solutions,deepexpertiseinthoseenvironments,andthebenefitsofacommunityapproachtothreatintelligenceandbest-practicesharing.

Strengths

·Thoughtleadership:DragosisaleadingvoiceinCPSsecurity.ItsYearinReviewandThreatPerspectivesreportsplayakeyroleineducatingthemarketoncurrentchallenges,anditsrelationshipswiththeSANSInstituteandgovernmentpolicymakersareeffectivemarketingtoolstohighlightitsplaceinthemarket.

·Productstrategy:DragosacquiredNetworkPerceptionin2024.ItsNP-Viewsolutionprovidesimportantadditionaltechnical

capabilitiesaroundnetworksegmentationpolicy,accesspathanalysisandfacilitateslow-impactdeployment.Thecombinationofapproacheswillenablevisibilitynotonlyintowhatis,butalsowhatcanbeinferredfromassetsandconnections.

·Product:Dragoshasreleasedmajorupdatesin2024toincludeknowledgepackswithmorethan3,200new

detections,indicatorsofcompromiseandplaybooks,aswellasmultiplenewdatacollectionmethods(includingalightweightcollectorandactivequeryingcapability)andcloud-hostedoptions.

Cautions

·Vertical/industrystrategy:Unlikecompetitorswhocastabroadindustrynettoincludehealthcare,Dragosfocusesprimarilyontheoilandgas,utilities(electricandwater/wastewater)andmanufacturingverticals.

·Salesexecution:Dragoshasarelativelysmallerreachamongvendorsintochannelpartnersthatcanopendoorsandincreaseindirectsalesintonewverticalsandgeographies.Thismayhinderitssalesreachtoprospectsoutsidetheindustriesand

regionsitserves.

.Geographicstrategy:Dragosdoesnothavethesamereachatthecountrylevelassomeofitscompetitors,andreliesonanetworkofpartners.AsignificantportionofitsrevenuecomesfromNorthAmerica.Thislimitsitsreachtoprospectsforsales,deploymentandsupport.

ForescoutTechnologies

ForescoutTechnologiesisaChallengerinthisMagicQuadrant.TheForescoutPlatformistheCPSPP,combiningForescoutTechnologiescorecapabilitieswiththeacquisitionsofSecurityMattersandCyberMDX,twoCPSsecurityprovidersfocusingonindustrialandhealthcareCPSsecurityrespectively.Itcombineson-premisesandSaaScomponents,suchaseyeSightand

eyeInspectforvisibility,monitoringandcompliance;eyeSegmentfornetworksegmentation;eyeControlforpolicy

enforcement;andeyeExtendforsecurityworkflowautomation.ForescoutTechnologiesrecentlyhasemphasizedinnovation,developingfly-awaykitsandformingastrategicpartnershipwithMicrosoft.ItissuitedfororganizationslookingtocombinesecurityforCPSandITenvironmentsintoanenterpriseriskandexposuremanagementstrategy.

Strengths

·Overallviability:ForescoutTechnologieshasbenefitedfromaprofitableCPSPPbusinessforthepastthreefiscalyearsandiscash-flowpositive.ThishasenabledlargergrowthinemployeesdedicatedtotheCPSPPcomparedwithcompetitorsin

engineeringandcustomersuccess.

·Marketingexecution:ForescoutTechnologieshasastrongfocusintheCPSsecuritymarket,increasingtheallocated

marketingbudgetby25%in2024andsuccessfullyfocusingoncompetitivepositioningbycreatingmicrositesspecifictotopcompetitorsthatexplaindifferencesbetweenofferings.

·Geographicstrategy:ForescoutTechnologieshascomprehensivegeographicalreach,providingdirectsalesandchannelpartnersupport.Prospectivebuyerswithglobaloperationswouldbenefitfromthis.

Cautions

.Vertical/industrystrategy:ForescoutTechnologiesfocusesontheindustrial,healthcare,governmentandfinancialindustryverticals.Gartnerclientsdonotreportconsideringitasaverticalindustrythoughtleaderbeyondmarketing.

·Salesstrategy:AbouthalfofForescoutTechnologies’CPSPPengagementscomefromexistingcustomers,whichshowslittlehead-to-headcompetitionthroughproofofvalue.

·Businessmodel:WhileForescoutTechnologiesenablesintegrationorbuildofthirdpartiesintoitsplatform,itdoesnotusethirdpartiesforitscoreon-premisesfunctionality.Thismaypresentlimitationsinincorporatingcapabilitiesrapidly

bidirectionallyatatimewhenCPSsecurityneedsareevolvingfasterthanever.

Fortinet

FortinetisaNichePlayerinthisMagicQuadrant.ItsFortiGateNextGenerationFirewall,poweredbyFortiOS,isthecoreofits

CPSPP.It’sanextensionoftheFortinetSecurityFabricruggedizedtomeetuniqueneedsofindustrialCPSenvironments.WhileitssolutionswereoriginallydevelopedforIT,CPSsecuritycapabilitieshavebeenintroducedinrecentyears.ItsCPSPPworksbestwhenusingmultiplesolutions,suchasFortiManager,FortiAnalyzerandFortiOS;thelatterisitsmultipurposeproprietary

operatingsystem.FortiGatecanalsointegratewithotherCPSPPvendorssuchasArmis,Claroty,DragosandNozomiNetworks.TheplatformissuitedfororganizationswithormigratingtoFortinetequipment.

Strengths

·Overallviability:Asalargeglobalnetworksecurityvendor,Fortinet’sinvestmentsintoCPSsecurityprovideadditionaloptionsforenduserslookingforwhole-of-enterprisesolutions.

·Geographicstrategy:FortinetsupportsasizablenumberofgeographicpointsofpresencetoservetheinternationalCPSsecuritymarket.

·Productstrategy:Fortinet’sfocusonautomationcontrolvendorsforinnovativepartnershipsbodeswellfortheintegrationandcompatibilityofitsplatformwithinkeyvendorandOEMecosystems.

Cautions

·Marketpositioning:Fortinet’sCPSPPhaslimitedorganicCPSsecurity,verticalindustryandoperationalcontext,whichmakesitlessattractivetoproduction-centricprospectsandmoretonetwork-centricprospects.

·Businessmodel:Fortinet’sbusinessmodelcentersonnetworksecurityvendorconsolidationandIT/CPSsecurityconvergence,asopposedtoamoreholisticindustryandbusiness-context-awareCPSsecurityapproachthatmanyorganizationsseek.

.Innovation:Fortinet’sfocusoninnovationfocusesondevelopingstrategicpartnershipswithOEMsandintegratingwithotherCPSPPs.WhilethisdrivesinnovationfromFortinet’sportfoliostandpoint,itdoesnotfocusoninnovationdirectlyrelatedtoCPSsecurity.

Honeywell

HoneywellisaNichePlayerinthisMagicQuadrant.HoneywellForgeCybersecurity+isitsCPSPP,combiningCyberInsights

(anetworkintrusiondetectionsystemacquiredin2023withSCADAfence),CyberWatch(centralmanagementplatform),whichoffersanoptionalgovernancemoduleforregulatorystandardsandframeworkscompliance.ItisamongagrowinglistofindustrialOEMsmovingfurtherintotheCPSsecuritymarketthroughtheprocessofbuyingsmallCPSPPvendors.TheplatformissuitedfororganizationsusingHoneywellindustrialsolutions.Whileitiscloud-ready,mostdeploymentstodayareon-premises.

Strengths

.Customerexperience:Honeywelloffersaglobalportfolioofbothmanagedandprofessionalsecurityservices.ItprovidesCPSnetworkassessments,penetrationtesting,tabletopexercisesandriskassessmentssupportedbythreeregional

cybersecuritycentersofexcellence.

.Operations:Honeywellfollowsstringentsecurityprocesses,focusingonproductqualitythroughcodequalityreviews,unittesting,integrationtesting,performancetestingandsecuritytesting.Italsooffersextensivenewcustomeractivationandtrainingprogramsforpartnersandemployees.

·Innovation:Honeywellsupportsanextensivesetofsecurityframeworks,suchasNIST,NIS2,OTCC(SaudiArabia),SOCI(Australia)andNERC-CIP,thatarecodedintotheproductandprovideaudit-readycompliancereportsviaCyberWatch.

Cautions

·Marketingexecution:AsHoneywellrepositionsitsportfolioinCPSsecurity,itistooearlytosaywhetheritsSCADAfenceacquisitionwillprovidethenecessaryfueltoaccelerategrowthbeyondtheexistingprofessionalservices-centricposition.

·Verticalspecialization:AsanOEMandnotapure-playcompany,Honeywell’steamisalignedtostrategicbusinessgroupswithintheorganization.Honeywellservesindustriessuchasutilities,oilandgas,andhealthcare,andfocusesitsCPSPPeffortstoalignwithbusinessunitstrategies.

·Geographicalstrategy:CyberInsightshashadlessvisibilityintheU.S.andEurope.However,Honeywellnowhasan

opportunitytomarketitmoreaggressivelyinthosesignificantmarkets,buildingonthesmallfootprintoftheMiddleEast-andAPAC-centricSCADAfenceacquisition.

Microsoft

MicrosoftisaLeaderinthisMagicQuadrant.ItsCPSPP,DefenderforIoT,ispartofMicrosoft’senterprisecybersecurityportfolioandisprimarilySaaS-based.MicrosoftacquiredCyberXin2020toaccelerateitsreachintoCPSsecurity.Itsstrategyistobringsecuritymanagementofendpoint,identity,cloud,applications,securityinformationandeventmanagement(SIEM),andCPSintoonesuite.Thesolutionalignspresentationoftheconsolidatedinventorysystemtothevariouspersonaswithinthesecurityteam.

ItsDefenderforIoTissuitedfororganizationsthatuseMicrosoftacrossmultipleenterprisesecurityusecases,andthosethatarecomfortablemovingtoanincreasinglycloud-baseddeliverymodel.

Strengths

·Geographicstrategy:WithMicrosoft’sglobalreach,DefenderforIoTisbroadlyavailableworldwide.

·Productstrategy:DefenderforIoTfocusesonCPS-specificcapabilitiesthatincludeknowledgeofmyriaduniqueprotocols,severalassetdiscoverymethods,OEMcertifications,threatintelligenceandvulnerabilitymanagement.Itintegratesinto

Microsoft’senterprisesuite.

·Pricing:Microsoft’smarketreachsupportssalesandpricingflexibility.MultipleproductscanbebundledcompetitivelywithotherMicrosoftproductsorboughtasstand-alone.Licensingcanbeboughtdirectlyorthroughpartnersandresellers.

Cautions

·Marketingexecution:BecauseitisonlyoneofmanysolutionsintheMicrosoftportfolio,DefenderforIoTisnotprioritizedin

marketing.Asaresult,itisnotasvisibleasitscompetitorswhenitcomestoCPSsecuritythoughtleadershippositioning(e.g.,reports,webinarsorsocialmedia).

·Verticalstrategy:Asprimarilyanenterprisesolutionprovider,Microsoftfocusesmoreonhorizontalproductdevelopmentandgo-to-marketstrategies.Asaresult,itdoesnotfocusonthespecialneedsofanyspecificindustry.

·Salesstrategy:Microsoft’sstrategyforpartneringwithvalue-addedresellersfocusesoncollaboratingwithMicrosoftSecurityPartnerswhohaveexperienceinITsecurityandareonlynowexpandingtheirserviceportfoliosintoCPSsecurity.MostlackdeepCPSexpertise.

NozomiNetworks

NozomiNetworksisaLeaderinthisMagicQuadrant.TheNozomiPlatformisitsCPSPP,builtonago-to-marketstrategythatisbasedoninnovation,business-centricfeatures,customerfeedbackandpartnershipswithindustrialautomationcompanies.Themanagementcomponentforthesolutioncanbeon-premises(NozomiCentralManagementConsole)orcloud-based(Vantage).TheNozomiplatformisknownforfocusingonbothsecurityandoperationalperformancefeatures.Itissuitedfororganizationsthatfavortechnology-firstpartnersandsolutionspurpose-builtforCPSenvironments.

Strengths

·Product:TheNozomiPlatformisfeature-richandbuiltaroundcomponentsthatcanbebundledorindividuallypurchased,dependingoneachorganization’scircumstancesandmaturity.TenmajorindustrialOEMsresellit.

.Innovation:NozomiNetworkshashistoricallyprioritizednovelapproaches.IthasledthemarketinbringingAIandmachinelearningandcloud-basedsolutionstoCPSenvironments,developingGuardianAirtodetectwirelessassetsandArc

Embeddedtodeploydirectlyintoprogrammablelogiccontrollers,remotetelemetryunitsandhuman-machineinterfaces.

·Geographicstrategy:NozomiNetworkshasdirectsalesandsupportresourcesinmultipleregionsandanextensiveglobalchannelpartnernetwork.Thisallowssupportcomplianceandregulationsinmanycountriesandhasfueledbalancedgrowthglobally.

Cautions

·Vertical/industrystrategy:NozomiNetworks’focusonfirst-to-marketcontinuousinnovationcanbeadouble-edgedsword,assomeearlyadoptershavereportedhavingdifficultiesadaptingsomeoftheseinnovationstotheiruniqueenvironments.

·Salesstrategy:NozomiNetworks’salesresourcesremaininshortsupplyfortheemergingCPSsecuritymarket,despiteitsuseofablendeddirectandindirectsalesapproachtobroadenglobalcoveragewithknowledgeablelocalresources.In

discussionswithGartner,clientsexpresseddifficultiesfindingtherightmatch.

·Salesexecution:NozomiNetworks’proofofconceptprocesscertifiedunderISO9001standardsisd