Nozomi Networks targets ASEAN growth with expanded OT, IoT partner push

The partner ecosystem is extremely important for Nozomi as it looks to develop more MSSP and OEM partners.

For Nozomi Networks, one of the advantages it has since being acquired by Mitsubishi is its capability to continue to run as an independent subsidiary. The acquisition, which was closed earlier this year, was also a strategic one as Mitsubishi was able to leverage Nozomi’s solutions for its own operation technology (OT) operations.

According to Stephen Tan, the Regional Sales Director, ASEAN, even before the acquisition, Nozomi was already innovating in the data center industry with solutions like Arc Embedded, which provides level zero visibility.

Arc Embedded is the first OT security sensor developed with OEMs to run inside industrial controllers, delivering visibility and threat detection at Purdue levels 0-1. It monitors east-west communications, process variable readings and controller logic changes to detect threats and anomalies, all while consuming minimal resources.

“Level zero is where the physical sensors, actuators are located. That's where it controls the physical systems. So, Nozomi is probably the first to be able to land at level zero. To us, it’s almost like landing on the moon, and we are the first to be there with Arc Embedded. Do you know how difficult it is to put an agent at level zero? Nobody has ever attempted that. And everybody just says that this is a journey impossible. We have attempted it, and we have successfully done it,” he said.

Tan added that there are now more companies coming on board because they want to get visibility at level zero.

“A lot of people are talking to us about understanding what is at level zero, which is physical systems that control the physical processors. So, this gives us the ability to protect cyber-physical systems better than anyone else,” he added.

At the same time, Tan also shared that the company is really excited about what is happening right now in the region. This includes increased opportunities in the data center industry and building management systems, whereby there is strong moves towards IoT.

“We have always been in the OT environment, and now we decided to move into IoT. And we have done many things, not just talking, but we really have some real action. We are the first to come out with a wireless sensor. Nobody has that. It's called Nozomi Guardian Air. Arc Embedded is also the first in the world. All these are aiming towards how we can better tackle, and better address the IoT market. And I think that is itself a huge market,” Tan said.

Nozomi Guardian Air is the first wireless security sensor purpose-built for OT and IoT environments. Guardian Air sensor gathers information about wireless networks available in the surroundings, as well as wireless assets “in the air.” It works with Vantage, Nozomi’s cloud solution for OT and IoT cybersecurity, with the information gained from Guardian Air providing operators with the power to identify potential threats, suspicious behavior and even locate suspicious devices on a map using triangulation.

Growth with partners

According to Tan, the partner ecosystem is extremely important for Nozomi as it looks to develop more MSSP and OEM partners. With most customers having mixed OT environments, Tan shared the aim is to be better agnostic and partners will be the trusted ones who provide the operation technology to customers.

“While we are the subject matter experts in the OT world, we definitely have to go to our partners. Because our partners are the ones who actually owns the cyber-physical systems. So, we need to work to this group of partners. And at the same time, we are the cybersecurity experts in this. So, we have to also face the customer and work alongside with the OEM partners to help protect critical infrastructure. So, we are a 100% partner-centric company,” Tan said.

Tan also shared the Nozomi is hoping to recruit more MSSP partners because there is a lack of expertise in the area.

“We do have some MSSP partners, and we do have MSSP programs. And we do design our product that is suitable for MSSP operations. But the MSSPs have to be very specific ones that deal with this kind of critical infrastructure. Nobody talks about monitoring the OT environment. So, when you want to integrate an IT SOC with an OT SOC, that's where we come in. And then the operation has to be very different. You have to be able to cross-fertilize and bring some OT guys over to the IT SOC. You also need to be able to monitor and understand the context behind the alerts,” Tan explained.

With that said, Tan pointed out that there is a strong growth for Nozomi in the ASEAN region, with Singapore, Thailand, Malaysia, Indonesia, Vietnam, the Philippines and even Brunei seeing new customers.