Transcript
would love to talk about what you are seeing around the show floor and what's new in the market of cyber physical systems. Yeah, cyber physical systems has had a really good year. We've been doing hospitals and we've been doing factories, we've been doing all these really hard projects. Now we have new people coming and are attracted to the CPS problem because they're realizing how important building management systems are, how important physical spaces are, and those two that are specifically, and we've had a lot of activity on this week, is data centers and then retail. So data centers have a really, really unique OT challenge, right? Heat and, or sorry, cooling and energy are super important for them, and if they don't have access to those controls because of a threat actor, well then that's a huge problem for all this AI stuff we're trying to do. So security and data centers is really coming into understanding what the physical presence in those data center looks like, and then what do we need to do on top of that. Yeah. And then the other really fun ones retail, because we've got people moving in and out of places, we have logistics centers, we have sometimes manufacturing, and having a multi-faceted supply chain issue is causing them a lot of attention on how are we handling these systems. From point-of-sale to factory floor and connecting that with one thing of security, rather than like cut jumps and different tool sets and different theaters, they're really wanting a more harmonious look. Yeah, a full picture of their environment. What do you see bringing in a data center security team that they're most interested in, or most worried about, that has made them realize they need a dedicated CPS security solution? Number one, kinetic theaters, right? There's open theaters of war right now, and those people are starting to put their finger in anything they see as attractive. Data centers have HVAC problems, they're the same exact HVAC problems we've been dealing with for 20 years. Target. Target, yeah, same exact thing. The fish tank thermometer at the Vegas casinos, right? Those things are still present. We haven't solved those, and now data centers are realizing they have a billboard that is an HVAC control system that has been targeted in other theaters that we just haven't seen that present. If you couple that with their clients' expectations of reliability of uptime of $99.99, they're really focused on what do we do around this system, how do we surround it as best as we possibly can, and that's been the fun realization of just how similar their challenges are to legacy manufacturing. Yeah, in even hospitals, and I imagine some of the same global and economic pressures are impacting retail as well, and all of that makes supply chains really interesting, so is that kind of a similar motivation we see? I think what's changed in retail is the knowledge that the way we've addressed customers in a shop floor isn't the same, right? There's a lot more IOT devices coming into those theaters and trying to see what people are looking at, how they're moving inside of a store, how can we capture their social media presence of a client before the client walks in the door? So they're bringing a lot more digital transformation to the retail sector, and that's coming with a lot of weird IOT devices that just look funky and are built typically without securities knowledge and are showing up in the retail sites, and they need that one single pane of glass of security from when the person walks in the door in retail to where the product has been shipped from, to where the product's been created, and we need that single chain of cyber custody to make sure that nothing in the way gets disrupted, because if you miss that one window for that client, they don't come back. Yeah, and that's your opportunity. Well, those are fascinating. Thank you so much. What else are you looking forward to about this week? Obviously AI is the whole buzz. One vendor even did like an anti-AI zone, which I thought was really funny. I think really coming to terms with how to build governance around all these AI engines that we're building. We see that in the operational theater with a lot of OT operators are using Claude and using Gemini to do PLC programming, and that's El Dangeroso. That's a problem. So finding the governance path around AI, especially in critical infrastructure, I think is really important. It's too flippant to just build some agentic agent and plug it into a power plant, right? That's not wise. So what are we doing from the governance perspective around these AI tools to make sure we don't develop our own worst enemy? Amazing. Well, thanks so much for your time. Enjoy the rest of the week.
