Can New Vendors Gain A Foothold?

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Most people are familiar with the dominant vendors in the energy industry. Shell, Exxon, and Chevron are the leaders in oil and gas. Honeywell and Seimens tower above others as DCS control systems vendors. It may be hard to clearly define an industry leader, but one thing is certain. Bigger companies have more at stake and are always dealing with larger public opinion-related issues.

For new vendors trying to gain a foothold in the security solutions market, it can be incredibly difficult. Many of these fledgling enterprises fail in the first couple of years. Despite the threat of cyber attacks, vendors are still faced with the task of winning the hearts and minds of potential customers. There has to be compelling rationale for many energy russia phone number example firms to make the significant investment in protections needed to provide adequate security.




“If the vendor can’t identify that there is a real problem and a lack of good solutions that exist, it probably will have trouble going to market … a startup’s approach must be promising and have the ability to be tailored to an organization’s environment. There also has to be a sense that the vendor has a cohesive team in place agile enough to respond to changing market conditions and evolving security trends.”31