FREQUENTLY ASKED QUESTIONS
Business Impact & ROI
What is the measurable Return on Investment (ROI) and how quickly will we see results?
Focus on the speed of asset discovery (e.g., full inventory in days/weeks), measurable reduction in vulnerability exposure, and operational efficiency gains (e.g., faster incident response).
How does your solution align with our existing digital transformation or autonomous systems strategy?
Explain how your solution provides the foundational security and visibility layer required for safe expansion of autonomous/OT systems. Show how it de-risks new projects.
What are the long-term total cost of ownership (TCO) implications, including potential vendor lock-in?
Address the «vendor lock» concern by emphasizing open standards, easy integration with existing security tools (SIEM/SOAR), and the ability to export data. Highlight that the visibility you provide is a permanent asset.
Deployment & Integration
What are the technical prerequisites for deployment, and how much internal IT/OT resource is required?
Provide clear, concise hardware/software requirements. Emphasize a low-impact, passive deployment. Reassure the client about non-disruptive installation (e.g., «Non-invasive setup; minimal internal resources needed for deployment»).
How does your solution guarantee it won’t impact our critical network performance or operations?
Emphasize that the solution operates passively (no traffic interference) and is designed for highly sensitive OT environments. Highlight the ability to monitor without active scanning or disruption («zero traffic impact»).
Will your solution integrate with our current network components (e.g., Firewalls, Switches, existing CMDB)?
Confirm easy integration with major vendors (mentioning specific industrial control system components like Emerson, Rockwell if relevant) and IT components (e.g., Firewall CMS). Focus on seamless data flow and centralized visibility.
How is the system managed and monitored after the initial deployment?
Describe the simplicity of the management console, the clarity of the dashboard, and the level of ongoing support provided to the client’s operations team.
Security, Risk & Compliance
How will this solution help us achieve and maintain compliance with industry regulations (e.g., IEC 62443, NIS2, regional laws like in Brazil)?
Clearly list the standards and regulatory frameworks your solution directly supports. Focus on audit readiness, automated reporting, and continuous compliance monitoring.
What specific security risks does your technology protect us from?
Focus on OT-specific threats: unauthorized asset access, protection against lateral movement, «spoofing,» and «Man-in-the-Middle» (Money in the middle) attacks. Detail how you enable/enforce granular network security (micro-segmentation).
How do you ensure the data collected about our critical network is transparent and trustworthy?
Counter concerns about «black-box» systems by highlighting the clarity of the inventory data and the ability for client teams to validate the findings. Emphasize full visibility over the asset inventory and vulnerability assessment.