Security
centre, reaching deep into operational networks and previously overlooked connected assets. Businesses are seeking partners who can make sense of these shiſting requirements, identify blind spots, and deliver the tools and strategies needed to remain both secure and compliant. For the channel, this presents both a warning and an opportunity.
The realities of IoT risk What’s becoming increasingly clear is that the sheer number and variety of connected devices across every industry have introduced challenges that no organisation can afford to ignore. From manufacturing floors to retail spaces and public services, the lines between IT and OT have blurred, and as a result, every business leader now has a role to play in managing cyber risk. Traditional methods of assessing and addressing risk are
struggling to keep pace with the requirements of modern connected environments, meaning that cyber risk is no longer just a technical issue; it’s a business-wide concern that spans departments and disciplines. Tackling it effectively requires fresh thinking, cross-functional collaboration and flexible security strategies that take the whole threat landscape into account. Tere’s no single fix, but there are many practical ways to reduce exposure and build resilience. And for partners in the channel, helping customers take those first, informed steps is where real value lies.
Securing the unseen IoT security is about far more than protecting a few smart sensors. It’s the foundation for securing every IP-connected device and ensuring they are both visible and controllable. With internet-enabled sensors, systems and specialist devices now embedded in everything from factories to hospitals, visibility is crucial when it comes to heading off attackers.. Without it, any device can become a blind spot and potentially a doorway for malicious activity, such as ransomware, malware, DDoS attacks, and more. These devices are highly valuable assets within the modern
digital ecosystem. They drive productivity, improve service delivery, support automation and ultimately enhance the bottom line, but they are also frequently unmonitored, unmanaged and unsecured. Unlike traditional IT systems, IoT and OT devices often lack basic protections, are difficult to track, and rarely support software agents. Many were never designed with security in mind. That makes them attractive targets for attackers who exploit weak passwords, default settings, unpatched firmware or poor configuration to gain a foothold. According to the Cybersecurity & Infrastructure Security
Agency (CISA), the risks surrounding IoT aren’t necessarily new, but the sheer scale of interconnectednesdatas amplifies the consequences. Compromised devices can be harvested en masse to steal data, enable lateral movement across networks, or power botnets capable of launching massive attacks. With all the above in mind, many organisations still don’t
have real visibility into what’s connected, let alone the ability to enforce policy or respond effectively. Without that baseline of awareness, securing the unseen remains one of the biggest unresolved challenges for organisations and the channel alike.
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What can organisations do? As mentioned, securing connected devices starts with visibility. Many organisations still lack a clear picture of what’s actually on their networks, which leaves them exposed to unnecessary risk. Gaining complete visibility means being able to identify and classify every IP-connected device, including those that are unmanaged, legacy, or outside the reach of traditional tools. Tis requires an agentless approach, capable of recognising devices the moment they appear on the network and understanding their context. Without that baseline, enforcing meaningful security policies is almost impossible. Once visibility is established, the next step is to ensure devices are
properly segmented. Relying on static defences doesn’t work when devices are constantly connecting, disconnecting, and moving between environments. A more dynamic approach is needed, one that links device access to user identity, adapts based on real-time activity and accounts for how data flows across the network. By mapping these flows and applying segmentation policies in a way that doesn’t disrupt operations, organisations can limit lateral movement and reduce the risk of compromise. Automating this process helps ease the pressure on IT teams and ensures security controls are applied consistently. Finally, security must be orchestrated across the wider infrastructure.
Tat means moving away from siloed tools and embracing solutions that can share data and automate responses. When device intelligence is integrated into other IT and security platforms, organisations can enhance compliance, reduce the time it takes to detect and respond to incidents, and derive more value from the systems they already have. It also supports better hygiene and helps keep records, such as configuration management databases, accurate without manual effort. Te result is a more joined-up approach that strengthens resilience without adding unnecessary workload.
The channel opportunity For the channel, IoT security presents a clear opportunity to move beyond just product sales and build meaningful, long- term relationships with customers. In sectors such as healthcare, manufacturing, logistics and telecoms, connected devices are now central to day-to-day operations. Yet many of these assets remain unmanaged, unsecured and largely invisible. Tat creates both a risk for customers and a valuable opening for partners who can step in with practical solutions. Te demand for guidance is growing. Organisations need help
identifying what’s on their networks, understanding how to reduce exposure and putting the proper controls in place without disrupting the business. Tis isn’t just about selling a tool, it’s about delivering services that support compliance, reduce downtime and strengthen resilience. By addressing device visibility and policy enforcement, partners can help customers establish a stronger security foundation that supports their broader business objectives. Investing in IoT security is an opportunity for the channel to lead
with outcomes that matter: protecting uptime, supporting compliance, and reducing the risk of costly incidents. It also creates pathways to grow recurring services, offer tailored security programmes and demonstrate real-world impact. Partners who can simplify the challenge, provide clarity and help customers take control of their connected environments will be well-placed to differentiate themselves and to become trusted advisors for the long haul.
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