MSPs that serve manufacturers, utilities and municipalities may be overlooking a significant cybersecurity opportunity. Their customers rely on operational technology (OT) to keep essential systems running, but many of those systems were never designed to connect securely to the internet.
Dispel wants to help MSPs close that gap. The cybersecurity company offers a purpose-built zero trust platform that provides secure remote access to OT environments. Its technology helps organizations connect employees and outside vendors to industrial equipment without exposing legacy devices directly to the internet.
Now, Dispel is expanding into the managed services market, giving MSPs an opportunity to address security challenges that extend beyond traditional IT networks.
Bringing enterprise-grade OT security to smaller customers
Dispel traditionally served enterprise organizations in critical infrastructure industries, including manufacturing, oil and gas, and utilities. But smaller organizations face many of the same challenges, often without the resources or expertise to address them.
To reach those customers, Dispel launched a partner program earlier this year. Kyle Chandler, lead on MSP partnerships at Dispel, joined the company in January to help build the program. MSPs are a natural fit because they already have relationships with organizations struggling to connect IT and OT systems, he explained.
Kyle Chandler
“Connecting OT devices to the internet is needed for things like predictive maintenance, supply chain optimization or AI-driven outcomes,” Chandler told ChannelPro. “MSPs are uniquely positioned to help bridge the IT/OT gap. They can have the conversations while also providing a solution that’s purpose-built for OT.”
The platform addresses a particular challenge with aging industrial equipment. Many OT devices have been operating for decades and cannot support modern security agents or regular software updates. Traditional IT security products often aren’t designed for those environments.
Dispel instead brokers secure connections between authorized users and equipment. That allows technicians and outside vendors to perform maintenance without exposing those devices to the internet.
Expanding services beyond traditional IT security
For MSPs, the opportunity goes beyond reselling secure remote access. Dispel also offers data streaming capabilities that can securely move information from OT devices to other systems. That data can support predictive maintenance, AI initiatives and security monitoring.
For example, an MSP could help a manufacturing customer securely collect equipment data for operational analysis. A service provider could also help a municipality provide remote access to a water treatment system while maintaining security controls.
These capabilities create opportunities to expand services into OT environments and deepen relationships with existing customers.
Chandler said MSPs do not need to become OT experts overnight. Instead, Dispel envisions a gradual progression for partners. MSPs can begin by introducing the technology to customers and relying on Dispel’s product expertise. As they become more comfortable, they can add their own services. Eventually, they may manage the entire process, from presales and implementation through ongoing support and maintenance.
Kyle Chandler of Dispel presents at a ChannelPro event
In the meantime, “I can offer that educational thought-leadership perspective,” Chandler said. “I can help them understand that although you may not know everything about operational technology, your customers are struggling with a challenge.”
Helping MSPs start the OT conversation
Chandler believes one of the biggest barriers is simply awareness. Some MSPs have substantial customer bases in manufacturing or other OT-heavy industries, but have never discussed industrial device security with those customers.
That creates an opening for providers willing to ask questions about remote access, asset visibility and the risks associated with connecting older equipment. “Some MSPs, 40% of their customers are in manufacturing and they tout that, but they may not be fully up to speed on what operational technology even is. And that’s OK.”
Dispel is also working with other OT-focused technology providers on integrations involving asset discovery, vulnerability identification and risk assessment. Those capabilities could eventually help MSPs build broader OT security offerings without developing every component themselves.
For now, Chandler encourages providers to identify customers that rely on industrial equipment and ask how they manage remote access. Dispel’s partner program can then offer a way to turn those conversations into additional services. It can also help customers protect systems that keep their businesses and communities running.
Anjali Fluker is managing editor of The ChannelPro Network, where she covers news, trends and best practices for the MSP community. She specializes in telling the stories that matter to IT providers serving the SMB market. When she’s not reporting on the latest in managed services, she’s connecting with channel pros at industry events across the country.
Images: onephoto — stock.adobe.com, Kyle Chandler via LinkedIn, Michael Siggins/ChannelPro
