Offer „rugged“ industrial hardware
Offer hardware appliances rated for industrial environments like your competition does.
Maybe Team up with a company like Welotec and use something like their Arrakis platform. Or take it a step further and make your own. A ruggedized RED would be the only device of its kind in the industry and ensure sales of rugged XG devices.
Don’t let market share slip away on this HUGE opportunity, critical infrastructure is in dire need of the type of devices you are so good at producing. Once the industry starts standardizing on a particular product they tend to stick with that product for multiple decades. Strike now while the iron is hot. Bridge the gap between IT and OT, the opportunity is there for the taking.