By: Kimberly Baker

The cybersecurity conversation doesn’t start until it’s too late. That’s what Jeff Borello, CEO and Co-Founder of Andromeda Technology Solutions, sees every day in his work with manufacturing clients. 

“Typically it seems like no one’s asking for cyber unless they’ve had an incident,” he said on the Business of Tech podcast. “Right now that’s the only talking point.”

For over 30 years, Borello has helped businesses cut through IT chaos. But in 2024, the challenge isn’t just about patching systems—it’s about changing mindsets.

Choosing Manufacturers—and Saying No to the Rest

Andromeda’s roots stretch back three decades, but its current focus is clear: managed services for manufacturing companies in the Midwest. While the team has worked across industries, Borello said they’ve chosen to double down on this niche.

“That is a niche that we have been focused on for the last couple of years,” he told Business of Tech host Dave Sobel. “We do have customers in other industries… but that is really where we’re trying to put most of our learning and our effort.”

Andromeda’s approach is selective. Borello says they often turn leads away if they’re not a good fit. The team prefers to bring clients into their managed services framework before tackling big projects.

“We generally don’t like to lead with a project because we just don’t know the environment,” he explained. “We really generally like to get them on the managed service platform first… then figure out where they need help.”

Cybersecurity: No One Cares—Until They Have To

Despite rising threats, Borello said many companies still avoid taking cybersecurity seriously until they’ve been hit. “There’s this head in the sand approach,” he said. “People [think] it’s not going to happen to me.”

Even when clients reach out for help, the sales cycle can stall. “They think they want to change… but when push comes to shove, they don’t want to make that final decision,” Borello explained. “They think it’s going to be too hard. It’s going to be too disruptive.”

For companies suffering with poor IT support, Borello had a blunt assessment: “There is a better answer out there, whether it’s us or other people. But there are people just suffering through some terrible IT, and it really does hurt their business.”

AI Hype vs. Reality: “We’re Semi Cutting Edge, Not Bleeding Edge”

AI might dominate headlines, but Borello’s team is approaching it with caution. “At least for me personally, I feel like AI is still a lot more hype than reality,” he said.

Clients ask about tools like Microsoft Copilot, but Borello said their readiness often isn’t there. “Maybe we need to spend some time looking at your setup and your structure and your security before we go slapping Copilot around.”

He also pointed out a practical barrier: poor data hygiene. “It’s generally not good because it’s probably a mess, just like ours is a mess,” he admitted. “You set it up great initially, and then over the years it just gets messy and chaotic.”

People, Process, and the Risk That Keeps Him Up at Night

Andromeda has been named one of the Best Places to Work in Illinois three years in a row. Borello credits their focus on culture, leadership training, and well-documented internal processes. But there’s still work to do.

“We have a lot of [processes],” he said. “But then getting to make sure that people are actually following them… we call it Overwatch.”

Internally, the company is building a middle management layer so senior leadership can focus more on strategy. “That was the piece we were always kind of missing,” Borello explained.

Despite the strong team, there’s one thing that keeps him up at night: a security breach that spreads fast. “Something happens and they get across the whole entire ecosystem, and now that’s all you do for the next year. That’s the nightmare scenario for me.”

Looking Ahead: Automate, But Don’t Lose the Human

Andromeda’s future includes more automation and smarter tool usage. But Borello isn’t rushing into full AI-driven service.

“You almost got to think about things from the ground up,” he said. “Where can we automate without negatively impacting the customer?”

That includes one very specific choice: “We still have a receptionist that answers the phone. We do not have an automated attendant.”

For Borello, success is rooted in people—and built on 30 years of experience helping businesses solve real problems.

Published by Joseph T.