Archive for February, 2010

26
Feb
10

Unexpected Shutdown!

Imagine your website or Internet access being unexpectedly shut down as a result of a court order!  This morning’s Wall Street Journal has such a report.  The victim here is Stephen Paluck who’s address was apparently discovered by Microsoft in a search for botnet-type activities.  Of course Paluck claims he is not involved in illegal computer dealings, and this is likely the truth.  So what is happening?

Here is the scoop and the article reference:

  • Pg A3 of the Wall Street Journal - Microsoft Battles Cyber Criminals
  • What they’re up to: The court order was issued to Microsoft to, without notice, “take down a global network of PCs suspected of spreading spam and harmful computer code.”
  • Possible issues:  Cybercrime is a problem, however these botnet nodes are people’s systems, and are used to conduct business.  So if they are also compromised and operating as Zombies, there needs to be remediation…however, just cutting them off might be rash.
  • Your clients:  This has already happened – meaning it will likely happen again.  If your clients are infected and part of one of these networks, they may be next.  Imagine just being cut off from the network – the impact is big!  This calls for regular assessments and a cleaning up of the network so your client is not part of the bot problem.  Paluck was shut down because his system was compromised (at least that is the most likely case), so if it had been clean, he wouldn’t be writing letters by hand today.
25
Feb
10

Lessons from Boston – P2P Problems and the FTC

My two day workshop with Courion, as always in these marketing strategy sessions, was just as much a learning session for me as it was helpful to those I worked with.  As we considered the urgency of data risk as it relates to unauthorized access, undetected misuse, and the growing dilemma of unstructured data, Bob forwarded me a telling article on P2P networking that parallels one of the best cases for more security I’ve ever read… (See my post on P2P Peril – http://www.networkcomputing.com/wireless/your-data-and-the-p2p-peril.php)

The point:  Companies and institutions are using P2P networks, but many don’t understand how to manage the security side of this powerful application, and are inadvertently putting sensitive data online with unrestricted access.  Check out this recent article from The Washington Post – then head to clients and include this topic in any assessments or risk analysis.

http://www.washingtonpost.com/wp-dyn/content/article/2010/02/22/AR2010022204889.html?hpid=sec-tech

23
Feb
10

Off to Boston

Landing in Boston last night, the weather here was actually nice although they are calling for snow this week – we’ll see.  As I am preparing for meetings  this week with Courion (Access Assurance and compliance) to discuss messaging strategies, I have marketing and branding on the forefront of my mind.  This seems to be the weak link in many of the companies I’ve worked with or encountered over the past decade.  While some are investing in building a brand – as this company is, others are still trying to push ahead with brute force and more sales micro-management.  The problem is, when a sales person finally does get a qualified meeting, their message is weak, they are immediately demoted to IT,  and the opportunity becomes a long drawn out sales process to sell a widget to people with no money to spend.

Build the message – begin establishing the brand by focusing on the urgency.  Keep asking, “Is this worth reallocating time, money, and resources to?”  If it isn’t, you may be selling the wrong thing.

ALSO:

An article you may want to skim on hackers in China: http://online.wsj.com/article/SB10001424052748704140104575057490343183782.html?mod=WSJ_Tech_LEFTTopNews – this was on the front page of Wall Street and well worth reading.  The point is, this young man from China explains how he got into hacking, how the code is put together to steal data, and how much money he made doing it.  Knowing this kind of information makes your message more relevant – it’s not the high tech theoretical data many are running around with.  This is what is actually happening on the street and all around us.

© David Stelzl 2010

17
Feb
10

Value Proposition Workshop Recap

We wrapped up our Value Proposition workshop at BMC today, working with BMC partners on messaging and executive level conversations.  A few key points from our discussions:

1. Product opportunities simply indicate that justification has already been made.  If you didn’t create the justification, you’re likely competing on price (unless you already own the product business).  This ownership may be short lived if your only value is low pricing.

2. RFP responses are similar.  In this case, low close rates generally indicate that a decision was made prior to issuing the RFP. This means IT is being forced to go out for bid to get the lowest price.  Chances are they’ll write the RPF with a winner in mind.

3. Presenting value at the executive level takes practice.  Demotions happen when you ask IT questions, talk product, or when your meeting interaction just doesn’t interest buyer level audiences.  All of this  can be fixed with some planning and practice.

4. Moving up in the organization requires some strategy.  One strategy includes aligning your sharpest technical presales people with their IT people.  Once that relationship is solid, IT will allow you to move up.

5. When executives are firm on having you work with IT, an executive event may be your only option for getting reconnected upstairs.

6. Great messaging always wins over brain power.  Learn to market and brand…this is the key ingredient if you plan to win the sale.

7. Sales micro management simply means, sales management is under pressure and does not understand how to beat budget cuts with value messaging!

17
Feb
10

built on a foundation of trust – we’re in trouble!

This is not new news – but reading this article is a must.  It’s well written, and describes how Kaminsky discovered major holes in the overall Internet design.  I assume, based on the article, that this is all repaired at this point; however, the take away is clear to me – security holes are not obvious, and if the wrong person finds them first, we’re in trouble.  This also underscores the need for better detection and response in the system.  I’d urge you to read this, learn the key sound bites, and build this story into the stories you share with clients on risk…Thanks to my friend Tim for passing this along!

http://www.wired.com/techbiz/people/magazine/16-12/ff_kaminsky

16
Feb
10

Raising Entrepreneurs – The Message Must be Great!

I’ve just arrived in Dallas to kick off the week with BMC partners and a workshop on great messaging – here are some thoughts from my young entrepreneurs just before heading out…check it out:

15
Feb
10

Punta Cana – Last Day

Here’s a short picture of the resort surroundings…while we spent much of our time inside, I did get out for dinner events, snorkeling, and some relaxation!  Did I mention it was hot?

One comment from my session:  Great technology nor great expertise without great messaging, won’t win the deal.

13
Feb
10

Punta Cana – Day Two

© David Stelzl 2010

12
Feb
10

Punta Cana – Day One

Day one in Punta Cana – preparing for my talk to Kaspersky Partners…and enjoying some time away from the cold wet weather we’re experiencing in the US!




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