chain break

After All The Work That Goes Into Security Assessments,  This One Thing, If Missed, Will Make The Entire Process a Waste of Time…

When the Truth is Clear…Cancer, Heart Attack,…Breach…People Act.  With Security Your Message Must Connect and Your Audience Must Feel The Pain.

You might think it’s callous of me to compare your own life (risk of cancer) to a data breach, but the truth is, data is what many companies see as their most precious asset.

Right or wrong, given a choice, companies will part with a few employees before facing business failure. And data loss often begins the downward spiral that can’t be stopped.

However, getting the company leadership to see these business-crushing threats, before they happen, is not easy.  Following is the strategy I’ve used to turn week-long assessments into annual contracts, and more.

Rule One: Don’t Present Without The Asset Owners!

Asset owners are those with liability. Have you ever presented a cost-saving solution to IT directors or middle managers? Tell them you can save them money, reduce FTE (Full Time Employees) by 50%, and improve quality of service, and they’ll quietly dismiss you as unqualified to do business at their firm. They’d rather build an empire than save money.

Take it one step further and show these cost-center agents how their personal role in the company (along with associated costs) is no longer needed with your new proposed automation process, and you might find an anonymous death threat in your mailbox.

Bring in the asset owners and something different begins to happen.

When it comes to security, technical staff rarely understand the value of corporate data, or the relationship between uptime and profit, according the several CISOs I’ve interviewed this year. And, they’re interest (probably driven by the need to make money) tends to be self serving (See Jack Eckerd’s book, Why America Doesn’t Work).

Tell executives their systems are likely infected with software, giving hackers the ability to listen in on private meetings, watch them in their office or bedroom, read their email (including personal mail), and track their whereabouts, and you’ll get a response similar to that of a home owner waking up to their fire alarm. That same bot detection among IT folks will call for some patching next week, and perhaps an AV product review.

The Underestimated Power of Free

But what happens when you show up and the asset owner is suddenly not available?

If you’ve charged $100K for this assessment, you’re in good shape. Meet, sell hard, and find a way back to the asset owners…you owe them the deliverable.

However, if you’ve conducted your assessment pro bono, you’re also in good shape!

As a free service, you control the deal.  You don’t owe them anything. And since you’re liable for what you deliver, you have the right to delay the meeting until your asset owner contacts are free. Just let them know there are urgent things they need to hear, so the sooner the better.

(Get more on why Free Assessments Are More Powerful in my book, The House & The Cloud 2nd Edition).

Your Meeting Agenda Re-Engineered to Convert

Sure, you could email executives your findings, but digital findings don’t convert. Face to face is the only way to deliver the devastating news that an attack or data loss is eminent if action is not taken.

Here’s Your Agenda:

Start with their words. You’ve interviewed them (hopefully). More importantly, you’ve spoken with both executives and the people driving the daily business (end-users). So you know how important their data is, how long they can be down, and what can’t be seen but the competition.

You also know what’s not urgent in their minds. So avoid spending time on the non-urgent, even if you think it’s urgent. (e.g. Policy).

Next, list the top priorities. Did you discover evidence of compromise? Any malware activity, or symptoms on the same, is urgent.  Note, patches, outdated systems, and EOL software are not urgent. A Failing backup solution (on the other hand) is urgent.  You’ll need to now why, and how to prove it.  Consider things you would want fixed this afternoon if you were the asset owner, and draw out the urgency.

Next, it’s time to create some vision. You know how they work and where they’re headed as a company (from the interview process). So, using their current set up, begin to pose a number of WHAT IF scenarios. This is how you create a vision – allowing the buyer to picture something they really do want.

“What if your end-users could work without ever having to guess whether or not an email was infected with malware?”

“What if, whenever someone tried to connect remotely, your network would verify who the user, check the system for malware and updated patches, etc. and only after approved, grant access?”

“What if we could take your restore time down from the estimated 5 days to the required 4 hours?”

In doing this, you’re watching for the nodding heads. Not those nodding off, but people in agreement. You want physical response / emotional response. This is your trial close. The power of trial closes is important. If you can get your audience nodding and saying yes along the way, you know, when you’re all done, they’ll keep nodding.

Finally, sell the vision – “We can get this done by the start of next month, etc.” The obvious question is, how much ($$$). Check out chapter 11 of my book, From Vendor to Advisor to see how to price this, and when to share the price.

© 2017, David Stelzl

Need Something New To Send to Prospects?

Create An Amazing Lead Magnet In Under 30 Minutes!

Interviews Make Great Lead Magnets…This simple video received over 500 likes in just 3 days…

Here’s How To Create Your Next Lead Magnet:

  • Start with your target audience… Notice, there are no product sales pitches…
  • With your target people in mind, create a list of questions you think they are asking…make sure the person being interviewed is qualified to answer…
  • Set up a meeting on Zoom, or some other video conference platform that allows recording (Make sure it leaves you with a recording format easily uploaded to YouTube).
  • Upload – Remember, YouTube is not Google, it is the second largest search engine. Google is number one, but both YouTube and Google search stuff out when posted in YouTube!
  • Fill in your meta data – meaning, use tags, #marks, descriptions, and a great title…
  • Consider adding annotations such as contact info or a hotlink…
  • Finally, start sharing it…like I’m doing here. Post it in Facebook, LinkedIn, as a LinkedIn Article…blog post, on a website, etc…get it out there!

That’s all there is to it…if your content is educational, people will view it, and awareness will happen…And interviews are much easier to pull off than a talking head!

Next, consider using lead magnets to point people to your blog posts, or directly to a landing page to download (or watch) something  with more detail. Create this second step as gated content – meaning your viewer must first give you their email address.

If you’ve created something, post your link in the comments! I’d love to see it…

© 2017, David Stelzl

courtroomSuccessful Security Assessments Conclude With Live Presentations…

If your firm provides outsourced IT services, or security-related products and services, then you know that assessments are often the first step in landing new business.

However, if you take the time to measure your actual business-drag, you may find it less than stellar.

The fact is, most security assessments don’t lead to additional business…They should, but they don’t. Why?  Because most security assessment leave out this one vital step…

…Live delivery to ASSET OWNERS. 

(Find out more about asset owners and executive sales calls in The House & The Cloud – 2nd Edition)

Imagine a court case, where the evidence is presented in written technical reports…

No testimonies, no witnesses called…no emotional appeal, no angry outbursts or tears…just dry, unadulterated facts on paper.

How would this approach affect the decisions made on murder, rape, and other heinous crime cases?

Conversion & The Power of LIVE

There are three major people-groups you care about when performing a risk assessment: Information Technology (IT), End-Users (or Business-Level Asset Owners), and CIO/CISOs (Or anyone in the C-Suite).

All three groups must be moved to action, but each has different needs and will respond to different messaging. The one thing they all have in common is, emotion. In the end, all sales are emotional decisions. Crafting the right message for each is essential…

However, before going into the message, it’s important that we understand delivery and the power of live…(The media).

Reports are important. They provide the details behind what you present. However, they often go unread. Think of them as supporting documentation.

Like in a legal battle, it’s the LIVE testimonies that carry the weight. And the testimony of an eye witness is the most powerful testimony that jury will hear. Take the emotionally charged live testimony away, and you’ll see a much different outcome.

Delivering your results in person, to the right people, with the right message, can take your Assessment-To-Remediation conversion from 15% to 60% or 80% overnight…let’s take a look.

What Matters Most

Businesses have a need to measure their risk. Especially right now, as companies work to streamline operations, eliminate waste, and build stronger customer bonds in a highly competitive, global market…

New technologies offer amazing opportunities, while at the same time open major holes in the firm’s security architecture.

What matters most? Intelligence…insight.

Where is the data? Who has access? What are the relevant threats to that business? What are they odds something will happen? Can they recover in time if something does happen? Or would they know in time to stop a disaster?  These questions must be answered…

However, not all constituents have the same concerns or the same questions…

IT Care-Abouts

What does IT care about? I’m sure there are dozens of opinions out there. The opinion of C-Level Executives I’ve interviewed over the past year suggests that IT personnel are out of touch with business requirements and missions critical systems. So at the least, IT’s view of risk will be misaligned with the business in question.

It’s also my opinion (After having managed IT for a global bank, and working in IT for a global pharmaceuticals manufacturer) IT personnel are more concerned with their actual position, career opportunity, and life-work balance, than they are the risk-measurements of their employer.

So, while the details of security technology are of great interest, the actual impact of an attack has little long-term affect on the IT worker.

Even if they lose their job (which is unlikely), their personal brand and reputation only stand to blossom as they respond to an actual event.

Consider the following: If attacked, they now have actual cyber-forensics experience listed on their resume (even if they didn’t personally save the day).  The blame will go to those who didn’t approve IT’s most recent recommendations / budget requests. The CIO will be front page news, not IT…

So what does IT care about when it comes to cybersecurity…answers vary by individual (of course)…but, on average, the seller can assume…

They care about the experience… The approach to assessing risk, the vulnerabilities, the technologies, and the potential for new next-gen security products and security controls.

Security represents the IT worker’s greatest job-upgrade opportunity.

End-User Care-Abouts

Asset Owners come in two flavors…executives and knowledge workers. Let’s look at the knowledge worker first. This is the person who creates and uses data to make money for the business. They’re asset owners because they are liable for their data.

Examples might include  the investment banker working with wealthy clients, R&D looking at new cures for a disease other’s have not been able to stop, etc. Data is an asset – one The Wall Street Journal has called, the “Oil of The New Millennium”.

If this data were compromised, misused, or made unavailable for any reason, the Asset Owner would be out of business, at least for the short term. And any sort of outage would cost them personally and professionally.

CISO/CIO Care-Abouts

The third group, also an asset owner, is the C-Level (CIO/CISO). This group is much like the End-User Asset Owner…shareholder value is important here. The CISO, according to my recent CISO interviews, finally has a seat at the table. And they must earn it every day.

What’s the CISO’s job?

The CISO translates risk and compliance from technical to business. Great CISOs create awareness based on data coming from IT workers and your assessments.

The closer your report delivers relevant data in executive terms, the more likely they will be successful in their role.  In summary (from my book, The House & The Cloud Pg. 195), the CISO is looking for their top 3 to 5 threats, the impact associated with each, and the odds that any one of them will be realized.

It will up to the CISO to report the trends and present a plan to keep the company at an acceptable level of risk. Note, the CISO won’t have this intel in their head – they’ll need subject matter experts.

But as I’ve already stated, IT is ill-equipped and unlikely to add any real value to this plan, given their disconnect with the business side (Straight from the CIOs mouth…).

Next time you assess…include the knowledge workers, interview the execs, and schedule up front, your delivery meetings with asset owners in mind.

© 2017, David Stelzl

 

 

Businessman sinking in heap of documentsHere’s What Business Leaders Are Saying They Want in An Assessment Report (in Two Words).

“Security Intelligence”…

Will the CISO actually read your security assessment report? What about the small business owner? Law firm partner? Doctor running a clinic (where HIPAA is required)?

The likelihood of anyone reading your report is nearly ZERO!, unless you do this one thing first…

Separate the Technical from the Business Risk,…

That’s right, you need two reports. One written in the language of leaders, the other technical. But don’t just create a new report just yet…here’s a simple process that creates ONE REPORT, with two parts, giving your report better flow, while at the same time appealing to both audiences.

Executive Reports Should Not Have Stop Lights In Them

Let’s start with the executive summary. First, drop the word summary…and delete that one page summary page in your report. Call it the Executive RISK ANALYSIS…with an appropriate subtitle.

I’m 99% confident your current one-page summary will not speak to executives…and if it has the RED STOP LIGHT on it…well, check out what one CISO said in a recent interview…

Tom Watson, CISO for Sealed Air Corp, told me just a couple of weeks ago, “The stop light approach is meaningless”.

Having a red light on the summary page does not lead to immediate action or follow-on business for the consultant. There is no business justification in a red light. PERIOD.

The CISO’s job, according to Watson is, “To bridge the gap between technical and the board.” “My seat at the table,” says Watson, “Is where risk gets delivered in business terms to board members and my C-Level Peers.”  In other words, the stoplight diagram does not quantify risk…the board won’t be moved by blinking lights.

Red Lights On Risk Reports = Idiot Lights On Your Dash

If you have an older car, the red light comes on when something is wrong… that could mean your gas cap is off, your catalytic converter malfunctioning (and you might not pass your next emissions test), or your entire transmission system is about to fall off while driving down I-95 and 70 mph.

In other words, anything from a simple 2-second turn of the gas cap, to the $3500 transmission replacement project will satisfy the red light. But which is it? No one seems to know. So the new cars tell you what’s wrong (in one of N languages).

Your executive risk report is the same. The light justifies nothing…instead, you need an explanation…(in one of two languages).

So what will you explanation look like?  A quantification of risk…a measure of Impact vs. Likelihood…Language ONE is BUSINESS…Consider the following…

  1. What assets were identified as having an associated risk? And what are the relevant threats, posing risk, which must be addressed?  Are you aware many companies don’t even know where their data is? And so figuring out where the assets are, what threats exist, and how big those threats are can bring tremendous value to your C-Level contact before meeting the board.
  2. What are the odds data will be affected? Going back to the three pillars of security: Confidentiality, Integrity, Availability…it makes sense to find out which of the three matter for any given digital asset, and to quantify the risk (as a percent likelihood) in a graph.
  3. Finally, what is the trend? Is business risk increasing? Or is the firm’s security posture improving over time? As the company adopts next-gen technologies, leadership need someone watching risk levels. As IoT projects, mobility, collaboration, etc. evolve, are business threats growing, remaining constant, or shrinking?

The report should be short, graphical, and written in business-eze. I highly recommend having someone with business-savvy right this report. But don’t stop there… have a copywriter review and edit it.

Copywriters will take a boring report and turn it into engaging content. They’ll trim it down, bring out the headlines, and bring it to life, keeping your overworked reader engaged.

With one solid report in hand, it won’t be difficult to duplicate. If you look at the popular business books on the NY Best Seller List, you’ll see they have a readable style unlike any college text book or legal document. It’s that level of readability you are looking for in your report.

NOTE: This means, when you use vendor-reports coming from SIEM, firewalls, etc. The reports they give you (while colorful and complete) will not land new business…Keep reading to see where your colorful-vendor report goes…

The Technical Stuff (Including the Vendor-Report) Belongs in Appendix A

While you might be tempted to combine your executive report with the details, handing in the 100 page (War and Peace) report is not going to bode well for you. No one in the C-Suite has time to read 100 pages!

Business owners are even less likely to read a report that looks like a 5 hour project.

At least a CIO or CISO is responsible for risk as a primary job function. The small business owner, while responsible for computer security, is more likely to be focused on today’s invoices, a major customer-sat issue, or this month’s cash flow crisis.  The 100 page report is likely going on a shelf…or in the round file.

If you create two reports, another problem emerges…the executive has one report, technical has another…are they different? Do they conflict?

The Solution is Easy…Appendix A!

Most of us skip the appendix when reading a book.  But knowing the data is there gives us assurance that there’s research behind the author’s claims. The technical team will have access to the main report, but will likely find the details in you appendix more interesting.

Here’s What You Should Include (Notice there’s no stop light here either):

  • Network diagrams
  • Applications / Digital Assets (Prioritized)
  • MTD/RPO requirements (Data they don’t have up to this point)
  • Any important business level requirements
  • Technical details on malware, configuration problems, etc.
  • Gap analysis against whatever standards you measure against – XTZ compliance, NIST, etc. (I highly recommend you base your assessment on something such as NIST to give your findings more credibility)
  • Major issues to address (project recommendations – keep this list short)
  • The punch list of everything else that should be addressed.  Prioritize this list, and segment by functional area.

Between these two reports, you have what you need – however, the move to remediation has more to do with your presentation than it does in these two documents.  Look for a future article on,…

“How to Master The Board Room Presentation, When Presenting Risk Findings…”

© 2017, David Stelzl

Downtime

How Long Can You Afford To Be Down?

Find Out What It Costs…Before Talking Budget…

MTD – Maximum Tolerable Downtime, is the first thing you should be thinking about. Data theft and misuse are equally important – but downtime (ransomware or failure) is unavoidable.

Remember What Security Trends Reports Where a Few Years Ago..

Older threat reports (Symantec, Verizon, FBI/CSI, etc.) focused on likelihood of an attack. They measured the number of companies hit by malware, reporting spam, or suffering DDOS.

Read today’s reports and you’ll discover something different…

Newer reports focus on types of malware, cost of downtime, cost of data exposure, and whether or not insiders were involved.  In this ongoing discussion on security assessments, DOWNTIME and COST are the focus.

The Companies Most Important Assets Used to Be People…Not Anymore

Talk to any DR (disaster recovery) specialist and they’ll tell you, People are (or were) a company’s most important asset.

Not any more.

Now it’s data…Not to minimize the value of a person, but even the WSJ calls DATA the Oil of the New Millennium, not people.

In security, there are three pillars to consider. Confidentiality, Integrity, and Availability. In this article, I’m talking about the third – AVAILABILITY.

80% of Cyber-Breaches Result in Downtime

Every major corporation has been breached at this point…and most smaller firms too. It’s just a matter of time. 8 out of 10 experience down time, and based on Cisco’s graph (from their 2017 Cybersecurity Trends Report), 90% of the 8 will be 8 or more hours…

How much downtime can your client stand on any given system?

Even with data moving to the cloud, downtime is a major factor.  MTD (Maximum Tolerable Downtime) speaks to the old DR metric that asks, how much downtime your firm can stand on any given application before it severely impacts the business.

The actual number has to be given to you as the assessor. You can discover it through observation…

And while it may seem arbitrary, there are numerous studies available online that tell us how likely a business is, to go out of business, given an outage.

Who Knows The Answer And What Does It Mean?

The problem is, most security assessments don’t actually measure tolerable outage, or the likelihood of exceeding executive management’s tolerance.

IT is generally the focus of these assessments…

To the IT Custodian, outage means, working late, not a failing business. The right approach to assessing risk involves assessing those things which create a risk of something bad happening – in this case, business failure, stock price drop, loss of shareholder value, or customer dissatisfaction (to name a few).

Remember, Customer Experience is the New Brand Metric…And downtime kills customer experience.

So who knows the MTD?

The asset owners know…the ones who use the data to drive the business. And different departments will add more or less value to the overall business success – executive management knows who they are. IT, on the other hand, does not. (Just ask any executive).

Ask the end users, and they’ll tell you they can’t stand any downtime!!!

Of course that’s not true. However, any business critical function probably requires more uptime than IT realizes, and is worth spending more to maintain than most executives would like to admit.

Uptime is always a cost-benefit analysis.  The first answer is usually, “No downtime”. Once an estimated cost of zero downtime is displayed, that downtime number suddenly goes up…

Getting Real With Risk And DownTime

What’s really happening here is, when faced with a large financial number, executive management suddenly wants to take on more risk than they can actually stand.

It’s no different than the person with no consistent income getting approved for the sub-prime mortgage, so they can finally get their house.

The house-buyer’s attention is on the house, not the payment.  With downtime, it’s the same. The buyer’s eyes are on spending where it feels good, not minimizing risk.

It’s the assessors job to convince asset owners, downtime is only a matter of time. Remember, most breaches (80%) will result in some downtime. Half will be in the range of one day or less…but about the same number will exceed one day by 1 to (pick a number) of days.

What’s the likelihood of downtime? Close to 80% – given the likelihood of being hit with some form of cyberattack is nearly 100% over some time period.

Solving The Problem

The problem of downtime used to be solved with EMC SRDF (mirrored NAS over a wide area connection), or at minimum, redundant systems running a highly available configuration. These are expensive solutions when talking to mid-market and down…

Does your MSP offering include virtual data servers in a hosted (protected) environment? Are you running a virtualized HA configuration?

What about using a dropbox-like solution in addition to backups?

In a recent sales call, one of my clients had a firewall opportunity. The vendor SE accompanied them on the call. When the client was asked about the need for redundant firewalls, they replied, “Not necessary”.

The vendor SE made a note and moved on…but my client, having been through the Security Sales Mastery Program knew better.

IT can’t answer this question!!! A single FW outage would shut down just about everything – all external communications including cloud app access, email, etc. Can any company actually work without their Internet connection anymore? Probably not…

Suddenly, downtime is a serious issue, and one that demands new services…hosted systems, redundancy, HA Internet access, data in the cloud, and more…The risk assessment, when focused on MTD, is your fastest road to up-selling services to your clients.

© 2017, David Stelzl

 

 

 

 

Some of the Most Powerful Hacks Are Low Tech – But Extremely Creative

A Clever Ruse Is Priceless When It Comes to Justifying The Security Sale

Today I want to show you the one hack that always succeeds…with some practice, you’re assessment team will get in every time!

Continuing on in a series of articles on Assessing Risk, no assessment would be complete without testing the users. Once simple test comes in the form of social engineering. The problem is, most assessments leave out end-users altogether!!!!

Get The Details On Selling With Assessments In My Book, The House & The Cloud – Here’s a special offer that’s almost FREE

In this short video, a woman (Cleverly disguised as mother w/ crying baby) takes over the guys phone account in just minutes. This is the kind of thing your business-leader clients have to see…it’s so simple, it’s unbelievable.

…So simple, my son did this very thing to me just a couple of weeks ago – needing to make a change to his account (under my name) while I was traveling!  (Shame on Verizon – they let him in!!!)

SE-1

The End-User Is Your Client’s Biggest Hole In The

The balance between customer service, time crunch/deadlines, and keeping the security policy is not an easy one.

The baby crying in the background (an MP3 playing on this woman’s computer) creates the perfect “I’m an innocent, ignorant mother just trying to get this done for my husband…” scenario.

Who wouldn’t feel compassion for this poor woman? What would your clients do?

The Guy In The Video Is The Skeptic…This Is Your Client – The Decision Maker

As the video begins, you know it’s only 2+ minutes long. How can this be possible.

However, once she fires up the baby-crying audio, and starts with her dumb-blond act, you know she’s going to win!  It’s almost unfair!

Watch the Video – It’s Short…any ideas on how you can incorporate this?

I’m not saying you should make a call to their phone company with a crying baby in the background. But look at her face – who’s NOT going to help her?

I AM saying, you want to test the end-user’s ability to spot a ruse. That’s where the attack is going to happen…

I’ve heard it a million times – we don’t do free assessments!

This, my friends, is an assessment done in under 3 minutes! How much did it cost?

It’s a pen test…It’s not comprehensive, but it doesn’t need to be. This 2+ minute example demonstrates how just about anyone (willing to play the role) can break in, in minutes, with ZERO hacking kills.

So what is the likelihood someone will break into your client’s data?

It’s 100% every time, because, every time, there’s at least one sympathetic, authorized user, who will eventually succumb to the ruse of a creative hacker. It’s time to start thinking more strategically about assessments and closing business.

Copyright 2017, David Stelzl

Get The ONLY BOOK on Selling Security and MSP services: The House & The Cloud

SIEM viewpointWhat The Lazy MSP Companies Aren’t Showing Their Clients

Assessing Risk is the fastest way to land new logo business in the MSP arena. And if you want to build a long term, profitable business, you’re MSP is going to have to go MSSP…

(Note: I’ve purposely left out the heavy technical jargon to make this readable by sales – if you actually do the engineering work, you’re probably wanting a more technical deep dive. My goal here is to help sales reps sell the one thing that will overcome any IT budget objection.)

While 90% of the tech companies I speak to CLAIM they do security (on their website), only a handful actually do.  If you want to set yourself apart, learning to discover urgent issues (already present) on your client’s network will do it.

Over the past several months I’ve written numerous articles on how to sell, deliver, and convert assessments to long term annuity business.  This one last step in the actual assessing process is arguably the most important.

You Can’t Just Look At Perimeter Scans and Configurations

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In this YouTube video (published by Alienvault – below), the speaker is explaining the dangers of connecting to Tor or using BitTorrent, as examples of traffic symptomatic of botware. Check out 0:48 in the video below for more threats he uncovers…

These are the urgent issues you need to move deals forward!!!!

Traffic patterns also reveal reconnoissance efforts underway by hackers – thieves gathering information to be used in a future attack.

You also want to know if malware is already installed or in the process of being installed through phishing attacks or web-threats of any kind…port scans in most cases will not do this.

The problem is, most assessments I review in my coaching calls show nothing regarding traffic or connection activity between workstations and the outside.  Why?

Because it’s not easy.

In other words, the MSP providing the assessment is either too lazy or too cheap to do it, or just doesn’t know what they’re doing.

If you sell (or use pro bono) assessments, with the goal of opening new doors in the accounts you serve, make sure your professional services team understands the importance of traffic analysis and has the tools to do it….

Lots Of Data, No Connection, Equals Meaningless Data

AV SIEM

Today’s technology is great at logging data…but not so great at drawing out intelligence.

That is unless you know SIEM…Security Information & Event Management.

The ability to take all of that data from AV software, UTM firewalls, IPS devices, etc. and make sense of it has been a road block for just about any company short of large enterprise…

Until now…

There are several options including some UTM firewalls, products like AlienVault and Arctic Wolf (positioned for mid market), and BlackStratus’ recent entry into mid-market and SMB…Cybershark (Which can be white-labeled and offered with full SOC services – with little of no investment!)

With SIEM now available as a cloud offering, there’s really no excuse for not doing this.

Key Point in the video below (at 2:35) – None of this information is actually interesting unless you can get the analysis, and make the data actionable.

Unfortunately, most SIEM technology won’t really do this for you (Even  though AlienVault and others claim to). In the end, you (The Rep) must read the report and see if your client is going to be moved by it.

If not, rewrite the execute findings as a separate report – more to come on that in a future post.

This takes us back to an earlier article on QUESTIONS TO ASK…The most important part of the interview process is in gathering the mission critical data offered only by executive management.

MTD, RPO, Etc…think Business Impact Analysis…all security issues are disasters and should be viewed just like Disaster Recovery…But you’re competition isn’t doing this.

Key Moment In The Video (3:50)

2017-06-22_08-25-43

At 3:50, this video shows actual malware infections being installed – not only is this type of activity undetectable with simple observation, your Network Patrol Product is not going to see it either!

Only with something that looks at host intrusion does this become evident.  The good news – once you have an MSSP offering installed to do this type of analysis, it’s easy to justify keeping it there – this is annuity business that self-justifies.

Check Out The Entire Video Right Here

But Remember, this is not the most important tool – your QUESTIONS are.

Armed with the intelligence that comes from talking with executives and other asset owners, this information suddenly makes sense in helping a client determine their true threat levels, while providing you with the justification you need to move forward with MSSP.

Copyright 2017, David Stelzl

For more insights on how to sell assessments and larger security deals, check out one of the only books written to resellers and MSP providers on how to sell Security: The House & The Cloud…