|By Peter Silva||
|December 6, 2012 08:00 AM EST||
Had a short but interesting twitter exchange with @securityincite @Gillis57 and @essobi (Mike Rothman, Gillis Jones and not sure (sorry!!) respectively) about using Fear, Uncertainty and Doubt when talking IT security services. @Gillis57 initially asked, ‘Question: We discuss FUD constantly (and I agree that it’s too prominent) But isn’t security inherently built upon fear?’ I sent an ‘09 Rothman article (@securityincite said it was ‘old school’ but still has some great comments) about that very topic. Soon, @essobi chimed in with, ‘Our foundation shouldn’t be fear, it should be education. ,’ @Gillis57 responded, ‘So, look. I agree wholeheartedly, but why do people need to be educated?’ @essobi answered, ‘imo? Bad programming/exploitable logic processes. we need to raise the bar or lower expectations.’ @Gillis57 added, ‘I really don’t think we need to keep selling fear, but denying that we are a fear based industry isn’t helping.’ @securityincite wizdom’d with, ‘Fear is a tactic like anything else. Depends in situation, context, catalyst. And use sparingly.’ And I conceded that, ‘splitting hairs but I try to talk about risk rather than fear - what’s the risk if…which often generates fear.’
Most of the time when we talk about security there is a fear factor because we are talking about risk. Risk is the potential for something Bad happening and typically those things scare or make us uncomfortable. Often when vendors talk about things like protection, benefits, etc, it’s measured in terms of numbers, stats, performance…metrics.
Security is also about Peace of Mind; a feeling that you have. Those military people who can get some good sleep even with bullets flying over their heads have peace of mind. Even in a very high risk, dangerous, vulnerable and insecure environment, they feel secure.
I saw an article about the difference between selling insurance and the lottery – Fear vs. Dreams. Maybe we should discuss IT Security in terms of how it has made an IT guy’s life better? I think it would be cool if ‘security’ case studies included a side bar or something with a quote that brags, ‘Now that we have this solution installed, I’m able to attend my daughter’s piano recitals.’ ‘I’m able to get a good night’s sleep knowing that our web site is ok/won’t get paged at 3AM/won’t have to work for 16hrs.’ Adding to the quality of life over and above the usual ROI/TCO/performance/$$.
How it may have enhanced life.
How it gave peace of mind.
How it Reduced Stress.
How it allowed someone to be home for dinner.
How it allowed someone to enjoy the weekend, do that Science Fair thing with the kid, take a longer vacation…
It might be cool for the industry (and the general public) to read how another’s life improved when security is deployed along with all the breaches and headaches. Ultimately, that’s what we are all chasing as humans anyway – that harmony, balance, peace of mind, quality of life, family, love…the cores of our being rather than what we do for a job – even though our work does have a lot to do with quality of life. I also think that education is part of our duty. Not in the ‘Knights of the Roundtable’ duty but if someone needs our security expertise and is willing to learn, sharing (and ultimately, awareness) is important to ensure a more informed public. That is simply being a good internet citizen. And yes, fear does have it’s place especially when someone is not getting it or ignoring that others are at risk.
We frequently talk in terms of rational thinking ($$/performance) when security is quite often about an emotional feeling. That’s why some often use FUD to sell security: Fear: emotional, Uncertainly: more emotional than rational, Doubt: gut feeling with little data. But instead of tapping those negative emotions, we should shoot for the Feel Good emotions that provide safety and security. The Dream.
- Abandon FUD, Scare Tactics and Marketing Hype
- Are you Selling Fear or Dreams?
- Death to FUD Selling
- FUD creeping back into security sell
- Time To Deploy The FUD Weapon?
- How To Sell Security Solutions Without Using Fear, Uncertainty And Doubt
- Researchers Warn Against Selling On Security Hype
- How to Sell Security, Externality and FUD
- How to Sell Security
- The Four Horsemen of the Cyber-Apocalypse: Security Software FUD (awesome article)
|Connect with Peter:||Connect with F5:|
Keeping pace with advancements in software delivery processes and tooling is taxing even for the most proficient organizations. Point tools, platforms, open source and the increasing adoption of private and public cloud services requires strong engineering rigor – all in the face of developer demands to use the tools of choice. As Agile has settled in as a mainstream practice, now DevOps has emerged as the next wave to improve software delivery speed and output. To make DevOps work, organization...
Jul. 30, 2016 12:30 AM EDT Reads: 2,327
Predictive analytics tools monitor, report, and troubleshoot in order to make proactive decisions about the health, performance, and utilization of storage. Most enterprises combine cloud and on-premise storage, resulting in blended environments of physical, virtual, cloud, and other platforms, which justifies more sophisticated storage analytics. In his session at 18th Cloud Expo, Peter McCallum, Vice President of Datacenter Solutions at FalconStor, discussed using predictive analytics to mon...
Jul. 30, 2016 12:30 AM EDT Reads: 2,128
The IoT is changing the way enterprises conduct business. In his session at @ThingsExpo, Eric Hoffman, Vice President at EastBanc Technologies, discussed how businesses can gain an edge over competitors by empowering consumers to take control through IoT. He cited examples such as a Washington, D.C.-based sports club that leveraged IoT and the cloud to develop a comprehensive booking system. He also highlighted how IoT can revitalize and restore outdated business models, making them profitable ...
Jul. 29, 2016 10:15 PM EDT Reads: 2,067
SYS-CON Events announced today that Isomorphic Software will exhibit at DevOps Summit at 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Isomorphic Software provides the SmartClient HTML5/AJAX platform, the most advanced technology for building rich, cutting-edge enterprise web applications for desktop and mobile. SmartClient combines the productivity and performance of traditional desktop software with the simp...
Jul. 29, 2016 10:00 PM EDT Reads: 1,285
"When you think about the data center today, there's constant evolution, The evolution of the data center and the needs of the consumer of technology change, and they change constantly," stated Matt Kalmenson, VP of Sales, Service and Cloud Providers at Veeam Software, in this SYS-CON.tv interview at 18th Cloud Expo, held June 7-9, 2016, at the Javits Center in New York City, NY.
Jul. 29, 2016 09:45 PM EDT Reads: 1,495
Internet of @ThingsExpo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with the 19th International Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world and ThingsExpo Silicon Valley Call for Papers is now open.
Jul. 29, 2016 08:00 PM EDT Reads: 2,745
We all know the latest numbers: Gartner, Inc. forecasts that 6.4 billion connected things will be in use worldwide in 2016, up 30 percent from last year, and will reach 20.8 billion by 2020. We're rapidly approaching a data production of 40 zettabytes a day – more than we can every physically store, and exabytes and yottabytes are just around the corner. For many that’s a good sign, as data has been proven to equal money – IF it’s ingested, integrated, and analyzed fast enough. Without real-ti...
Jul. 29, 2016 07:45 PM EDT Reads: 1,179
Actian Corporation has announced the latest version of the Actian Vector in Hadoop (VectorH) database, generally available at the end of July. VectorH is based on the same query engine that powers Actian Vector, which recently doubled the TPC-H benchmark record for non-clustered systems at the 3000GB scale factor (see tpc.org/3323). The ability to easily ingest information from different data sources and rapidly develop queries to make better business decisions is becoming increasingly importan...
Jul. 29, 2016 06:15 PM EDT Reads: 957
SYS-CON Events announced today that 910Telecom will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Housed in the classic Denver Gas & Electric Building, 910 15th St., 910Telecom is a carrier-neutral telecom hotel located in the heart of Denver. Adjacent to CenturyLink, AT&T, and Denver Main, 910Telecom offers connectivity to all major carriers, Internet service providers, Internet backbones and ...
Jul. 29, 2016 06:00 PM EDT Reads: 931
[guide] Cloud Analytics for Dummies | @CloudExpo @Informatica #API #Cloud #Analytics #BusinessIntelligence
Cloud analytics is dramatically altering business intelligence. Some businesses will capitalize on these promising new technologies and gain key insights that’ll help them gain competitive advantage. And others won’t. Whether you’re a business leader, an IT manager, or an analyst, we want to help you and the people you need to influence with a free copy of “Cloud Analytics for Dummies,” the essential guide to this explosive new space for business intelligence.
Jul. 29, 2016 05:15 PM EDT Reads: 988
You think you know what’s in your data. But do you? Most organizations are now aware of the business intelligence represented by their data. Data science stands to take this to a level you never thought of – literally. The techniques of data science, when used with the capabilities of Big Data technologies, can make connections you had not yet imagined, helping you discover new insights and ask new questions of your data. In his session at @ThingsExpo, Sarbjit Sarkaria, data science team lead ...
Jul. 29, 2016 04:45 PM EDT Reads: 1,251
Qosmos has announced new milestones in the detection of encrypted traffic and in protocol signature coverage. Qosmos latest software can accurately classify traffic encrypted with SSL/TLS (e.g., Google, Facebook, WhatsApp), P2P traffic (e.g., BitTorrent, MuTorrent, Vuze), and Skype, while preserving the privacy of communication content. These new classification techniques mean that traffic optimization, policy enforcement, and user experience are largely unaffected by encryption. In respect wit...
Jul. 29, 2016 04:15 PM EDT Reads: 472
ReadyTalk has expanded the capabilities of the FoxDen collaboration platform announced late last year to include FoxDen Connect, an in-room video collaboration experience that launches with a single touch. With FoxDen Connect, users can now not only engage in HD video conferencing between iOS and Android mobile devices or Chrome browsers, but also set up in-person meeting rooms for video interactions. A host’s mobile device automatically recognizes the presence of a meeting room via beacon tech...
Jul. 29, 2016 04:15 PM EDT Reads: 430
Manufacturers are embracing the Industrial Internet the same way consumers are leveraging Fitbits – to improve overall health and wellness. Both can provide consistent measurement, visibility, and suggest performance improvements customized to help reach goals. Fitbit users can view real-time data and make adjustments to increase their activity. In his session at @ThingsExpo, Mark Bernardo Professional Services Leader, Americas, at GE Digital, discussed how leveraging the Industrial Internet a...
Jul. 29, 2016 03:15 PM EDT Reads: 675
On Dice.com, the number of job postings asking for skill in Amazon Web Services increased 76 percent between June 2015 and June 2016. Salesforce.com saw its own skill mentions increase 37 percent, while DevOps and Cloud rose 35 percent and 28 percent, respectively. Even as they expand their presence in the cloud, companies are also looking for tech professionals who can manage projects, crunch data, and figure out how to make systems run more autonomously. Mentions of ‘data science’ as a skill ...
Jul. 29, 2016 03:00 PM EDT Reads: 515
In his session at Cloud Expo, Robert Cohen, an economist and senior fellow at the Economic Strategy Institute, will provide economic scenarios that describe how the rapid adoption of software-defined everything including cloud services, SDDC and open networking will change GDP, industry growth, productivity and jobs. This session will also include a drill down for several industries such as finance, social media, cloud service providers and pharmaceuticals.
Jul. 29, 2016 02:15 PM EDT Reads: 409
IoT generates lots of temporal data. But how do you unlock its value? You need to discover patterns that are repeatable in vast quantities of data, understand their meaning, and implement scalable monitoring across multiple data streams in order to monetize the discoveries and insights. Motif discovery and deep learning platforms are emerging to visualize sensor data, to search for patterns and to build application that can monitor real time streams efficiently. In his session at @ThingsExpo, ...
Jul. 29, 2016 02:00 PM EDT Reads: 1,208
Choosing the right cloud for your workloads is a balancing act that can cost your organization time, money and aggravation - unless you get it right the first time. Economics, speed, performance, accessibility, administrative needs and security all play a vital role in dictating your approach to the cloud. Without knowing the right questions to ask, you could wind up paying for capacity you'll never need or underestimating the resources required to run your applications.
Jul. 29, 2016 01:00 PM EDT Reads: 752
Security, data privacy, reliability and regulatory compliance are critical factors when evaluating whether to move business applications from in-house client hosted environments to a cloud platform. In her session at 18th Cloud Expo, Vandana Viswanathan, Associate Director at Cognizant, In this session, will provide an orientation to the five stages required to implement a cloud hosted solution validation strategy.
Jul. 29, 2016 01:00 PM EDT Reads: 1,202
"delaPlex is a software development company. We do team-based outsourcing development," explained Mark Rivers, COO and Co-founder of delaPlex Software, in this SYS-CON.tv interview at 18th Cloud Expo, held June 7-9, 2016, at the Javits Center in New York City, NY.
Jul. 29, 2016 01:00 PM EDT Reads: 2,130