Selling Security

You must sell IT securityIt does not sell itself

(Eww, sales)

Bill Kasper from HackerVaccine.com

Selling SecurityStart from the end. Work our way back from our goals.

Visualize World Peace (Through Strength)

Goal: The System Is SECURE!

Goal: The System Owner is HAPPY!

Goal: You are a HERO!

Selling SecurityReport your success (blow your own trumpet)

Goal: Inform the client

Goal: Emergencies averted

Goal: Boss looks good!

Selling SecurityRe-check the SYSTEM (every day is Groundhog Day)

Goal: Verify predictions/fixes

Goal: Avoid surprises

Goal: Reduce your stress

Selling SecuritySchedule and act on deployment/downtime as agreed

Be when and where you said you'd be

Goal: Demonstrate timeliness

Goal: Avoid cascading crises

Goal: Predictability = trust

Selling SecurityGet client to commit to time/date/resources to secure the SYSTEM

Convey that your time and schedule are valuable

Goal: Communicate your value

Goal: Share responsibility

Goal: Determinism is our friend

Selling SecurityOffer goodies to meet a deadline to secure the SYSTEM

Encouragement in search of excellence (not manipulation)

Goal: Organize your calendar

Goal: Commit your client(s)

Goal: Speed up sales cycle

Selling SecurityPick a time you want to secure the SYSTEM

24 hrs from now, this weekend, before Simpsons is on

Goal: Lock gates before escape

Goal: Communicate urgency

Goal: Chance to be a hero

Selling SecurityFind your sponsor's hot button/deadly sin

Fear, greed, ego, pride

Goal: Know your customer

Goal: Speak in effective terms

Goal: Build relationship

Selling SecurityWhoever owns the SYTEM will respond to SOMETHING

Communicate that SECURITY represents money, peace, time

Know: Psychology opens doors

Know: You're right, that's a fact

Know: Common ground = sale

Selling SecurityIn order to secure the SYSTEM, we must sell securityOvercome “The suits sell, we actually do stuff” attitude

Know: Ninja sales skills = work

Know: Technicians can sell

Know: Selling is being friendly

Selling SecurityHate not the ways of The Suits

For tho they are but non-technical, lo, they bringeth in the buck$

Know: Technicians don't like suits

Know: Suits don't grok technicians

Know: Suit skills + tech = Winning

Selling SecurityWhat established personal interaction model works?

White Hat Hacking the stakeholder's psyche

Goal: Succeed with least effort

Goal: Get that SYSTEM secured!

Goal: Get paid to succeed

Selling SecurityGetting the SYSTEM secured requires personal interaction

Stakeholders like to be wooed

Know: Technology doesn't sell

Know: Solutions/sex sells

Know: You solve client problems

Selling SecurityProspect Theory (Daniel Kahneman, 1979, eventual Nobel Prize)

Why 85% of people would rather risk losing bigthan losing a little up front for sure

Know: Risking big loss is preferred

Know: Security is an uphill psych war

Know: There are psych war weapons

Selling SecurityWho is in charge here?

There is a behind on the line. Find out whose.

Goal: Don't bother talking to minions

Goal: Identify “launch” authority

Goal: List areas of responsibility

Selling SecurityPreemptive security is obviously a great way to spend money.

Why are we even talking about this?

Know: You're smarter than your client

Know: What's obvious to us, ain't

Know: Security is a negative

Selling SecurityOMFG!

Does anyone know about the lack of security in the SYSTEM?

Goal: Find someone who can agree to fix

Goal: Be Paul Revere 2012!

Goal: Apply your passion profitably

Selling SecurityOMFG!

The SYSTEM is unsecured!!!

Know: You see a problem others don't

Know: You can't fix it all by yourself

Know: It's probably worse than you think

Selling Security

Www.HackerVaccine.com@hackervaccine

Bill Kasper from HackerVaccine.com