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Do your IT Security suppliers know what your business needs are today and help you shape the future, or do they simply follow the money?
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Consumer needs versus supplier revenue - do IT
suppliers follow the money?
Presenter: Mark Henshaw
ECONIQUE CxO Dialogue Information Security and Risk Management 3
22nd and 23rd November 2010 Beaumont House, Old Windsor
Slide deck version 1.3
Speed of evolving threat landscape
Pressure globally, do more with less (more efficiently)
Balkanised and federated kingdoms, man-made limits
The single instance
Integrated solutions across geography, technology, information and data, processes, governance and the supplier community
…but we are still living with yesterday’s answers!
Today’s World…
2
Consumer needs versus supplier revenue - do IT suppliers follow the money? A real problem
Commercial approach will follow the trend
Customer strategy and deliberate commercial anchoring
Supplier ROI defeats customer partnering
Geography is a boundary
Plenary session Uncover the approaches adopted by successful companies to
overcome some of the issues identified
Discussion
3
Uncover the approaches adopted by successful companies to overcome some of the issues identified in this presentation Do you struggle with suppliers who lack engagement and
vision?
Do you want to counter the new and emerging threats with suitable solutions but feel potentially exposed?
What have you done to overcome some of the issues identified?
Other suggestions welcome?
Plenary session - FYI
4
We will work on this later
Poll results – Finance and IT opinion
Poll conducted Q4 2010: • Enterprise, Large,
Medium, and small orgs. • Owner, C-Level & VP,
Management, other. • Finance and IT
Question: Do your suppliers know what your business needs are today and help you shape the future, or do they simply follow the money?
Answer:
Majority of respondents felt that their suppliers ‘simply follow the money’ 5
Threat evolution = revenue streams
Device/Perimeter Security
Focus shifts to the security of the
applications that control the data
Focus on perimeter security decreases because of entwined networks and
mobile computing ? Focus moves to the
data itself rather than the environment in
which it is contained
No mature tools exist for data security, but
planning should begin
6
IT Technology life-cycle
Introductory
Stage
Growth
Stage
Maturity
StageDecline Stage
Total
Market
Sales
Time
IT Technology is designed and built with a set life-cycle delivering expected total market sales and required ROI
Bolt-on options extend the flight path increasing total market sales and ROI
LaggardsLate
Majority
Early
Majority
Early
AdoptersInnovators
"The
Chasm"
Technology Adoption Process
Old rope…at what point?
7
Constant need to develop more sophisticated and clever technology solutions due to the evolving threat landscape impacts investment and life-cycle models – supplier chasing the tail, not in control
Commercial anchoring can enable a supplier to achieve ROI on technology – recouping development and expected profit – supplier back in control
Commercial anchoring can delay business technology transformation – customer not in control, forward motion restricted by supplier
Anchoring ROI = tension Anchor: Any of various devices dropped by a chain, cable, or
(old) rope to the bottom of a body of water for preventing or restricting the motion.
8
Suppliers generally follow the money (>80%)
Reward structures at odds with business desire
Customer wants to move forward and develop a “partner” relationship with the supplier = long-term investment
Different animal; multi-year journey, really understands your business and the big picture, part of your business plan, a stakeholder
ROI for Supplier
9
Supplier organisations bounded within geographies – NA, AP, EMEA, UK etc. Financial models not supporting “global” solutions (or regional)
Investment and transformation slow to deliver vision
Conundrum: how to structure a global supplier organisation with multiple customers, who are different shapes and sizes?
Are they really global and do they have the necessary reach?
Awareness of customer strategies, proactive?
Geography
10
Uncover the approaches adopted by successful companies to overcome some of the issues identified in this presentation Do you struggle with suppliers who lack engagement and
vision?
Do you want to counter the new and emerging threats with suitable solutions but feel potentially exposed?
What have you done to overcome some of the issues identified?
Other suggestions welcome?
Plenary session
11
Plenary outcomes Outcome from short workshop – 22 Nov 2010
Poll results – Finance and IT opinion
Company Size Job Type
Job Function By Age
Question: Do your suppliers know what your business needs are today and help you shape the future, or do they simply follow the money?
Summary
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Final thought, It’s a bigger problem
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