|
NOVEMBER 2008
Security and Financial Stability; they go together...
Massive Bailouts! Thousands Laid Off! Filing Chapter Eleven! These headlines seize and demand our attention. You can’t say, “Our business is fine,” and ignore the fallout around you. At some point this economic situation is going to affect your company. What will be your solution?
While companies are reconsidering every project and expenditure, they are also confronted with an alarming growth in cybercrime. My October 31st blog post presented some poignant sound bites on cybercrime, and the growing threats against ill-equipped mid-market and SMB businesses. China, now boasting over 250 formal organizations (that are comprised of hundreds of thousand individuals), holds the number one spot in the world for hacking into corporate databases. One in three school age children aspire to become a professional hacker after graduation. A writer likened this to the “rock star” status sought after by teens in the United States.
ID Theft is growing, but there's more
In an article posted by USA Today (November 12, 2008), the writer explains some of the changing focus in cybercrime. While ID theft continues to be the fastest growing crime in America, online fencing of stolen identities is fast becoming a commodity. What was once a $100 item can now be bought for a mere ten dollars. The days of the” Iceman”, once thought to be the market leader in stolen goods, is now dominated by amateurs looking for easy money. Stealing identities no longer requires a master’s degree in hacking. It’s automated and easy (Check out the YouTube video I posted last week on my blog explaining how to acquire and use ATM skimmers).
Professionals are changing their game. Intellectual capital is the hot item, and infiltrating through social networking sites, Outlook address books, and free chat programs seems to be to the focus. What are they after? Plans, spreadsheets, address books, and intellectual capital that can be bought by competitors, as well as counterfeiters, who will set up look-a-like businesses overnight, thereby manufacturing copycat products.
Stay current with David's Blog...
Security is still grabbing the attention of asset owners
As recently as last week, we had over 65 people registered to attend a security awareness luncheon. These were qualified asset owners who were hoping to learn more about protecting their assets. The economy may be down, but companies can’t afford to lose sight of information security. Fear can be a motivator to assess vulnerability, and with that assessment, budget justification almost always follows.
Stability and the MSSP
Now for the stability part; security will get you in the door, but recurring revenue is the key to stability. In another blog post (November 7, 08) you will find an article explaining the growing marketing of Managed Security Service Providers (MSSP). While every reseller seems to be working hard on building a managed offering, few have recognized the power of branding this with security. Randy George , Writer for Information Week, shares in a recent article, “Unprecedented risk and complexity may finally break down IT’s resistance to MSSPs”, and I might add, resistance to managed services as a whole.
Cybercriminals are targeting everyone, but those companies with smaller security budgets have become the big losers in this all-out attack. Thieves are using automated tools to take whatever they can, and then sorting it out for profit on the back end. Leveraging this message and working on offerings that detect and respond will provide the value justification needed to increase budgets. At the same time, there may actually be a cost savings to these businesses as IT staffing is reduced.
Recessions call for creative marketing, bringing new value to existing customers, and a streamlining of non-essential expenditures. Don’t ignore business creation; you can’t afford to just hold on.
Please pass this on to anyone you know who is working to build a profitable solutions business today. Consider having David Stelzl speak at your next quarterly meeting or customer event. Create a value proposition that positions you as the expert and attracts new clients. Consider hiring a professional coach to accelerate the process.
|
