hackervaccine - selling security
DESCRIPTION
An introduction to selling security for technicians by Bill KasperTRANSCRIPT
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Selling Security
You must sell IT securityIt does not sell itself
(Eww, sales)
Bill Kasper from HackerVaccine.com
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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!
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Selling SecurityReport your success (blow your own trumpet)
Goal: Inform the client
Goal: Emergencies averted
Goal: Boss looks good!
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Selling SecurityRe-check the SYSTEM (every day is Groundhog Day)
Goal: Verify predictions/fixes
Goal: Avoid surprises
Goal: Reduce your stress
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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Selling Security
Www.HackerVaccine.com@hackervaccine
Bill Kasper from HackerVaccine.com