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Lesson 19 E-Commerce Business Structures Overview Key Companies The Players Selling Security High Tech in the Market Stocks Change in 2003 Internet 50 9.2% e-Business 25 8.5% e-Consumer 25 12.5% e-Business 25 BEA Systems Broadcom Check Point Cisco Corning Dell Computer

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overview
Overview
  • Key Companies
  • The Players
  • Selling Security
high tech in the market
High Tech in the Market

StocksChange in 2003

  • Internet 50 9.2%
  • e-Business 25 8.5%
  • e-Consumer 25 12.5%
e business 25
e-Business 25
  • BEA Systems
  • Broadcom
  • Check Point
  • Cisco
  • Corning
  • Dell Computer
  • DoubleClick
  • EMC
  • Internet Security
  • JDS Uniphase
  • Juniper
  • Level Three
  • Macromedia
  • Mercury Intract
  • NetIQ
  • NetRatings
  • Netwk Appliance
  • Network Associates
  • Openwave
  • Oracle
  • RealNetworks
  • Siebel Systems
  • Sun Microsystems
  • Tibco Software
  • Verisign
e consumer 25
e-Consumer 25
  • GSI Commerce
  • Hotels.com
  • Intuit
  • J2 Global Comm
  • Lending Tree
  • Net.Bank
  • Net2Phone
  • Overture Services
  • Priceline.com
  • Charles Schwab
  • SkillSoft
  • Terra Networks
  • United Online
  • Unv Phoenix-Onin
  • WebEx
  • Yahoo
  • Aether System
  • Amazon.com
  • Ameritrade
  • Cnet
  • Checkfree
  • E-Trade
  • eBay
  • Earthlink
  • Expedia.com
the key players
The Key Players
  • CEO - Chief Executive Officer
  • COO - Chief Operating Officer
  • CFO - Chief Finance Officer
  • CTO - Chief Technology Officer
  • CIO - Chief Information Officer
  • CSO - Chief SecurityOfficer
player roles
Player Roles
  • CEO - “The Boss”… bottom-line for shareholders
  • COO - concerned about customer issues and sales
  • CFO - “It’s the budget stupid”
  • CTO - “network up-time is my game”
  • CIO - “value added, focus on prodcutivity and profits”
slide8
CSO
  • 200 CSOs practicing in US now
  • Typically not at executive level
  • Requires a skilled diplomat, negotiator, and motivator
  • CSO face an up-hill battle dealing with company politics, increasing security awareness, and gaining commitment
cso typical tasks
CSO Typical Tasks
  • Evaluation of risk
  • Counseling on security measures
  • Development of security procedures
  • oversight of policy and administration
  • Communiucation with outside consultants and outsourcers

Source: SC Magazine, Mar 2003, Illena Armstrong

cfos view of security
CFOs View of Security
  • They use a different metric for security
  • “We are secure enough”
  • No department gets everything they want
  • Enterprises spend 3-10% of revenues on technology
  • 1-3% of expenditures go toward security

“The security professional needs to get involved in the metrics

that make the CFO successful.”

Source: SC Magazine, Mar 2003, Ryon Packer

security for the pragmatist
Security for the Pragmatist
  • Require minimal overhead and infrastructure change
  • Interoperable across organizations, platforms, applications and infrastructures
  • Compatible with existing and future IT investments
  • Be simple and cost-effective to implement and support
  • Be easy to sue for platform administrator and desktop end user

Source: SC Magazine, Mar 2003, Steve Crawford

selling security
Selling Security
  • CSO must be able to speak to CEO, CFO, CIO in his/her terms
  • Must be able to articulate ROT (and TCO)
  • “Most departments see security as an impediment or competitor”
  • Package security in terms of “risk management, business opportunity, reduction of risk, bettering the business”
  • Link beefing up security with strategic objectives of organization

“If you don’t communicate with your user base, you are not

going to get traction.” Adam Hansen

Source: SC Magazine, Mar 2003, Illena Armstrong

summary
Summary
  • Role of CSO maturing
  • Real Hurdles Remain
  • Marketing and salesmanship key