We’ve all seen these signature blocks;

[Name], CISSP, CISM, CISA, QSA, CRISC, CGEIT, PCIP, ISO LA, ITIL, Prince II, blah, blah….

These acronyms belong in two places; your LinkedIn [and equivalent] profile, and your CV/Resume/Bio. They have no place in your email signatures, nor on your business cards.

It’s not like we studied for a number of YEARS to get a MSc, or PhD. We read a book, and passed a multiple choice exam. We didn’t even have to know how to IMPLEMENT what we learned, we just had to memorise and regurgitate. Most questions end up being a 50/50 guess anyway if you don’t actually know the right answer.

I’m not saying certifications are totally meaningless, they are a great beginning for those trying to break into the cybersecurity industry, but once in, it’s your experience that needs to do the talking for you. Or better yet, the clients you helped do the talking for you. Your certifications show that you have some commitment, and who knows, maybe you’ll even learn a couple of things that are useful. But these things don’t help you much when you’re face-to-face with a real client asking for your guidance, and all you can do is read from a book.

Learning anything new is messy. You’re clumsy at first, you make LOTS of mistakes, and you may begin to doubt yourself. But get past that first client, the one who you helped …eventually, the one who actually thanked you afterwards, and THAT’S when your learning really starts. You EARNED that, and it’s not a feeling you’ll ever get from an acronym or a book.

With security, there are no certification that really get to the fundamental point, the meaning behind all of this. I guess CISSP gets the closest because its 10 Common Bodies of Knowledge (CBKs) cover things from Risk Management to Business Continuity, but no-one really cares about that stuff at senior leadership level, it’s just detail.

What’s important is STAYING in business, growing, going international, going public, shareholders and so on, and not one certification out there helps you explain to the CEO how IT and IT security can help get them there. No certification ever will, it’s something you have to learn for yourself, and something that will change with every client with whom you work.

There are no certifications for, or shortcuts to, being a consultant who ‘gets it’.

I have likened security to insurance, but that’s not really fair. Selling security is like selling insurance, but in the end insurance is just risk mitigation, security is business enablement. Security is not the goal, and it’s easy to get caught up in the moment and forget why we are really there in the first place.

So, as for your signature blocks, far better I think is to have the number of years you’ve been in cybersecurity, and the number of clients you’ve helped. Something like;

David Froud

Years In Cybersecurity: 17, Clients Helped: Hundreds

Think it’ll catch on? 🙂

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I have been threatening to write a white paper on How to Sell Security for a few years now, but only recently have all the pieces fully come together in my head, and I have had the time to get them into a semblance of order.

The more charitable amongst you will say things like; “Sounds great in theory, but I’m not sure it’s practical.”, or “Very idealistic, good luck with that.” The less charitable will call me all manner of things that equate to me having a colon-esque viewpoint

Fair enough, I’ve never had to run an entire business, and I don’t have investors or shareholders breathing down my neck. However, I know security, and I know what the sale of security services and products SHOULD look like if you’re looking to maintain a long-term partnership with your client base, and you truly have their best interest at heart.

Even I will agree that some of the concepts in the white paper ARE idealistic, and probably impractical in most sales departments – especially American ones – but I have written the paper from a ‘security-purist’ point of view, and with the desire to enable BUYERS of security services and products to choose an organisation that will provide them the best service and value.

Mostly, I’m trying to properly define what it means to be a ‘Trusted Advisor’, and phrase too often bandied around by people and organisations who are neither of those things, let alone both.

Anyway, decide for yourself whether or not I’m truly off the mark, and I look forward to your feedback.

Click here, or go White Papers to get the download.

To this day, people are surprised when an organisation is breached after having achieved PCI compliance.

Why?

The SSC has never claimed that PCI compliance ensured the protection of cardholder data, especially when you consider most organisations don’t DO PCI compliance for security, they do it to get their acquiring banks off their backs. All the SSC have ever claimed is that it helps, and it does.

Security is not about being impenetrable, that’s impossible, it’s about knowing your two main enemies; thieves and ignorance.

Thieves are lazy. In fact, I’d go as far as to say that laziness, more than a desire to be bad, is the leading driver behind computer crime. This drives them to steal first what is most easily available; the so called low hanging fruit. So to avoid thieves, just have YOUR fruit higher up the tree. That’s what PCI compliance does, and that’s all.

Continue reading “Stop Confusing PCI Compliance With Actual Security” →

The answer, as any good consultant will tell you, is; “That depends.”

Usually that’s a our way of saying we don’t know the answer, but then again, we don’t have to, we’re consultants, and it’s up to you to tell us more so we can now go get the answer for you.

Like most things, GRC must start with a definition in order to apply context, and according to my old friend Wikipedia, GRC is “… the umbrella term covering an organization’s approach across these three areas.”

Which tells us absolutely nothing, so now we have to break it down:

  • Governance – Per my Security Core Concept 4: Governance & Change Control, governance is “…where the IT and business sides have conversations.”
    o
  • Risk [Management] – “…is the set of processes through which management identifies, analyses, and, where necessary, responds appropriately to risks that might adversely affect realisation of the organisation’s business objectives.”
    o
  • Compliance – “…means conforming with stated requirements (defined for example in laws, regulations, contracts, strategies and policies)“

Hopefully you are asking yourself why these 3 things were ever apart in the first place for us to even need GRC to bring them together.  Done properly, Risk Management is owned by Governance, who have already taken compliance into account while designing their overarching security framework.  In other words, if Governance had been doing their job correctly, the way they approach risk management would spit compliance out the back end.

To understand why this is not the case in an overwhelming percentage of businesses, is to get back to how security is viewed in the first place; 1) Governance does not exist, or if it does, it has no authority,  2) Risk Management is woefully inadequate, and is certainly nowhere near the old Plan > Do > Check > Act (PDCA) cycle, and 3) Compliance is seen as an annual project and not part of  Business-as-Usual.

Despite the fact that GRC is a term that should be redundant, it is seen as a goal in and of itself, and in my view, may detract from the business’s true end goal; Staying in business responsibly, with IT/IS as enablers.  The 4 Foundations of Security, and the 6 Security Core Concepts lay down some of the groundwork necessary to design an effective security framework, but neither these, nor GRC really get to the detail of how you begin this process.

You should start with an inventory of your assets, ALL of them.  i.e. Asset Management.

There are a significant number of GRC tools and applications out there, and while I’m sure their intentions are good, they fall a long way short of providing the functionality necessary to do GRC well.

For a start, how can any GRC tool not begin with Asset Management, and I don’t just mean input from vulnerability scans, or network enumeration tools, which are only a small part of what asset management entails.  Assets are not just network devices and servers, assets are applications, processes, people, locations and so on, and without a good understanding of what these are, how can you perform a risk assessment, or monitoring, or incident response, or disaster recovery, or…..

True asset management will include all the following, and no GRC tool I know of can do it all;

  1. Front-End, Off-Line Audit and Data Collection Tool – inputting the information into the GRC tool is a laborious process, and not all information can be gathered while online. An offline assessment tool should be configured to run both your asset data collection processes, as well as any compliance process that you are subject to (PCI for example).  This offline tool can be used by external auditors, and internal auditors alike to build the full asset picture;
  2. Integration of System Settings Policies – your policies will dictate your minimum security standards; passwords, access control, logging etc.;
  3. Integration of Data Classification Policies – if your systems are to be configured differently for different data classification levels, this will need to be defined;
  4. Network Enumeration & Network Mapping –  accept feeds from network mapping and enumeration tools in order to a) find and make initial stab at node identification, and b) gather any other ad hoc information available;
  5. Vulnerability Scanning – accept feeds from scanning tools to ensure that a) all systems are covered in the scans, and b) systems meet both policy and security minimums.  Ideally, the GRC tool would also feed into the scanning tools to provide up-to-date scan profiles, and exception rules;
  6. Automated Collection of Validation Evidence – PCI requires an annual validation of compliance, and only against a sample of systems. Security done correctly will have continuous compliance (i.e. near real-time), and automated validation of requirements (access control, passwords, logging etc).  This could be achieved by either server based agents, or integration with AD/LDAP for credentialed remote procedure calls;
  7. Baselined System Profiles – it is not enough to know the OS, IP, Hostname, location, owner etc (the usual asset management minimums), you should have record of it’s patch level, running services, listening ports, disk space, memory, even temperature.  A baselined system can then report against ANY anomalies;
  8. Firewall & Router Ruleset Validation – if you can feed a firewall or router ruleset into this system, you can a) compare it to the known business justifications, but you can also compare it to the system profiles to ensure you have no rules without corresponding business processes, running services on systems without corresponding rules, insecure services and so on.  Ideally, you could even create and maintain your network diagrams from this;
  9. Change Control & Trouble Ticketing – The change control process should feed into the ‘GRC’ tool to ensure that all monitoring and alerting mechanisms are up to date, and not triggering false positives.  Alerts FROM the GRC tool should automatically create trouble tickets based on a the data classification, system ‘sensitivity’/priority;
  10. Ease of Use – there is no point have ANY system or process that is too difficult to set-up, or impossible to maintain.

There are two main ways GRC vendors get you to use their product; 1) they ‘give’ you the software to use as part of a consultancy engagement, then charge you licensing fees if you want to keep the product after the engagement is complete, and 2) sell you the product, set it up for free (or a nominal charge), then hope you need them to come back and engage them as a managed service provider for ongoing maintenance.

I’m not saying either of these is bad, you just need to decide EXACTLY what it is you want from your GRC tool and perform your due diligence accordingly.

No GRC tool can do everything I described, so you either must buy several different systems and integrate them yourselves, or forget the GRC tool and run the above functionality in an operations centre.

Call it GRC if you want, but it’s not security until it’s simple enough to implement, and cost-effective enough to add real business value.

Do your due diligence before you buy anything, and again, if you need help, ask.

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Remember when CheckPoint were just firewalls, Symantec were just AV, and security companies could just provide consultancy?

Neither do I, it’s been too long.

Security has now become too complex, and too important to play the mix-and-match game with individual vendors, it’s only integrated, multi-function, solutions that will now make the cut.  But there are so few of them out there.  Well, so few that actualy do what they say they do anyway.

As security became a multi-billion £/$/€ a year industry, hundreds of companies started up to bring us the silver bullet appliances that will end our problems forever.  Not only do silver bullets not exist in security – and you should be shot for using the phrase in any way that’s non-derogatory – but where are those companies now?

They either failed, or have been bought up by larger companies who have tried to duct-tape the disparate products into silver-bullet SOLUTIONS.

Which have also failed.

It’s not that the products don’t work, some of them actually do, it’s that;

  1. Businesses threw technology at problems without knowing WHY they were doing it
  2. The big companies that collected the smaller ones tried to integrate the individual products together under one GUI, instead of unifying the functionality under a single code base
  3. There has never been, and there never will be, a one-size-fits-all solution to security

But the market is still ripe for innovation, and there will continue to be companies starting up with the goal of bringing a single product to market that will catch the latest security hype/wave/buzz and make them their fortunes (MDM for example).  They may even succeed, but only if they make their impact in the first year or two, otherwise the market will have moved on.

If they’re VERY lucky, the larger companies that collect little ones will be naive / ignorant enough to buy them and save them the trouble.

I am not against combining single products into a larger solutions, in fact it’s the only way to go, but only if it’s done correctly.  Single product companies have 100% focus, which gives them drive, goals, and a dedication to making their one product the best. The second you absorb that company, every one of those attributed that put them on (or near) the top, is lost in the larger mix.  The functionality is diluted, innovation ceases, and the the whole thing quickly becomes obsolete.

True integration of functionality can only be accomplished with a single code base, and a single platform, which means that any organisation that absorbed the smaller companies better have a plan in mind to migrate not only the applications over to their growing solution, but they will need to consider all of the clients who bought the product prior to the M&A.  These guys often suffer from a total lack of customer service and support, and there’s no way they’ll buy into the larger programme.

From what I have heard, the due diligence necessary to combine product companies is not overly abundant, and until it is, we should all be VERY careful when we look to resolve our security issues with multi-function solutions.

That’s why I call these ‘collage companies’, as the picture might be pretty, but it’s in no way whole.

Here are a few questions you might want to ask your potential providers;

  1. Can your solution replace some / most of my current functionality?
  2. Do you provide a consultancy ‘wrapper’ around these solutions to help us manage them against our business goals?
  3. Will the output from your solution feed into my current collection mechanism, or can my current output feed into yours?
  4. Are the various aspects / functions of your solution ‘home grown’, or obtained through acquisition?  If acquisition, how have you unified the back end code and platforms?
  5. How do you ensure that the different functions of the solution receive a similar attention to what the single product vendors provide?
  6. Do you have a single customer support process to handle all functionality questions?

Regardless of the shenanigans going on in the security product market, your choice of vendor should only be driven by what your risk assessment and gap analysis said you need, and your due diligence should cover any requirements you may have regarding integration and ongoing maintenance.

If is doesn’t, don’t expect the collage companies to help, they have enough problems keeping their own houses in order.

Choose wisely.