Grey Logic
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  • The size of the company was identified to be an important factor because…More funding – resources to utilize such servicesDesignated team/unit for cyber security and related topics and executive level to consume intelligence85 percent of small and medium businesses do not have a staff dedicated to IT security72 percent do not have formal internet security policiesNo staff, no time, no perceived need…GovernmentTop 5 potential customers were all governmentAccustomed intelligence consumerIs likely to have the executive level at which to consume intelligence, and designated team for IT securityPrivate businessesAre aware of their cyber security needs - mission is IT dependent: eBay, Facebook, Twitter
  • 9 out of 17 government agencies have been attacked CSMC (Dept. of Transportation), DISA, DOE, Dept. of State, USPS, NASA, FBI, Staff Department of Intelligence and Security, French Networks and Information Security Agency (FNISA) 7 of those 9 were US government 14 out of 17 government agencies are the highest value targets, all are US agencies CSMC, DISA, DOE, Dept. of State, USPS, FBI, HHS (high, 3 out of 3) NASA, FNISA, NTIA, Staff Department of Intelligence and Security, Federal Criminal Police Office, ITA, Netherlands Military Intelligence and Security (moderately high, 2 out of 3)
  • 12 out of 17 government agencies have IT- or national security-centric missionsCSMC, DISA, DOE, Dept. of State, FBI, FNISA, NTIA, Staff Department of Intelligence and Security, Netherlands Military Intelligence and Security, UK Cyber Security Operations Center, Brigade of Technological Research, European Network and Information Security Agency (ENSIA) 9 out of 17 government agencies rely on private companies or ISACs for cyber security services CSMC, DISA, DOE, Dept. of State, USPS, NASA, HHS, NTIA, ITA
  • Because the State Department is so large, there are multiple individuals that have IT security roles. Their places in the overall structure of the State Department are shown in the chart.

Grey Logic Grey Logic Presentation Transcript

  • GreyLogic
    Cyber Intelligence Market and Competitor Research
    13 November 2009
  • Requirements
    Who are the potential customers for a weekly newsletter summarizing and analyzing trends in various cyber threats and for tailored intelligence briefings in the United States (US) and the European Union (EU)?
    Who are GreyLogic’s competitors and how deep is the market penetrated by them?
    What are the “best practices” among companies providing timely intelligence to private and government clients in the US and the EU?
    Competitors' services' pricing structure from a starting company to a mature business.
    What types of products and services do these companies provide?
    What is the companies' marketing strategy?
  • Agenda
    • Key Findings
    • Government
    • Private Sector
    • Academia
    • Market Penetration
    • Best Practices
    • Service Pricing
    • Products and Services
    • Marketing Strategies
  • Key Findings
    • Top 12 Customers
    1. Cyber Security Management Center (CSMC) (US)
    2. Defense Information Systems Agency (DISA) (US)
    3. Department of Energy (DOE) (US)
    4. Department of State (US)
    5. United States Postal Service (USPS) (US)
    6. National Aeronautics and Space Administration (NASA) (US)
    7. Ebay (US)
    8. Western Union (US)
    9. Arsys (EU)
    10. Facebook (US)
    11. LiveJournal (US)
    12. Twitter (US)
  • Key Findings
    The best markets for a weekly cyber intelligence brief are likely:
    Large US government agencies and secondly large private companies with,
    Cyber or national security missions
    Services provided through IT
    European market highly fragmented
    Diversity – numerous separate markets
    Best markets within EU: UK and countries in Russia’s sphere of influence, such as Estonia and Poland
  • Key Findings
    51 Total Organizations
    Government : 17
    Private Sector: 23
    Academia: 11
    United States: 35
    European Union: 16
    Source: Created by analyst
  • Customers - Government
    • 9 out of 17 victims of cyber attack
    • 7 out of those 9 were US government agencies
    • 14 out of 17 are high or moderately high-value targets
    • Disruption would have symbolic, financial, political, or tactical consequences
    • Critical Infrastructure and Key Resources (CIKR) sectors
  • Customers - Government
    • 12 out of 17 have IT- or national security centric missions
    • i.e. Cyber Security Management Center, Defense Information Systems Agency
    9 out of 17 rely on private companies or Information Sharing and Analysis Centers (ISACs) for cyber security services
  • Customers - Government
    Top Five Government Customers
    Cyber Security Management Center (CSMC)
    Defense Information Systems Agency (DISA)
    Department of Energy (DOE)
    Department of State (DOS)
    United States Postal Service (USPS)
  • Department of State
    Contact Information:
    Susan Swart, Chief Information Officer, Phone: 202-647-2889
    Charles D. Wisecarver, Deputy Chief Information Officer, 202-647-2863
    Robert K. Nowak, Director of IT Infrastructure, 202-647-1001
    John Streufert, Director of Information Assurance, 703-812-2500
    Cheryl Hess, Director of Information Security Programs for the Bureau of Diplomatic Security, 571-345-3080
    Organizational structure of Dept. of State contact persons. Source: Created by analyst
  • Department of Energy
    Contact Information:Patrick FerraroDirector of the Office of Headquarters Procurement ServicesPhone: 202-287-1500Fax:
    Roadrunner, the world's most powerful supercomputer, is located at DOE’s Los Alamos National Laboratory. Source: Department of Energy
  • Customers - Business
    • Private sector customers 45 percent (23 of 51) of all identified customers
    • Large companies that recognize the importance of IT to their mission, like eBay, Facebook, and Twitter are likely to invest in cyber threat prevention
  • Customers - Business
    Top six private sector customers
    Western Union
  • Customers - Academia
    • Verified by the NSA
    • Cylab, Tallinn University of Technology, Georgia Tech, Indiana University and Mississippi State
    • Grants to conduct research are the most likely to purchase cyber security intelligence
    • It is likely the NSA will acknowledge more academic institutions in the future
    • 29 acknowledged in 2009
  • Customers - Academia
    Top five customers in academia
    CyLab at Carnegie Mellon University (US)
    Tallinn University of Technology in (EU)
    Georgia Tech Information Security Center (US)
    Center for Applied Cybersecurity Research (CACR) at Indiana University (US)
    Center for Computer Security and Research (CCSR) at Mississippi State (US)
  • Competitors
    20 competitors identified
    No direct competitors
    Closest competitors
    iDefense Labs (US)
    iSIGHT Partners (US)
    SecureWorks (US)
    More demand for cyber security than intelligence
    12 out of 18 US competitors were located in Washington, DC
  • Competitors
    • Identified Competitors
    Cyber Defense Agency (CDA) (US)
    Cyber Security Research and Development Center (US)
    Cyveillance (US)
    DanchoDanchev (EU)
    Department of Homeland Security US-CERT(US)
    Ernst & Young (EU)
    EWA Information and Infrastructure Technologies, Inc. (US)
    Fortify (US)
    Global Security Mag (EU)
    iDefense Labs (US)
    iJET Intelligent Risk Systems (US)
    Informatica (US)
    IT – Information Sharing and Analysis Center (US)
    iSIGHT Partners (US)
    Lookingglass (US)
    Multi-State Information Sharing Analysis Center (US)
    nCircle (US)
    SecureWorks (US)
    Trend Micro (US)
    United States Cyber Consequence Unit (US)
  • Market Penetration
    United States
    Government market highly penetrated
    Private sector emerging market with fast growth
    Private sector comprises of 85 percent of the nation’s cyber infrastructure
    Increase in cyber attacks, especially against businesses – larger financial losses
    Demand for cyber security – not intelligence
    European Union
    Primary untapped and fragmented market
  • Industry Best Practices
    Service Pricing
    Unavailable – gradual pricing
    Products and Services
    Security Policy Engineering
  • Industry Best Practices
    Marketing Strategies
    Strategic Alliances
    Online Community Building – Industry Visibility
    46 percent of sales directly from vendor according to Trusted Strategies
  • Contact Information
    Henry Peltokangas(814) 823-3400hpeltokangas@gmail.comhpelto28@mercyhurst.eduJustin Smithjsmith16@mercyhurst.edujmsmith16@gmail.comJennifer Jarema(216)
    Chris Dyakon(814) 392-9307chrisdyakon@gmail.comcdyako57@mercyhurst.eduAustin Ewing(814) 598-0035aewing56@gmail.comaewing56@mercyhurst.eduPerry Avery(330) 348-6916perry.avery@gmail.comCarolyn Venditti(717)