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Consumer needs versus supplier revenue

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Do your IT Security suppliers know what your business needs are today and help you shape the future, or do they simply follow the money?

Do your IT Security suppliers know what your business needs are today and help you shape the future, or do they simply follow the money?

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Consumer needs versus supplier revenue Consumer needs versus supplier revenue Presentation Transcript

  • Consumer needs versus supplier revenue - do IT suppliers follow the money? ECONIQUE CxO Dialogue Information Security and Risk Management 3 22nd and 23rd November 2010 Beaumont House, Old Windsor Presenter: Mark Henshaw Slide deck version 1.3
  • Today’s World…  Speed of evolving threat landscape  Pressure globally, do more with less (more efficiently)  Balkanised and federated kingdoms, man-made limits  The single instance  Integrated solutions across geography, technology, information and data, processes, governance and the supplier community …but we are still living with yesterday’s answers! 2
  • Discussion  Consumer needs versus supplier revenue - do IT suppliers follow the money?  A real problem  Commercial approach will follow the trend  Customer strategy and deliberate commercial anchoring  Supplier ROI defeats customer partnering  Geography is a boundary  Plenary session  Uncover the approaches adopted by successful companies to overcome some of the issues identified 3
  • Plenary session - FYI  Uncover the approaches adopted by successful companies to overcome some of the issues identified in this presentation  Do you struggle with suppliers who lack engagement and vision?  Do you want to counter the new and emerging threats with suitable solutions but feel potentially exposed?  What have you done to overcome some of the issues identified?  Other suggestions welcome? We will work on this later 4
  • Poll results – Finance and IT opinion Question: Do your suppliers know what your business needs are today and help you shape the future, or do they simply follow the money? Poll conducted Q4 2010: Answer: • Enterprise, Large, Medium, and small orgs. • Owner, C-Level & VP, Management, other. • Finance and IT Majority of respondents felt that their suppliers ‘simply follow the money’ 5
  • Threat evolution = revenue streams Focus shifts to the Device/Perimeter Security security of the applications that control the data Focus on perimeter security decreases because ? of entwined networks and Focus moves to the mobile computing data itself rather than the environment in which it is contained No mature tools exist for data security, but planning should begin 6
  • IT Technology life-cycle Old rope…at what point? Introductory Growth Maturity Decline Stage Stage Stage Stage IT Technology is designed and built Innovators Early Early Late Laggards Total with a set life-cycle Adopters Majority Majority Market delivering expected "The Sales total market sales Chasm" Technology Adoption Process and required ROI Time Bolt-on options extend the flight path increasing total market sales and ROI 7
  • Anchoring ROI = tension Anchor: Any of various devices dropped by a chain, cable, or (old) rope to the bottom of a body of water for preventing or restricting the motion.  Constant need to develop more sophisticated and clever technology solutions due to the evolving threat landscape impacts investment and life-cycle models – supplier chasing the tail, not in control  Commercial anchoring can enable a supplier to achieve ROI on technology – recouping development and expected profit – supplier back in control  Commercial anchoring can delay business technology transformation – customer not in control, forward motion restricted by supplier 8
  • ROI for Supplier  Suppliers generally follow the money (>80%)  Reward structures at odds with business desire  Customer wants to move forward and develop a “partner” relationship with the supplier = long-term investment  Different animal; multi-year journey, really understands your business and the big picture, part of your business plan, a stakeholder 9
  • Geography  Supplier organisations bounded within geographies – NA, AP, EMEA, UK etc. Financial models not supporting “global” solutions (or regional)  Investment and transformation slow to deliver vision  Conundrum: how to structure a global supplier organisation with multiple customers, who are different shapes and sizes?  Are they really global and do they have the necessary reach?  Awareness of customer strategies, proactive? 10
  • Plenary session  Uncover the approaches adopted by successful companies to overcome some of the issues identified in this presentation  Do you struggle with suppliers who lack engagement and vision?  Do you want to counter the new and emerging threats with suitable solutions but feel potentially exposed?  What have you done to overcome some of the issues identified?  Other suggestions welcome? 11
  • Plenary outcomes Outcome from short workshop – 22 Nov 2010
  • Poll results – Finance and IT opinion Question: Job Type Company Size Do your suppliers know what your business needs are today and help you shape the future, or do they simply follow the money? Summary By Age Job Function 13
  • Final thought, It’s a bigger problem 14
  • Questions Contact the presenter: mhenshaw@isaca-london.org 15