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Pitching cloud services
to security folks
Moshe Ferber, CCSK
 Onlinecloudsec.com
Surviving the Lion’s den…
About
 Information security professional for over 20 years
 Working on cloud strategy with the world largest software vendors
 Founded Cloud7, Managed Security Services provider (currently
2bsecure cloud services)
 Partner at Clarisite – Your customer’s eye view
 Partner at FortyCloud – Make your public cloud private
 Member of the board at Macshava Tova – Narrowing societal gaps
 Certified CCSK instructor for the Cloud Security Alliance.
 Co-Chairman of the Board, Cloud Security Alliance, Israeli Chapter
Cloud Computing
How the CIO see it?
Cloud Computing
How the End-user see it?
Cloud Computing
How the CFO see it?
Cloud Computing
And how the CISO see it?
Mistakes Cloud provider do #1
Mistakes Cloud provider do #2
Mistakes Cloud provider do #3
Mistakes Cloud provider do #4
What else ciso’s don’t like
AgilityAgility
What do you say… And how the CISO understand it
ScalabilityScalability
What do you say… And how the CISO understand it
ComplianceCompliance
What you say? How the CISO understand it
ManageabilityManageability
What do you say… And how the CISO understand it
ReliabilityReliability
What do you say… And how the CISO understand it
So what is the ciso looking for?
So, how do we create trust?
1.
Transparency
2.
Competency
Transparency
Transparency #1 takeout
Security in the cloud is a shared
responsibility
Source: Trend Micro Blog
Transparency #2 Security Policy
Security Policy is mandatory, it should contain all
aspects of how you protect your customers data.
Transparency #3 Audits
Don’t run away from security audits
Competency
Skill Design Governance
Skill
• Make sure your sales / pre-sales
understand cloud security.
• Understand the standards and
regulation relevant to your sector.
Skill #2
• Make your security building block
tangible to the customers.
Monitoring and
Incident management
Application Security
Data Security
Infrastructure Security
Data Center Security
Understand Cloud threats & Risks
Threat RISK
Losing
Money
Theft Unsecure
Door
Attack
Vector
Cloud Attack vectors
Cloud
attack
vectors
Provider
administration
Management
console
Multi
tenancy &
virtualization
Automation
&
API
Chain of
supply
Side channel
attack
Insecure
instances
Understanding controls
Preventive
• Firewall
(Security
Groups)
• Authentication
• Anti Virus
• Guards
Detective
• IDS
• System
monitoring
• Motion
detector
Corrective
• Upgrades &
Patches
• Vulnerability
scanning
Compensatory
• DRP & Backup
• Firewall logs
• Reviews
• Audit &
reconciliation
Design
Threat Security Service
Spoofing Authentication
Tampering Digital Signature, Hash
Repudiation Audit Logging
Information
Disclosure
Encryption
Denial of Service Availability
Elevation of
privilege
Authorization
• Integrate security to your
software lifecycle.
• Account for cloud specific
threats.
• Think about separation of
tenants.
• Explore encryption at all layers.
• Think about 3rd party access.
Governance
• Most security companies simply
don’t know how to do ongoing
operational security.
• If you are guarding banks data,
you need Banks operational
capabilities.
Questions?
To wrap things up
Speak your customers lingo
Use good building blocks
Don’t hesitate to be
transparent on your security
controls.
Cloud Security is very much about your
customers market sector.
Be proactive in your security, think
ahead of your customers.
Moshe Ferber

 www.onlinecloudsec.com
http://il.linkedin.com/in/MosheFerber
KEEP IN TOUCH
Cloud Security Course Schedule can be find at:
http://www.onlinecloudsec.com/course-schedule

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Surviving the lions den - how to sell SaaS services to security oriented customers

Editor's Notes

  1. Thank you for inviting me, I am very happy to be here in Athens.
  2. My name is Moshe Ferber, and I am working with some of the world largest software vendors in order to help them define and achieve their go-to-cloud strategy. I am also very kin on educating about the cloud, so I am helping in creating some of the world cloud security certification.