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Rapid7 Webcast:
How to Sell Security to Your CIO

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Agenda
Introduction
5 Questions You Need to Have Answered Before Approaching Your CIO

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Jay Leader
VP of IT & CIO
Presenter
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4.
There are lots of problems to solve, why this one at
this time?
What’s the value to the business, not just from an IT
standpoint but to the people who run our company?
What are we NOT doing because we’re going to do
this, and why is this the best choice?
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Question 1: Tell me what problem we’re solving and why
it’s important to solve it

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Lead me through your thinking about why the solution you’re
proposing is the right one
What are the main criteria you used to make your choice?
What else did you consider, and why did you reject the other
alternatives?
What’s best about this solution and why will it work better than
the others?
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Question 2: Why is the solution you’re proposing the right
one?

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Have you considered the following factors?
Impact of the implementation on IT resources
The need for business user participation and buy-in and their
availability to support the implementation needs and timeframe
The related soft costs to implement well (training, documentation,
deployment costs)
The ongoing costs of maintaining and supporting/upgrading the
selection, both from a financial and operational standpoint
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Question 3: What will it take to implement this solution
effectively?

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Financial
Business operation/disruption
Political commitments and impacts on you and other
supporters
Skill sets needed to initially implement and to support on
an ongoing basis
Fit and scalability vis a vis the overall technical
architecture
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Question 4: What are the risks to success and what are you
doing to mitigate them?

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What should I expect as an outcome and how will I know the solution
worked?
What are the projected benefits of the project
Metrics used to evaluate improvement
Timeframe to determine/evaluate success
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Question 5: What should I expect as an outcome and how
will I know that the solution worked?

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AUGUST 19 - 21, 2013 Boston Seaport Hotel
Boston, MA
Keynote: Dr. Hugh Thompson, Chief Security Strategist and Senior VP at
Blue Coat, Nate Silver, Author “Signal in the Noise”, voted Most
Creative Mind in Business By Fast Company
16 CPE credits
Nexpose & Metasploit Training available
www.unitedsummit.org
Rapid7’s 2013 UNITED Customer Security Summit
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Early Bird
Pricing Available
Until June 28th –
save $400!

10.
Thank you
www.rapid7.com