Consumer needs versus
supplier revenue - do IT
suppliers follow the money?
Presenter: Mark Henshaw
ECONIQUE CxO Dialogue
I...
 Speed of evolving threat landscape
 Pressure globally, do more with less (more efficiently)
 Balkanised and federated ...
 Consumer needs versus supplier revenue - do IT suppliers
follow the money?
 A real problem
 Commercial approach will f...
 Uncover the approaches adopted by successful companies
to overcome some of the issues identified in this
presentation
 ...
Poll results – Finance and IT opinion
Poll conducted Q4 2010:
• Enterprise, Large,
Medium, and small orgs.
• Owner, C-Leve...
Threat evolution = revenue streams
Device/Perimeter Security
Focus shifts to the
security of the
applications that
control...
IT Technology life-cycle
Introductory
Stage
Growth
Stage
Maturity
Stage
Decline Stage
Total
Market
Sales
Time
IT Technolog...
 Constant need to develop more sophisticated and clever
technology solutions due to the evolving threat landscape
impacts...
 Suppliers generally follow the money (>80%)
 Reward structures at odds with business desire
 Customer wants to move fo...
 Supplier organisations bounded within geographies – NA,
AP, EMEA, UK etc. Financial models not supporting
“global” solut...
 Uncover the approaches adopted by successful companies
to overcome some of the issues identified in this
presentation
 ...
Plenary outcomes
Outcome from short workshop – 22 Nov 2010
Poll results – Finance and IT opinion
Company SizeJob Type
Job FunctionBy Age
Question:
Do your suppliers know what your
b...
Final thought, It’s a bigger problem
14
Questions
Contact the presenter:
mhenshaw@isaca-london.org
15
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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?

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Consumer needs versus supplier revenue

  1. 1. Consumer needs versus supplier revenue - do IT suppliers follow the money? Presenter: Mark Henshaw ECONIQUE CxO Dialogue Information Security and Risk Management 3 22nd and 23rd November 2010 Beaumont House, Old Windsor Slide deck version 1.3
  2. 2.  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! Today’s World… 2
  3. 3.  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 Discussion 3
  4. 4.  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? Plenary session - FYI 4 We will work on this later
  5. 5. Poll results – Finance and IT opinion Poll conducted Q4 2010: • Enterprise, Large, Medium, and small orgs. • Owner, C-Level & VP, Management, other. • Finance and IT Question: Do your suppliers know what your business needs are today and help you shape the future, or do they simply follow the money? Answer: Majority of respondents felt that their suppliers ‘simply follow the money’ 5
  6. 6. Threat evolution = revenue streams Device/Perimeter Security Focus shifts to the security of the applications that control the data Focus on perimeter security decreases because of entwined networks and mobile computing ? Focus moves to the data itself rather than the environment in which it is contained No mature tools exist for data security, but planning should begin 6
  7. 7. IT Technology life-cycle Introductory Stage Growth Stage Maturity Stage Decline Stage Total Market Sales Time IT Technology is designed and built with a set life-cycle delivering expected total market sales and required ROI Bolt-on options extend the flight path increasing total market sales and ROI Laggards Late Majority Early Majority Early Adopters Innovators "The Chasm" Technology Adoption Process Old rope…at what point? 7
  8. 8.  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 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. 8
  9. 9.  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 ROI for Supplier 9
  10. 10.  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? Geography 10
  11. 11.  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? Plenary session 11
  12. 12. Plenary outcomes Outcome from short workshop – 22 Nov 2010
  13. 13. Poll results – Finance and IT opinion Company SizeJob Type Job FunctionBy Age Question: Do your suppliers know what your business needs are today and help you shape the future, or do they simply follow the money? Summary 13
  14. 14. Final thought, It’s a bigger problem 14
  15. 15. Questions Contact the presenter: mhenshaw@isaca-london.org 15

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