Uploaded byMoshe Ferber
Surviving the lions den - how to sell SaaS services to security oriented customers
The document presents insights from Moshe Ferber on pitching cloud services to security professionals, emphasizing the importance of understanding the perspectives of various stakeholders such as CIOs, CFOs, and CISOs. Key points include the shared responsibility of security in the cloud, the need for transparency and competency in communication, and the alignment of security practices with customer sectors. Additionally, it stresses proactive security measures, understanding cloud threats, and the significance of integrating security throughout the software lifecycle.
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Surviving the lions den - how to sell SaaS services to security oriented customers
- 1. Pitching cloud services tosecurity folks Moshe Ferber, CCSK Onlinecloudsec.com Surviving the Lion’s den…
- 2. About Information securityprofessional 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
- 3. Cloud Computing How theCIO see it?
- 4. Cloud Computing How theEnd-user see it?
- 5. Cloud Computing How theCFO see it?
- 6. Cloud Computing And howthe CISO see it?
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- 11. What else ciso’sdon’t like
- 12. AgilityAgility What do yousay… And how the CISO understand it
- 13. ScalabilityScalability What do yousay… And how the CISO understand it
- 14. ComplianceCompliance What you say?How the CISO understand it
- 15. ManageabilityManageability What do yousay… And how the CISO understand it
- 16. ReliabilityReliability What do yousay… And how the CISO understand it
- 17. So what isthe ciso looking for?
- 18. So, how dowe create trust? 1. Transparency 2. Competency
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- 20. Transparency #1 takeout Securityin the cloud is a shared responsibility Source: Trend Micro Blog
- 21. Transparency #2 SecurityPolicy Security Policy is mandatory, it should contain all aspects of how you protect your customers data.
- 22. Transparency #3 Audits Don’trun away from security audits
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- 24. Skill • Make sureyour sales / pre-sales understand cloud security. • Understand the standards and regulation relevant to your sector.
- 25. Skill #2 • Makeyour security building block tangible to the customers. Monitoring and Incident management Application Security Data Security Infrastructure Security Data Center Security
- 26. Understand Cloud threats& Risks Threat RISK Losing Money Theft Unsecure Door Attack Vector
- 27. Cloud Attack vectors Cloud attack vectors Provider administration Management console Multi tenancy& virtualization Automation & API Chain of supply Side channel attack Insecure instances
- 28. 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
- 29. Design Threat Security Service SpoofingAuthentication 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.
- 30. Governance • Most securitycompanies simply don’t know how to do ongoing operational security. • If you are guarding banks data, you need Banks operational capabilities.
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- 32. To wrap thingsup 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.
- 33. Moshe Ferber www.onlinecloudsec.com http://il.linkedin.com/in/MosheFerber KEEPIN TOUCH Cloud Security Course Schedule can be find at: http://www.onlinecloudsec.com/course-schedule
Editor's Notes
- #2 Thank you for inviting me, I am very happy to be here in Athens.
- #3 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.