Saturday, June 04, 2005

The Art of selling security - #67

Here is a useful article where the authors asked a group of security officers from several industries to share their advice on how to make business executives acknowledge security risks and loosen the purse strings. As dismal as your prospects may seem when you're staring at an anemic budget, all is not lost it would seem.

Getting funds for security initiatives is an expertise security pros must master to be successful. It is, after all, much better to procure funds in advance than to wait until after a security incident. Their secrets to success vary, but according to security experts two things remain constant: They demonstrate security technology in the context of regulatory priorities and construct pro-deployment cases that largely circumvent conventional ROI considerations. Some of the methods used that circumvent traditional ROI calculations make for interesting reading.
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